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What is Partner Impact in Crossbeam

Meet quota and identify partners worth investing in, as well as which accounts to pursue with Crossbeam.

Joy Rudnick avatar
Written by Joy Rudnick
Updated yesterday

In this article:

Partner Impact Overview


✍️ Note

Partner Impact is only available on the Connector plan and Supernode plan.

To upgrade your account, visit the Plan & Billing page.


Partner Impact aggregates Win Rate, Opp Size, and Time to Close into High, Medium, and Low tiers, tailored to each partner network. This data aids in pinpointing crucial partners and accounts, guiding decisions on who to invest in and who to target.

Partner Impact data is located within Crossbeam as a visual recommendation or value, reflecting performance improvement based on partner metrics.

  • Sales Leaders can evaluate pipeline performance with varying degrees of ecosystem involvement to aid in forecasting and pipeline management.

  • Sellers can prioritize target accounts and receive partner recommendations for outreach on a specific account.

  • Partner Managers can prioritize partners across account types and target accounts to work with specific partners.


😎 Pro Tip

Interested in understanding Partnership Metrics in Crossbeam? Click here to read more.


Partner Impact Requirements

To see Partner Impact, you much be sharing at least 10 Population Overlap Counts and/or Sharing Data and have a CRM connected. Additionally, the following Fields need to be synced:

Required Fields

Deal Stage

Deal Name

Deal Amount

Close Date

Open Date

Is Won

Is Closed

Different CRMs may have different names for these required fields, adjust as needed.


❗️Important

Partner Impact will be Unknown, as a result of one or more of the following:

  • Missing required sync fields

  • No Customer Population

  • Partner does not have a Customer Population

  • No overlapping closed deals in the last year


How is Partner Impact Calculated?

Crossbeam Ecosystem Intelligence utilizes a rolling 365 days of data from both your Customer Population and your Partner's Customer Population to calculate Partner Impact. This calculation involves aggregating Win Rate, Opportunity Size, and Time to Close to create a percentile distribution. To categorize this distribution, Crossbeam compares this against your ecosystem's average baseline. Crossbeam then segments this data into High Impact, Medium Impact, Low Impact, and No Impact segments.

Partner Impact is denoted by tags and located within several workspaces in Crossbeam:

Tag Name

Definition

High Impact/High (Green)

Highest metric in your network

Med Impact/Med (Yellow)

Higher than average in your network

Log Impact/Low (Red)

Lower than average in your network

No Impact/None (Gray)

Data does not have significant impact*

*Partner data is less than 10 overlaps (Closed-Won) in the last year.


Where you will see Partner Impact

Partner List on My Partners Workspace

From the Partners icon, you will see the Partner Impact tags connected to each partner. Click the Filter button, click Partner Impact from the filter options to sort Partners by Partner Impact data.

screenshot of where to locate filters for partner impact on the my partners workspace in Crossbeam

Below is the partner tiles view in Crossbeam. Click the Filter button, click Partner Impact from the filter options to sort Partners by Partner Impact data.

Partners Detail Page

Select a Partner from the My Partners workspace to open the Partner Detail Page. Locate the Partner Impact tags.

Ecosystem Account Mapping Reports

From the Mapping icon, select Ecosystem from the report options. After creating the report, you will see a column in the report for Partner Impact. Click on the Impact button to adjust which level to view in the report.

Partner Impact Drawer

Within the Partner Impact column, click on a Partner Impact tag to open the Partner Impact Drawer.

Users see metrics for each partner from this drawer, along with a leaderboard displaying the top performing partners. Search, sort, or filter the data in this drawer as needed. Click on the Collaborate button, to connect with a specific partner.


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