Unified partner data has transformed account mapping and drives predictable revenue growth
What is our primary use case?
My main use case is driving cross-partner revenue through Crossbeam. We use it for account mapping and Crossbeam Copilot to identify our ICP and key contacts within our ideal customer profiles. We use Partner Impact to determine how to accelerate our current opportunities and replicate our success across our partner ecosystem. Crossbeam has supercharged our partner account development and revenue coming from our partner ecosystem.
A recent project involved mapping via Crossbeam Account Mapping to migrate from spreadsheets where we were previously integrating pipeline matches to opportunities in our ecosystem via our Salesforce CRM. We wanted to transition from Excel spreadsheets to Crossbeam and have it identify growth and partner-overlapped opportunities for our sales team to pursue, rather than using manual and error-prone methods in spreadsheets. Crossbeam revolutionized and transformed how we conduct account mapping by creating a unified workflow within the database itself that Crossbeam provides.
What is most valuable?
The best features are Crossbeam AI and Crossbeam Account Mapping capability. Crossbeam also has a great overall capability set around its integrations, offering many out-of-the-box integrations. Crossbeam embeds ecosystem data to expand our ICP and addressable market, leading to cross-pollination between sales and marketing.
Crossbeam Account Mapping is the tool and capability used most by our go-to-market teams, saving significant manual processes and back-and-forth communication between email, collaboration tools, and Excel spreadsheets by integrating all workflows into a single unified Crossbeam database. Crossbeam AI has enabled us to surface and bring context to our ecosystem intelligence by surveying our CRM and all the integrations we have with Crossbeam, allowing us to query and ask questions of our database in an agentic AI fashion.
What needs improvement?
Crossbeam can continue to increase their out-of-the-box integrations across CRMs and ERP systems, as well as AI-forward platforms coming into various functions. Rather than focusing efforts solely across go-to-market channels, they should also integrate feedback across long-range planning, product, and engineering.
For how long have I used the solution?
I have been using Crossbeam in my current role for two years, and I also used Crossbeam at a previous company, Miro, for two and a half years.
What do I think about the stability of the solution?
Crossbeam is very stable. We have not had any issues with it over the last two years.
What do I think about the scalability of the solution?
Crossbeam is very scalable. We started using Crossbeam across our partner set of 15 partners over the first three to four months, and then we rolled out Crossbeam across our more than 150 partners worldwide.
How are customer service and support?
Customer support has been great. Our customer success manager is fantastic, and we meet with her at least once a month while maintaining constant communication via Slack.
We have gotten all of our questions and pertinent items answered, and the onboarding has also been fantastic.
How would you rate customer service and support?
Which solution did I use previously and why did I switch?
We were using ZoomInfo for our sales and partner ecosystem development and data. We switched over from ZoomInfo to Crossbeam because Crossbeam was the most comprehensive solution in terms of the functionality it offered.
What was our ROI?
We have seen significant return on investment with Crossbeam. We have increased upwards of 21% in terms of total enterprise value across our partners with Crossbeam. We have seen time savings of upwards of 16 to 20% per week in terms of manual inputs within Excel and our collaboration tools that can now be completed in Crossbeam itself.
Since we adopted Crossbeam two years ago, we have increased our partner influence revenue by about 135% in growth. We have seen upwards of 26% increase in year-over-year partner source revenue growth, and overall, we have seen 21% higher annual contract values.
What's my experience with pricing, setup cost, and licensing?
Pricing and packaging for Crossbeam is easy to understand and get up and running. They have four different tiers: Free, Connector, Supernode, and Enterprise. We are at the Enterprise tier, which is their most expansive tier. We have custom pricing that includes a platform fee, full access seats, full sales seats, and access to starting with over 100,000 unique record exports. We have a significant discount that brings us to a per user per month price.
Which other solutions did I evaluate?
In addition to ZoomInfo, I evaluated PartnerStack, Impartner, PRM, and PartnerTap.
What other advice do I have?
Crossbeam is essential to our overall go-to-market workflows because it has the ability to transform lead generation, accelerate our deals, and build our ecosystem across our channel partners and tech partners. It also has tremendous value for our sales and marketing teams overall, including RevOps and customer success.
Crossbeam has helped my organization deliver predictable revenue across our channel and tech partners and accelerate our growth across our partner ecosystem. Crossbeam has served as the partner ecosystem platform across all of our partner channel and sales teams and has been a great partner for our broader go-to-market and marketing functions, including RevOps. It has been a great platform for account mapping and team buying intelligence.
Crossbeam has been a fantastic ecosystem partner. It is the most comprehensive ecosystem platform software that I have utilized, and it has been revolutionary and visionary when it comes to industry research availability, data cleaning, data segmentation, and filtering.
Crossbeam compared to other solutions I have utilized, including ZoomInfo, LinkedIn Sales Navigator, PartnerStack, is the most comprehensive platform for ecosystem development and partnerships, and it has the most out-of-the-box integrations across tools I currently use. This makes partner relationship management seamless.
I recommend doing your homework across other partner ecosystem platforms to ensure they have the right integrations across the partners you are leveraging and the cloud ecosystem providers. Review review sites, ask for customer testimonials, and gather use cases similar to what you are looking to deploy. Perform comprehensive research before deciding on the right partner for you. I would rate this product a 10 out of 10.
Which deployment model are you using for this solution?
Public Cloud
If public cloud, private cloud, or hybrid cloud, which cloud provider do you use?
A must-have for any partnerships pro!
What do you like best about the product?
