RecordbookHQ
The Recordbook Blog
Explore best practices, industry trends, and product news.
Co-selling is the fastest-growing motion in B2B software and the worst-instrumented. What it is, why AWS ACE and Azure Partner Center are pushing it, why spreadsheet reconciliation is killing it, and what a fixed operating model looks like in 2026.
How to Build a Sales Pipeline, Step by Step
Eight steps to a sales pipeline you can trust: who you sell to, stages and exit criteria, what to record on each deal, how much pipeline you need, and the habit that keeps it current.
What Is a Sales Pipeline? A Plain-English Guide
A sales pipeline is every deal you're working, organized by how close each one is to closing. What goes in one, how it differs from a funnel, and why it matters.
Sales Pipeline Stages: From Prospect to Customer
The typical sales pipeline stages, what has to be true for a deal to move from one to the next, and how to define stages your whole team (and your partners) use the same way.
Sales Pipeline Metrics: The Few That Actually Matter
Eight pipeline metrics worth tracking, how to calculate each one, and what to do when the number looks wrong, plus the two metrics that matter when you sell with partners.
Articles
Explore trends, best practices, and product news.
How to Build a Sales Pipeline, Step by Step
Eight steps to a sales pipeline you can trust: who you sell to, stages and exit criteria, what to record on each deal, how much pipeline you need, and the habit that keeps it current.
Common Sales Pipeline Mistakes and How to Avoid Them
Ten pipeline mistakes that quietly wreck forecasts, from stale close dates and zombie deals to partner deals nobody can see, with what each looks like and how to fix it.
Sales Pipeline Automation: What to Automate and What Not To
Automation saves the most time on data entry, calculations, reminders and keeping systems in sync. What to automate in your pipeline, what to keep human, and where to start.
Product
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Recordbook and Crossbeam solve different problems in the partner stack. Crossbeam maps account overlap across your ecosystem; Recordbook is the shared workspace where two teams actually run the co-sell deal. Here's when to use each — and when you need both.
A tactical 2026 guide to AWS ACE for ISVs: eligibility, the co-sell flow, opportunity types, common failure modes, and how to keep ACE and your CRM in sync.
Co-selling is the fastest-growing motion in B2B software and the worst-instrumented. What it is, why AWS ACE and Azure Partner Center are pushing it, why spreadsheet reconciliation is killing it, and what a fixed operating model looks like in 2026.