If you are in tech sales, there's no doubt that you have done "account mapping" with partners. But, the truth is, we can all count dozens of times where this has been nothing but a waste of time. We show up at the coffee shop, meet the rep, shoot the shit, then talk about a few accounts and then leave with no real action item or definitive plan to help each other out. Half the time, it's the other person picking your brain about accounts that will only help them and has nothing to give you in return. Sound familiar?