Discover why Sharkdom is secure for partner sharing
Discover why Sharkdom is secure for partner sharing
Most companies don't replace HubSpot. They build around it.
Stacktr did both and the numbers that followed made their BD team wonder why they hadn't done it sooner.
This is the story of how a mid-market US SaaS team moved their partnership pipeline off HubSpot's native CRM workflow and onto Sharkdom's co-sell and attribution infrastructure and what changed in their partner revenue in the 90 days after
Company: Stacktr
Industry: Agentic SAAS
Website: https://stacktr.us
Partnership Lead: Sunny Kapoor, Product Manager
Previous Partner Workflow: Manual deal stages + spreadsheet tracking
Stacktr runs a technology-led partner motion working closely with integration partners, solution providers, and consulting partners to expand reach across the US mid-market. The partnerships function sits close to product, with Sunny owning the operational side of how partners engage with the platform and the sales motion around it.
Stacktr's partner program was not struggling to recruit partners. That part was working. What was breaking was everything that happened after the partner signed.
Like most mid-market teams, Stacktr was using HubSpot to manage the entire revenue motion from
Problem 1: Partner Attribution Was Manual and Contested
When a deal closed that had both a direct sales touch and a partner introduction, the credit assignment conversation happened after the fact usually in a meeting between sales and partnerships.
HubSpot's lead source field could only capture one attribution point. Whoever logged the activity first got the credit. Partners who influenced deals through conversations rather than trackable clicks were systematically invisible.
Problem 2: No Partner Health Visibility
HubSpot showed Sunny what his partners had sold. It did not show him which partners were at risk of going silent. By the time he noticed a partner had stopped engaging — usually through manual review of deal pipeline, the partner had already been drifting for 45 to 60 days. Reactivating at that point required significantly more effort than catching the drift early.
Problem 3: Co-sell Motions Lived in Email
When Stacktr's AEs and partner AEs needed to collaborate on a joint account, the actual working surface was email threads and Slack messages. The deal stage lived in HubSpot. The conversation lived everywhere else without any audit trail and timestamped contribution record with no shared view for both sides.
"We were managing partnerships with the same tools we used for direct sales and we kept hitting the same wall, HubSpot is excellent at tracking what happens in your pipeline but just not built to track what a partner did before the deal even entered your pipeline."
— Sunny Kapoor, Product Manager at Stacktr
You can see the complete docs here how importing your Contact, Companies and Deal pipleine from hubspot can give you access of over 270+ vendors for account mapping.
1. Week 1: Connect, Map, Import
Stacktr connected HubSpot to Sharkdom via the native integration. The import mapper pulled Companies, Contacts and Deals in sequence, with Sharkdom auto-detecting the relationship between objects using HubSpot's association IDs.
The mandatory field validation flagged 47 company records missing website URLs required for Sharkdom's AI persona engine to generate partner-fit signals. Sharkdom's enrichment layer auto-filled 43 of those using LinkedIn and Clearbit data. The remaining 4 were manually updated in 15 minutes.
2. Week 2: Partner Activation Sequences Set Up
Sunny's team configured the 90-day activation architecture for 23 existing partners. Every partner received a personalized readiness score on Day 1 of the migration, surfacing immediately which partners were on track, which were drifting and which had already gone silent but had never been flagged in HubSpot.
7 partners were marked as 'Dormant, Reactivation Required' based on zero activity in 60+ days. Reactivation sequences fired automatically that week.
3. Week 3: Account Mapping Sessions Surfaced Hidden Pipeline
Stacktr ran its first Sharkdom-powered account mapping session with three of its most active technology partners. The overlap surfaced 34 shared accounts that neither side had previously seen. 12 were in active pipeline on both sides immediate co-sell candidates.
8 were closed customers of the partner who fit Stacktr's ICP warm intro opportunities.
"Week 3 was the week I knew this was going to work. We found 12 active co-sell opportunities in one afternoon that HubSpot had no way of surfacing because HubSpot doesn't see our partner's customer list, which is not a HubSpot failure, that's just not what HubSpot is built to do."
— Sunny Kapoor
4. Week 4: HubSpot Writeback Confirmed
Every action taken inside Sharkdom, AE assignment, deal progression, partner contribution logging, wrote back automatically to the corresponding HubSpot record. Stacktr's sales team experienced zero workflow change in HubSpot.
Their CRM continued to be the system of record for deal management. Sharkdom quietly added the partnership layer underneath.
2.4x Growth in Partner-Sourced Pipeline
In the 90 days following Sharkdom go-live, Stacktr's partner-sourced pipeline grew 2.4x compared to the previous 90 days on HubSpot alone. The growth came from two sources: reactivation of dormant partners and surfacing of previously invisible co-sell opportunities through account mapping.
5 Dormant Partners Reactivated
Seven partners flagged as dormant by Sharkdom's readiness scoring were placed into the 3-touch reactivation sequence. Five of the seven re-engaged within the first 30 days. Two had clearly moved on and were gracefully offboarded — itself a cleaner outcome than leaving them as phantom logos on the partner page.
12 Active Co-sell Deals
The account mapping sessions that happened in Week 3 converted into 12 active co-sell opportunities by Day 90. At Stacktr's average ACV, that pipeline represented significant upside — pipeline that would not have existed without Sharkdom's overlap surfacing capability.
4 months after go-live, Sharkdom is integrated into Stacktr's weekly partnership operations:
• Weekly Monday morning, Sunny and his team of 4 reviews the Partner Health dashboard, any partner with a readiness score < 50 gets attention that week.
• Every co-sell motion, AEs click 'Start Co-sell' inside Sharkdom, which automatically creates the workspace, assigns the HubSpot owner, and timestamps the attribution event.
• Monthly partnership review, the attribution dashboard produces a CFO-ready report in one click.
What used to take Sunny 3 hours now takes 3 minutes.
• Quarterly account mapping sessions, run with every active partner to surface new co-sell opportunities.
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