Topline E45: Crossbeam CEO Bob Moore on Leveraging Partnerships to Grow Your Business
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Feb 25, 2024 Explore the world of partnerships and ecosystem-led growth with Bob Moore, CEO of Crossbeam. Learn about leveraging partnerships for business growth, navigating outbound partnerships, and the evolving landscape of tech partnerships. The episode also touches on market dynamics, team appreciation, and a diverse range of entertainment and business topics.
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Partnerships' Moment Explained
- Partnerships have surged due to cloud and API developments lowering integration costs dramatically.
- Buyers now expect seamless interoperability between products, making ecosystems vital for growth.
Pre-Integration Go-To-Market Shift
- Companies can now do go-to-market partnership activities before building product integrations.
- This flips the old model, enabling faster validation of partnership ROI and effort.
Enable Rep-Level Collaboration
- Use technology to identify sales reps across companies working with overlapping accounts.
- Facilitate focused co-selling by showing reps which partnership opportunities already exist.