You’ve agreed to share data using Crossbeam. Now what? When and where is your partner data most powerful?
Because real-time account mapping is still a new exercise for most partner teams, you’re likely sitting on lots of untapped potential. Your partner data needs to find its way to the right hands (or internal team members) so that you can set the right plays into motion.
Enter the Account Mapping Matrix, a partnership launch pad that helps teams get a complete picture of what’s possible in their pipeline.
In your matrix, each column represents your partner account lists, while each row represents your account lists. The boxes in the middle, well - that's where the magic happens. The numerical tiles highlight how many mutual overlaps you have by partner population. Start sizing up joint integrations, targeting prospects for an event, or kickoff co-selling motions with the matrix as your beacon for potential revenue.
1. Click a partner name and "Create Report" to start Account Mapping:
2. Get to know your Account Mapping Matrix
Click around to explore overlaps and opportunities. Your matrix will look different by partner based on a few key variables:
If you have no overlaps in a particular lifecycle stage, you'll be prompted with a message to expand your report criteria.
If you have overlaps, you can dive one level deeper by clicking into the matrix and running a report to kick off co-selling motions.
Data sharing rules
If you see a yellow circle within your matrix, this indicates you need to request data from your partner to action report data.
The richer your reports, the more actionable account mapping becomes. If your grid appears empty, just hop into a quadrant and build a report to populate your matrix.
Create Standard Populations for your Customers, Prospects, and Open Opportunities to organize partner data into a common set of actionable lifecycle stages.
You can create these three Populations on the Populations page, along with any additional custom Populations that you'd like.
Additional Account Mapping Components
Use Standard View, Create AE Report, and Custom Report
Switching to Standard Report View
Use the "Standard View" button to toggle into your standard report view. To switch back to Account Mapping, just revisit the Partner you'd like to account map with and it will auto-refresh to the Account Mapping Matrix.
Creating an AE Report and Custom Report
Jumpstart co-selling motions with a pre-configured AE report, now nestled next to your grid for easy actioning and awareness.
Looking for a more custom report? No sweat.
Hop into the "Custom report" element to the right of your Account Mapping Matrix to personalize your insights even further. If you have questions on how to create a report, here's a helpful guide to get you started.