ELG Insider

Everything started with a shared vision by two competing founders: to change how all companies grow through modern partner ecosystems. Those two founders, Bob Moore and Simon Bouchez, spent 5 years forging powerful data networks and creating respective products that resonated strongly with an emerging market. They both built companies with trust at the center, and worked to supercharge go-to-market teams with partner data and relationships. So, how and why did these fierce competitors decide to unify their networks, teams, products, and visions? And, more importantly, what can we expect from them next? Watch the full conversation between Bob and Simon from ELG Con London on demand here to learn more: https://lnkd.in/gBgRe9Ux

Nobody is going to open your outbound emails if: ❌ Your buyer doesn’t know you or your brand ❌ Your subject line is focused on the product rather than the buyer’s pain point ❌ Your email description doesn’t get right to the point of how you can help them ❌ You address the wrong person ❌ You want to inspire trust and curiosity, not just clutter an inbox.  We’re living in an era where buyers don’t want to be sold to. They need help from someone they know (and trust) to solve their problems and achieve their goals. In a recent webinar from Sell Better, Jason Bay (Founder of Outbound Squad), Vin Matano 🐝 (Founder of Creatorbuzz), and Florin Tatulea (Head of Sales Development at Common Room) shared multiple best practices to boost your outreach strategy. Here are 3 out of the many best practices they shared during their webinar, and how using an ELG strategy can help boost them even further. And be sure to watch the full webinar here: https://lnkd.in/eJxQAkNn

Join us tomorrow at 9am PT / 6pm CET, at the Partner Sourced Summit ’24. Why? Reason #1: Incorporating partner-sourced revenue into your go-to-market strategy offers a cost-effective, trust-building, and growth-accelerating approach that can boost your revenue. Reason #2: GTM experts will teach you to leverage the strengths of your ecosystem to drive sustained success. Reason #3: Bob Moore will reveal the #1 partner-sourced play you can run now, no matter your team's size. Reason #4: Learn how the Crossbeam x Reveal merger alters your partner-led GTM and the big problems (and little annoyances) you no longer have to bite your tongue and put up with. Reason #5: Dane Running (Enterprise AE at Crossbeam), and G2’s Alexis Bonavota, Sr. Manager Partner Success and Taylor Pyle, Sr. Manager Enterprise and Commercial Sales, and Tanner Lacey, Director of Sales and Partnerships at Sendoso will guide you through how a successful co-selling motion should be done. Save your spot now: https://lnkd.in/gi6UvSjY

Here are 3 powerful ways to build a thriving partner ecosystem, courtesy of Blaine Trainor, Global VP of Partnerships and Alliances at commercetools: 1️⃣ Go deep, not wide Blaine transformed commercetools’ partnership program by focusing on fewer, high-value partners. By cutting down from 40 to 6-8 partners per manager, they boosted engagement and efficiency. 2️⃣ Choose partners who know your value Partners who understand multiple commerce platforms can better advocate for commercetools. They bring higher-quality leads because they help prospects make informed decisions, knowing when commercetools is the right fit. 3️⃣ Know your customer’s ecosystem Use data to understand what tech your customers already use. commercetools leverages the Crossbeam Widget for Salesforce to craft targeted sales strategies, making it easier to present compelling joint solutions.  “If you want to get the money out of the house, you can take a battering ram and knock in the front door, or you can ask somebody on the inside to unlock it for you,” says Blaine. Read the full story for more insights on building a revenue-driving partner ecosystem: https://lnkd.in/gxMJGs-V

A core principle of successful Ecosystem-Led Growth is that partnership teams are essential, but they’re not enough. Even as revenue leaders are quickly adopting ELG as the most promising new go-to-market motion, it can’t reach full power unless every revenue function is aligned on using ecosystem data and insights to achieve growth goals.  Fortunately, cross-functional collaboration in B2B SaaS companies is generally a simple undertaking with minimal friction. Just kidding! Alignment around goals and execution requires thoughtful planning, management, and frequent, open communication. But it’s well worth it when everything comes together and the numbers go up. For teams struggling to align GTM teams around ELG implementation, many problems and their solutions come down to the company’s approach to: - Collective goals - Financial incentives and compensation - The example set by leadership - Enablement To learn more about how a cross-functional group of GTM leaders worked together to envision a bright ELG future, read this story on ELG Insider. 👇 https://lnkd.in/g4v3_Bbx

