Define the shared opportunity.
Name the target account segment, the buyer, and the business problem. Explain why the combined offer is more useful than either company approaching the account alone.
- Priority account segment and buying group
- Business trigger or problem
- Combined offer and supporting evidence
Choose one coordinated play.
Agree on the outreach, content, event, or account activity that supports the objective. Define the next conversation you want to create.
- Target action and qualification criteria
- Assets and approved messaging
- Timeline, owners, and dependencies
Make the handoff explicit.
Decide how each team will record engagement, share relevant context, and follow up. Respect the data permissions agreed with the partner.
- Lead and account ownership
- Follow-up responsibilities
- Reporting and review cadence
Review the signal.
Look at qualified conversations and opportunity progression alongside activity. Document what to change before repeating the play.
- What reached the right accounts?
- What created useful conversations?
- What needs to change for the next cycle?