CPPO Proposal Generator¶

Capability Slug: cppo_proposal_generator Plan Tier: Command Credit Cost: 10 / 15 / 20 / 25 credits per run (varies by proposal type) Category: Co-Sell Default proposal type: generate_proposal Simulation: Supported (3 / 8 / 15 credits for quick / standard / deep)

Overview¶

A Channel Partner Private Offer (CPPO) is the AWS Marketplace transaction model for ISV-to-partner-to-customer resale. The mechanics involve ISV pricing, partner margins, an AWS Marketplace fee, contract terms, and a chain of acceptance steps that span deal desk, legal, channel ops, and the partner's own sales motion. Doing this manually is a multi-day spreadsheet exercise.

CPPO Proposal Generator turns those inputs into structured output: a full proposal, a pricing breakdown with AI-generated justification, partner agreement clauses, or an executive summary — depending on which mode you run. The pricing math is deterministic. The AI handles narrative framing, agreement language, and discount defense.

The four proposal types¶

Pick the mode that matches your workflow stage. Each runs independently and returns its own credit cost.

Proposal type	Credits	Output	When to use
`generate_proposal` (default)	25	Full eight-section CPPO proposal: executive summary, partner details, solution details, pricing structure, CPPO terms, compliance & requirements, implementation plan, next steps	First proposal pass for a new deal — get the complete package in one run
`pricing_structure`	15	Deterministic pricing tiers + AI narrative justification + margin analysis + discount justification + payment terms	Refining pricing on an in-flight deal without regenerating the whole proposal
`partner_agreement`	20	Nine clause types from AI + key clauses extracted + partner / ISV / AWS-program obligations	Legal review pass — generate clauses that match your CPPO arrangement
`deal_summary`	10	One-page exec summary + deal metrics + stakeholders + risk register + success criteria	Internal go/no-go review at deal desk

Models used vary by mode for cost efficiency: generate_proposal and partner_agreement use Claude 3 Sonnet; pricing_structure and deal_summary use Claude 3 Haiku.

Required and optional parameters¶

Parameter	Required	Description
`proposal_type`	Yes	One of `generate_proposal`, `pricing_structure`, `partner_agreement`, `deal_summary`
`deal_data`	Required for most modes	Object with `total_value`, `contract_months`, `discount_percentage`, `payment_model`, `deal_name`, etc.
`partner_data`	Required for most modes	Object with `partner_name`, `partner_tier`, `partner_specializations`, `primary_contact`
`customer_data`	Required for proposal & summary	Object with `customer_name`, `buyer_name`, `economic_buyer`
`isv_list_price`	Pricing mode only	Numeric ISV list price per period (typically per month)
`partner_margin`	Pricing mode only	Decimal (e.g. `0.15` for 15%). Defaults to `0.15`
`discount_requested`	Pricing mode only	Decimal (e.g. `0.20` for 20%). Defaults to `0`
`agreement_type`	Agreement mode only	`standard` (default) or other custom labels

How the pricing math works¶

The pricing engine in calculateCppoPricing() is deterministic — no AI involvement on the numbers themselves:

customer_price       = isv_list_price × (1 - discount_requested)
partner_buy_price    = customer_price × (1 - partner_margin)
aws_marketplace_fee  = customer_price × 0.03   ← 3% (ISV Accelerate rate)
isv_net_price        = partner_buy_price - aws_marketplace_fee
total_contract_value = customer_price × contract_months
isv_tcv_net          = isv_net_price × contract_months

Verify the AWS Marketplace fee for your enrollment

The pricing engine uses 0.03 (3%) — the reduced rate for ISVs enrolled in AWS Marketplace ISV Accelerate. If you're not in that program, the standard listing-fee rate applies. The fee shows up as aws_marketplace_fee and aws_marketplace_fee_percentage on every pricing output so you can sanity-check before generating CPPO docs.

The pricing block also returns:

discount_percentage, partner_margin_percentage — surfaced as percentages for review
annual_customer_value and annual_isv_net — month → year conversions
All values rounded to 2 decimal places

The accompanying analyzeMargins() helper adds:

gross_margin_percentage — ISV net as a percentage of customer price
partner_take, aws_take, isv_take — absolute dollar splits
margin_health — Healthy if ISV net ≥ 50% of customer price, otherwise Needs Review

Discount justification rules¶

The deterministic justifyDiscount() validator runs alongside the pricing math:

Discount	Auto-attached justifications
≥ 20%	Strategic account acquisition · Multi-year commitment · Expansion potential
≥ 10%	Competitive displacement · Reference customer value
< 10%	Standard partner pricing

Plus contextual additions:

Contract ≥ 24 months → "Long-term commitment premium"
Total value ≥ $100K → "Volume discount tier"

approval_required is set to true when the discount is 20% or higher. Treat that as a hard gate in your deal desk flow.

