Define which accounts can be shared, who may see results and what the partner is allowed to do with them. Avoid emailing broad customer lists without approval. Check contractual and privacy restrictions relevant to the data.
Use domains or stable identifiers alongside names, resolving subsidiaries and duplicates. Distinguish customer overlap from shared prospects, open opportunities and excluded accounts.
Ask which partner rep owns the relationship, whom they know and what problem a joint conversation could solve. A partner being a vendor at the account does not guarantee access to your buyer.
Confirm willingness and coordinate the customer approach with the partner. Start with a specific account opportunity rather than a generic request to refer everyone who matches.
Track approved introductions, meetings, sourced opportunities and influence on existing deals separately. Give credit at both the partner-company and individual-connector level.
Orbb can support relationship-led research and execution once a potential route exists. Confirm any ecosystem-platform integrations directly rather than assuming the tools automatically share data.