How GoCardless Increased Partner-Influenced Deals and Enhanced Partner Collaboration with Crossbeam

GoCardless, a leading player in the payment solutions industry, recognizes the pivotal role that partnerships play in their success. Founded in 2011, GoCardless firmly believes that bank payments are the optimal means of transacting and that bank account data holds the key to empowering businesses to make informed decisions swiftly.

With a mission to simplify domestic and international payments, GoCardless seamlessly connects with over 2,300 banks across Europe, ensuring businesses can transact without reminders, stress, or exorbitant fees.

Discovering Crossbeam: A paradigm shift

Camille D'Auvergne's journey with Crossbeam began when she was introduced to the platform by a trusted partner who recognized the need for a more efficient and secure way to exchange crucial data. The recommendation led Camille to explore the potential of Crossbeam in addressing the perennial challenges faced by Partner Managers:

• Maintaining transparency
• Nurturing robust relationships
• Optimizing partnership operations
  

Motivation for using Crossbeam: Structured excellence

Old-school partnerships tradition had often dictated a reliance on face-to-face interactions. These interactions would often involve meetings held over lunches and painstaking in-person relationship building. While such traditional approaches certainly had their merits, they also came with their fair share of limitations, particularly in the fast-paced, digitally-driven business landscape of the modern era.

Camille D'Auvergne, with her extensive experience in partner management, possessed a unique perspective on these challenges. It was this realization that led Camille to understand the critical importance of introducing structure into the partnership ecosystem. In an era where data, insights, and streamlined processes were becoming paramount, GoCardless needed a solution that could seamlessly blend the benefits of traditional relationship building with the power of data-driven decision-making.

Enter Crossbeam’s Nearbound Revenue Platform. This innovative solution emerged as the perfect answer to the dilemma faced by GoCardless. Crossbeam offered not just a technological platform but a comprehensive framework that allowed them to align their partnership strategy with precision. This framework consisted of three vital components, each contributing to the structured excellence that GoCardless was striving for:

1. Sales enablement
With Crossbeam, GoCardless could equip its teams with the knowledge and resources they needed to excel in their partner interactions. Gone were the days of vague conversations and guesswork; instead, teams could now approach partnerships with a well-defined strategy that was rooted in data and insights.

2. Nearbound insights
One of the most significant advantages of Crossbeam was its ability to provide Nearbound insights. This meant that GoCardless could gain a profound understanding of not only their own customers and prospects but also those of their partners. This insight allowed for highly targeted and mutually beneficial collaboration that went beyond surface-level partnerships.

3. Marketing initiatives
Crossbeam's framework extended into the realm of marketing, enabling GoCardless to tailor their outreach and promotional activities based on the shared objectives and values of their partners. This was not just about marketing products but about co-creating value and forging deep connections with partners and their customer base.

In essence, Crossbeam became more than just a technological platform; it was the structured foundation upon which GoCardless could build and enhance its partnerships. It brought clarity, purpose, and a data-driven approach to an area of business that had traditionally relied on intuition and relationship-building alone.

With this three-tiered approach, GoCardless could embark on a new era of partnership management, one that was characterized by precision, insight, and, above all, structured excellence.

A game-changer

GoCardless witnessed tangible improvements in its partnership program immediately after implementing Crossbeam. The proportion of partner-influenced deals surged from a mere 10% to an impressive 30 – 40% each quarter.

This remarkable shift was thanks to Crossbeam's ELG data-driven insights, empowering the team to craft targeted strategies when prospecting alongside partners. The seamless integration of Crossbeam with Salesforce played a pivotal role, granting Sales teams quick access to invaluable data through the "Message" button.

The structured approach fostered a new level of collaboration between the Sales and Partnership teams and their external partners. For example, Camille shared a story wherein Crossbeam played a pivotal role in cultivating a mutually advantageous partnership with a visiting partner. By leveraging Crossbeam's insights, they were able to align their strategies and embrace a "give to get" approach, thereby fortifying their partnership further.

Charting a path to excellence: A partnership revolution

Forging and nurturing partnerships is a strategic imperative for companies across industries. However, this endeavor often poses significant challenges, ranging from maintaining transparency and fostering robust relationships to optimizing partnership operations.

Looking forward, GoCardless has ambitious plans to harness Crossbeam's capabilities even more extensively. They aim to effectively prioritize potential partners and clients with the guidance of the Crossbeam Customer Success Management (CSM) team. Ongoing discussions are focused on implementing this strategy, which is poised to take their partnership program to new heights.

The platform has become an invaluable resource, furnishing the company with actionable insights, streamlining collaboration, and elevating the influence of partners in deal closures.

With a clear roadmap for future enhancements, GoCardless continues to strengthen its partnerships and remains at the forefront of innovation in the payments industry with the help of Crossbeam's indispensable contribution.

Are you ready to increase partner-influenced revenue, streamline collaboration, and turn data into action?

Book a demo with Crossbeam and discover how leading companies like GoCardless transformed their partnership strategy—tripling the impact of their partner-influenced deals.