How AssessFirst Quadrupled its Clients’ Integration and Generates ELG Leads with Crossbeam

Recruiting the right candidate is crucial for success, but identifying them from a large pool of applicants can be challenging.

To address these challenges, AssessFirst, a recruitment solution, uses behavioral science and AI to help companies identify the best candidates for their open positions, promoting fairness, talent development, internal potential identification, and building ultra-efficient teams. 

The AssessFirst partnership team, led by François, uses Crossbeam, an Ecosystem-Led Growth (ELG) Revenue Platform, for its ability to identify the right companies to integrate with.

The stumbling block

AssessFirst faced several challenges before using Crossbeam. Ranging from difficulties in:

• Mapping accounts with partners
• Organizing and tracking data
• The time consumption of mapping accounts manually

The partnership department had an archaic and individualistic approach to identifying potential partners. These challenges led to missed opportunities, miscommunication, and loss of productivity.

AssessFirst needed an innovative and collaborative approach to address these issues head-on.François quickly developed a hypothesis that AssessFirst could improve the quality of its prospects by implementing an ELG strategy, specifically by targeting the clients of their partners. 

This could easily be achieved by using the right account mapping platform. François was also aware that a significant portion of AssessFirst's database was linked to a partner's customer base thanks to their product team. This had a significant impact on their client integration.

Seek insights from your ecosystem

To address these challenges, AssessFirst integrated Crossbeam into its partnership team’s workflow and processes. Crossbeam’s real-time insights provided integral ELG intel on potential partners and clients.

Backed by ELG data, AssessFirst was able to identify common customers with partners, which helped them offer integrations, invite customers as speakers to events, and identify potential up-selling opportunities. 

Crossbeam also helped in identifying common opportunities, which initiated a collaboration between salespeople to accelerate and streamline the sales cycle with common prospects. As a result, AssessFirst generated new ELG opportunities by identifying the customer accounts of partners, which are strategic target accounts for them.

Turning data into revenue

Now, AssessFirst is able to track and analyze several key performance indicators (KPIs), such as the number of customers integrated with a partner, deals influenced by partners, and lead generation.

With the data directly integrated into their CRM through the Crossbeam and HubSpot integration, AssessFirst's sales team has a more streamlined workflow and can make data-driven decisions, leading to increased efficiency and productivity.

Currently, Crossbeam is used by 60 users at AssessFirst, including Account Managers, Account Executives, Customer Success Managers, BDRs, and SDRs.

The ELG insurance

One of the key benefits that AssessFirst has seen since integrating Crossbeam is an increase in the number of integrated clients. Prior to using the platform, only 5% of AssessFirst's clients were fully integrated, meaning that they were using all of the company's products and services. 

However, since implementing the ELG GTM strategy, that number has risen to over 20% in just one year. This is a significant increase and indicates that Crossbeam is helping AssessFirst to better serve its clients and meet their needs. Another positive outcome that AssessFirst has since seen is an increase in the number of deals influenced by partners. Sales personnel are now actively seeking partnerships that allow them to get key information to help them sign their deals.

In addition to these benefits, AssessFirst has also experienced a significant increase in lead generation since implementing Crossbeam. In fact, the company has seen over a 100% increase in lead generation since using the platform. AssessFirst’s success has demonstrated the clear value of using an ELG Revenue Platform and introducing an ELG GTM strategy to improve business performance. 

By leveraging technology like Crossbeam, companies can gain essential ELG intel that helps them make more informed decisions and achieve better results.

‍Book a free demo of Crossbeam and learn how AssessFirst quadrupled client integrations and doubled lead generation by tapping into ecosystem insights. Discover how ELG can accelerate your pipeline, drive partner-influenced deals, and unlock new revenue opportunities — faster.