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

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:

✨ Prefer to take a tour of the feature at your own pace? Check out our interactive demo for this feature, and see what's available for paying Crossbeam Core customers.


Where to View Potential Revenue

Potential revenue is the sum of your open opportunity amounts syncing from your CRM data source that overlap with your partners' accounts.

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:

  • Partners page

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

📝 Note: Full access to Potential Revenue is only available for paying Crossbeam Core customers; i.e. either Connector tier or Supernode tier customers. If you are on a free plan (Explorer) and would like to use all of this feature, simply visit your billing page and upgrade.


Let's dive in on how to get started.


How to Get Started

Prioritize Partners with Highest Potential Revenue on Your Partners Page

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. 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 Revenue 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 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: The total Potential Revenue number is not a perfect sum of all the 1-1 population comparisons that you see in the Account Mapping Matrix because some opportunities could exist across multiple populations.

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 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. Review this article to learn how to build an opportunity report and common use cases.

In order to see Potential Revenue 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. If you are on a free plan (Explorer) and would like to use all of this feature, simply visit your billing page and upgrade.

Configure Your - and Your Partners' - Populations

The total Potential Revenue figure for each partner, and its related Account Mapping Matrix breakdown, can be configured globally from your Settings page.

📝 Note: Access to this customizable configuration is only available for paying Crossbeam Core customers; i.e. either Connector tier or Supernode tier customers. If you are on a free plan (Explorer) and would like to use all of this feature, simply visit your billing page and upgrade.

Populations you can select or deselect include:

Your Populations

  • Your Customers

  • Your Open Opportunities

  • Your Prospects

  • All Custom Populations

Partner Populations (Note: This will apply globally to all of your partners.)

  • Partner Customers

  • Partner Open Opportunities

  • Partner Prospects

  • All Custom Populations

📝 Note: It may take a few minutes once the population configuration settings have been updated and saved for the Potential Revenue numbers to reflect these changes.


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: 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 your chance to share intel into the buying process at the account or help your partner 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.

  • Know which partners you should focus on 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.

  • Get an instant ROI analysis on partners that’s backed by data (and dollars).


Pricing

Potential Revenue is available in our Connector and Supernode plans. If you are on a free plan (Explorer) and would like to use all of this feature, simply visit your billing page and upgrade.

Explorer users can:

  • View the total Potential Revenue with a partner.

  • View the Potential Revenue column on the Partners page.

Connector/Supernode users can access all Explorer features, plus:

  • See a breakdown of Potential Revenue in the Account Mapping Matrix.

  • As an Admin, or custom role with Manage configuration for Organization, select Your and Partner Populations to pull into Potential Revenue.


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. To get connected to a CRM data source, check out our articles on Managing your Salesforce Connection and Managing your HubSpot Connection.

  • How is the Potential Revenue number calculated?

    The Potential Revenue numbers in the Account Mapping Matrix are the sum of the open opportunity amount values in each population. The total Potential Revenue number is not a perfect sum of all the 1-1 population comparisons that you see in the Account Mapping Matrix because some opportunities could exist across multiple populations.

  • 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, including opportunity amount and opportunity deal/stage.

    • 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. If you are on a free plan (Explorer) and would like to use all of this feature, simply visit your billing page and upgrade.

  • Does the Account Mapping Matrix display Potential Revenue for custom populations?

    Yes. With a paid account, you can choose which populations of yours - and your partners' (globally) - that you want to see included in the Account Mapping Matrix view of Potential Revenue. If you are on a free plan (Explorer) and would like to use all of this feature, simply visit your billing page and upgrade.

  • Which opportunities are included in the Potential Revenue calculation?
    Any deal where the sales stage does not include the (case-insensitive) substring "closed" and the deal amount is positive (greater than 0) is an open deal that we count for potential revenue.

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