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BDR → AE → Manager

The meeting arrives with its reasoning. Every decision has an owner.

BDRs submit qualified meetings with their evidence. AEs accept, reject or ask for what is missing. Managers see status and patterns. Handoffs exist in Teams workspaces today.

Follow a handoffDiscuss a Teams evaluation

What the BDR learned

  • Why the account matters now
  • Who confirmed the problem
  • What is still unknown
  • The next step they agreed

What usually reaches the AE

  • A calendar invite
  • A company name

With a handoff packet, all four travel together.

Illustrative comparison · Synthetic example.

The handoff journey

One packet. Six moments. No reconstruction.

Select each stage to see who acts, what they see and what they decide. The packet is the same object throughout; only its state and its owner change.

RevOps and admins define the qualification standard, ownership and pairings that every handoff is judged against.

Choose a handoff stage
  1. BDRResearches and qualifies
  2. AEReviews and decides
  3. ManagerSees status and patterns
Corvane LogisticsDraftPendingPendingNeeds infoAcceptedAccepted · on time
Evidence
New operations leader; hub expansion
Problem · Timing
Confirmed Review this quarter
Budget owner
UnknownAE askedConfirmedNot discussed yet“Who signs off on network tooling?”Finance approval path named

BDR

The BDR captures what the conversation established.

Evidence, the qualification fields your organization requires, what is still unknown and the proposed next step.

The BDR decides it is ready to submit.

BDR → AE

The packet goes to the paired AE.

The meeting and its context arrive together, so the AE does not reconstruct the account from a calendar invite.

Submission starts the AE’s response clock.

AE

The AE reviews the context and open questions.

The AE sees what was observed, what was established and what is unknown, against the qualification criteria.

Accept, reject with a reason, or ask for more information.

AE → BDR

A specific question goes back to the BDR.

Instead of a silent rejection, the AE asks for what is missing, here the budget owner, and the packet returns with the question attached.

The BDR answers and resubmits.

AE

The AE accepts and owns the next step.

Acceptance is an explicit, attributable decision. The context stays attached for the first meeting.

Ownership of the next step is clear.

Manager

The manager sees status, timing and patterns.

Which handoffs are on time, at risk or overdue, and which rejection reasons repeat, as material for coaching.

Coaching starts from the work, not a total.

Teams evaluationAccept, reject and needs-info decisions, response tracking and SQO criteria exist for Teams workspaces; a configurable Qualification Contract is planned. Illustrative workflow with a synthetic account: no opportunity or CRM entry is created.

Qualification Contract

Qualified, by your definition.

Every company qualifies differently. A Qualification Contract is your organization’s standard, written once and applied to every handoff, so BDRs know what to capture and AEs judge against the same bar.

Teams evaluationSQO criteria templates today PlannedFull configurable contract

  • Required qualification fields

    What must be known before submission.

    Example: Problem, timing, decision process

  • Required supporting evidence

    What each field must point to.

    Example: A call note or a cited source for the problem

  • Optional evidence

    Helpful context that does not block a handoff.

    Example: Competitor in place, current tooling

  • Disqualifying conditions

    What ends a handoff before it starts.

    Example: Outside the served segment

  • Unknown-information handling

    Which unknowns are acceptable, and how they are marked.

    Example: Budget owner may be unknown if flagged

  • Rejection reasons

    A shared list, so rejections become patterns.

    Example: No confirmed problem; wrong persona

  • Rework requests

    How an AE asks for something specific.

    Example: “Who signs off on network tooling?”

  • Approval roles

    Who accepts, and who can override.

    Example: Paired AE accepts; manager resolves disputes

Example values are fictional. Your organization defines its own fields, evidence and roles.

Responsibility

Context moves. Ownership stays explicit.

Nothing in a handoff is decided by software. Each role has a clear part, and the record shows who did what.

BDR

Researches the account, captures the evidence the contract requires, marks what is unknown and submits. Answers needs-info requests and resubmits.

AE

Reviews the packet against the criteria. Accepts and owns the next step, rejects with a reason, or asks a specific question.

Manager

Sees which handoffs are on time, at risk or overdue, and which rejection reasons repeat. Uses them as coaching material.

RevOps / admin

Defines qualification criteria, pairings and ownership rules, and keeps them consistent across teams.

Team communication

Keep the conversation attached to the account.

Context gets lost when the question is in chat, the answer is in email and the decision is in someone’s memory. The intended coordination layer keeps questions, feedback and decisions beside the account or handoff they concern. It is not meant to replace your chat tool.

Corvane Logistics · handoffPlanned

  1. AENeeds info: who signs off on network tooling?Attached to: Budget owner
  2. BDRFinance approves; the operations leader sponsors.Evidence: call note
  3. AEAccepted. I own the discovery call.Next step and owner recorded

Conceptual example · Account-linked discussions are Planned. Today: handoff decisions plus in-app notifications and digests.

