# Core concepts
Source: https://docs.hivesight.so/concepts
The vocabulary HiveSight uses for ecosystems, connectors, network strength, ICP fit, and intro opportunities.
A short glossary of the terms you'll see across the product.
## Ecosystem
An **ecosystem** is a workspace scoped to a single GTM motion. It owns:
* The team members whose networks are mapped (connectors)
* The ICP definition used to classify contacts
* The target accounts list
* The intro opportunities pipeline
* The integration connections (HubSpot, Slack, Google Calendar, MCP)
Most teams run a single ecosystem. You'd add a second one when you're
running a meaningfully different motion — a new product line, a new
segment, or a separate geography that should be reported on independently.
## Connector
A **connector** is someone whose LinkedIn network HiveSight maps. Usually a
teammate, but can also be an advisor, investor, customer, or partner.
Each connector has a *connection type* used for filtering anywhere people
are listed. Every new ecosystem ships with these defaults:
* **Team** — your teammates
* **Investor**
* **Advisor**
* **Customer**
* **Partner**
* **Influencer**
* **Connection of Team** — surfaced via Calendar / LinkedIn enrichment
* **Other**
You can rename, recolor, reorder, or add custom types from **Settings →
Connector types**. Connectors added automatically by a source get tagged
*Added from Calendar* or *Synced from LinkedIn*.
Plans cap the number of connectors per ecosystem. See [Plans & seats](/reference/plans).
## Network
A connector's **network** is everyone they've meaningfully engaged with on
LinkedIn — close connections, mutual posters, people they've recommended
or been recommended by, alumni from the same school or company, and so on.
HiveSight unions every connector's network into the ecosystem's combined
network graph. That's the universe of people you can run warm intros to.
## Relationship score & strength tier
Every edge between a connector and someone in their network has a
**relationship score** between 0 and 1. The score is built from multiple
signals: engagement frequency, language used, recommendations,
mutual posts, and shared affiliations.
Scores roll up into four tiers shown in the UI:
| Tier | Score range | What it means |
| --------------- | ----------- | ------------------------------------------------------------------------ |
| **Very likely** | ≥ 0.7 | Strong shared history, recent engagement, or explicit recommendation. |
| **Likely** | 0.45 – 0.7 | Multiple signals — work overlap, mutual engagement, shared affiliations. |
| **Possible** | 0.25 – 0.45 | Some shared context, but limited signals to verify warmth. |
| **Cold** | \< 0.25 | Weak or unverified connection — treat as a cold reach. |
## ICP fit
Your **ICP definition** is a plain-English description of who you sell to.
HiveSight classifies every person in the ecosystem's network into one of
four segments:
* **Direct buyer** — the decision-maker for your product.
* **Adjacent buyer** — an influencer or stakeholder in the buying motion.
* **Intel** — useful context (employee, alum, partner) without buying power.
* **Unknown / no match** — not yet classified, or doesn't match your ICP.
When you change the ICP definition, classifications re-run automatically.
Stale classifications from the previous definition are ignored on the next
read.
## Target account
A **target account** is a company you want to break into. Target accounts
drive the most prominent boosts in the warm-path ranking — a Likely
connector for a target-account direct buyer outranks a Very-likely
connector for someone outside your target list.
Two ways to add targets: paste them one at a time, or upload a CSV.
## Intro opportunity
When you click **Save as opportunity** on a warm path, it becomes a row in
your **Opportunities** pipeline. From there you can:
* Track status across three fixed buckets — **Active**, **Paused**,
**Closed** — with your own custom status labels inside each bucket
(e.g. "Intro requested", "Awaiting reply", "Won")
* Add notes and activity entries
* Push intro signals to HubSpot (if HubSpot is connected)
* See alerts in Slack when new opportunities surface
Saved opportunities are filtered out of the dashboard's "Top intro paths"
section so the same names don't keep surfacing after you've taken action.
## Dossier
A **dossier** is a brief HiveSight builds about a person ahead of a meeting
— their company, role, warm-path connections from your team, recent
notable activity, and shared signals. Dossiers are delivered before each
external meeting on a connected Google Calendar.
## Connector source
A **connector source** is an automation that adds connectors or enriches
their networks. Examples:
* **Google Calendar backfill** — adds people you've met with as soft
connectors.
* **LinkedIn close-connections sync** — refreshes a connector's
high-engagement network on a schedule.
Sources are configured per-connector in the ecosystem settings.
# Customer Champion Intro Playbook
Source: https://docs.hivesight.so/customer
How to turn happy customers into warm introductions to new accounts
Warm introductions from satisfied customers are one of the most effective ways to open new opportunities. When done well, these introductions feel natural and helpful—not transactional.
This playbook shows how to identify customer champions, find opportunities in their network, and ask for introductions in a way that is **easy to decline and never risks the existing relationship**.
The goal is simple:
**Make it easy for customers to help peers who may benefit from the same solution.**
***
# 1. Identify Customer Champions
Not every customer should be asked for introductions.
Focus only on **champions**—customers who have had clear success and a strong relationship with your team.
Good signals of a champion include:
### Product success
* high usage
* successful onboarding
* measurable outcomes
* expansion or renewal
### Advocacy signals
* positive feedback
* strong NPS
* public praise
* willingness to do a case study
### Relationship signals
* strong relationship with your team
* responsive and collaborative
* comfortable giving feedback
Champions are typically the people who say things like:
> “This has been working really well for us.”
Those customers are often happy to help peers if the request feels reasonable.
***
# 2. Map the Champion’s Network in HiveSight
Once you have identified a champion, the next step is to understand **who they know inside your target accounts**.
Add the customer contact (and any relevant champions or stakeholders from that account) into HiveSight. The platform maps their professional relationships and identifies connections to companies in your target account list.
This helps answer a simple question:
**Which potential buyers does this champion already know?**
Example output:
```text theme={null}
Sarah (Customer Champion)
Strong connections:
VP Product → Rippling
Head RevOps → Brex
Director IT → Ramp
```
Instead of guessing who a customer might know, you can focus on **specific opportunities where a real relationship already exists.**
Focus on **2–3 high quality opportunities at most.** Asking for too many introductions at once can feel overwhelming.
**Tip:**\
\
When adding champions to HiveSight, include multiple stakeholders from the same customer account. Different contacts often have completely different networks.
***
# 3. Choose the Right Moment to Ask
Timing matters more than the exact wording.
The best time to ask for introductions is **after a success moment**.
Common trigger points include:
* successful onboarding
* strong product results
* expansion or upsell
* renewal
* positive feedback
* case study participation
Avoid asking when:
* there are unresolved support issues
* the relationship is still new
* the customer has expressed concerns
The goal is to ask when the customer naturally feels:
> “This has been a good experience.”
***
# 4. Who Should Make the Ask
The introduction request should come from the person who owns the customer relationship.
In most organizations, this will be the **Customer Success Manager (CSM)**.
Customers are far more comfortable receiving this request from someone they already trust.
Typical ownership looks like this:
| Role | Responsibility |
| :----------------------- | :------------------------------------ |
| Customer Success Manager | Makes the intro request |
| Account Executive | Runs the sales conversation |
| Sales Development | Helps coordinate scheduling if needed |
The CSM’s role is simply to **open the door**. Once the introduction happens, the conversation can transition to the sales team.
***
# 5. Make the Ask (Low Pressure)
The most important principle when asking for introductions:
**The request must be easy to decline.**
Customers should feel completely comfortable saying **no** without affecting the relationship.
A good intro request communicates three things:
* No pressure
* Easy to decline
* You will do the work
***
### Example Intro Ask
```text theme={null}
Hey Sarah —
We’re starting to connect with a few companies similar to yours.
While reviewing our network it looks like you may know a few folks including:
• Mike Chen at Rippling
• Laura Davis at Ramp
• Alex Patel at Brex
If any of those are strong relationships and you'd feel comfortable introducing us, we’d really appreciate it — but absolutely no pressure at all if not.
Happy to draft a short intro note to make it easy.
```
Why this works:
* it references specific people
* it gives multiple options
* it acknowledges the relationship may not be strong
* declining is completely normal
Customers should never feel like they are being put on the spot.
***
# 6. Provide a Ghostwritten Intro
When customers agree to help, make the introduction as easy as possible.
The best way to do this is by offering a **ghostwritten intro message** they can forward.
This removes friction and dramatically increases the likelihood that the intro happens.
***
### Example Ghostwritten Intro
```text theme={null}
Hey Mike —
Wanted to introduce you to Justin (cc’d).
Their team built the platform we’ve been using for customer-led growth and it’s been working really well for us.
Thought it might be relevant for you as well.
I’ll let you two take it from here.
```
This message works because it is:
* short
* genuine
* not overly salesy
The customer only needs to forward the note.
***
# 7. Who the Intro Should Include
When a customer makes an introduction, the goal is to quickly turn that introduction into a meaningful conversation.
