Definition
Account mapping is the process of comparing a vendor's customer and prospect lists with a partner's lists to find where they overlap. The overlap shows shared customers, shared targets and accounts where one side has a relationship the other needs. Teams use it to choose joint opportunities to work on together.
Mapping can be done in a spreadsheet or with tools that compare lists without showing all of each side's data. Both sides should agree on what they will share and how it will be used before they start.
A map only helps if someone acts on it. Good teams pick a short list of accounts, name an owner on each side and set a date to review progress.
In practice
A vendor and an MSP compare lists and find several of the MSP's clients are on the vendor's target list, so they plan joint outreach to the best five first.