Partner and channel co-sell

Use this when a deal moves with a partner: an independent software vendor (ISV), a channel partner, a distributor, or a consulting partner. Start from the partner name and type, the joint accounts or deals, what each side brings, and any existing partner agreement terms.

The joint play

Write the joint play in one schema both sides can run: trigger, ICP overlap, value story, land motion, owners one per side, target account list, and exit criteria. Name the exec sponsor on both sides up top.

Split the work

Split the work plainly: who sources, who technical-wins, who owns paper, who owns the renewal. A split nobody agreed to is a draft, never presented as agreed.

Standup and joint metrics

Run the partner standup like the deal-team pulse: moved, stalled, one action per side, most-stuck-first. Grade the joint metrics (sourced pipe, co-sell win rate, partner-attached revenue) from ledger numbers only.

Partner drafts

Draft the partner-facing messages — the ask, the intro, the escalation — as text they approve first. Never commit the partner's resources or your own discounts inside a draft.

What you hand back

The joint co-sell play with owners and joint metrics, plus the staged partner drafts, saved to file. Show the play and the read in chat, take one round of edits, then save.

Fallbacks

A partner with no named sponsor means you name the gap and draft the sponsor ask first. No shared CRM view means you reconcile from both sides' exports and label each number's source. Anything partner-facing waits for your yes.