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Generate Pipeline in Deal Navigator

Joy Rudnick avatar
Written by Joy Rudnick
Updated today

In this article:

Overview

Generate Pipeline is a feature within Deal Navigator that helps you uncover warm, high-potential accounts based on your ecosystem connections. Instead of relying on cold outreach or generic lead lists, Generate Pipeline identifies Top Prospects, net-new accounts that overlap with your partners and match your Ideal Customer Profile (ICP).

This allows your team to prioritize leads with built-in trust and relevance.


How to Access Generate Pipeline

Explorer Plan

Access: Limited

Details: Full-access users can view a limited amount of rows

Connector Plan

Access: Full access for Sales Manager seat users

Details: Sales Manager Seat includes Opportunity Owner filter option and shared list functionality

*Legacy sales seat users on Connector will have access to Deal Navigator and Generate Pipeline.*

Supernode Plan

Access: Full access for Sales Seat users

Details: Sales Seat users access Deal Navigator and Generate Pipeline in Crossbeam and can access it in their Salesforce instance


✍️Note

To upgrade your account, visit the Plan & Billing page.


To open Generate Pipeline, click on Deal Navigator in Crossbeam. Click the Generate Pipeline tab located at the top of the Deal Navigator workspace.

Review your Top Prospects

  • After applying filters, your personalized list of Top Prospects will populate automatically

Sorting the Top Prospects Lists

Once have the list of Top Prospects, you have several ways to narrow now the list further by:

Top Prospects

Account Owner

Industry

# of employees

Recent Partner Customer

Partners

Country

Within the company row, you can:

  • Select an Action icon to:

    • View the record in your CRM

    • Message a partner

    • Add to Shared List

  • Click in the Account row to open the Account Detail Drawer in a side panel

In the Account Detail Drawer, click on:

Account Tab

The Account workspace provides key partner insights for the account you’re looking at and company information.

Partners Tab

Message partners directly by clicking on the Message button to request warm intros or align on deal strategy.

Contact Tab

The contact tab surfaces contacts partners and provides additional context based on the shared number of partners and partner activity. Ecosystem Intelligence signals are also piped into these contacts to help you know who the decision-maker might be, or who just recently had activity with your key partner.

Sorting by Recent Partner Customer

See prospects that have recently become customers of your partners to spot strong buying intent signals. The most recent partners appear first in the ‘Is a customer of’ column.


Understanding Generate Pipeline

What is a Top Prospect?

Top Prospects are those that overlap with at least one high-impact partner

They’re sorted by the number of partner overlaps (descending).


Get closer to your ICP

  • Set your filters to get close to your ICP and have better results:

    • Industry – Select one or more industries

    • Company Size – Choose from predefined ranges

    • Geography – Filter by country

    • Number of employees

Actions You Can Take

Once you’ve identified Top Prospects, you can:

  • Open in CRM: Navigate to the existing account/contact

  • Assign in CRM: Assign the prospect to a sales rep

  • Add to CRM:Create a new account/contact in your CRM

  • Request Partner Introduction: Ask a partner to connect you with a key stakeholder

  • All actions are available directly from the prospect row via an Actions dropdown or button


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