In this article:
Overview
The Performance Dashboard highlights how your partner ecosystem impacts pipeline, revenue, and sales engagement. It surfaces key metrics like ecosystem coverage, influenced deals, and rep engagement to help you make data-driven decisions.
Use the dashboard to:
Understand how partners influence pipeline and revenue
Identify reps effectively using ecosystem data
Spot missed opportunities for partner engagement
Demonstrate the ecosystem’s value across your organization
Key Definitions
To interpret the dashboard correctly, it’s important to understand these terms:
Coverage: The opportunity overlaps with at least one partner's customer Population.
Engagement: The opportunity has at least one engagement activity, such as researching accounts on Copilot, sending messages, or creating lists.
Engagement activities include:
Messages sent or received in Copilot or Crossbeam for Salesforce
Partner mentions on Gong recordings
Copilot contacts added to CRM
Notes created/updated on a shared list
Research activity in Copilot (account or contacts)
Leads sent to PartnerStack
Attribution created
Records added to a list
How to Access the Performance Dashboard
This feature is available on the Supernode Plan. To upgrade your account, visit the Plan & Billing page.
Requirements & Data Fields
To access the Performance Dashboard, make sure the following are in place:
You must have a Full Access seat
This feature is not available to Sales seats
Your Data Source connected to Crossbeam is a CRM
The following fields must be synced from your CRM:
Required Field | Description |
Deal Amount | Total value of the deal |
Deal Close Date | When the deal is expected to close |
Deal Is Closed | Indicates if the deal is closed |
Deal Is Won | Indicates if the deal was won |
Deal Name | Name of the deal |
Deal Open Date | When the deal was created/opened |
Deal Owner ID | ID of the deal owner |
Without these fields synced, users will see empty metrics and will be prompted to update data source settings.
Organization Settings
Assign Preferred CRM:
Open Settings from the navigation bar, select Organizational Settings
Under the General Settings section, adjust the option for What CRM do you use?
Assign Fiscal Year Settings:
Open Settings from the navigation bar, select Organizational Settings
Under the General Settings section, adjust the option for What is your fiscal year?
The selected timeframe applies to the following sections:
Closed-Won Opportunities
Team Engagement
Missed Opportunities
Partner Leaderboard
Changing the timeframe in one section updates it across all four.
Click Save Changes when done.
Adjust New Business vs. Existing Business
To ensure the dashboard accurately reflects New and Existing Business opportunities:
Open Settings → Organizational Settings
Locate the Revenue Settings section
Adjust the New Business and Existing Business options to match the correct field mapping in your CRM
This ensures metrics in the Open, Closed, and other tabs reflect your organization’s definitions correctly.
Tab-Based Layout
From the left-side Navigation Menu, click on Performance.
The Performance Dashboard is organized into four tabs for easier navigation:
Open Tab: Generate Pipeline Metrics & Open Opportunities
Closed Tab: Closed-Won Opportunities
Team Tab: Team Engagement
Partner Tab: Partner Performance
✍️Note
Each tab allows for distinct filters and sorting, letting you focus on the metrics and opportunities that matter most to your team. Customizable filters, such as quarter and opportunity owner, allow you to tailor the dashboard view based on your organization’s key ecosystem priorities. Be sure to complete the organizational settings in this article to configure accurate metrics.
Open Tab
Generate Pipeline Metrics
This metric section introduces a standardized way to measure ecosystem-generated pipeline within your organization.
Total EQLs: The number of prospects in your Generate Pipeline table
Click the arrow in this card to learn more
EQLs with Engagement: EQLs that have at least one engagement activity (researching an account, viewing in CRM, adding to a list, or engaging with a partner)
Opened Opportunities: EQLs that converted to opportunities
How EQL Metrics are Calculated
Metric | Calculation | Data Source |
Ecosystem Qualified Leads (EQLs) | Count of accounts in Generate Pipeline table not currently open opportunities with ≥1 partner overlap | CRM + Crossbeam partner data |
EQLs with Engagement | Count of EQLs with ≥1 engagement activity (viewed in CRM, opened account drawer, added to list, or partner interaction) | User activity logs + Copilot integrations |
EQLs Converted to Opportunities | Count of EQLs that appear in Open Opportunities table | CRM opportunity data |
Closed-Won Opportunities from EQLs | Count of closed deals linked to EQL source account | CRM opportunity stages |
Revenue from EQLs | Sum of Deal Amount for Closed-Won opportunities tied to EQLs | CRM opportunity data |
Open Opportunities
This section of the Performance Dashboard reflects the current open pipeline in your CRM.
Measure what percentage of your open pipeline has ecosystem involvement
See the total deal value of those opportunities
Track sales team engagement on ecosystem-backed deals
Current Coverage: Percentage and count of open opportunities with partner overlap
This metric shows the percentage and count of open opportunities with at least one partner overlap. For example, “78 of 100” means 78 out of 100 CRM opportunities have a partner overlap.