There's so much I like about Crossbeam and it's ease of use, but its foundational account mapping feature by way of a really simple CRM connection is invaluable. It not only makes it really easy to identify which partner(s) to collaborate with during a sales cycle, but also simplifies partner evaluation, identifying beta customer for a new integration, or spotting co-marketing opps and more.
I also absolutely love the innovation around Crossbeam for Sales. The Chrome extension is one of my favorite features and makes ecosystem discovery super easy and delivers insights to sales teams where they are working in a very clear, actionable way.
What do you dislike about the product?
Very few dislikes! One or two minor things like being able to rename default populations or a bit more flexibility with CRM customizations. I also think it cold be helpful to share partner contacts at a connected partner (to help as people make moves and teams grow).
What problems is the product solving and how is that benefiting you?
Crossbeam creates visibility into and impact of a partnerships strategy across the entire lifecycle of customer. More specifically, Crossbeam:
- Eliminates a lot of manual work and guesswork of identifying the right partners to engage in a deal cycle, but instead allows the team to uncover partner opportunities with much more efficiency, reliability, and proactivity.
- Provides actual data to develop a business case to build a partnership.
- Removes bottlenecks with regard to ensuring sales teams have ecosystem information.
- Offers clear insights to highlight the value of a partner strategy and specific ecosystem partners.
- Makes my job a lot easier!
Critical for Any Partnership Org
What do you like best about the product?
I love how easy it is to build into our existing systems and processes once we get it all implemented. I also loved the support team at Crossbeam. They are responsive, always helpful, and always pleasant. I would absolutely recommend Crossbeam to a friend or colleague.
What do you dislike about the product?
I dislike that I am limited in the types of fields I can add to Crossbeam. Depending on the type of partnership, sometimes we want to share some strange data. I think Crossbeam would be best if it were more of a data sandbox, where once we make a valid connection via the URL or whatever else is used to match, we can do whatever we want with the data we share / use. That would be INCREDIBLE.
What problems is the product solving and how is that benefiting you?
It can be hard to get partner companies to share their client list. Crossbeam is the trusted 3rd party that makes everyone feel more secure with sharing their data.
It is great for partnership work - overlaps across customers, open opportunities and prospects
What do you like best about the product?
It quickly connects to CRM and shares the basics you decide do
What do you dislike about the product?
Recent changes to their packing - heavily limits the basic option
What problems is the product solving and how is that benefiting you?
Allows for quickly understanding overlaps in pipeline with potential partners and existing partners and integration to CRM so sales teams can see the same
Understanding overlaps across segments (customers, open opportunities and prospects) is critical
The ease of uploading and sharing to our partners to identify mutual opportunities.
What do you like best about the product?
The ease of uploading and sharing to our partners to identify mutual opportunities. It was very easy to setup and deploy accross our partner network.
What do you dislike about the product?
Crossbeam is great but wish it connected to Zoho.
What problems is the product solving and how is that benefiting you?
Crossbeam makes it easy to control sharing our client base with our partners. It's really useful for identifying mutual opportunties.
Reveal's most helpful feature is its ability to identify the best prospects with our Partners
What do you like best about the product?
At Alliances & Channels Consulting, it helps us streamline our sales efforts and coordinate our commercial actions with our partners: PartnerStack, Qollabi, WeTransact, and Reveal itself. The automation and integration of Reveal’s account mapping with our HubSpot CRM save us time, allowing our team to focus on relationship-building and closing deals. Reveal is an essential tool that drives significant business growth for Alliances & Channels Consulting. Highly recommended!
What do you dislike about the product?
Requires good governance and operations support. We support our customers to get the most out of this solution.
What problems is the product solving and how is that benefiting you?
Last week, we discovered 19 new prospects, bringing our total to 489 this year. These leads are highly qualified, enhancing our sales pipeline significantly. Reveal helps us expand our market reach by uncovering potential customers.
Crossbeam is a great tool for identifying co-sell and referral opportunities to drive revenue.
What do you like best about the product?
Crossbeam is a great tool for identifying whitespace for opportunities with partners to drive revenue. I appreciate the ease of the tool and how easy it is to connect with partners on CB and share data. Helps me work much more efficiently.
What do you dislike about the product?
This might be catered more towards on company but record limits. Also, sometimes I see retailers are clients of partners via tools like Built With and Wappalyzer that don't show in CB.
What problems is the product solving and how is that benefiting you?
As a partner manager it helps me account map and identify opportunities where we can leverage our partners to get deal in pipe and across the finish line. Also open opportunities where we can co-sell with partners.
Great way to connect with partners
What do you like best about the product?
I like that most of my prospective partners already use crossbeam, so it is easy to keep partnership momentum going.
What do you dislike about the product?
I'm not sure if I use Crossbeam enough to have anything that I dislike
What problems is the product solving and how is that benefiting you?
It is making it easy to cross-check prospect allignment
Crossbeam is a gamechanger
What do you like best about the product?
Being able to see overlaps with potential partners and strategize on how to break into accounts together.
What do you dislike about the product?
If partner's data is not "good" then it is useless :(
What problems is the product solving and how is that benefiting you?
Being able to see which accounts partners have some traction and being able to provide value to them to get introduced to the account.
Very easy to generate mutual list to cross sell
What do you like best about the product?
The tool allows for CRM connection, ensuring list is always up to date.
What do you dislike about the product?
Setup can be confusing for partners sometimes.
What problems is the product solving and how is that benefiting you?
Helping me cross sell into accounts
