From Account Mapping to Closed Won: A Co-Selling Playbook for Tech Partnerships

Co-selling works. Getting there is the hard part.

Account mapping is where co-selling should start, not where it ends. Too many tech partnerships get stuck in spreadsheets and kickoff calls without a clear path to revenue.

In this session, partnership experts from Docusign, Amperity, and Crossbeam share their co-sell frameworks, covering everything from identifying high-value overlaps to activating partner reps to tracking deals through close.

Whether you're building your co-sell motion from scratch or trying to make an existing one more consistent, you'll leave with a clearer process for surfacing real opportunities, practical tactics for engaging partner reps, a way to track co-sell pipeline and prove partner ROI, and real examples from experts who've turned overlaps into revenue.