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:
✍️ Note
Potential Revenue is only available on Connector plan and Supernode plan. The Explorer Plan is View Only. To upgrade your account, visit the Plan & Billing page.
Interested in a self-guided tour of Potential Revenue?
Click here to see this feature in action.
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'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
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 vertical) and your partner's populations (on the top horizontal).
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
Configure Potential Revenue
By default, we will use the open opportunity amount field to calculate potential revenue. If you wish to use a different opportunity field, you can select the field on the Settings page.
If you do not see the field you wish to use for Potential Revenue, it's because you are not currently syncing that specific field into Crossbeam. You can add additional fields through this option in the dropdown:
After you've made your changes, save this setting and wait a few minutes for the calculations to update. Give this page a refresh, and you’ll have actionable data based on the field most important to you.
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.
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).
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.
What if my company uses a different field instead of Open Opportunity Amount?
By default, we will use the open opportunity amount field to calculate potential revenue. If you wish to use a different opportunity field, you can select the field on the Settings page. If you do not see the field you wish to use for Potential Revenue, it's because you are not currently syncing that specific field into Crossbeam. You can add additional fields through the Potential Revenue field dropdown.
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.