Coverage Value: Total USD value of opportunities with partner overlap
If your CRM uses multiple currencies, values are automatically converted to USD using the current exchange rate to provide a unified total.
Current Engagement: Shows the percentage and count of open opportunities where there has been at least one ecosystem engagement activity while the opportunity is open.
This is calculated from the total number of open opportunities in your CRM.
Click on the arrow in a metric card to explore deals in Deal Navigator. Please note, counts may vary from Deal Navigator due to different sync schedules.
Closed Tab
Closed-Won Opportunities
This section of the Performance Dashboard gives you two ways to evaluate how your ecosystem is impacting revenue: Coverage and Engagement. Toggle between these views to get distinct insights:
Coverage View: Compare deals with and without partner overlap to understand the impact on average deal size, win rate, and time to close.
Engagement View: Compare deals with and without engagement to assess team activity influence.
Metrics are based on opportunities where Is Closed = true, Is Won = true, and Close Date is within the selected timeframe.
Comparing ecosystem-influenced deals to those without coverage or engagement highlights the impact of your ecosystem strategy and areas for improvement.
The horizontal line bar under Total Closed-Won Opportunities shows the total number of closed-won opportunities in the selected timeframe. It is broken down by:
With engagement: Total closed-won opportunities that had engagement activities
With coverage, no engagement: Total closed-won opportunities where there was partner overlap but no engagement with the ecosystem
No coverage: Total closed-won opportunities where there was no partner overlap
✍️Note
Percentages shown in the horizontal bar are rounded and represent the % of total deal value, not the count of opportunities.
Missed Opportunities
Closed-Lost Opportunities with Coverage: Total number of opportunities marked as closed-lost within the selected timeframe that had partner overlap but no engagement.
Value of Missed Opportunities: Aggregated USD value of all covered closed-lost opportunities with no engagement.
Reps Who Didn’t Engage: Number of opportunity owners who had closed-lost opportunities with partner overlap but did not complete any engagement activities.
Missed Opportunities Table
A detailed list of closed-lost opportunities with partner overlap and no recorded engagement activities in the selected timeframe.
The table includes:
Opportunity Name
Opportunity Owner
Amount
Close-lost Date
Partners who had the account as a customer while the opportunity was open
Click on an account row to open the account drawer, where you can view current details about the account including account highlights, partners, and contacts.
Metrics are based on opportunities where Is Closed = true, Is Won = false, and Opportunity Close Date is within the selected timeframe.
Team Tab
Engagement Activities
This section displays the total count of team usage of Crossbeam, including Copilot events.
Reps Engagement
Displays the number of opportunity owners who completed engagement activities on closed-won opportunities during the selected timeframe. Also shows the percentage of all opportunity owners in your CRM who engaged on closed-won deals.
Team Engagement Table
This table breaks down ecosystem engagement by opportunity owner:
Name: Opportunity owner’s name, synced from your CRM
This includes all opportunity owners, not just Crossbeam users. A user without a Crossbeam seat may appear if someone else engaged on their opportunity.
Engagement: Count of closed-won opportunities where the opportunity owner had at least one ecosystem engagement activity
% of Total Opps: The percentage of that owner’s total closed-won opportunities that included engagement activity
Copilot Usage: Number of closed-won opportunities where the owner used Copilot to research the account, partners, or contacts
Total Closed-Won: Total value (in USD, aggregated and converted) of all closed-won opportunities per owner within the selected timeframe
Partner Tab
The Partners tab provides visibility into which partners are driving the most engagement and pipeline impact.
The table includes partner name, recent activity, opportunity engagement, account overlaps, attributed value (if enabled), and overall impact score.
Sort the table by Most engaged, Biggest coverage, highest impact, and most attributed.
Click a partner name to open the Partner Detail Page.
Salesforce Tab
The Crossbeam tab in Salesforce is only available to Supernode users with the Salesforce Custom Object enabled.
The Performance Dashboard is available directly within Salesforce for Supernode users who have connected Salesforce as a data source.
To access it, make sure the Crossbeam tab is set up in your Salesforce instance. Learn more.
FAQ
How often is the dashboard updated?
Crossbeam updates the data regularly and displays the last sync timestamp in the upper right corner of the dashboard. The refresh timing is based on your organization’s configured CRM sync field, which determines how frequently data is pulled into Crossbeam.
Why am I seeing an empty state in the Performance Dashboard?
There are two reasons you might see an empty state:
Missing required fields: If your CRM isn’t syncing all the required fields for the dashboard, you’ll see an empty screen listing the fields that need to be synced. You will see a prompt directing you to your data source settings to update them.
Insufficient engagement activity: If your organization hasn’t completed engagement activities on at least 10 opportunities since the start of the year, you’ll see a screen explaining the benefits of the Performance Dashboard.
📄 Related Articles