Constant: Discovery cadence
Weekly signal review
The weekly signal review happens in Teams, and every commitment that comes out of it is logged against the opportunity in Dynamics 365. No side spreadsheet.
- Chat & Meetings
- Teams
- CRM
- Dynamics 365
The Loop
The playbook doesn't care which logo sits in each row.
Seven tool categories. Pick what you actually run. The cadence, the territory math, and the co-sell motion stay identical: every sentence below rewrites itself around your stack, and nothing about the operating model changes.
Step one
Start from a preset, then swap anything.
Two common starting points. Neither is a recommendation: they are the two stacks we walk into most often. Change any row after picking one.
Docs & Knowledge
Where the partner record, call sheets, and territory math live.
Chat & Meetings
Where the cadence actually happens: signal review and partner syncs.
CRM
The system of record for pipeline, attribution, and partner-sourced revenue.
PRM & Co-sell
Where co-sell motions, partner-facing deal registration, and joint plans get logged.
AI Assistant
Drafts the brief, summarizes the account, prepares the call sheet.
Automation
Moves the record between systems so the cadence survives a busy quarter.
Conversational Intelligence
Captures what was actually said on partner and customer calls.
Step two
Same methodology. Your stack.
Six places where the Loop touches tooling. The verbs never change: the nouns do.
Constant: Relationship cadence
The partner call sheet
The call sheet for each named partner lives in SharePoint as one durable document, and Microsoft Copilot drafts the pre-call update from the last two quarters of activity.
- Docs & Knowledge
- SharePoint
- AI Assistant
- Microsoft Copilot
Phase 4: TAM
Territory math
Territory math is built once in SharePoint: accounts, dollars, percent in play. It is then reconciled against actual coverage in Dynamics 365 at the start of every quarter.
- Docs & Knowledge
- SharePoint
- CRM
- Dynamics 365
Phase 6: Co-sell execution
Joint pipeline
Joint motions are registered and tracked in WorkSpan, mirrored back to Dynamics 365 so partner-sourced pipeline shows up in the same forecast the CFO reads.
- PRM & Co-sell
- WorkSpanBlueThread relationship
- CRM
- Dynamics 365
Phase 5: Funnel analysis
What was actually said
Gong captures what the partner and the customer actually said, and the stalled-deal patterns get surfaced into the Teams review instead of dying in a dashboard.
- Conversational Intelligence
- GongBlueThread relationship
- Chat & Meetings
- Teams
Phase 7: Measurement
The reporting loop
Power Automate pushes the recurring updates between systems so measurement is a report out of Dynamics 365, not a monthly reconstruction project.
- Automation
- Power Automate
- CRM
- Dynamics 365
Bring your stack. We'll map the Loop onto it.
Team training runs against the tools your operators already open every morning, not a reference architecture nobody uses.