Playbook

Desk × list × unit

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. If we cannot name the intersection, it is not synergy. The rest is noise.

Synergy object

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 (L1) — call + one line for the CRM, below threshold. There is no second ranking brain. Pass never opens a packet.

Type × seat

OEM, ISV, or agency is what the company is. Direct or ecosystem is how this person goes to market — sell to, or sell through. Inclusive of BDM, AE, founder, partnerships, channel, alliances, partner marketing. The pair feeds the job list, hunt, catalog shapes, alliance goals, and packets. An OEM ecosystem hunts VARs and embed partners. An ISV ecosystem hunts complementary products and marketplaces. An agency ecosystem hunts vendors it can keep. Partner brief, discovery, and joint motion are the ecosystem packets. Direct keeps first contact, comparison, and pilot.

Desk-owned units

A catalog row carries a unit the desk types. Ranking tilt is derived from those units. Hunt titles fall back to the unit owner when the unit is new. Embed / managed / SDK is one desk’s language — a showcase, not a preset we ship.

Showcase packs

Admin sets up a desk as that company would run it, scores a few of their targets, and saves the snapshot. Activate the pack when you walk in. A built-in admin pack is the proof. Every other pack is a desk you prepared for the company in the room. The same snapshot is a handoff: export the pack, they import it as their desk. Until seats exist, the file is their account environment.

Live research

Public walks on this pilot are notes-only — paste their page. Host live research spends the operator’s xAI key and is on only after admin unlock. Paying desks will bring their own key; that needs a signed-in seat, not this cut.

Bake-off

Comparison is one packet, not a stack of PDFs. The desk plus up to three companies they named. Same category is a peer. Adjacent sits next to us — complementary, not a rip-and-replace. Wrong category does not print. Rank fills the cells; a typed name without a report stays Not ranked.

Partner motion

Stages live on the synergy object. CRM stage maps in; ours maps out. Hold, callback, and blacklist are ours — not a Salesforce picklist we pretend to own.

Source order

Legacy rank walked Wikipedia, Crunchbase, G2 first — best returning sources for company quality. That order does not return a named owner or a product-layer gap. Walk these lists in order. Stop at the first sourced hit. Apollo is not in live search.

Never for owner: Wikipedia · Crunchbase · G2 · Apollo (not in live search) · Invented names. Apollo is a people adapter later: hunt titles + domain, L2 only, human confirm before a name lands. We do not replace Apollo.

Catalog shapes

Internal map of common catalogs — shapes, not SKUs. An OEM embed plus managed ops is one worked shape. A new desk picks a shape and renames the brackets. Hunt titles ride the shape until a named owner is sourced.

Integration types

Catalog shape is what we sell. Integration type is how that unit sits on their product. Orthogonal. Eight attach patterns — not an iPaaS list. Hunt titles can tighten to the attach.

Playsheet

Same rows on every account — the desk catalog, grouped as entry, product, and feature. Only the checks, the why, and the synergy intel change. Approach is built from Yes / Qualify using a desk persona (pain, value, objection, CTA). First-contact, comparison, and pilot packets are views of the same brief — print the one the meeting needs. Comparison is complementary: their product × where we sit × why it compounds. History together is sourced or “Not found.”

Play summary

Rolled up from the checks so the desk can see the ask this quarter.

Scenarios