01
System of record
Account · domain · CRM ID · owner · stage
August 2026 · CB-2026.08
Sublattice
This desk × this list × the unit you sell.
Partner desk for OEM, ISV, and agency. Sits between the CRM and the conversation. Names the layer a BDM can walk in on — then prints the packet that meeting needs.
Desk
List
Unit
Real synergy is that intersection. If we cannot name it, it is not synergy. The rest is noise.
The CRM has the account.
Gong has the call.
Neither has the layer.
A BDM does not walk in on a company score. They walk in on a named unit sitting next to a named product, on a named project, with a gap and an owner. That object is assembled by hand today — slides, tribal knowledge, a rank that cannot be named. It does not flow back.
- Salesforce / HubSpot store the account, the CRM owner, the stage.
- Gong stores what was said. It does not write the attach.
- Rank-and-score tools return a number. They do not return a packet the meeting can use.
02
System of conversation
What was said. Not what to attach.
03
The missing system
Our unit × their product × project × gap × owner
Real synergy is this desk connected to a list on the unit you sell.
The desk is who is scoring. The list is who they hunt. The unit is what they sell — a string they own, not a preset of four commercial words. SUBLATTICE scores that join. It does not invent a SKU. It does not replace the CRM.
- Desk-owned catalog. Research will not name a row that is not on the desk.
- Rank is cheap. Write the object only above the desk threshold. Pass never opens a packet.
- Packets are products. First contact, comparison, pilot — or partner brief, discovery, joint motion. One brief, the view the meeting needs.
- Outflow is CRM-shaped. CSV / JSON the CRM and Gong can ingest. We complement those systems.
Desk
List
Unit
How the system is wired
Ingest a list. Bound it to a desk. Rank cheap. Above threshold, write the synergy object. Print a packet. Outflow the chip and the motion. Below threshold, return a score — not a brochure.
01 Ingest
List
CRM CSV / JSON. Account, domain, CRM ID, owner, stage. Notes or a page when research runs.
02 Bound
Desk
Type × seat. Catalog of named units. Hunt, exclude, threshold. Research cannot leave this bound.
03 Rank
Playsheet
Every catalog row against the account. Yes / Qualify / No / Later. Score is the L1 chip.
04 Write
Object
Unit × their product × project × gap × owner. Only above threshold. Pass never opens a packet.
05 Engage
Packets
Direct: first contact, comparison, pilot. Ecosystem: partner brief, discovery, joint motion. This desk’s brand on the mast. Sourced KPIs only.
06 Return
Outflow
Score, object, motion stage, next date. Hold / callback / blacklist are ours — not a Salesforce picklist we pretend to own. Gong can take the same JSON.
The unit of work is not a company score.
It is a layer a BDM can walk in on. Rank is the dossier. Score is the rank chip — call plus one line for the CRM, below threshold. There is no second ranking brain.
Owner is sourced or it is Not found. Not found carries hunt titles — the roles to search — never a fabricated name. Numbers on a packet come from a catalog TCO hook or a cited source. History together is sourced or it is Not found.
Our unit
Catalog row that scored Yes or Qualify — product, service, or feature.
Their product
The SKU that stays. Adjacency, not displacement.
Project
A named line at them. If none, say so.
Gap
Why that project is open now.
Owner
The person who can say yes to that layer. Not found until sourced — then hunt titles, the roles to search, not a fake name.
A desk runs this loop
01
Type × seat
OEM, ISV, or agency. Direct (sell to) or ecosystem (sell through). The pair sets hunt, catalog shapes, alliance jobs, and packets.
02
Catalog
What a BDM is allowed to name. Entry opens a deal. Mention is a wedge, not a live SKU. Later is a path. Never is forbidden. Units are typed by the desk.
03
Ingest
Paste or import the list the CRM already has. A one-pager fills matching template slots from named products on the page — leftover brackets stay for edit or delete.
04
Rank
Every catalog row against each account. Cheap. Relative to this desk. Below threshold: score chip only.
05
Object
Above threshold, write the five plates. Integration type is how the unit sits on their product — orthogonal to what we sell.
06
Packet
Print the one view the meeting needs. Comparison is a bake-off, not a stack of PDFs. Wrong category does not print.
07
Motion
Stage lives on the object. CRM stage maps in; ours maps out. Date and purpose on callback.
08
Handoff
sublattice.pack.v1 is the desk snapshot. Export it. They import it as their environment until seats exist.
Six desks, two packet rails
Type is what the company is. Seat is how this person goes to market. An OEM ecosystem hunts VARs and embed partners. An ISV ecosystem hunts complementary products and marketplaces. An agency ecosystem hunts vendors it can keep.
Direct
Ecosystem
OEM
Sell to
Sell through
ISV
Sell to
Sell through
Agency
Sell to
Sell through
Direct packets
- First contact
- Comparison
- Pilot
Ecosystem packets
- Partner brief
- Discovery
- Joint motion
Alliance strategy (reseller, referral, co-sell, integration, co-marketing, marketplace, OEM, SI) is how we attach — orthogonal to unit and integration type.
What research is allowed to say
The catalog is the bound. Empty fields stay empty. A number without a source does not print. Paying desks bring their own model key; public walks stay notes-only.
Catalog row
- Name a BDM may say
- Job — one sourced sentence
- Unit the desk types
- Kind: entry · product · feature
- Pitch: lead · mention · later · never
Playsheet states
- Yes — in play at a named project
- Qualify — confirm before a SKU
- No — the X is the point
- Later — path only, not live
- Approach from Yes / Qualify and a desk persona
Source order
- Company quality: product-layer first
- Gap: this row, this account
- Owner: this row — or hunt titles
- Never invent a person
- Apollo is a later adapter, L2, human confirm
We do not replace the CRM
Inflow is the list they already have. Outflow is the chip and the object those systems do not write today. Gong can ingest the same contract. We are not a second system of record.
| Direction | Shape |
|---|---|
| In | Account, Domain, CRM ID, Owner, Stage |
| Out · L1 | Call, score, threshold — one line |
| Out · object | Unit, their product, project, gap, owner, hunt titles |
| Out · motion | Stage, next date, purpose, outcome. Hold / callback / blacklist. |
Threshold
Desk-owned. Below it, no packet. Score still returns for the CRM.
Bake-off
One comparison packet. Desk plus up to three named companies. Same category is a peer. Adjacent is complementary. Wrong category does not print.
Pack contract
sublattice.pack.v1. A prepared desk you walk in with — or a file they import as their environment.
Brand on the paper
Packets carry the desk’s mark and mast color, not ours. Save PDF is one long page.
What this is not
- Not a CRM. Not Gong. Not a second ranking brain.
- Not a SKU inventor. The catalog is the bound.
- Not a rip-and-replace. Adjacency, not displacement.
- Not a slogan talk track. Approach is sourced from Yes / Qualify.
- Not a fabricated owner. Not found until sourced.
SUBLATTICE is the desk that makes the join named, cheap to rank, and returnable to the systems you already run.
Start
Register a desk. Ingest a list. Rank.
- 01 · Type × seat, then the units you actually sell.
- 02 · Import the CRM list you already have.
- 03 · Rank. Open a packet only above threshold.
- 04 · Outflow the chip. Keep motion on the object.
This desk × this list × the unit you sell.