What warm introduction means in practice
A connection into a target account made through someone who already has a relevant relationship with the buyer or team.
A connector forwards a short note that explains the shared context and why the conversation may be useful.
How to use the concept well
Definitions are useful when they help a team make a better decision. Attach the concept to a real account, a source, a person, and a next action rather than using it as a label for more activity.
A warm introduction is different from a referral program because it relies on relationship context rather than an incentive structure.
A useful operating question
Ask: what does this warm introduction change about the account, the buyer, the relationship, or the timing—and what evidence would make the next step reasonable?
Common questions
What is warm introduction?
A connection into a target account made through someone who already has a relevant relationship with the buyer or team.
Why does warm introduction matter for GTM teams?
A warm introduction is different from a referral program because it relies on relationship context rather than an incentive structure.