Map the partner ecosystem

Use this when the question is category-level rather than partner-level. Start from the category, the current partners, CRM account overlaps, and any technology-stack or market signals on hand.

Draw the map by category

Who plays in each category, split by motion — solutions and services against independent software vendors (ISVs) and technology partners — our coverage per category, and the evidence behind every placement.

A category with no evidence behind it is UNKNOWN, not empty.

Score the whitespace

Each gap gets potential, strategic fit, and reachability, with one evidence line each. Add integration-attached retention as a value signal: accounts with an integration live retain better, and that is worth naming.

Rank the gaps. Cut the ones with no path — a gap we cannot reach is not an opportunity.

Call build, buy, or partner

One paragraph of rationale per gap. A partner gap gets a candidate thesis: the partner type, the value exchange, and the first three prospect names where the evidence supports them.

Card the shortlist

One card per opportunity — potential, impact, fit — and hand the qualified names to the sourcing motion with the thesis attached, rather than as a bare list.

What you hand back

The category map, the ranked whitespace list, the build/buy/partner calls, and the opportunity cards.

Fallbacks

Thin CRM data means a shorter map built from public research, marked INFERENCE, with the data that would grow it named explicitly.