Capability directory

Coordination capabilities and their status.

10 capabilities, each with what it does, who it serves and its status today. Access to anything marked Teams evaluation is confirmed in writing first.

Show all 10 capabilitiesBDR to AE coordination · Team communication
Available today
Included in individual Plus, Pro or Ultra plans, within each plan’s limits.
Teams evaluation
Built for Teams workspaces. Access is arranged through an agreed evaluation; Teams is not generally available.
In development
Being built and not available. Scope and timing may change.
Planned
On the Teams roadmap and not built yet.
Concept
A direction we are exploring. It needs separate certification and approval before any release.
Choose a capability family

BDR to AE coordination

Handoffs that carry qualification context, with explicit human decisions.

Explore handoffs
BDR to AE coordination: capability, who it serves, the problem, the value and status
CapabilityWho it servesProblem it addressesPractical valueStatus
Qualified meeting handoffsA BDR submits a meeting with its context; the AE accepts, rejects or asks for more information.BDRs, AEsAEs receive a calendar invite and none of the reasoning.Context and responsibility travel together.Teams evaluation
Handoff response trackingSee which handoffs are on time, at risk or overdue for a decision.Managers, AEsHandoffs wait without anyone noticing.Decisions that do not stall.Teams evaluation
SQO criteria templatesDefine the criteria a qualified opportunity should meet.Managers, RevOpsEvery rep qualifies differently.A shared definition to qualify against.Teams evaluation
Handoff quality reviewReview handoff decisions and patterns across the team.ManagersRejected handoffs never become coaching.Patterns worth a conversation.Teams evaluation
AE workspaceA workspace for AEs to receive, review and work handoffs.AEsAEs rebuild account history before the first call.Prepared context on arrival.Teams evaluation
BDR and AE pairingsPair BDRs with the AEs they hand off to.ManagersUnclear who receives which handoffs.A known path for every handoff.Teams evaluation
Qualification ContractYour own required fields, evidence, disqualifiers, unknowns, rework and approval roles.RevOps, sales leadersA universal framework rarely fits your sale.Qualification judged against your standard.Planned

Team communication

Context that stays attached to the work.

See how context travels
Team communication: capability, who it serves, the problem, the value and status
CapabilityWho it servesProblem it addressesPractical valueStatus
In-app notifications and digestsNotifications and digests for handoffs and team activity.EveryoneUpdates get lost in email.The change, where the work is.Teams evaluation
Account-linked discussionsQuestions, feedback and decisions attached to an account or a handoff.BDRs, AEs, managersContext is split across chat and the CRM.The conversation stays with the account.Planned
Shared next steps and ownership decisionsAgreed next steps and owner decisions recorded beside the account.BDRs, AEs, managersNobody remembers who agreed to what.One visible next step and owner.Planned

Questions

Handoff questions, answered plainly.

Can an AE reject a handoff?

Yes. In Teams workspaces an AE can accept a handoff, reject it with a reason, or mark it as needing more information so the BDR can respond. Each decision is attributed to the person who made it.

Does accepting a handoff create an opportunity in our CRM?

No. Syntri does not create opportunities or pipeline records in your CRM. Acceptance records the decision in Syntri; what happens in your CRM stays with your team and your existing process.

What is a Qualification Contract?

Your organization’s own standard for a qualified handoff: required fields, required and optional evidence, disqualifiers, how unknowns are handled, rejection reasons, rework requests and who approves. SQO criteria templates exist today; the full configurable contract is Planned.

Do we have to adopt a specific qualification framework?

No. The point of a Qualification Contract is that each company defines its own standard. Syntri does not impose a universal framework.

Can managers see every handoff?

Managers can review handoff status, response timing and decision patterns for their team in a Teams workspace. Which details each role can see is confirmed during the evaluation.

Is there team chat inside Syntri?

Not today. Teams workspaces include in-app notifications and digests. Account-linked discussions and shared next steps are Planned, and Syntri is not intended to replace your chat tool.

Syntri Teams

  • Teams overview

    The full territory-to-execution story and capability directory.

  • Territories

    ATLAS rules, coverage, Bird Eye and RevOps controls.

  • Agents

    Ask Syntri and supervised Syntri Command missions.

  • CRM health

    Human-reviewed record corrections, with provenance.

  • Ramp and coaching

    Onboarding through real work, and the Coaching Hub.

  • Engage

    Optional, certified execution beside your tools.

  • ROI

    A transparent, editable value scenario.

Syntri Teams

Bring your qualification standard.

Share what a good handoff looks like in your team today, and where context gets lost between BDRs and AEs.

Discuss a Teams evaluationBack to Teams overview

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