| Leadership | - Any dedicated "Partnerships" role
| - Ecosystem investment thesis
- Partner managers
- Partner-influenced opps/revenue
- % of pipeline from partnerships
| - Exclusive referral programs ("walled gardens")
- Partner advisory board
| - Leadership offsites with partner leadership
- Hiring from your partners to cement relationship and revenue
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| RevOps | - Syncing Crossbeam overlap lists to CRM
| - Deal registration
- Overlap cannon
- Partner attribution
- Slack alerts
| - Partnerships reporting/scoring
- GTM engineering
- Data ops team
| - Generating and surfacing custom "private" Crossbeam data for sales and marketing (reverse ETL)
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| Marketing | - Syncing Crossbeam overlap lists to CRM
- Research into partner overlaps
| - Partner directory/marketplace
- Joint partner marketing (podcasts, webinars, events)
| - Ecosystem-qualified leads
- Transactable marketplace (Azure/AWS/GCP)
- ABM targeting to Crossbeam overlaps
| - ABM targeting to partners
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| Business Development | - Crossbeam Copilot for CRM
| - BDRs prospecting into partner overlaps with Crossbeam context
- Automated Crossbeam sequences with dynamic partner variables
- Warm intro request workflow
| - BDRs auto-connecting with all GTM people at partners
- Partner-sourced lead scoring/routing
| - BDRs account-mapped to partner BDRs (territory planning)
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| Sales | - Crossbeam Copilot for CRM
| - AEs submitting Crossbeam questionnaires to partner AEs for insights into account
- Partner-assisted POCs/pilots
| - Joint QBRs with partners
- AE co-selling with partner AE
| - Pipeline syncs with partner AEs
- IP co-sell (partner incentivized to sell your product/service)
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| Partnerships | - Crossbeam (Connector)
- Only sharing customers (overlaps)
- <5 partners
| - Partner tiering/certification levels
- Crossbeam (Supernode) Slack channel with every partner
- Partner enablement
| - Leveraging new sales to drive recurring referrals
- Partner training, content, office hours, exclusive community
- Co-op marketing / market development funds = $250k+ per year
| - Reciprocal referral engine (100 mo referrals for you, 100 for me)
- $25M+ annual partner-sourced pipeline
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