> ## Documentation Index > Fetch the complete documentation index at: https://docs.introw.io/llms.txt > Use this file to discover all available pages before exploring further. # Co-sell track > Stand up a co-selling program in Introw: collaboration on the live CRM deal without a CRM seat, account overlap discovery, a shared pipeline both sides trust, plus co-branded assets and MDF to fund joint demand. > A [co-sell partner](/partner-types#co-sell) sells side by side with your team on shared accounts, so neither side owns the customer alone. That is exactly why rules of engagement, clean attribution, and a single shared view of the deal matter most here. This track sets up collaboration on the live CRM record, overlap discovery, and a shared pipeline both teams trust, then funds joint demand with assets and MDF. **Time to first value:** partners collaborating on shared deals within about two days. **Owned by:** the Partner Manager and Partner Operations, with Sales, RevOps, and the CRO on rules of engagement and attribution. ## What a co-sell partner actually needs A co-sell partner is a full org that mirrors your sales team: an alliance manager, reps, and a solutions engineer. They need to work the live deal with your AE without a CRM seat, discover which accounts overlap, share a pipeline view, and align on who does what so the direct team stays bought in. Money here is influence and sourcing credit, not resale margin, so commissions stay light and attribution trust is everything. CPQ, certification, and deal-reg-for-margin belong to the reseller motion, not this one. ## Set up the foundation **Why it matters.** Co-selling is collaboration on a real CRM deal. A live two-way sync means both sides always see the same deal truth, which is the precondition for the CRO and RevOps to trust a shared-credit motion at all. Connect HubSpot or Salesforce with two-way sync as the system of record. **Time:** 20 to 30 min · **Who:** CRM Administrator, Revenue Operations Two-way sync with HubSpot or Salesforce. Decide how partner records map into the CRM. **Why it matters.** Co-sell partners bring multiple people to a deal: an alliance manager, reps, an SE. Importing partners with their full contact set means you can collaborate with the right person on each record from day one. Detect co-sell partners from the CRM and bring their teams in as contacts. **Time:** 30 to 60 min · **Who:** Partner Operations Detect co-sell partners from the CRM. Bring in the alliance manager, reps, and SE. **Why it matters.** The defining co-sell capability is letting a partner work the live deal without a CRM seat. Choosing which objects they collaborate on and exactly which properties they see lets them contribute on the record while you keep full control of sensitive fields. This is collaboration that is CRM-native, not a copy in a side tool. Link the CRM deals partners co-sell on, attribute their contribution on the record, then share the objects and pick the properties they can see and edit. **Time:** 1 to 2 hours · **Who:** Partner Operations, CRM Administrator Connect CRM opportunities to co-sell records. Record the partner's contribution on the deal. Open a deal or company for joint work. Expose the right fields, hide the rest. Let your AE work partners from inside the CRM. Add the partner's people to the record. ## Build the co-sell motion **Why it matters.** Co-selling starts with knowing where you and the partner both have presence. Overlap discovery points the joint motion at the accounts most likely to close, instead of guessing, so the first co-sell wins come fast. Connect Crossbeam, map partners to their Crossbeam records, and surface overlap to target. **Time:** 1 to 2 hours · **Who:** Partner Operations, Revenue Operations Bring in account-overlap data. Target the accounts you both touch. **Why it matters.** Shared deals are where channel conflict erupts and the direct team revolts. Clear rules of engagement plus AI conflict detection and an approval gate keep the two teams aligned and make the attribution defensible, which is what protects the program politically. Define rules of engagement, detect overlap with direct or other-partner deals, and gate registrations for review with the AI agent on first pass. **Time:** Half a day · **Who:** Partner Operations, Sales, CRO, with the Partner Manager Codify who does what on a shared deal. Catch overlap the moment a deal is registered. Let partners register the deals they bring. Work through conflicts with a clear process. **Why it matters.** Both teams managing the same deals need one pipeline view they agree on. A shared pipeline with the right attribution settings is what lets the partner see their joint deals and lets the CRO see partner-influenced revenue in the same place as direct. Add a pipeline to the experience, configure deal attribution, and control which deals each partner sees. **Time:** 2 to 3 hours · **Who:** Partner Operations, Revenue Operations Give partners a shared pipeline view. Set how shared credit is recorded. See joint deals across the program. Scope each partner to their own accounts. **Why it matters.** A co-sell partner needs a place to land that combines their pipeline, the deals they collaborate on, and the assets to run joint plays. Start with that minimum viable partner portal; experience building goes much further and you can enrich it after launch. Publish a co-sell experience with the shared pipeline and collaboration, then expand later. **Time:** 2 to 3 hours · **Who:** Partner Operations, Partner Marketing Assemble the minimal co-sell portal. Experiences go far deeper when you are ready. ## Go deeper: fund and accelerate joint demand Once partners are collaborating on shared deals, add the modules that make co-selling produce more pipeline. These are the co-sell-relevant extensions, in priority order. **Why it matters.** Joint selling needs joint collateral. Co-branded assets in a governed hub let both sides run the same plays on-message, without a design cycle per deal. **Time:** Half a day · **Who:** Partner Marketing Put co-sell collateral one click away. Surface the right assets per partner. **Why it matters.** Co-sell demand often needs joint-marketing money. Running MDF as CRM-linked requests and claims lets you fund campaigns with partners and prove the ROI, instead of trading spreadsheets. **Time:** Half a day · **Who:** Partner Marketing, Finance Set up MDF requests through to claims. Prove the return on joint spend. **Why it matters.** To keep the CRO and RevOps confident, partner-influenced versus partner-sourced revenue has to be clear, and reps need stage-specific guidance on complex joint deals. AI coaching plus partner analytics close that loop. **Time:** Half a day · **Who:** Revenue Operations, Partner Manager Give reps AI guidance on shared deals. Show influenced and sourced pipeline credibly. ## You are live Partners co-sell on the live CRM deal without a seat, you target real account overlap, both teams trust one shared pipeline and clear rules of engagement, and joint demand is funded and measured. The direct team stays aligned because attribution is defensible and everything lives in the CRM. Pick another partner-type track. Go deeper on registration, collaboration, and shared pipeline.