In most cases, the introduction should include:
* the **Account Executive** responsible for the account
* optionally the **Customer Success Manager**
Example structure:
```text theme={null}
Customer Champion
→ introduces
→ Target Contact
→ Account Executive
→ (optional) Customer Success Manager
```
This ensures the first conversation happens with someone who can:
* understand the context
* run a meaningful discovery conversation
* move the opportunity forward
Sales development teams can help schedule meetings, but the **initial introduction should go directly to the account owner.**
***
# 8. Follow Up Thoughtfully
Once the introduction is made:
* Thank the customer immediately
* Follow up promptly with the new contact
* Keep the customer informed if the conversation progresses
Customers appreciate knowing the introduction was valuable.
Example:
```text theme={null}
Thanks again for making that intro — really appreciate it.
We had a great conversation and will keep you posted.
```
***
# 9. Track Intro Outcomes
Over time it’s helpful to track the results of these introductions.
Key metrics include:
* introductions requested
* introductions made
* meetings booked
* opportunities created
This helps teams understand which customer relationships produce the strongest introduction opportunities.
Many companies discover that **customer introductions become one of their highest converting pipeline sources.**
***
# Best Practices
A few principles keep this program healthy.
**Ask occasionally, not constantly**\
\
Customers should never feel like they are being used as a referral engine.
**Focus on strong relationships**\
\
Introductions only work when the relationship is real.
**Keep requests small**\
\
2–3 opportunities is usually the right amount.
**Make declining normal**\
\
Customers should feel zero pressure.
**Always express appreciation**\
\
Even if an introduction doesn’t happen.
***
# What a Healthy Program Looks Like
Over time teams build a simple rhythm:
1. Identify customer champions
2. Add champions to HiveSight to map their network
3. Identify strong introduction opportunities
4. Ask occasionally at the right moment
5. Make introductions easy with ghostwritten notes
6. Follow up thoughtfully
When done consistently, warm introductions from customers often become one of the most trusted and effective growth channels for B2B companies.
# Employee Advocacy Intro Playbook
Source: https://docs.hivesight.so/employee-advocacy-intro-playbook
How to activate your team’s professional network to open new opportunities
Every employee brings a professional network with them—former coworkers, industry peers, and long-standing professional relationships.
Across an entire company, this network often represents **thousands of potential connections to target accounts**, but it is rarely activated intentionally.
This playbook shows how to identify opportunities within your team’s network and enable employees to make introductions in a way that feels natural and respectful of their relationships.
The goal is simple:
**Turn existing professional relationships into warm paths to new conversations.**
***
# 1. Focus on the Right Employees
While any employee may have useful connections, the strongest introduction opportunities typically come from **senior operators whose networks overlap with your target buyers.**
Examples:
| Your ICP | Best Employee Connectors |
| :------------------ | :-------------------------------- |
| Sales leaders | VP Sales / CRO |
| Marketing leaders | VP Marketing / Head of Demand Gen |
| Engineering leaders | VP Engineering / CTO |
| Product leaders | VP Product / Head of Product |
These individuals tend to have strong relationships with **peers at similar companies**, which makes introductions particularly effective.
Employees often have the strongest relationships with people they:
* previously worked with closely
* collaborated with on projects
* stayed in touch with professionally
These relationships are often **stronger than typical LinkedIn connections**, which makes them good candidates for introductions.
***
# 2. Map Employee Networks in HiveSight
To identify potential introduction opportunities, add employees into HiveSight and map their professional networks.
HiveSight analyzes these relationships and surfaces connections to companies in your target account list.
This helps answer a simple question:
**Which target accounts already have a warm connection to someone on your team?**
Example:
```text theme={null}
Employee: Alex (VP Sales)
Connections inside target accounts:
Director Product → Rippling
Head RevOps → Ramp
VP Sales → Brex
```
Instead of asking employees to think through their entire network manually, this surfaces **specific opportunities where a relationship may already exist.**
Focus on **2–3 high-quality opportunities at a time.**
***
# 3. Validate the Relationship
Before requesting an introduction, confirm that the employee actually has a **real relationship** with the contact.
Not every LinkedIn connection represents a meaningful relationship.
A good introduction opportunity usually involves someone the employee:
* previously worked with
* collaborates with regularly
* trusts professionally
* feels comfortable reaching out to
Employees should always feel comfortable declining if the relationship is not strong.
Protecting employee relationships is always more important than pursuing a single opportunity.
***
# 4. Two Types of Employee Introductions
Employee introductions generally fall into two categories.
***
## Direct Introductions
This is the most common scenario.
The employee personally knows someone at the target account.
```text theme={null}
Employee
→ former coworker
→ target account
```
These introductions are usually straightforward and low friction.
***
## Two-Hop Introductions (Friend → Target)
Sometimes an employee doesn’t know the target directly but knows **someone who does**.
```text theme={null}
Employee
→ trusted friend or former colleague
→ target contact
```
In this case, the employee asks their contact if they would be willing to make the introduction.
Because this involves asking someone for a favor, it should be used more selectively and usually works best when:
* the employee has a **strong relationship with the intermediary**
* the opportunity is **strategically important**
* the employee is **senior enough to make the ask comfortably**
Two-hop introductions are often most effective when coming from **director-level or executive employees.**
***
# 5. Who Should Make the Ask
Employees should not be expected to discover intro opportunities themselves.
Instead, the **owner of the program** (RevOps, marketing, or partnerships) typically:
1. identifies opportunities in HiveSight
2. confirms the relationship path
3. asks the employee if they feel comfortable making the intro
Example internal message:
```text theme={null}
Hey Alex —
Looks like you may know Mike Chen at Rippling.
Would you feel comfortable introducing us if the relationship is strong?
Absolutely no pressure if you don’t know them well or if it wouldn’t feel natural.
```
Employees should always feel comfortable saying:
* the relationship isn’t strong
* the timing isn’t right
* they’d rather not make the intro
***
# 6. Example Two-Hop Ask
If the opportunity involves a two-hop introduction, the employee might send something like:
```text theme={null}
Hey Sarah —
Quick question — I’m working with a colleague who’s building something interesting for GTM teams.
Looks like you may know Mike Chen at Ramp. If you happen to know him well, would you be open to introducing us?
Totally understand if not — just figured I’d ask.
```
This keeps the request casual and easy to decline.
***
# 7. Provide a Ghostwritten Intro
If the employee is comfortable making the introduction, provide a short message they can forward.
This removes friction and makes the process easy.
Example ghostwritten intro:
```text theme={null}
Hey Mike —
Wanted to introduce you to Justin (cc’d).
He’s building HiveSight, a platform helping GTM teams generate pipeline through customer relationships.
Thought it might be relevant given the work you’re doing at Ramp.
I’ll let you two take it from here.
```
***
# 8. Who the Intro Should Include
Once the employee agrees to make the introduction, the intro should typically include:
* the **Account Executive responsible for the account**
* optionally the **employee connector**
Example structure:
```text theme={null}
Employee
→ introduces
→ Target Contact
→ Account Executive
```
This ensures the first conversation happens with someone who can:
* understand the context
* run discovery effectively
* move the opportunity forward
Sales development teams can still help coordinate scheduling, but the **initial introduction should go directly to the account owner.**
***
# 9. Follow Up and Close the Loop
Once an introduction is made:
* Thank the employee who made the introduction
* Follow up promptly with the new contact
* Let the employee know how the conversation went
Example:
```text theme={null}
Thanks again for making that intro — really appreciate it.
We had a great conversation and will keep you posted.
```
Closing the loop reinforces that their help was valuable.
***
# Best Practices
A few principles help keep employee advocacy healthy.
**Respect employee relationships**\
\
Introductions should always feel natural.
**Make declining easy**\
\
Employees should never feel obligated to make introductions.
**Keep requests small**\
\
Focus on a few opportunities rather than large lists.
**Use two-hop introductions selectively**\
\
Reserve them for strong relationships and high-priority opportunities.
**Show appreciation**\
\
Thank employees who help open doors.
***
# What a Healthy Employee Intro Motion Looks Like
Over time, teams develop a simple rhythm:
1. Add employees to HiveSight to map their networks
2. Identify connections to target accounts
3. Validate that the relationship is real
4. Ask employees if they feel comfortable making the introduction
5. Provide a simple intro template
6. Follow up and close the loop
When used thoughtfully, employee networks can become a powerful way to reach new accounts through **trusted professional relationships instead of cold outreach.**
# Welcome to HiveSight
Source: https://docs.hivesight.so/index
Turn your team's network into pipeline — warm intro paths, pre-meeting dossiers, and account-based outbound powered by relationship intelligence.
HiveSight is a relationship intelligence platform for revenue teams. It maps
who on your team actually knows who, scores how strong each connection is,
and surfaces the warmest paths into your target accounts — automatically.
## What you can do with HiveSight
Discover the highest-trust path from anyone on your team into anyone at a
target account — ranked by ICP fit × connection strength.