Payment terms¶

Pass deal_data.payment_model and the capability returns the matching terms object:

Model	Schedule	Terms	Renewal
`annual_upfront` (default)	Annual upfront payment	Net 30 from invoice date	Auto-renewal with 30-day notice
`monthly`	Monthly in arrears	Net 15 from invoice date	Month-to-month after initial term
`quarterly`	Quarterly upfront	Net 30 from invoice date	Auto-renewal with 60-day notice
anything else	As agreed	Net 30	Per contract terms

What `generate_proposal` returns¶

The full proposal mode is the heavyweight default. AI-generated sections (eight of them) plus deterministic helpers:

{
  "success": true,
  "proposal_type": "generate_proposal",
  "credits_used": 25,
  "proposal": {
    "executive_summary": { "deal_overview": "...", "total_contract_value": "...",
                           "contract_duration": "...", "key_value_drivers": [...] },
    "partner_details":   { "partner_name": "...", "partner_tier": "...",
                           "partner_specializations": [...], "partner_capabilities": [...] },
    "solution_details":  { "isv_product_name": "...", "marketplace_listing_id": "...",
                           "pricing_model": "...", "aws_services_included": [...] },
    "pricing_structure": { "list_price": ..., "partner_discount": ...,
                           "customer_price": ..., "margin_breakdown": {...},
                           "payment_schedule": "..." },
    "cppo_terms":        { "offer_duration": "...", "contract_terms": "...",
                           "renewal_terms": "...", "support_terms": "..." },
    "compliance":        { "marketplace_compliance": [...], "data_residency": "...",
                           "security_requirements": [...], "regulatory_compliance": [...] },
    "implementation":    { "deployment_timeline": "...", "onboarding_process": "...",
                           "training_included": [...], "success_milestones": [...] },
    "next_steps":        { "approval_process": [...], "cppo_submission_steps": [...],
                           "timeline_to_close": "..." }
  },
  "cppo_ready": true,
  "marketplace_requirements": { /* AWS-program requirements, see below */ },
  "next_steps": [ /* 5-step deterministic checklist with owners + timelines */ ],
  "estimated_timeline": { "proposal_creation": "1-2 days", "internal_approval": "2-3 days",
                          "partner_negotiation": "3-5 days", "cppo_generation": "1 day",
                          "customer_acceptance": "Variable",
                          "total_estimated": "7-14 days (excluding customer)" }
}

cppo_ready is a deterministic boolean — true when all four required sections (executive summary, partner details, solution details, pricing structure) are populated.

Five-step submission checklist¶

Every generate_proposal run returns the same five-step sequence with explicit owners and timelines:

Step	Action	Owner	Timeline
1	Finalize pricing with partner	ISV Sales	1-2 days
2	Generate CPPO in AWS Marketplace	ISV Marketplace Admin	1 day
3	Partner accepts CPPO	Channel Partner	1-2 days
4	Partner creates customer private offer	Channel Partner	1 day
5	Customer accepts offer	End Customer	Per sales cycle

This is a deterministic checklist, not AI output — it's the AWS-defined CPPO acceptance flow.

What `partner_agreement` returns¶

Nine AI-generated clauses plus three deterministic obligation lists:

AI clauses:

term_duration — contract length and renewal
pricing_terms — discount and margin terms
payment_terms — when and how partner pays ISV
territory_rights — geographic restrictions
exclusivity — exclusivity terms if applicable
marketing_rights — co-marketing permissions
support_responsibilities — who handles what support
termination_clauses — how the agreement can end
confidentiality — NDA terms

Deterministic boilerplate:

List	Items
Partner obligations	Maintain active AWS Partner status · Provide first-line support · Meet sales commitments · Comply with branding · Report sales activity · Maintain CSAT
ISV obligations	Maintain Marketplace listing · Provide enablement · Escalation support · Roadmap sharing · Co-marketing · Timely CPPO processing
AWS CPPO requirements	ISV enrolled in CPPO program · Partner is authorized reseller · Both parties accepted Marketplace terms · Offer complies with AWS pricing policies

AWS Marketplace requirements (returned with every proposal)¶

Category	Requirements
Partner	Registered AWS Partner · Marketplace seller account · Accepted Marketplace terms · Reseller authorization from ISV
Listing	Active public listing · Pricing model supports private offers · EULA allows resale
Transaction	Minimum transaction value may apply · Customer has AWS account · Billing through AWS

Simulation (dry-run) mode¶

CPPO Proposal Generator implements SimulatableCapabilityInterface, so you can dry-run a proposal against persona reviewers before paying full credits. Useful when a deal is high-discount, strategic, or going through deal desk.

Quality	Credits	Time	Depth
`quick`	3	~10 seconds	Basic validation
`standard`	8	~20 seconds	Comprehensive review
`deep`	15	~45 seconds	Exhaustive analysis

Simulation runs against the personas registered in CapabilityPersonaRegistry::getCppoPersonas() (deal desk, channel manager, partner sales) and surfaces concerns before you commit to the full 25-credit generation.

getSimulationPreview() returns a context summary (proposal type, deal value, customer, partner, discount, duration) along with available personas and quality options — call it client-side to render a confirmation modal before launching the simulation.

When to use it¶

Scenario	Recommended mode
Brand-new CPPO deal, partner identified	`generate_proposal`
Pricing renegotiation on an in-flight deal	`pricing_structure`
Legal pass on agreement clauses	`partner_agreement`
Deal desk go/no-go review	`deal_summary`
Pre-flight check on a high-discount or strategic deal	`simulate()` (quick / standard / deep)
Partner discovery and matching (before there's a deal)	Co-Sell Partner Discovery & Matching (`cosell_partner_matching`)

It is not:

A CPPO submission tool. The AWS-side CPPO creation still happens in the AWS Marketplace seller console — see step 2 of the submission checklist.
A substitute for legal review. Generated clauses are starting drafts, not signed contracts.
A pricing source of truth for non-CPPO deals. For direct private offers (no channel partner), the math doesn't apply.

API access¶

The capability is exposed through the agent runtime as cppo_proposal_generator. Partner API keys scoped with manage_cosell_plans plus the agent capability slug can generate proposals programmatically through the agent execution endpoint. The simulation interface is available on the same key. See Partner API Capabilities and Authentication & API Keys.