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.
Define your ICP
If you haven’t defined your ICP yet, you’ll be prompted to do so
To update or refine your ICP later, click the Edit ICP button in the top-right corner of the Generate Pipeline view
Apply filters to Your ICP
Your ICP includes filters for:
Industry
Company Size
Geography
Use the dropdowns or search fields to apply filters
Optionally, apply advanced filters from synced CRM fields by clicking More Filters
Click Apply
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 |
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.
Understanding Generate Pipeline
What is a Top Prospect?
Top Prospects meet three main criteria:
Overlap with at least one high-impact partner
Match your ICP filters
(V1) Include Recommended Contacts (partner-aligned buyers)
They’re sorted by:
Number of partner overlaps (descending)
ICP strength
Presence of recommended contacts (if enabled)
How to Define and Apply ICP
Your ICP (Ideal Customer Profile) is used to personalize your Top Prospects list.
To define or update your ICP:
Click the Edit ICP button in the top-right corner of the Generate Pipeline view
Set your filters:
Industry – Select one or more industries
Company Size – Choose from predefined ranges
Geography – Filter by country
Click Save to apply the filters and update your Top Prospects
You can further customize your ICP with:
Additional filters from a dropdown list
Custom CRM fields
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