Connect Google Calendar and HiveSight delivers a brief on every external
attendee before each call.
Use the MCP server to ask your network questions in plain English from
Claude, Cursor, ChatGPT, or any MCP client.
Two-way HubSpot sync brings CRM relationship data into HiveSight and writes
intro opportunities back to your pipeline.
## Get started
An *ecosystem* is a workspace scoped to a single GTM motion — your ICP, your
target accounts, and your team's connectors live inside it. Start with [the
5-minute quickstart](/quickstart).
A connector is anyone on your team whose LinkedIn network you want to map.
The more connectors you add, the more warm paths surface.
Describe your ideal customer in plain English. HiveSight classifies every
contact in your team's network against that definition.
The dashboard ranks the strongest warm paths your team can run today —
sorted by ICP fit × connection strength.
## Next up
Get from sign-up to your first warm intro path in 5 minutes.
Ecosystems, connectors, network strength, ICP fit, intro opportunities.
# Chrome extension
Source: https://docs.hivesight.so/integrations/chrome-extension
A HiveSight sidebar inside Google Calendar — relationship dossiers on every external meeting attendee, right where you plan your day.
The HiveSight Chrome extension adds a right-edge sidebar to **Google
Calendar**. Open any event with external attendees and the sidebar
surfaces a HiveSight dossier for each one — your team's warm paths into
them, the strongest connector, shared context, and a deep link back to
the dashboard.
It doesn't run on LinkedIn or other sites — the only host the extension
touches is `calendar.google.com`.
## Install
Open the [HiveSight Calendar Dossier extension in the Chrome Web Store](https://chromewebstore.google.com/detail/hivesight-calendar-dossie/moekgheleeifmibhgfplfdjdahdaadcc)
and click **Add to Chrome**.
Sign in to HiveSight at [hivesight.so](https://hivesight.so) in any
Chrome tab. The extension picks up your session automatically via
Clerk's `syncHost` mechanism — no separate login.
Visit [calendar.google.com](https://calendar.google.com) and click any
event with external attendees. The HiveSight sidebar slides in from
the right with a dossier for each attendee.
## What you'll see
For each external attendee: name, title, company, ICP fit, and the
top warm-path connectors on your team who can introduce or vouch for
you.
Schools, prior companies, mutual connections, recommendations —
everything the in-app dossier surfaces.
If HiveSight couldn't auto-resolve an email to a LinkedIn profile,
paste the LinkedIn URL inline. The dossier worker re-runs and the
brief lands next time you open the event.
Click any prospect or connector to jump straight to the connector
view in the dashboard with the full network context.
## How session sync works
The extension never asks for a separate login. Once you're signed in to
HiveSight in a regular Chrome tab, Clerk's `syncHost` bridges the
session into the extension. Sign out of HiveSight and the extension is
signed out too on the next event open.
## Ecosystem switching
If you have access to multiple ecosystems, the extension popup (click the
HiveSight icon in your Chrome toolbar) has an ecosystem switcher. Pick
the ecosystem whose graph the sidebar should query.
## Privacy
* The only host the extension reads is `calendar.google.com` — it
doesn't run on LinkedIn, your email, or any other site.
* It reads the currently-open event's attendees so it can ask HiveSight
for dossiers. It doesn't read your full calendar or any unrelated
content on the page.
* It never writes to your calendar, only renders an overlay sidebar.
# Google Calendar
Source: https://docs.hivesight.so/integrations/google-calendar
Pre-meeting dossiers on every external attendee, delivered to Slack or email before each call.
Connecting Google Calendar unlocks two things:
1. **Pre-meeting dossiers** — HiveSight delivers a brief on every external
attendee before each call you take.
2. **Connector enrichment** — people you've met with regularly are added
as soft connectors so their networks contribute to your warm paths.
## Connect Google Calendar
Each user on your team connects their own Google account — HiveSight needs
per-user OAuth so each person sees dossiers for *their* calendar, not
someone else's.
From your ecosystem, go to **Settings → Integrations** and click
**Connect** on the Google Calendar card.
You'll be redirected to Google's OAuth screen. HiveSight requests
read-only access to your calendar events and attendee details. No
write access — we never modify your calendar.
Pick where dossiers should land:
* **Email** — sent to your work address.
* **Slack DM** — pushed as a direct message (requires Slack
integration; falls back to channel post if your Slack ID can't be
resolved).
* **Both**.
Pick when dossiers should arrive:
* **Morning-of** — one batched message at the start of your day with
a brief for every external meeting.
* **15 minutes before** — individual brief landing 15 minutes ahead
of each meeting.
Notifications are off by default after connecting. Flip **Notifications
enabled** to start receiving dossiers. The connector enrichment runs
regardless — your meeting history feeds the warm-path graph even with
notifications off.
## What's in a dossier
For each external attendee, HiveSight pulls together:
* Name, title, and company
* LinkedIn profile and recent posts (when public)
* ICP segment (Direct buyer, Adjacent buyer, Intel)
* The strongest warm-path connectors on your team who can introduce or
vouch for you
* Shared context — schools, prior companies, mutual connections,
recommendations
Dossiers skip internal meetings (everyone on the same domain) and meetings
with no external attendees.
## What gets synced
| Data | Direction | Notes |
| ----------------------------- | --------- | ------------------------------------------------- |
| Calendar events (next 7 days) | Read | Used to schedule dossier delivery. |
| Past meeting attendees | Read | Used to add people you've met as soft connectors. |
| Calendar metadata | None | We don't modify your calendar. |
## Disconnect
To revoke access, go to **Settings → Integrations** and click **Disconnect**
on the Google Calendar card. HiveSight calls Google's OAuth revoke
endpoint immediately and deletes the cached calendar data.
# HubSpot
Source: https://docs.hivesight.so/integrations/hubspot
Two-way HubSpot sync — bring CRM relationship signals into HiveSight and write intro opportunities back to your pipeline.
HubSpot is HiveSight's deepest CRM integration. It pulls contact, account,
and deal state into HiveSight to enrich relationship scoring, and writes
saved intro opportunities back to HubSpot as deals.
HubSpot is available on the **Team** plan and above. Solo plans can use
the read-only LinkedIn-based graph without CRM signals.
## Connect HubSpot
From your ecosystem, go to **Settings → Integrations** and click
**Connect** on the HubSpot card.
You'll be redirected to HubSpot's OAuth screen. HiveSight requests
scoped read access to contacts, companies, deals, and owners, plus
write access for the optional writeback feature.
First sync usually completes in 5–30 minutes depending on the size of
your HubSpot portal. You can keep using HiveSight while it runs —
CRM signals appear progressively.
## What HubSpot signals do
HubSpot data sharpens two things HiveSight does:
1. **Relationship scoring.** A contact your team last\_contacted\_at recently
gets a strength boost. A contact in your CRM as a customer adds context
to that connector edge.
2. **Account-state-aware ranking.** Target-account contacts that already
exist in your CRM are tagged so the dashboard can prioritize
intros into accounts where you don't yet have a warm path *and* don't
yet have CRM coverage.
## Writeback (optional)
When **Writeback** is enabled, HiveSight pushes warm-intro signal directly
onto your existing HubSpot **companies and contacts** — no new deals
created, no parallel object to maintain. Reps see the same intro
intelligence on the records they already work in.
HiveSight provisions and populates these custom properties on first run:
| Object | Property | Description |
| ------- | ------------------------------ | ----------------------------------------------------- |
| Company | `hivesight_intro_strength_pct` | Strongest intro path strength as a 0–100 percent. |
| Company | `hivesight_paths_count` | Number of warm paths your team has into this account. |
| Company | `hivesight_best_target` | Best person to target for an intro. |
| Company | `hivesight_best_connector` | The connector who's the strongest bridge in. |
| Company | `hivesight_link` | Deep link back to the company view in HiveSight. |
| Contact | `hivesight_intro_strength_pct` | Strongest intro path strength to this contact. |
| Contact | `hivesight_paths_count` | Warm paths your team has to this contact. |
| Contact | `hivesight_best_connector` | The strongest connector who can reach them. |
| Contact | `hivesight_link` | Deep link back to the contact view in HiveSight. |
Writeback runs hourly. Toggle it on or off in **Settings → Integrations**
without having to disconnect the integration.
The property bootstrap is automatic on first run. If your HubSpot admin
restricts custom property creation, you'll see a clear error in the
HubSpot card and writeback stays disabled until properties are
pre-created or the permission is granted.
## What gets synced
| Object | Direction | Frequency |
| ----------------------------------------------- | ------------------- | ------------------------ |
| Contacts | HubSpot → HiveSight | Hourly delta |
| Companies | HubSpot → HiveSight | Hourly delta |
| Deals | HubSpot → HiveSight | Hourly delta |
| Owners | HubSpot → HiveSight | Daily |
| Intro intelligence (company/contact properties) | HiveSight → HubSpot | Hourly (if writeback on) |
Sync uses delta tokens so only changed records are pulled after the
initial backfill.