Co-selling is not one-size-fits-all; every company needs to adapt this motion to its goals.  In fact, this process can be compared to banking.  The more “deposits” you make with partners of things like time, enablement, and trust to ensure both you and the partner win, the more “withdrawals” or asks you can make of the partner — and the more benefits you’ll get.  Both you and your partner must stay aligned on the goals of your co-selling motion, the solution you provide, and who you’re going after.  To learn how to co-sell like a pro, join Dane Running‎ (Enterprise AE at Crossbeam‎), G2‎’s Alexis Bonavota‎, Sr. Manager Partner Success and Taylor Pyle‎, Sr. Manager Enterprise and Commercial Sales, and Tanner Lacey‎, Director of Sales and Partnerships at Sendoso‎, at the Partner Sourced Summit’24, on July 31st.  In this session you will learn how to better leverage account mapping to:  ⚙️ Automate your co-selling process 🎯 Leverage ecosystem intelligence to increase deal size and win rate 💸 Request intel from partners, collaborate with partners, and track conversations between partners and reps. 📋 Correctly track and attribute partner sourced revenue Save your seat for free now: https://lnkd.in/gi6UvSjY This event is possible thanks to @Justin Zimmerman! 

Your best deals could come from your existing accounts. Here are 3 plays to win with your customers by leveraging your partners:  Play #1: Renew Integration users are 58% less likely to churn, and more or higher-quality integrations can secure renewals and grow accounts. Play #2: Upsell Analyze adoption among select customers to demonstrate the value of your integration, as it impacts product usage and feature adoption, potentially leading to upsells. Play #3: Expand Whether you're aiming to sell more seats or reach new teams, your partners can be your best advocates. When sales cycles are long and costly, customer expansions and upsells could help you win more and spend less, learn how to leverage existing customers here: https://lnkd.in/eaYyjgGg

Every GTM team wants to source revenue, and each function often has its own way to achieve this goal:  Sales teams own the outbound channel to increase the deals that are close/won.  Marketing teams own the inbound channel to generate MQLs.  Partnership owns ELG to drive partner-sourced revenue.    The problem is that those metrics and channels aren’t correctly aligned.  So, if those channels and initiatives aren’t aligned, the answer to “How do you attribute the effort?” right now is: you don’t.  All attribution systems are broken, because at the end of the day, GTM teams are not aligned on the right metrics.  The solution? Implement partner sourced—when partners help you source deals and leads.  On July 31st, at 9am PT/ 6pm CET, during the Partner Sourced Summit ’24, Bob Moore‎ will reveal the #1 partner-sourced play can you run now, no matter your team's size.  And as a bonus, he will share how the Crossbeam‎ x Reveal‎ merger alters your partner-led GTM and the big problems (and little annoyances) you no longer have to bite your tongue and put up with. Save your spot now 👉 https://lnkd.in/gi6UvSjY

During ELG Con London last week, Simon Bouchez and Bob Moore shared the stage for the very first time to reveal the story behind our merger. They shared important insights regarding the future of the joint platform and what our users can expect, but the best part was the engagement and support of our users… It seems that Reveal and Crossbeam partnership has some nicknames — almost like celebrity couple’s names, which one is your favorite? 🔹REVBEAM, 🔹nearcosystem-led growth, 🔹or Crossveal Share your favorite in the comments!

Partner-sourced revenue is the lifeblood of a successful partnership program. It’s the revenue directly attributed to your partners' efforts, whether through referrals, co-selling, or co-marketing initiatives. Here are 3 key tips to effectively track partner-sourced revenue: 1. Leverage technology for accurate attribution: Utilize tools like Crossbeam and HubSpot to integrate and sync data seamlessly. This helps attribute revenue accurately to the right partners without messy spreadsheets. 2. Create detailed performance dashboards: Build comprehensive dashboards that capture essential metrics such as partner referrals, conversion rates, and pipeline overlaps — quickly identify high-performing partners and opportunities. 3. Engage partners with clear communication: Maintain regular communication with your partners through automated updates and requests. Use data insights to provide value and keep your partners engaged without being overbearing. Ready to dive deeper into partner-sourced revenue? Join us at the Partner Sourced Summit '24, an event orchestrated by Justin Zimmerman, for insights, practical tips, and networking opportunities with industry leaders. Learn from GTM leaders like:  👉Bob Moore, Co-Founder and CEO of Crossbeam 👉Katie Landaal, SVP Global Alliances at ZoomInfo 👉Rob Rebholz, CEO and Co-founder of Superglue 👉 Greg Portnoy, Co-founder of EULER 👉Cody Sunkel, VP of Growth at Partner Fleet 👉Asher Mathew, CEO and Co-Founder of Partnership Leaders 👉Christine Li, VP Partnerships at G2 👉Alexis Bonavota, Sr. Manager, Partner Success at G2 👉Taylor Pyle, Sr. Manager, Enterprise and Commercial Sales at G2 👉Dane Running, Enterprise AE at Crossbeam 👉Lizzie Chapman, VP Tech Partners at NextRoll 🗓️ Date: Wednesday, July 31st, 2024 🕘 Starts: 9a PT | 10a MT | 11a CT | 12p ET | 6p CET Save your spot now: https://lnkd.in/gi6UvSjY