From under $1M to $16M ARR at BEMO.

Brandon, Joseph, and Enrique took BEMO from under $1M to $16M ARR on the back of one thing: a partner ecosystem run like a revenue engine. BEMO is a Managed Service Provider, Managed Security Service Provider, and Registered Practitioner Organization that helps Microsoft SMBs reach frameworks like CMMC L2, ISO 27001, and SOC 2 — while reselling partner software from Microsoft, Drata, Keeper, KnowBe4, and others. We ran the ecosystem motion that scaled it.

Crossbeam Customer of the Year

Named 2025 Crossbeam Customer of the Year — generating more revenue through the platform than any other Crossbeam customer, and the #1 users of the product.

Co-sell motion

Became the #1 Microsoft Partner in the SMB segment — 180 partner referrals per month from Microsoft SMB AEs and $19M in annual pipeline. That motion won BEMO the 2023 Microsoft Partner of the Year Award among 400,000+ partners worldwide.

Outbound motion

Built a partner-specific outbound program on private Crossbeam data — $25M+ per year in pipeline, with BDRs consistently booking 8–12 meetings per month each at $100k+ ARR contract values.

Market Development Funds (MDF)

Earned $200k–$300k per year in Market Development Funds through deal registrations, partner SPIFFs, and certification attainment.

Co-marketing

Webinars, podcasts, private trainings, and ABM aimed straight at partner AEs — so partner reps referred business at a high rate.

Deal size, contract value & retention

Grew average deal size from $18k ARR in 2020 to $380k ARR in 2026, and Annual Contract Values 21x by offering valuable Security and Compliance Managed Services and bundling 10+ tools as partner resellers — an incredibly sticky offering that raised Gross Revenue Retention to 98% and Net Revenue Retention to 120%+ YoY.

Why we exist

Then we looked around and saw nobody else was doing it.

After becoming the 2025 Crossbeam Customer of the Year, we noticed we were the only ones of 2,000+ Crossbeam customers who had operationalized the platform all across GTM — not just partnerships, but sales, marketing, RevOps, and leadership.

We were using Crossbeam to run account-based advertising, for outbound, for territory planning (pairing our BDRs with partner BDRs), and more. Crossbeam's CEO and Chief Product Officer were stunned at all the ways we incorporated Crossbeam into GTM — so we decided to help other companies with partner-led motions operationalize our motion and generate predictable revenue from partnerships across Sales, Marketing, Business Development, RevOps, and other GTM functions.

Meet the team