## Troubleshooting
HiveSight needs `contacts`, `crm.objects.companies.read`, and
`crm.objects.deals.read`. Disconnect and reconnect — the OAuth flow
will request the missing scopes.
Ask your HubSpot admin to either grant your user's role the
*Create properties* permission, or pre-create the `hivesight_connector`
and `hivesight_opportunity_url` properties on the Deals object.
Check the contact has a LinkedIn URL on their HubSpot record — that's
how HiveSight maps CRM contacts to the LinkedIn graph.
## Disconnect
Click **Disconnect** on the HubSpot card. HiveSight revokes the OAuth
connection with HubSpot and deletes all cached CRM state. Saved intro
opportunities and the deals already written back to HubSpot remain intact.
# MCP server
Source: https://docs.hivesight.so/integrations/mcp
Query your HiveSight network in natural language from Claude, Cursor, ChatGPT, or any MCP-compatible client.
HiveSight exposes a Model Context Protocol (MCP) server so you can ask
your network questions in plain English from any MCP client — Claude
Desktop, Cursor, the MCP Inspector, ChatGPT's MCP support, or anything
else that speaks the protocol.
The agent on the other end of the MCP server has access to the same tools
the in-app HiveSight agent uses: warm-path lookup, account research,
intro suggestions, contact lookup, ICP fit checks, and more.
## How it works
Each ecosystem has its own MCP URL:
```
https://dashboard.hivesight.so/api/mcp/
```
You can copy yours from **Settings → Integrations → MCP Server**.
Authentication uses OAuth 2.1 — your MCP client follows a standard
discovery handshake and signs you in with your HiveSight account on first
connect. Once authorized, the client holds a refresh token and won't ask
again unless you revoke access.
## Connect from Claude Desktop
In Claude Desktop, click **Edit MCP server config**.
Paste this entry (replace `` with yours):
```json theme={null}
{
"mcpServers": {
"hivesight": {
"url": "https://dashboard.hivesight.so/api/mcp/"
}
}
}
```
Claude reloads the MCP server list. The first time you send a message
that uses HiveSight, Claude will open a browser tab for you to sign in
with your HiveSight account.
## Connect from Cursor
In Cursor, open **Settings → MCP** and click **Add new MCP server**. Use
the same URL from the integrations page. Cursor handles the OAuth flow
automatically.
## Connect from MCP Inspector
The [MCP Inspector](https://github.com/modelcontextprotocol/inspector) is
useful for testing tool responses. Point it at your ecosystem URL and
authenticate when prompted.
## What you can ask
The agent picks the right tool from your question — you don't need to
know tool names, just describe what you want. Here are the patterns that
work best. Mix and match: each pattern composes with the others.
### Topic discovery — who in my network is talking about X?
Surface people in your network posting or commenting on a specific topic
or theme.
* *"Who's been posting about AI agents in the last two weeks?"*
* *"Anyone in my network commenting on Salesforce vs HubSpot?"*
* *"Show me people writing about Series A fundraising recently."*
### ICP-fit thought-leadership monitoring — posters who don't get a lot of engagement
ICP-fit people who post regularly but get modest engagement are
high-leverage outreach targets — active, in your buyer profile, and not
yet over-saturated by inbound.
* *"Find ICP-fit people posting under-the-radar content I could amplify."*
* *"VP Sales people in my network posting weekly but getting under 20 reactions — they'd notice an inbound."*
* *"ICP creators with high post volume and low engagement, sorted by post count."*
### Trigger-based workflows — whenever X happens, do Y
MCP doesn't run cron, but you can replay these on a cadence (a Monday
morning DM works well) and chain detection with a follow-up action like
drafting a message or adding a connector.
* *"Whenever someone in my ICP changes jobs, write me a congrats message."*
* *"When a connector engages on a post by an ICP-fit person, surface the post and draft an intro ask."*
* *"If anyone in my network announces a Series B, add their VP Sales as a target contact."*
### Account momentum — what accounts are heating up?
Spot accounts where multiple employees are interacting with your voice —
a real buying signal.
* *"Which target accounts have multiple employees engaging with my network this month?"*
* *"Companies where 2+ people are interacting with my connectors lately."*
* *"Rank my target accounts by recent engagement volume."*
### Bridge-finder before cold outreach — who knows them?
Always check for a warm path before going cold. Even weak signals (work
overlap, recommendations) can be worth a name-drop.
* *"I want to reach the VP Sales at Acme — who's my warmest bridge?"*
* *"Best path into Stripe's new Head of GTM?"*
* *"Strongest evidence anyone on my team knows Jane Doe."*
### Dormant-relationship reactivation — who have I gone quiet on?
Catch lapsed warm connections before they go cold.
* *"Connectors I haven't met with in 60+ days who still have strong relationships."*
* *"Lapsed customers who used to be active in our network."*
* *"Top 10 warm relationships I should re-engage this month."*
### Engagement-pattern intel — how do these two people actually know each other?
Before asking a connector for an intro, understand the basis of the
relationship.
* *"What's the history between Stephen and Jane? Should I name-drop or ask for a direct intro?"*
* *"Strongest evidence Stephen knows Jane warmly."*
* *"Have they actually interacted recently, or is this just a LinkedIn connection?"*
### Post-meeting extraction — I just got off a call, what next?
Calendar-aware. Pulls accounts you've actually met with and ranks intro
paths by ICP fit.
* *"I met with someone from Coupa, what intros can I extract?"*
* *"Best ICP-fit paths from my Monday meetings."*
* *"Rank my recent accounts by intro opportunity."*
### Add a connector on the fly
Maintain your network without leaving your AI client. Works as the
follow-up step in trigger workflows.
* *"Add Casey Nolan as a customer connector."*
* *"After this meeting, mark the attendee as a partner connector."*
### ICP coverage audit — where are the gaps?
Find target accounts where you have no warm path. These are where you
need to either add new connectors or accept the account is cold.
* *"Which target accounts have zero ICP-fit intro paths?"*
* *"Show target companies where I don't have a single warm path into a decision-maker."*
**Tips for getting good answers.** Be specific about time windows — "last
two weeks" / "this month" gives the agent a clear filter. Name connectors
by name when you can ("through Stephen" beats a generic ask). If the
first answer is too broad, narrow with a follow-up: *"only VPs"*,
*"exclude my customers"*, *"only at companies under 200 people."*
Each MCP URL is scoped to one ecosystem. If you have multiple ecosystems,
add one MCP server per ecosystem in your client config with distinct
names — `hivesight-enterprise`, `hivesight-mid-market`, etc.
## Security notes
* The MCP URL itself isn't a secret — the OAuth handshake is what
authorizes access. Anyone who hits the URL without a valid token gets
a 401.
* Tokens are scoped to your HiveSight user. If you're a member of a team
ecosystem, your MCP tokens only see the ecosystems you have access to.
* Revoke a connected client at any time by removing the HiveSight MCP
entry from the client's config (Claude Desktop, Cursor, etc.) — the
refresh token stops working as soon as it's removed.
# Slack
Source: https://docs.hivesight.so/integrations/slack
Daily digests, intro-opportunity alerts, and an in-Slack agent for asking your network questions.
The Slack integration delivers HiveSight signal to where your team
already works — daily digests, new-opportunity pings, and an
@HiveSight slash command that runs the same agent you use in the app.
## Connect Slack
From your ecosystem, go to **Settings → Integrations** and click
**Connect** on the Slack card.
HiveSight will request standard scopes (post messages, read user
info, respond to mentions). After approving, choose which channel
HiveSight should post into for digests and alerts. Most teams use a
dedicated `#hivesight` channel.
## What HiveSight posts
A summary of the top intro opportunities ranked by ICP fit ×
connection strength, plus dossier-driven highlights from your team's
upcoming meetings. Frequency is configurable: off, daily, or weekly.
Digests fire once per day around mid-morning UTC.
When a new person appears in your team's network who matches your
ICP and is at a target account, HiveSight pings the channel with a
one-line summary and a link to the path.
When a strong warm path is identified that wasn't there yesterday,
HiveSight posts it so your team can move on it before the moment
passes.
If Google Calendar is also connected and the connector chooses Slack
delivery, dossiers land as direct messages or in the channel ahead
of each meeting.
## The HiveSight Slack agent
Mention `@HiveSight` in any channel where the app is invited (or DM
the app directly) and you get the same agent the in-app chat uses.
Examples:
> `@HiveSight who can introduce me to someone at Notion?`
> `@HiveSight summarize my team's coverage of the Snowflake account.`
> `@HiveSight what's the warmest path into Sam Altman?`
Responses thread under your message so they don't pollute the channel.
The agent only sees the ecosystem associated with that Slack workspace
— if your org runs multiple ecosystems, only the one bound to Slack is
queried.
