What is account mapping?
Account mapping is the practice of comparing a list of accounts with a partner to see where there are overlaps. The accounts listed might represent customers, leads, opportunities, or targets.
Each partner generates a list from their CRM, and the “mapping” consists of comparing the two lists to each other in order to determine overlaps. These overlaps are often then targeted for special sales, marketing, or other go-to-market activities.
Account mapping can be done by manually comparing spreadsheets or automatically with a partnership ecosystem platform.
How common is account mapping?
The top partnership ecosystem platforms have thousands of companies using them, and many other companies engage in manual account mapping. Many companies that engage in account mapping use an NDA to control the sharing of data between partners.
How is account mapping under an NDA different from the Partnership Agreement?
Account mapping under an NDA is exploratory and allows you to determine what kind of partnership to do with another company. Once you know, you can use the Partnership Agreement to make sure everyone is on the same page. Allowing account mapping to continue under the NDA during a partnership lets you keep conversations open.
Sample langauge
Continue existing account mapping
Company and Partner entered into a Mutual Non-Disclosure Agreement dated [ XX ] (“NDA“). Despite Section 12.1 of the Standard Terms of this Agreement, the NDA will continue to apply to information shared under that NDA for account mapping purposes.
Written to work with the Common Paper standard Partnership Agreement.