1
Define the co-sell motion, owner, and revenue outcome
60-75 min
60-75 min
Choose one co-sell motion for this mapping cycle: mutual-customer expansion, partner-sourced net-new outreach, integration adoption, marketplace deal support, executive introduction, or renewal protection. In Google Sheets, create a motion brief with Partner, Motion Name, Target Account Type, Target Persona, Revenue Outcome, Primary CTA, Partner Owner, Sales Owner, Launch Window, and Success Metric. In HubSpot, confirm which lifecycle stages and opportunity stages are eligible for the motion and which team owns the next action. Write the precise partner contribution, such as access, implementation credibility, integration value, procurement support, or executive sponsorship. Define what sales must do when an account is approved, including task type, due date, required context, and expected disposition. Review the brief with Partner Marketing, Partner Sales, RevOps, and the receiving sales manager before exporting any overlap data. Save the approved brief in the partner campaign workspace and link it from the review sheet.
Output
An approved co-sell motion brief with revenue outcome, target account rules, partner contribution, owners, sales action, and success metric.
Google SheetsHubSpot
Pro tip
Start with one revenue motion per mapping cycle. Mixing expansion, net-new, marketplace, and executive-intro motions creates conflicting eligibility and approval rules.
2
Set data-sharing, permission, and outreach guardrails
45-60 min
45-60 min
Document which account-level fields each company is allowed to share and use before reviewing overlaps. In Google Sheets, create fields for Data Source, Shared Field, Permitted Use, Prohibited Use, Customer Confidentiality, Partner Approval Required, Buyer-Facing Disclosure, Retention Period, and Guardrail Owner. In Crossbeam and Reveal, verify the populations, sharing rules, and partner permissions configured for the selected motion. Prohibit copying contact-level details, opportunity notes, customer health information, pricing, or confidential pipeline context unless both companies have explicitly approved that use. Define language that outreach may use, such as an existing integration or partnership, and language it must not imply, such as private data sharing or partner endorsement of an unapproved claim. Record stop conditions for disputed ownership, sensitive renewals, legal review, active procurement, and partner-requested suppression. Obtain written approval from the partner owner and internal RevOps or legal owner, then lock the guardrail tab before data is exported.
Output
A locked data-use and outreach guardrail matrix covering permitted fields, prohibited uses, disclosures, approvals, retention, and stop conditions.
CrossbeamRevealGoogle Sheets
Pro tip
Treat account overlap as permission to evaluate a motion, not permission to contact the account. The approval boundary should be explicit before sales ever sees the list.