## Toggle individual alerts
Under **Settings → Integrations → Slack**, each alert type has its own
toggle:
* Daily / weekly digest frequency
* New ICP-fit awareness alerts
* New intro opportunity alerts
Turn off any you don't want without disconnecting Slack entirely.
## Disconnect
Click **Disconnect** on the Slack card to revoke the bot from your
workspace. HiveSight clears the cached channel ID and stops posting
immediately.
# Running Go-To-Network
Source: https://docs.hivesight.so/intro-ops
How to operationalize warm introductions across your company
Every company has a network around it—customers, employees, investors, advisors, and partners.
Within that network are thousands of potential relationships to companies you want to work with. The challenge is that most organizations never systematically identify or activate those opportunities.
This is where **Go-To-Network** comes in.
Go-To-Network (or GTN) is the operational discipline of identifying, coordinating, and activating warm introductions across your company’s network.
Instead of relying solely on cold outreach, companies can generate opportunities through **trusted relationships that already exist.**
***
# The Core Idea
Warm introductions rarely happen consistently on their own.
They require three things:
1. visibility into existing relationships
2. coordination across teams
3. simple workflows that make introductions easy
When those elements are in place, introductions become a repeatable pipeline source.
***
# The Four Networks Around Your Company
Most organizations have four major networks that can produce introductions.
Customer Network\
Satisfied customers who know peers at other companies.
Employee Network\
Former coworkers and professional relationships across the team.
Investor & Advisor Network\
Investors and advisors with access to senior operators and industry leaders.
Partner Ecosystem\
Agencies, consultants, and technology partners who interact with your target customers.
Each of these networks behaves differently, which is why each one has its own playbook.
***
# How Teams Use HiveSight
HiveSight provides visibility into the relationships across these networks.
By mapping professional connections, teams can identify where someone in their extended network already knows a contact at a target account.
Instead of guessing who might know someone, teams can focus on **specific opportunities where a real relationship exists.**
Example:
```text theme={null}
Customer Champion → VP Product at Target Account
Employee → Former coworker at Target Account
Partner → Client at Target Account
Investor → Executive at Target Account
```
These relationship paths become **intro opportunities.**
***
# Who Owns the Motion
Successful programs usually have a single owner responsible for coordinating introductions.
This role is often held by:
* Head of Marketing
* Customer Marketing
* RevOps / GTM Ops
* Partnerships
This person doesn’t make every introduction themselves.
Instead, they help surface opportunities and coordinate the right person to make the ask.
***
# Connector Owners
Introductions are most effective when the request comes from the person who owns the relationship.
Examples:
Customer introductions\
→ Customer Success Manager
Employee network introductions\
→ the employee who knows the contact
Investor introductions\
→ founder or executive team
Partner introductions\
→ partnerships team
This ensures the ask always comes from **someone with an authentic relationship.**
***
# A Simple Weekly Workflow
Many teams run this as a lightweight weekly workflow.
Step 1 — Identify new intro opportunities\
\
Add connectors into HiveSight and review newly surfaced relationship paths to target accounts.
Step 2 — Select a small number of opportunities\
\
Focus on a handful of strong opportunities each week.
Step 3 — Assign the connector owner\
\
Identify who owns the relationship and ask if they feel comfortable making the introduction.
Step 4 — Provide the intro message\
\
Offer a short draft message they can forward if they are comfortable making the introduction.
Step 5 — Follow up and track outcomes\
\
Thank connectors, follow up with the new contact, and track which introductions lead to meetings and opportunities.
***
# What a Healthy Motion Looks Like
Over time, teams begin to generate introductions from multiple sources:
Customers introducing peers\
\
Employees introducing former coworkers\
\
Investors opening doors to strategic accounts\
\
Partners introducing clients
Instead of relying on a single growth channel, companies begin to activate **the full network around their business.**
***
# Best Practices
A few principles help keep this motion healthy.
Protect relationships\
\
Introductions should always feel natural and respectful of the connector’s network.
Make declining easy\
\
Connectors should never feel pressure to make an introduction.
Focus on quality\
\
A few strong introductions are far more valuable than large volumes of weak ones.
Close the loop\
\
Always thank connectors and let them know how conversations progress.
***
# Where to Start
Teams usually see the fastest results by starting with **customer introductions**, since those relationships often have the strongest trust.
From there, they can gradually expand to activate:
* employee networks
* investor and advisor networks
* partner ecosystems
Over time, this creates a consistent stream of opportunities generated through trusted relationships rather than cold outreach.
# Investor & Advisor Intro Playbook
Source: https://docs.hivesight.so/investor-and-advisor-intro-playbook
How to activate your investor and advisor network to open strategic accounts
Investors and advisors often have some of the strongest professional networks around your company, but most startups only tap into that network occasionally.
When activated thoughtfully, these relationships can help open doors to:
* strategic accounts
* senior buyers
* design partners
* partnerships
Unlike other connectors, investors and advisors have **strong incentives to help your company succeed**. Because their upside is tied to your growth, introduction requests can often be **more direct and proactive** than other referral channels.
The key is making **specific, low-friction asks** that are easy for them to act on.
***
# 1. Identify Your Connector Network
Start by identifying everyone who could realistically make introductions.
This typically includes:
### Investors
* venture partners
* angels
* board members
### Advisors
* formal advisors
* strategic advisors
* industry mentors
These connectors tend to have **deep networks with senior operators**, which makes their introductions particularly valuable.
Investors in particular often have access to:
* portfolio founders
* senior operators
* executives across their network
These are often **difficult contacts to reach through outbound alone.**
***
# 2. Map Their Networks in HiveSight
Add your investors and advisors into HiveSight to map their professional relationships.
HiveSight analyzes these networks and surfaces connections to companies in your target account list.
This helps identify where **a real relationship may already exist.**
Example:
```text theme={null}
Investor: Alex
Connections inside target accounts:
VP Product → Rippling
Head of Marketing → Brex
Director IT → Ramp
```
Instead of broadly asking investors:
> “Do you know anyone who might be interested?”
You can ask about **specific people or companies**.
This dramatically increases the chance that the introduction happens.
***
# 3. Select a Small Number of High-Value Opportunities
Investors and advisors are generally happy to help—but their time is limited.
Focus on a **small number of high-value introductions.**
Good candidates include:
* strategic accounts
* companies already showing interest
* companies similar to existing customers
* design partner opportunities
Typically **3–5 intro opportunities per ask** is a good range.
These should ideally be:
* specific people
* specific companies
* clearly relevant to your product
***
# 4. Who Should Make the Ask
Introduction requests to investors and advisors should typically come from:
**Founders or senior executives.**
These relationships are often personal and high-trust, which makes a direct request appropriate.
Typical ownership looks like this:
| Role | Responsibility |
| :------------------ | :-------------------------- |
| Founder / Executive | Makes the intro request |
| GTM / RevOps | Prepares opportunity list |
| Account Executive | Runs the sales conversation |
In many companies, the **playbook owner (RevOps, marketing, or partnerships)** prepares the intro opportunities and draft messages, and the founder sends the request.
This keeps the process efficient while maintaining the personal relationship.
***
# 5. Ask at the Right Moment
The best time to request introductions is when you are already communicating with investors or advisors.
Common moments include:
* investor update emails
* quarterly check-ins
* fundraising conversations
* major product or growth milestones
Embedding intro requests into existing communication makes the ask feel **natural and expected.**
***
# 6. Make the Ask Specific
The biggest mistake founders make is asking for **generic introductions.**
Instead of:
> “Let us know if you know anyone who might be interested.”
Ask about **specific people and companies.**
***
### Example Intro Ask (Investor Update)
```text theme={null}
One small ask this month:
We’re starting conversations with a few companies similar to our current customers.
While reviewing our network it looks like you may know a few folks including:
• Mike Chen at Rippling
• Laura Davis at Ramp
• Alex Patel at Brex
If any of those are strong relationships and you'd feel comfortable introducing us, we’d really appreciate it.
Of course, no pressure at all if the connection isn’t strong.
Happy to draft a short intro message to make it easy.
```
Why this works:
* specific contacts
* minimal effort required
* easy to ignore if the connection isn’t strong
***
# 7. Provide a Ghostwritten Intro
Just like with customer introductions, providing a draft message makes it much easier for the connector to help.
Most investors or advisors will simply **forward the intro message.**
***
### Example Ghostwritten Intro
```text theme={null}
Hey Mike —
Wanted to introduce you to Justin (cc’d).
He’s the founder of HiveSight, a platform helping GTM teams turn customer relationships into pipeline.
Thought it might be relevant given the work you're doing at Ramp.
I’ll let you two take it from here.
```
***
# 8. Who the Intro Should Include
When an investor or advisor makes an introduction, the goal is to quickly turn that introduction into a meaningful conversation.
