Potential Revenue

Identify and prioritize partners with the strongest potential to influence your pipeline.

Amanda Groves avatar
Written by Amanda Groves
Updated over a week ago

Use Potential Revenue 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:


❗️Important

Potential Revenue is only available on the Connector Plan and Supernode Plan. To further explore Crossbeam pricing options, click here.


Interested in a self-guided tour of Potential Revenue?

Click here to see this feature in action.


What is Potential Revenue

Potential Revenue 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 Revenue on your:

  • Account Mapping Matrix on the Partner Detail Page


How to Get Started

Navigate to your Partners page. The Potential Revenue column shows you the dollar amount of your open opportunities that overlap with your partner’s accounts.

Click on Potential Revenue in the table to sort this column from the highest revenue Partner to the lowest revenue.

Click on the Partner name to open the Partner Detail Page and see more information on the Potential Revenue.


Partner Detail Page

At the top of your Partner Detail Page, is the Partnership Summary featuring two metrics:

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

  • Potential Revenue - 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 revenue in your Account Mapping Matrix with a partner.


✍️ Note

Potential Revenue is determined by adding up the combined opportunity values from overlapping populations. It's important to note that this isn't a straightforward sum of all the one-to-one population comparisons in the Account Mapping Matrix, as doing so would lead to double-counting of accounts.


Account Mapping Matrix

Your Account Mapping Matrix includes two views:

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

  • Potential Revenue - a breakdown of Potential Revenue -- 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.


❗️Important

To see Potential Revenue in the Account Mapping Matrix, you much have the following:

  • 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


Use Cases

Use Potential Revenue 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 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 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 revenue 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 revenue 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 revenue for custom populations?

    Yes.


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