Ecosystem opportunity review

This playbook defines how an AI agent reviews incoming partner referrals, co-selling introductions, and ecosystem signals against current target account profiles. One run evaluates a single partner opportunity submission from receipt through account verification, conflict analysis, partnership manager decision, and verified sales handoff. The agent accesses partner intake submissions in Tally, partner and CRM records in Attio or folk, and qualification guidelines in Notion. If automated system access is restricted, the agent falls back to manual export tables or structured input requests without fabricating records or assuming unverified partner commissions.

• Case received: Read the partner opportunity intake submission from Tally or the designated partner portal webhook. Extract the submitting partner organization, partner contact, target company name, domain, primary prospect contact, stated business problem, estimated timeline, and requested co-sell involvement. Verify that all required fields are present and structurally valid.
• Partner status verification: Query Attio or folk for the submitting partner profile. Confirm the partner holds an active partner agreement, note their ecosystem tier and registered partner manager, and pull any co-sell engagement rules or territory covenants documented in Notion. If the partner profile is not found or agreement status is inactive, halt routing and flag the submission for partner team investigation.
• Account deduplication and conflict check: Search CRM records in Attio or folk for existing companies, parent corporate entities, and active contacts matching the target domain or legal name. Check for open pipeline deals, recent closed-lost opportunities within the standard exclusivity window, or assigned enterprise account executives. If an existing deal or active sales owner is found, document the timeline overlap and potential channel collision.
• ICP and requirement evaluation: Evaluate the prospect company against current ideal customer profile criteria defined in Notion, including industry vertical, estimated headcount, technical compatibility, and problem alignment. Cross-check whether the partner has verified budget authority or merely provided a public domain. Synthesize findings into a comparative brief highlighting strategic fit, co-sell leverage, and channel conflict risks.
• Information request. If critical prospect details—such as decision-maker contact details, specific use case requirements, or partner engagement history—are absent or contradictory, pause evaluation and request the missing clarification from the submitting partner or internal alliance manager. Retain the submission in preparing evidence until the information is provided or the submission is formally withdrawn.
• Opportunity brief formulation: Assemble a concise qualification brief summarizing partner contribution, target account background, verified CRM status, recommended co-sell tier, and suggested account executive assignment. If direct overlap exists with an active sales cycle, explicitly outline co-sell attribution options versus standard partner lead rejection.
• Approval. Present the complete opportunity qualification brief, channel conflict analysis, and recommended attribution terms to the responsible partnership manager or sales development lead. The approver may approve the opportunity for sales handoff with designated attribution, request revisions to partner terms or lead assignment, or decline the submission with an explanation.
• Lead routing and CRM registration: Upon explicit approval, create or update the qualified opportunity in Attio or folk, applying partner attribution tags, registration date, and approved revenue share tier. Assign the opportunity to the designated account executive and generate an introductory handoff brief containing partner notes and agreed co-sell coordination boundaries.
• Exception. If an automated CRM write or notification fails, or if a partner lead dispute emerges due to concurrent direct customer outreach, notify the partnership operations lead immediately with exact payload details and conflicting timestamps. Await manual resolution before updating external partner status.
• Partner notification and attribution receipt: Read back the newly created or updated CRM record to verify successful persistence of attribution fields and owner assignment. Send a confirmation receipt to the submitting partner detailing registration acceptance, lead reference ID, and next joint steps, or provide structured decline feedback if rejected.
• Example scenario: A consulting partner submits an enterprise referral for Acme Logistics through Tally, requesting co-sell registration. The agent queries Attio and identifies that an enterprise account executive had scheduled an exploratory call with Acme Logistics two weeks prior, though no formal deal was opened. The agent compiles the timeline, showing the direct rep outreach occurred prior to the partner form submission, but notes that the partner's submission includes direct access to the Chief Operating Officer. The agent presents the conflict to the partnerships manager. Rather than rejecting the referral outright or allowing uncoordinated sales outreach, the manager approves a joint co-sell motion with reduced referral fee attribution, and the agent updates Attio with joint ownership and notifies both the direct sales executive and the partner.
• Completion and resolution: The case completes successfully when the approved opportunity record is verified in the CRM, sales ownership is accepted, and partner confirmation is transmitted. If the lead is declined by the approver or withdrawn by the partner, record the decline rationale in the partner history, notify the partner with specific feedback, and transition the case to declined or unresolved.