The introduction should typically include:
* the **Account Executive responsible for the account**
* optionally the **founder or executive**
Example structure:
```text theme={null}
Investor
→ introduces
→ Target Contact
→ Account Executive
→ (optional) Founder
```
This ensures the conversation begins with someone who can:
* understand the context
* run discovery effectively
* move the opportunity forward
***
# 9. Follow Up and Close the Loop
After an introduction happens:
* Thank the investor or advisor immediately
* Follow up quickly with the new contact
* Keep the connector informed if the conversation progresses
Example:
```text theme={null}
Thanks again for making that intro — really appreciate it.
We had a great conversation and will keep you posted.
```
Closing the loop helps reinforce that their introductions are valuable.
***
# Best Practices
A few principles help keep this process effective.
**Make specific asks**\
\
Investors are far more likely to act when the request is clear.
**Keep requests small**\
\
A handful of opportunities is better than a long list.
**Respect relationship quality**\
\
Only request introductions where there is likely a real connection.
**Make declining easy**\
\
Investors should never feel obligated to introduce someone.
**Close the loop**\
\
Always report back after introductions.
***
# What a Healthy Investor Intro Motion Looks Like
Over time, teams build a simple rhythm:
1. Add investors and advisors into HiveSight
2. Identify connections to target accounts
3. Select a small number of strategic intro opportunities
4. Prepare intro requests and draft messages
5. Founder sends the request during investor updates or check-ins
6. Follow up and report outcomes
When done consistently, investor and advisor introductions can open doors to **high-quality strategic opportunities that are difficult to reach through outbound alone.**
# Name Drop Playbook
Source: https://docs.hivesight.so/name-drop-playbook
The lightest-touch way to turn a warm relationship into a new conversation — without asking anyone to write you an intro.
A direct introduction is the strongest signal, but it puts real work on the connector. They have to write the message, schedule the intro, and follow up. Even when they say yes, they don't always send it. That's the silent failure mode of most warm-intro programs.
The name drop play removes that friction entirely.
You ask the connector for **permission to mention them** in your outreach. You write the outbound. They do nothing else. The prospect sees a familiar name at the top of an unfamiliar email — and that's enough to cut through the noise.
The goal is simple:
**Use every meeting, every champion, and every closed deal to manufacture warm context for the next prospect.**
***
# 1. Name Drop vs Direct Intro
There are two ways to use a warm relationship:
| Play | What it asks of the connector | When to use |
| :--------------- | :---------------------------------- | :---------------------------------------------------------------------------------------------------------------- |
| **Direct intro** | Write a message, send it, follow up | Tier-1 strategic accounts. Advisors and investors with skin in the game. Connectors you know will follow through. |
| **Name drop** | Say yes once. That's it. | Roughly 80% of the time. Best for customers, champions, peers, and prospects you've already met. |
The direct intro converts higher per attempt, but the name drop scales because the cost to the connector is near zero.
This is the silent failure mode of most warm-intro programs: even when a customer or champion agrees to write an intro, they're busy. The email gets pushed to next week, then the week after, and often never sends. The name drop sidesteps that entirely — the ask is small enough that "yes" actually leads to a sent email today.
***
# 2. Where Name Drop Opportunities Come From
The play works best when the **next person you're going to reach out to already knows someone in your existing warm circle**.
The strongest opportunities come from three sources:
**Pipeline meetings**
Every demo, discovery call, and follow-up meeting is a chance to surface "who else does this person know?" — and to plant the seed for an ask at the end of the call.
**Closed-won customers and champions**
Anyone who has gotten value from your product is a candidate. Champions in particular are usually willing to lend their name to expand the relationship.
**Closed-lost champions**
Often overlooked. People who loved the product but couldn't get budget or timing right frequently have a social contract feeling — they want to help, and they'll often agree to a name drop more readily than a customer who's never given you anything.
HiveSight surfaces these opportunities in two places:
1. **Pre-meeting brief on the calendar event** — for every upcoming meeting, you see the attendee's top relationships and whether they overlap with anyone in your ICP.
2. **CRM tasks** — when a deal hits a terminal state (closed-won or closed-lost), HiveSight can drop a task on the rep: "X knows the following Y people in ICP — make the ask."
***
# 3. The Magic Phrase
When asking a connector for permission, the phrasing matters. The line that consistently works:
```text theme={null}
Would it help or hurt if I mentioned your name?
```
This phrasing works because it:
* gives the connector an easy out ("it would hurt — please don't")
* frames the ask as a small favor, not a meaningful request
* doesn't commit them to writing anything
* gets a fast yes/no answer
Use it at the end of a good conversation, in a follow-up email, or in a Slack DM:
```text theme={null}
Hey Sarah —
Quick one — I saw you know Mike Chen at Ramp. I was planning
to reach out to him next week.
Would it help or hurt if I mentioned your name?
Totally fine to say no.
```
If the answer is yes, you're done. If it's no, you've cost the connector ten seconds and they appreciate you for asking.
***
# 4. Use the Permission in Your Outreach
Once the connector says yes, the name drop goes at the top of your outbound. The framing has to be honest — you brought their name up, not them, so don't write the email as if they recommended you reach out:
```text theme={null}
Subject: Sarah Lee at Acme — quick intro
Hey Mike —
Working with Sarah Lee at Acme on [context]. Saw you two
are connected.
We do [one sentence value prop] — looks relevant given
what your team's working on at [their company].
Open to a 15-min call next week?
```
The prospect sees a familiar name in the subject and first line. That's enough — their brain registers mutual connection, the reason for the outreach lands, and the email doesn't feel like a cold pitch trying to justify itself.
A few principles for the message itself:
* **Lead with the name.** Subject line or first sentence. Don't bury it.
* **Be accurate about the relationship.** "Working with Sarah" or "I was chatting with Sarah last week" is true. "Sarah said you're the right person to talk to" is not — they didn't, you asked permission to mention them. The prospect can call Sarah and check; the framing has to survive that.
* **Don't explain why you're emailing.** "Saw you two are connected" is enough. Lines like "so figured I'd reach out rather than cold" break the spell — they remind the prospect this is a sales email instead of letting the mutual connection do its work.
* **Keep it short.** The name drop carries the credibility. You don't need to over-explain.
***
# 5. Bulk the Ask
If you have multiple prospects you'd like to mention a single connector to, ask for them all at once.
```text theme={null}
Hey Sarah —
I'm planning to reach out to Mike Chen, Lisa Park, and David
Kim — all at companies in the Ramp / Brex / Mercury world.
Any of those names you'd rather I didn't mention? Otherwise I'll
note that you and I have been chatting.
```
This protects the connector from feeling like you'll come back every week with a one-off ask, and lets them filter out the ones where the relationship isn't strong.
Don't go to ten names. Three to five is the right shape.
***
# 6. When to Use This Play vs the Direct Intro
A simple decision tree:
```text theme={null}
Is this a Tier-1 strategic account?
└─ Yes → Consider a direct intro ask (heavier, higher signal)
└─ No → Name drop
Did the relationship deliver real value to the connector?
(e.g., you're a customer they love, or they're an advisor / investor)
└─ Yes → Direct intro is in range
└─ No → Name drop
Is the connector someone with formal skin in the game?
(advisor, investor, board member)
└─ Yes → Direct intro is fair to ask
└─ No → Name drop
```
Default to name drop. Reserve direct intros for the cases where the relationship and the opportunity both justify the cost to the connector.
***
# 7. Where This Fits in a Rep's Day
The name drop play should never require a rep to "log in to another tool."
Reps live in three places — their calendar, their inbox, and their CRM. The play has to surface there or it won't happen.
**On the calendar**
Every upcoming meeting carries a brief that includes the attendee's top relationships. Before the call, the rep already knows: "this person worked with our customer at Stripe; this person engages with our champion at Notion." That context lets them plant the seed during the call.
**During the call**
At the end of a good conversation — whether the deal is moving forward or not — the rep asks the magic phrase. Even a closed-lost deal can convert one champion into three to five name-drop permissions for the next quarter's pipeline.
**In the follow-up email**
The cleanest place to ask. The conversation is fresh, the rapport is built, and the connector has the context to say yes without a back-and-forth.
**In the CRM as a task**
When a deal closes won or lost, HiveSight can drop a task on the rep: "Ask X about Y, Z, W before the deal goes cold." The rep doesn't have to think about it — the system surfaces the moment.
The rep never has to think "should I be running this play?" The data is already where they are.
***
# 8. Closing the Loop With the Connector
After the name drop sends, a quick update goes a long way toward keeping the connector willing to say yes the next time.
```text theme={null}
Hey Sarah —
Quick update — reached out to Mike, he replied and we're chatting
next week. Thanks for letting me use your name.
```
If the prospect back-channels the connector (they sometimes do), the connector now has the context to confirm: "yeah, we've been chatting — good people."
That confirmation is the unspoken reason name drop works. The prospect's verification of you happens for free, on a private channel, with no further work from you.
***
# Best Practices
A few principles keep this play healthy at scale.
