Your company
Who is scoring.
Your desk defines what you may sell. Your list defines who you hunt. Role, shape, hunt, catalog — then the attach at catalog grain. Attach a document to fill the brackets. Approve every row.
Setup
0
- Company. Every report needs a named desk.
- What we sell. Ranking is relative to what you sell.
- Who we hunt. The accounts worth a first meeting.
- Who we exclude. Without a not-a-fit list, ranking will flatter everyone.
- Commercial rules. BDMs need the rules they must not break.
- Preferred motions. Pursue has to mean something this quarter.
- Voice. Talk track is constrained by how you actually speak.
- Do not pitch. Battlecards fail without a forbidden list.
- Partner notes. Named partners live here — the product will not invent an ecosystem.
- Catalog. Ranking cannot score a list without the units you sell.
- Personas. Approach needs a desk persona to speak as.
Start from
A template, or blank. Catalog shapes come next.
Type × seat
Direct sells to the account. Ecosystem sells through it — partnerships, channel, alliances, partner marketing. Same desk. Different hunt, jobs, and packets.
Direct
Ecosystem
OEM
ISV
Agency
OEM · Direct — We sell a unit others embed or operate. BDM, AE, founder. We close a named project at the account.
The named desk on every report.
The unit a BDM is allowed to lead with. Not a slogan.
Saved on this device as you type.