In this article:
Overview
Generate Pipeline is a tool 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.
Sort by Top Prospects
To open Generate Pipeline, click on Deal Navigator in Crossbeam. Click the Generate Pipeline tab located at the top of the Deal Navigator workspace.
From the default Sort by Top Prospects view, you can filter the list further by:
Account Owner
Industry
Number 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.
Sort by Recent Partner Customer
To change the view, click the dropdown currently set to Sort by Top Prospects and choose Sort by Recent Partner Customer.
The table now shows prospects who have recently become customers of your partners, highlighting 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 are sorted by the number of partner overlaps, so the more relevant accounts appear first.
Requirements for ICP Filters
To access ICP filtering options, the following fields must be syncing from your CRM to Crossbeam:
Industry
Company Size/Number of Employees (if available)
Geography (Country)
Account Owner
Once these fields are syncing, you can filter prospects by industry, company size, geography, and employee count to focus on accounts that match your ICP. Filters are located at the top of the table.
Actions You Can Take
After identifying 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