**Always get permission**\
\
Never name-drop without explicit permission. Spammy name drops from connection-list scrapes destroyed this play in many organizations — get the yes first, every time.
**Use the magic phrase**\
\
"Would it help or hurt if I mentioned your name?" The phrasing matters. It gives a fast yes/no and makes declining easy.
**Default to name drop, reserve intros for tier-1**\
\
Roughly 80% name drop, 20% direct intro. Reverse that ratio and the program dies — you'll burn out connectors fast.
**Don't ask the same connector repeatedly**\
\
One ask, bulked across three to five prospects, is fine. Coming back every week with a new one-off feels like work to the connector.
**Close the loop**\
\
Send a quick thank-you and an outcome note. Connectors who feel valued say yes more.
**Make declining easy**\
\
"Totally fine to say no" should be in every ask. Connectors who feel pressured say yes once and then stop responding.
***
# What a Healthy Name Drop Motion Looks Like
Over time, teams develop a simple rhythm:
1. Every rep has their calendar connected — pre-meeting briefs surface relationships automatically.
2. After every good call, the rep asks the magic phrase in the follow-up.
3. Permissions are tracked in the CRM with attribution back to the original meeting.
4. Outbound emails to name-dropped prospects lead with the connector's name.
5. The connector gets a quick update once the prospect responds.
6. Closed-won and closed-lost deals trigger a CRM task to bulk-ask the champion about their network.
When this is running well, every meeting on the rep's calendar becomes a leading indicator for two to three more meetings in the next quarter — without any new tools, new sequences, or new processes.
The reps don't think of it as a "playbook." They think of it as good follow-up.
# Partner Ecosystem Intro Playbook
Source: https://docs.hivesight.so/partner-ecosystem-intro-playbook
How to generate opportunities through existing partners, integrations, and strategic relationships
Many companies already work with partners that share the same customers, audience, and problem space.
These partners might include integration partners, implementation agencies, consultants, or service providers.
While these relationships often involve product integrations or co-marketing, they are **rarely activated intentionally as a source of introductions into new accounts.**
When used thoughtfully, partner relationships can become a reliable way to open conversations with companies that may otherwise be difficult to reach.
The goal is simple:
**Turn existing partner relationships into a trusted path to new opportunities.**
***
# 1. Identify Existing Partner Relationships
This playbook focuses on **partners your company already works with.**
These are organizations that already have a relationship with your team and regularly interact with the same buyers you are targeting.
Common examples include:
**Technology partners**\
Products that integrate with your platform.
**Implementation partners**\
Agencies or consultants that help companies deploy your product.
**Services partners**\
Organizations that solve adjacent problems for the same buyer.
**Strategic collaborators**\
Companies you already work with on co-marketing, events, or partnerships.
These partners often speak with your ideal customers **before you ever meet them**, which makes their introductions particularly valuable.
In many cases they may already have relationships with companies on your **target account list.**
The goal of this playbook is to activate those **existing relationships** to open new conversations.
***
# 2. Map Partner Networks in HiveSight
Add key contacts from partner organizations into HiveSight.
HiveSight maps their professional relationships and surfaces connections to companies in your **target account list.**
This allows you to identify situations where a partner already knows someone inside a strategic account.
Example:
```text theme={null}
Partner: Growth Agency
Connections inside target accounts:
Head of Marketing → Ramp
VP Revenue → Rippling
Director Demand Gen → Brex
```
Instead of asking partners broadly:
*"Let us know if you hear of anyone who might be interested."*
You can identify **specific companies where a real relationship already exists.**
Focus on **2–3 opportunities at a time** rather than large lists.
***
# 3. Identify Opportunities That Benefit Both Sides
Partner introductions work best when there is **clear mutual value.**
Before asking for an introduction, consider how the opportunity benefits both companies.
Examples include:
**Integration value**\
\
The partner's product works well alongside yours.
**Implementation opportunities**\
\
The partner could help deploy or support your product.
**Shared customers**\
\
Both companies already serve similar buyers.
**Joint solutions**\
\
Together you solve a larger problem.
Introductions should feel like:
**Helping a customer solve a problem together.**
Not simply generating leads.
***
# 4. Who Owns the Partner Intro Motion
In most companies this motion is owned by:
* Head of Partnerships / Alliances
* Revenue leadership
* Founder (early-stage companies)
This person typically:
1. identifies opportunities in HiveSight
2. validates the relationship with the partner
3. asks if an introduction would make sense
The partner should never feel like they are expected to generate leads.
Instead the motion should feel like **collaborating on opportunities where a relationship already exists.**
***
# 5. Make the Ask Specific
The biggest mistake companies make is asking partners for vague introductions.
Instead of saying:
*"Let us know if you know anyone who might be interested."*
Ask about **specific accounts.**
Example message:
```text theme={null}
Hey Alex —
We’re starting conversations with a few companies similar to our current customers.
Looks like you may know someone at Ramp and Rippling.
If either relationship is strong and you think it might make sense, would you be open to introducing us?
Absolutely no pressure if it’s not a close connection.
```
Why this works:
* specific
* easy to act on
* easy to decline
* respectful of the partner’s relationships
***
# 6. Provide a Ghostwritten Intro
Partners are often busy, so providing a simple intro message makes it much easier for them to help.
Example:
```text theme={null}
Hey Sarah —
Wanted to introduce you to Justin (cc’d).
He’s building HiveSight, a platform helping GTM teams turn customer relationships into pipeline.
Given the work you're doing around demand generation at Ramp, I thought it might be worth connecting.
I'll let you two take it from here.
```
The partner only needs to **forward the message.**
***
# 7. Who Should Receive the Introduction
When the introduction happens, the message should usually include:
* the **Account Executive responsible for the account**
* optionally the **partnership owner**
Example structure:
```text theme={null}
Partner
→ introduces
→ Target Contact
→ Account Executive
```
This ensures the first conversation happens with someone who can:
* run discovery
* understand the opportunity
* move the deal forward
In early-stage companies, the **founder often joins these calls directly.**
***
# 8. Look for Reciprocal Opportunities
The strongest partner relationships are **two-way.**
As your company grows, look for opportunities to:
* introduce your customers to partners
* collaborate on webinars or events
* create joint content
* co-sell solutions
Partners are far more likely to introduce you to accounts when they see value flowing **both directions.**
***
# 9. Close the Loop
After an introduction is made:
* thank the partner immediately
* follow up quickly with the new contact
* let the partner know how the conversation went
Example:
```text theme={null}
Thanks again for making that intro — really appreciate it.
We had a great conversation and will keep you posted.
```
Closing the loop reinforces that their help was valuable and strengthens the partnership.
***
# Best Practices
**Focus on shared value**\
\
Partner introductions should benefit the customer, not just one company.
**Keep requests targeted**\
\
A few thoughtful opportunities are better than a long list.
**Respect partner relationships**\
\
Partners should always feel comfortable declining.
**Build reciprocal partnerships**\
\
Support partners as well.
**Communicate outcomes**\
\
Partners appreciate knowing when introductions lead to meaningful conversations.
***
# What a Healthy Partner Intro Motion Looks Like
Over time teams develop a simple rhythm:
1. Add partner contacts to HiveSight
2. Identify connections to target accounts
3. Confirm the opportunity benefits both companies
4. Ask partners if the introduction would make sense
5. Provide a simple intro template
6. Follow up and share outcomes
When done consistently, partner introductions can become a reliable way to reach **high-value accounts through trusted relationships instead of cold outreach.**
# Quickstart
Source: https://docs.hivesight.so/quickstart
Get from sign-up to your first warm intro path in about five minutes.
This guide walks you from a fresh account to a ranked list of warm intro
paths your team can run today.
## 1. Create your ecosystem
After signing up, you'll be prompted to create an ecosystem. An ecosystem
is a self-contained workspace for one GTM motion: it holds your ICP
definition, your target accounts, and the team members whose networks you
want to map.
Most teams start with a single ecosystem for their primary outbound motion.
You can spin up additional ecosystems later for new products, segments, or
geographies.
Give your ecosystem a name (e.g. *Enterprise mid-market US*) and a short
description of who you're selling to.
## 2. Add your team's connectors
A **connector** is a teammate whose LinkedIn network HiveSight should map.
The more connectors you add, the more warm paths you'll find.
A few ways to add connectors:
Add a single connector by their LinkedIn profile URL. Useful for
teammates, advisors, board members, or investors one at a time.
Upload a list of LinkedIn URLs. Best for onboarding a larger group
at once.
Run a *Google Calendar backfill* on a teammate to add the people
they've met with frequently, or a *LinkedIn close-connections sync*
to pull in their high-engagement network. Both run on schedules and
keep the graph fresh without manual upkeep.
## 3. Define your ICP
Describe your ideal customer in plain English. Something like:
> *Series B–D B2B SaaS companies in North America, 200–1,500 employees,
> selling to revenue teams. Buyer is a VP/Director of RevOps, Sales, or
> Marketing Ops.*
HiveSight uses this definition to classify every person in your team's
network into one of three buckets:
* **Direct buyer** — the person who makes the purchase decision.
