So you’ve heard your peers talk about account mapping, and you’re wondering if it’s actually worth the hassle. Maybe your boss said, “Get us set up on Reveal,” or maybe you’re just tired of chasing cold leads while warm ones slip by. Either way, if you want a realistic, step-by-step process to actually set up account mapping in Reveal—and make it useful for a B2B sales team—this is for you. No fluff, just what works.
What is Account Mapping in Reveal—And Why Bother?
Let’s get this out of the way: account mapping isn’t magic. But in B2B sales, it’s about using your network (and your partners’) to spot which companies you and your partners both know, so you can find warmer paths into target accounts. Reveal is a tool that connects your CRM with your partners’—it uses account mapping to show you overlaps and open doors.
If you set it up right, you’ll see: - Which accounts your partners already have relationships with - Who owns those accounts on your partners’ side (so you know who to ask for help) - New opportunities hiding in plain sight
Set it up wrong, and you’ll just end up with another dashboard nobody checks.
Step 1: Get the House in Order—Prep Your CRM
Reveal can only map accounts as well as your CRM data allows. If your CRM is a mess, expect garbage in, garbage out. Here’s what to check before you connect Reveal:
- Duplicates: Merge them. If you have “Acme Inc.” and “Acme Incorporated” as separate entries, Reveal will treat them as different companies.
- Account Names: Use official company names, not nicknames or abbreviations.
- Domains: Make sure each account in your CRM has a valid website domain. Reveal matches on these.
- Ownership: Assign clear account owners in your CRM. Otherwise, you won’t know who to nudge for intros.
Pro tip: If you’re only going to clean up one thing, focus on domains. That’s what Reveal uses to match accounts.
Step 2: Set Up Your Reveal Account
Assuming you’ve got the basics ready, head to Reveal and sign up. You’ll need to:
- Connect your CRM: Reveal works with Salesforce, HubSpot, and a few others. It’ll guide you through a secure OAuth process—no weird CSV uploads.
- Set your data sharing level: Reveal lets you control what you share. You don’t have to reveal (ha) every detail—just enough to make mapping possible. Start conservative; you can loosen up later.
- Invite your team: Anyone who needs to see mapped accounts, request intros, or sync data should get access. Usually, that’s AEs, SDRs, and your partner manager.
What to ignore: Don’t get lost in customizing every field or permission setting up front. You can fine-tune once you see how your team actually uses the tool.
Step 3: Add and Approve Partners
This is where account mapping gets interesting—or falls flat.
- Find your partners: In Reveal, search for companies you already have partnerships with. If they’re not using Reveal yet, you can invite them.
- Send/accept partnership requests: Both sides have to agree before any data is shared.
- Set sharing rules: You decide what your partners can see—just account names and owners, or more detail. If you’re nervous about oversharing, start with the basics.
Honest take: If your partners aren’t bought in to using Reveal, you won’t get much value. The best account mapping happens when both sides are active and willing to actually help each other.
Step 4: Map Your Accounts
Now for the payoff.
- Go to the “Account Mapping” tab: Here you’ll see your accounts and your partners’—side by side.
- Select target accounts: Filter by things like industry, region, or deal stage. Focus on accounts you care about, not your whole database.
- See overlaps: Reveal highlights where you and your partner both know the same company. You’ll see who owns the account on both sides.
What works: Keep your mapping sessions short and focused. Don’t try to boil the ocean—pick a handful of strategic accounts to start.
What doesn’t: Don’t just export a giant list of overlaps and spam your partners with intro requests. That kills goodwill fast.
Step 5: Request Intros (Without Burning Bridges)
The real value is getting warm intros, not just seeing overlaps.
- Pick the right accounts: Start with ones where your partner has a real relationship—not just a logo in their CRM.
- Use Reveal’s intro request feature: You can request intros directly in the platform, and it’ll ping the account owner on your partner’s side.
- Be specific: Don’t just say “Can you intro me to Acme?” Say why you want the intro and what you’re offering. Respect your partner’s reputation.
Pro tip: Always ask your partner if they’re comfortable making the intro. If they hesitate, move on. Don’t push.
Step 6: Track Results and Iterate
Account mapping isn’t “set it and forget it.” Here’s what to watch:
- Intro acceptance rates: Are partners actually making intros, or ignoring requests?
- Deal impact: Are mapped accounts moving faster or closing at higher rates?
- Data quality: Are matches accurate, or are you seeing weird mismatches?
If you’re seeing little action, check: - Are your partners active in Reveal, or just signed up and forgot? - Are intro requests clear and reasonable, or are you asking too much? - Is your CRM data up to date?
Common Pitfalls (and How to Dodge Them)
- Messy CRM = Bad Mapping: If your CRM is out-of-date or full of junk, Reveal will be too.
- Oversharing too soon: You don’t need to share your whole pipeline with every partner. Start with safe, high-level data.
- No partner enablement: Don’t assume partners know how to use Reveal or want to proactively help. Sometimes you have to nudge.
- Too many partners: Quality over quantity. Ten engaged partners beats fifty who never log in.
- Not using mapped data in sales motions: If your sales team doesn’t actually use the overlap data, this is all just extra clicks.
Real Talk: What Actually Moves the Needle
- The best results come from tight alignment between partner and sales teams. If your AEs and partner managers actually talk, you’ll get more intros and fewer dead ends.
- Keep your mapping targets tight. Don’t try to map your entire CRM—focus on high-value accounts.
- Use mapped data in your regular pipeline reviews. If it just sits in Reveal, it might as well not exist.
- Don’t expect magic. This is just another tool. It only works if you use it.
Wrapping Up—Keep It Simple, Iterate Often
Setting up account mapping in Reveal isn’t rocket science, but it does require some discipline and a willingness to keep things updated. Clean your data, start small, and focus on making a few partnerships actually work before scaling up. Don’t fall for the hype—just use the tool to get warm intros and move deals forward. Iterate as you go, and don’t be afraid to tweak your process if it’s not working.
The best account mapping setups are the simplest ones that people actually use. Stick to that, and you’ll get the most out of Reveal—without another pile of unused dashboards.