Clari is a Revenue Operations Platform that uses AI and automation to help B2B organizations drive growth and retention by increasing win rates, shortening sales cycles, and improving forecast accuracy. It’s used by hundreds of sales, marketing, and customer success teams at leading B2B companies.
Bottom line: Crossbeam enables this one-person partnership division to do the work (and drive the results) of a much, much larger team.
As the Head of Business Development and Alliances, Richard is responsible for Clari's referral partner program. After being invited to Crossbeam by one of his partners, he quickly started taking advantage of Crossbeam's functionality.
"My partner will say 'Hey one of your target accounts is one of my customers. Here's one of our target accounts that's one of your customers.' It's now easy to do a quid pro quo. I introduce the reps and they are off to the races. It's so much easier to identify with Crossbeam."
"Nothing against Google Docs, but it took way too much effort to map against our partners and it became obsolete within three months. Crossbeam is so much simpler and it's not static like a spreadsheet."
"After seeing an overlap in Crossbeam, our partner's CSM reaches out to their champion and cc's my rep: 'Did you know that my product integrates with Clari? If you're interested in turning on an integration, here's your Clari CSM.' Now it's a customer initiative, versus us having to ask them about it."
"We're doing three events with a partner, and the ability to use Crossbeam to find our mutual customers and prospects in the territory helped us know who to invite."
Richard is using Crossbeam to have the impact of a much larger team. Using the overlaps revealed by Crossbeam, Richard is able to set several referral programs in motion at once, especially now that he is no longer wading through spreadsheets to manually find matches.
"Crossbeam helps me prioritize which partners are the most valuable and how to make the most impact with my limited time."