Scoping in a co-sold sales process refers to a determining the gap between what a prospect needs, what they can do on their own, and what products and services might be needed.
Note: In the Scope Phase for a DIFM (do it for me) deal, at least some scoping by the Direct Rep will be completed prior to you joining the deal. The Direct Rep will share their notes/findings with you after getting your commitment to collaborate on the deal. For a Partner Collab, you'll be bringing what you've already scoped to HubSpot. Below are general tips and guidance for best practices in this phase overall.
In this stage of the co-selling process, you should be uncovering the needs of the prospect (or in a "do-it-for-me" deal, this stage will already be completed by a Direct Rep who will share their notes with you). We recommend following your normal Discovery Process during this stage to uncover the pains, requirements and needs of the prospect. Refer back to the Discovery stage in the HubSpot sales process and work with your Channel Account Manager if needed.