* **Adjacent buyer** — an influencer or stakeholder in the buying motion.
* **Intel** — someone with useful context on the account (employee,
alum, partner).
ICP classifications refresh on a regular cron. New connectors are
classified within an hour or two of being added.
## 4. Add target accounts
Tell HiveSight which companies you want to break into. Two ways:
* **Manual** — paste a company name or LinkedIn URL one at a time.
* **CSV upload** — upload your target account list in bulk.
You can also start with an empty target list and use the **Explore** tab
to surface companies your team is already connected to that match your
ICP.
## 5. See your top intro paths
Once your network is mapped (usually within a few hours) the **Dashboard**
ranks the highest-leverage intro paths your team can run today. Each card
shows:
* The target person and their company
* The strongest connector on your team who can open the door
* The connection strength tier (Very likely / Likely / Possible / Cold)
* The ICP fit segment
Click **Save as opportunity** to pull a path into your pipeline, where
you can track status, add notes, and (if HubSpot is connected) write the
opportunity back to your CRM.
## What's next
Connect Google Calendar so HiveSight delivers a brief on every
external attendee before each call.
Use the MCP server to chat with your network from any MCP client.
Pull CRM relationship signals into HiveSight and push intro
opportunities back to your pipeline.
Inline warm-path lookups while your team browses LinkedIn.
# Plans & seats
Source: https://docs.hivesight.so/reference/plans
What's included in Solo, Team, and Enterprise.
HiveSight has three plans. Each one builds on the one below.
## Solo
**\$99/month · 1 seat**
For founders running their own warm-intro motion. Everything you need to
map your own network, see warm paths, and stay sharp before meetings.
* Relationship mapping
* Warm intro path discovery
* Connection strength signals
* Google Calendar sync (pre-meeting dossiers)
* MCP access (query your network from Claude / Cursor / ChatGPT)
[Start a 7-day free trial](https://dashboard.hivesight.so) — no credit card
required.
## Team
**\$499/month · 10 seats · most popular**
For revenue teams running a coordinated warm-intro motion together.
* Everything in Solo
* 10 seats
* HubSpot integration (two-way CRM sync + writeback)
* API read/write access
* Revenue attribution dashboards
[Talk to a founder](https://calendly.com/justin-hivesight/30min) to get
set up.
## Enterprise
**Custom · unlimited seats**
For large GTM orgs that need custom data sources, attribution, and
rollout support.
* Everything in Team
* CRM integration beyond HubSpot (Salesforce + others)
* Pipeline attribution
* Custom network mappings
* Managed intro strategy with the HiveSight team
[Talk to a founder](https://calendly.com/justin-hivesight/30min) to scope
an Enterprise deployment.
## What counts as a seat?
A seat is one person who can sign into the HiveSight app and have their
network mapped. Adding *manual* connectors (just a LinkedIn URL, no
sign-in) doesn't consume a seat. Connectors added via Google Calendar
enrichment also don't consume seats — they're soft connectors.
## What counts as an ecosystem?
Plans cap how many ecosystems a workspace can run — Solo workspaces are
scoped to a single ecosystem; Team and Enterprise lift that limit.
Most teams stay on one ecosystem regardless of plan — you'd spin up a
second when running a meaningfully different motion (new product, new
segment) that should be reported on independently.
## Billing
All paid plans are monthly. You can cancel anytime from **Settings →
Billing**. Cancellations take effect at the end of the current billing
period — your data and intro opportunities stay intact through that
window so you don't lose pipeline mid-cycle.
# Pre-meeting dossiers
Source: https://docs.hivesight.so/workflows/pre-meeting-dossiers
Show up to every external call with a brief on every attendee — automatically.
If your team takes a lot of external meetings — discovery calls, partner
chats, advisory conversations — HiveSight can deliver a brief on every
external attendee before each meeting starts. Less time prepping, more
time showing up sharp.
## Set up (one-time)
Each person on the team connects their own Google Calendar from
**Settings → Integrations → Google Calendar**. See the
[Google Calendar integration guide](/integrations/google-calendar).
Pick **Email**, **Slack DM**, or **Both**. Slack DM is the most
common — it lands in the same place your team already gets
notifications.
* **Morning-of** — one batched message at 8am local with a brief for
every external meeting that day. Best for people who plan their
day in the morning.
* **15 minutes before** — individual briefs land 15 minutes ahead of
each meeting. Best for people whose calendars shift mid-day.
Notifications are off by default after connecting Google Calendar.
Flip **Notifications enabled** to start receiving dossiers.
## What you'll see
Each dossier covers one external attendee with:
* **Identity** — name, title, company, LinkedIn URL.
* **ICP fit** — Direct buyer / Adjacent buyer / Intel / Unknown.
* **Warm paths** — the top connectors on your team who know this person,
with strength tiers.
* **Shared context** — schools, prior companies, mutual connections,
recommendations.
* **Recent activity** — public LinkedIn posts and notable events (job
changes, fundraising news, content they've engaged with).
If an attendee can't be resolved (no email, no LinkedIn match), they're
omitted from the dossier — the brief skips them rather than guessing.
## What's filtered out
To keep noise low, dossiers skip:
* Internal meetings — everyone on the same email domain.
* Meetings with zero external attendees.
* Recurring meetings flagged as standing internal (1:1s, team standups).
## Post-call follow-up
After a meeting wraps, HiveSight surfaces a **post-call follow-up** prompt
in Slack with any *name-drops* it detected during the call — people the
prospect mentioned that HiveSight can resolve against your network. Click
the suggested action and HiveSight will sync a follow-up task to your
CRM (HubSpot) so the next intro doesn't slip.
## Connector enrichment as a side effect
Even with notifications off, connecting Google Calendar feeds the
warm-path graph. People you've met with multiple times are added as soft
connectors — their networks contribute to your team's warm-path surface
without them having to install or authorize anything.
This is the cheapest way to expand your team's network coverage. Encourage
every person who joins HiveSight to connect their calendar, even if they
don't want dossier notifications.
# Account-based outbound with warm intros
Source: https://docs.hivesight.so/workflows/warm-intro-outbound
How to run an ABM outbound motion that starts every sequence with the warmest path your team can find.
This playbook is the most common HiveSight motion. You have a list of
target accounts, your team has networks, and you want every outbound
sequence to start with the warmest path you can find — not a cold email.
## Set up (one-time)
Upload your target account list as a CSV or paste accounts manually.
The more accounts, the more paths to surface.
Write a clear ICP definition that names the buyer role (e.g. *VP
RevOps*, *Head of Sales*). The clearer the ICP, the better the
Direct-buyer vs. Adjacent-buyer split.
Get every meaningful network onto your team — AEs, founders, advisors,
investors, board members. Each connector multiplies the warm-path
surface.
Optional but recommended. CRM signal makes intros sharper and
writeback keeps the pipeline in sync.
## Weekly cadence
**Monday morning — review top intro paths.**
Open the **Dashboard**. The "Top intro paths" section is ranked by
`ICP fit × connection strength × target-account boost`. The first 3–6
cards are usually the right starting point for the week.
For each card:
1. Click the prospect's name to open the profile drawer. Skim shared
context — schools, prior companies, mutual connections.
2. Click the connector to view the relationship signals — recent
engagement, recommendations, mutual posts.
3. If it's a good fit, click **Save as opportunity**. Pick the relevant
intro path and add a one-line goal.
**Tuesday – Thursday — run the intros.**
Saved opportunities show up under **Warm intros**. For each one:
* DM the connector with the prefilled context HiveSight surfaces (you
can copy-paste the dossier).
* Move the opportunity to *Active* status when the connector agrees to
make the intro.
* Move to *Closed* once the intro lands or the connector declines.
**Friday — review coverage gaps.**
Filter target accounts by *no warm path*. These accounts need cold
outbound — or, more usefully, they're the prompt for "who should we add
as a connector to cover this account?"
## Slack-driven flow
If your team lives in Slack, set the digest to **Daily** under **Settings
→ Integrations → Slack**. The team sees the top paths at 9am every
morning without having to open the app. New intro opportunities ping
the channel in real time so someone can claim them.
## When intros don't surface
A few common reasons the dashboard returns nothing — and the fix for each:
| Symptom | Likely cause | Fix |
| ------------------------------ | --------------------------------------- | -------------------------------------------------------------------------------- |
| Empty dashboard | No connectors added | Add at least one connector to seed the graph. |
| No ICP matches | ICP definition too narrow | Loosen ICP or wait for classifications to backfill. |
| Paths only to "Intel" contacts | ICP role isn't surfaced in the network | Add senior connectors (founders, execs) whose networks reach decision-makers. |
| Same names every week | You're not saving them as opportunities | Save them. Saved opportunities filter out of the dashboard so new paths surface. |