How Crossbeam Helped The Partnerships Team at Oyster Achieve Exponential Growth

Being the first partnerships hire at Oyster — a global employment platform that enables companies to employ people anywhere in the world — Bruno was tasked with building their partnership ecosystem from the ground up.

Having been introduced to Crossbeam by a partner, the platform was adopted quite early into Bruno’s workflow at Oyster. Bruno started with creating a hit list of companies that he wanted to partner with and used Crossbeam to see the overlap of common customers and prospects.

The growing team at Oyster now leverages Crossbeam to increase the value of their partnerships.

“We now have an amazing team of partner managers using Crossbeam everyday, working with customers and partners to identify common customers for joint propositions,” said Bruno. “Using the account mapping data from Crossbeam and seeing the overlap of customers right away has been time-saving and helpful for me and the team.”

Driving alignment with the sales teams

Sales teams need data, and not the kind that’s present on spreadsheets, they need all their data to be visible in one place — clear, concise and actionable. One of the biggest wins that Bruno has achieved during his time at Oyster is demonstrating the value of partnerships to his sales teams.

Oyster uses Crossbeam data to provide the sales team with a clear direction. According to Bruno,

“It’s been very helpful to the sales teams to harness this actionable data, realize the power that we have in contact with customers, and get a holistic view of the ecosystem and our customer base.”

Better co-marketing and co-selling opportunities

Using the data sourced from Crossbeam, Oyster can identify better and more effective co-marketing and co-selling opportunities with their partners.

Account Mapping has helped Oyster seek out companies that they share a big overlap with, which enables them to direct their focus to the partnerships that really matter. Account Mapping has been such an important variable for Oyster that they’ve started incorporating Partner Generated Pipeline into their KPIs (Key Performance Indicators). 

Using Crossbeam for co-marketing opportunities has helped the partner managers at Oyster to gain insights into their partner’s ICP, their mission, their vision and their goals for their marketing teams.

“Where do we go for co-marketing? Right away, Crossbeam,” said Bruno. “We can identify segments that we both are going after and instantaneously, that helps bring in a ton of ideas.”

For Bruno, Crossbeam has brought an unquantifiable amount of value to his organization: 

“Crossbeam is now an important part of our onboarding process. One of the first things new partner managers do to explore new co-marketing opportunities is to hop on the platform and discover new people to do case studies with and identify the right invitees for events.”

Bruno sees Crossbeam as being a very integral part of his team’s workflow to bring in new co-selling opportunities. With Crossbeam, they are able to identify companies with solutions that complement their product and that can be integrated seamlessly into their own solution.

Accelerating the time to value

In Bruno’s words, he has seen the best usage of Crossbeam’s Account Mapping when it comes to improving partner collaboration. Crossbeam data has made it easier for Oyster to kick start conversations with their existing and prospective partners. By comparing each other’s CRM data, both parties can obtain a very clear idea of where they want to go in the future. Crossbeam brings them together and gives them novel and innovative ways to work together.

Crossbeam has also accelerated the time to value for Oyster’s rapidly expanding partnerships team. Before they adopted Crossbeam, Oyster would typically spend three to four months before their employees were fully onboarded. Currently, the scenario is much different — according to Bruno, Crossbeam has helped Oyster shave an entire month off of their onboarding process.

“All of our new employees receive hands-on training with Crossbeam. The platform helps them to be cognizant of the strategy that we’ll adopt for a new partnership venture and that alone helps provide a lot more clarity about our goals and vision to our new hires.”

Ready to unlock the full potential of your partnerships like Oyster? Discover how Crossbeam can transform your partner ecosystem, accelerate collaboration, and drive growth.

Book a personalized demo with our team today and see the impact for yourself.