In this article:
Overview
The Performance Dashboard is designed to measure and maximize the impact of ecosystem-led initiatives. By capturing key metrics such as ecosystem coverage on open opportunities, ecosystem influence on closed deals, and team engagement with ecosystem data, this dashboard provides actionable insights that drive better decision-making.
With the Performance you can:
Understand how partners influence pipeline and revenue outcomes
Identify sales reps effectively leveraging ecosystem data
Pinpoint missed opportunities where ecosystem engagement could have improved results
Clearly communicate the ecosystemâs value across their organization
How to Access the Performance Dashboard
This feature will be available on the Supernode Plan. To upgrade your account, visit the Plan & Billing page.
Requirements
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 connect to Crossbeam is a CRM
The following fields must be synced from your CRM:
Amount | Is Closed | Name | Owner ID |
Close Date | Is Won | Open Date |
|
To assign the 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?
Understanding the Dashboard
From the left-side Navigation Menu, click on Performance, and your workspace will display the Performance Dashboard.
For each section in the dashboard, you will have options to toggle views, hover over sections for more context, select from dropdown buttons to adjust quarter time frames, and take action to navigate to other sections in Crossbeam.
Ecosystem Coverage on Open Opportunities
This section of the Performance Dashboard reflects the current open pipeline.
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
Click on the Current Coverage tile to be directed to Deal Navigator to take action on these opportunities
đ§Definitions
Coverage means the opportunity overlaps with at least one partner's customer population.
Engagement indicates the opportunity has at least one engagement activity, such as researching accounts on Copilot, sending messages, or creating lists.
Closed-Won Opportunities
The Closed-Won Opportunities section of the Performance Dashboard gives you two powerful ways to evaluate how your ecosystem is impacting revenue: Coverage and Engagement.
Toggle between these views to get distinct insights:
Coverage View
This view compares deals with and without overlaps. Youâll see how partner involvement correlates with:
Average deal size
Average time to close
Win rate
Use the Coverage view to understand how having ecosystem relationships present in deals impacts outcomes.
Engagement View
This view compares deals where your team has actively engaged with Crossbeam data to those where they havenât.
Use this view to assess how team engagementâsuch as viewing overlaps, using Copilot, or taking action via Crossbeamâinfluences deal success.
In both views, metrics are based on closed-won opportunities where:
Is Closed= trueIs Won= trueThe Close Date falls within the selected timeframe
By comparing ecosystem-influenced deals to those without coverage or engagement, you can clearly see where your ecosystem strategy is paying offâand where thereâs room to grow.
Opportunity Type Filtering
Click Opportunity type to filter your metrics by New or Existing Business to see how your ecosystem influenced new logos, renewals, and expansion.
To adjust the definition of New or Existing Business:
From the side navigation bar, click on Settings
Select Organization Settings and locate the Revenue Setting section in the workspace
Adjust the New Business and Existing Business options to match the correct field mapping in your CRM
Total Closed-Won Opportunities
This horizontal line bar 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
Team Engagement Insights
Track how frequently sales reps use Crossbeam data to close deals.
View:
Total engagement activities
Number of reps actively engaging
Per-rep engagement details (activity count, opportunity engagement percentage, Copilot usage, and closed-won revenue impact)
Missed Opportunities
Missed opportunities are defined as:
Is Closed = true
Is Won = false
Opportunity Close Date is within the timeframe selected
Closed-lost opportunities with coverage
Displays the total number of opportunities marked as closed-lost within the selected timeframe that had partner overlap.
Value of missed opportunities
Shows the aggregated value (in USD) of all closed-lost opportunities in the timeframe that had partner overlap. Crossbeam converts all deal values to USD using the current exchange rate.
Reps who didnât engage
Highlights the number of opportunity owners who had closed-lost opportunities with partner overlap but completed no engagement activities in the selected timeframe.
Missed Opportunities Table
A detailed list of closed-lost opportunities with partner overlap and no recorded engagement activities in the selected timeframe.
Each row 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.
FAQ
How often is the dashboard updated?
Crossbeam updates the data regularly and displays the last update timestamp in the upper right corner of the screen.
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 isnât syncing all the required fields for the dashboard, youâll see an empty screen listing the fields that need to be synced. You will see a prompt directing yo to your data source settings to update them.
Insufficient engagement activity: If your organization hasnât completed engagement activities on at least 10 opportunities since the start of the year, youâll see a screen explaining the benefits of the Performance Dashboard.