How do you prioritize which partners you should spend time with?

Use Potential Influence Metrics to put a dollar amount to your overlaps. This will help you prioritize and invest in partners with the highest potential to influence revenue.

In this article:


Where to View Potential Influence Metrics

Potential influence is the sum of your open opportunity amounts syncing from your CRM data source that overlap with a partner.

Open opportunities are defined as opportunities that are not marked closed won or closed lost. You must be syncing these fields from your CRM data source: opportunity amount and opportunity stage.

You can view Potential Influence Metrics on your:

  • Partners page

  • Your Partner Detail Page for a specific Partner and your Account Mapping Matrix


Let's dive in on how to get started.


How to Get Started

Prioritize Partners with Highest Potential Influence on Your Partners Page

Navigate to your Partners page. The Potential Influence column shows you the dollar amount of your open opportunities that overlap with your partner’s accounts. Sort this column to see which partners have highest potential to influence revenue and use this as a starting point for your analysis on where to spend your time.


Evaluate Your Potential Influence Metrics on Your Partner Detail Page and Your Account Mapping Matrix

At the top of your Partner's Detail Page, you'll notice a partnership summary featuring two metrics:

  • Total overlaps - the number of overlaps between you and your partners across all populations

  • Potential Influence - The total dollar amount of your open opportunities that overlap with your partner’s accounts. This helps you understand how much potential revenue your partner can influence.

Click both metrics to see a breakdown of overlap data or potential influence metrics in your Account Mapping Matrix with a partner.

📝 Note: Potential influence is calculated by summing up open opportunity amount values in overlaps across all populations. It is not a perfect sum of all the 1-1 population comparisons that you see in the Account Mapping Matrix because that would double count accounts.

Account Mapping Matrix

Your Account Mapping Matrix includes two views:

  • Overlaps - a breakdown of overlaps between your populations (on the left) and your partner's populations (on top)

  • Potential Influence Metrics - a breakdown of Potential Influence metrics -- the dollar amount of your open opportunities that overlap with your partner's accounts.

Click into each square of the Matrix to be taken to a report where you can drill deeper into your opportunity data. Review this article to learn how to build an opportunity report and common use cases.

In order to see Potential Influence metrics populating in your Account Mapping Matrix, you must meet these requirements:

  • Have a CRM connected as data source and be syncing opportunity fields: amount and opportunity/deal stage

  • You must be sharing overlap counts for at least one population.

  • At least one of your partner’s populations needs to be sharing data with you

  • You must be on a Connector or Supernode pricing plan


Use Cases

Use Potential Influence Metrics to:

  • Vet a new partner by the dollar value of your overlaps:

    • Your Customers <> Partner's Customers: Evaluate upgrade revenue potential for existing customers or revenue from renewals.

    • Your Open Opportunities <> Partner's Customers: Consider getting get intel from your partner into the buying and procurement process, learn about key decision makers, or get your partner to put in a good word for you.

    • Your Customers <> Partner's Open Opportunities: Boost reciprocity by assisting your partner with their deals. This is you chance to share intel into the buying process at the account or help them navigate hurdles in their sales cycle.

    • Your Open Opportunities <> Partner's Open Opportunities: Revenue in this box might indicate co-selling potential if you and your partner are actively working the same accounts.

  • Prioritize partners and determine which ones to devote extra marketing, sales, and enablement resources toward.

  • Gain your leadership team’s buy in to invest in resources, support, and headcount to develop specific partnerships.


FAQs

  • If I’m using a CSV file or a Google Sheet as a data source, will potential revenue data still populate in my Account Mapping Matrix with a partner?

    No, you must be syncing opportunity stage and amount from a CRM data source.

  • How is the Potential Influence Revenue number calculated? It is summing up open opportunity amount values in overlaps across all populations. It is not a perfect sum of all the 1-1 population comparisons that you see in the Account Mapping Matrix because that would double count accounts.

  • Why am I not seeing the potential influence summary or metrics in the Account Mapping Matrix?

    • Your data source isn’t a CRM or you’re not syncing opportunity data. In order to display potential influence amounts you must be syncing opportunity data from your CRM.

    • You’re not sharing overlap counts for at least one population.

    • Your Partner isn’t sharing data with you. At least one of your partner’s populations needs to be sharing data with you

    • You’re not on a paid plan. You must be on a Connector or Supernode pricing plan to see a breakdown of your potential revenue metrics in the Account Mapping Matrix and to build opportunity reports.

  • Does the Account Mapping Matrix display potential influenced revenue for custom populations?

    Yes.

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