How Yotpo Doubled Their Partner Revenue Using Crossbeam, Slack, and an ELG Motion

Your sales team isn’t allergic to partners — they’re just allergic to more apps. With 10,000 tools out there, most reps stick to the ten they actually need to close deals. So if you want sales to embrace your partner program, you have to meet them where they already live: Slack.

That’s exactly what Sara Pereda, Senior Partner Manager for U.S. Tech and Agency Partners at Yotpo, did. Yotpo empowers eCommerce brands to design experiences that turn one-time shoppers into lifetime customers.

Sara turned her team’s partner strategy from good to exceptional — all as a team of one — by embedding ecosystem insights directly into her sales team’s existing workflow.

The result? A 2x increase in partner-sourced ACV.

“I couldn’t have done it without Crossbeam,” said Sara.

Read on to learn how a scrappy, data-savvy partner motion helped Sara supercharge sales, scale influence, and build lasting alignment between partners and AEs.

The challenge: Many partners and zero time

When Sara joined Yotpo almost four years ago, she was tasked with running a one-to-many partner motion across tech and agency alliances, managing everything from deal influence to churn mitigation to net-new pipeline generation.

But there were hurdles. At the beginning of her journey with Yotpo’s Tech Partner team, there were only three people: one dedicated to GTM support and two focused on product technical support. However, with over 173 unique integration partners, many wanting to do account mapping and monthly meetings with lots of Google Sheets, there wasn’t enough time in the day.

Agency partners had proven particularly difficult to engage, and there was a lot of manual account mapping involved. Tech partnerships weren’t gaining momentum. And her sales team? They needed clearer visibility into when and how partners could actually help them close faster.

The solution: scale smartly by weaving ecosystem intelligence into the tools her AEs already use.

The Solution: Building an Ecosystem-Led Growth (ELG) workflow inside Slack

Yotpo’s sales team lives in Slack. They breathe it. They close in on it. So Sara built her ELG motion around it, using Crossbeam’s Slack integration as the central nervous system for partner collaboration.

Here’s how she does it:

1. Create joint Slack channels with each partner (Make sure you create one channel per partner so you can get contextual collaboration).

2. Build two Crossbeam reports:

• Report #1: Yotpo opportunities where the partner is already working with the account.

• Report #2: Partner opportunities where Yotpo is already involved.
  

Her secret to make this work is to filter each report as much as possible. Sara ensures each report surfaces only high-signal opportunities so both teams see real value and each other’s efforts.

3. Set Slack alerts for each report: Whenever a new opportunity appears in either report, Crossbeam pings the appropriate partner Slack channel. 

Then, Sara and her partners jump into action. If there’s an account they need help with, they make sure they leverage Slack threads to ask for help, they:

• Share context on the account
• Summarize past efforts
• Clearly outline what help is needed
• Ask for the right point of contact

Learn more about the Crossbeam and Slack integration. 

4. Create AE-specific Slack channels: For every AE, Sara sets up a dedicated Slack channel.

She builds Crossbeam reports (your open opportunities vs your partner’s customers) filtered by AE and partner overlap. 

When a match is found, that AE gets a real-time notification showing:

• Account name
• Partners already working with that account
• The account’s current tech stack

5. Bridge AEs and partners through context-rich threads: When an AE flags an account, Sara goes back to the partner channel to request help. Once a response is ready, she loops both AE and the partner into the thread, ensuring everyone has what they need to move fast.

To streamline communication, she creates tailored message templates using Slack’s Canvas feature. Here’s an example:

LOYALTY / REFERRALS:

SUBJ: Sharing more info about Yotpo and [target account]

Hello POC,

Hope your week is going well. I just had my recent touch base with the Yotpo team and they mentioned they were speaking with you on Loyalty/Referrals.

I was excited to hear you are in talks with them for this specific product because many of our clients have had incredible results using this part of the integration. Fun fact that we are actually their first partner to integrate across their full platform of services. This specific integration will enable customers to see loyalty points balance on [partner’s feature], enhancing the overall shopping experience. Also, you'll be able to personalize the on-site experience and recommendations to fit the right type of audience, based on Yotpo Loyalty customer tags.

We think they are a good fit for loyalty/referrals services if you are planning to make changes to your tech stack. Please let me know if you have any questions.

‍Sincerely,

AE

6. Monthly syncs: To keep momentum high, Sara runs monthly syncs with each AE to align on partner strategies and opportunity tracking.

For example, with agency partners, this visibility has opened up opportunities for her to connect with sellers she meets with on a monthly basis. During these meetings, she identifies relevant agency partners, and then loops in her Partner Manager colleagues. This allows them to bring in those agency partners at the right time, giving them a chance to influence the deal and earn revenue share when appropriate.

Using Crossbeam’s Salesforce Copilot, she filters by target account, identifies key partner overlap, and repeats her workflow to ask partners for support.

7. Salesforce attribution: Finally, she tracks every partner interaction inside Salesforce. If a deal was influenced or sourced by a partner, she logs the attribution (often referencing Crossbeam directly). “Visibility is huge for my sales team,” said Sara. “Even if a partner isn’t paying for Crossbeam, these Slack channels ensure they get alerts quickly, and that helps us both win.”

Real results: From competitor blockers to closed deals

This system isn’t just a process, it’s the payoff.

A real-life example of how Sara would use this motion is that, one day, a top prospect stalled because of a competitor. But thanks to Crossbeam, Sara discovered a partner already working with the account. She reached out, got intel from the partner’s CSM, and passed it to her AE. That information helped Yotpo win the deal.

And the wins didn’t stop there.

With the ELG motion in full swing, Sara doubled Yotpo’s US revenue from tech partners, outpacing the previous two years combined.

Regarding agencies, for Sara and her team, the agency motion can be truly game-changing. When agencies actually upload their client lists. While they're often the slowest to adopt this practice, the impact is significant when they do. 

It enables visibility across multiple partners, making it possible to generate macro-level reports and collaborate on joint deals. It also streamlines decisions around which partners to involve in marketing initiatives or events, something that would otherwise be a very manual and difficult process. 

Final advice from Sara

If you want your AEs to embrace your ecosystem strategy, start here:

• Be proactive. Follow up with AEs and partners regularly.
  
• Narrow your focus. Don’t boil the ocean. “Focus on three accounts per rep per month,” said Sara. “Filter your Crossbeam reports tightly so important signals don’t get buried in noise.”

Sara’s story is a blueprint for what’s possible when ecosystem strategy meets smart execution. With no large team or complex tools, she proved that one person, equipped with the right workflow and the right mindset, can unlock massive revenue impact. 

By embedding ecosystem intelligence directly into Slack, leveraging Crossbeam for high-signal partner data, and maintaining close alignment with AEs, she didn’t just make the partner program visible, she made it indispensable.

The takeaway? You don’t need a big team to make a big difference. You just need clarity, consistency, and a commitment to meeting sales where they are.

Because when partnerships become part of the sales motion (not an add-on to it), that’s when the magic happens.

You can learn more about Yotpo and their Partner Program here. And, if you’re looking to replicate Yotpo’s success or build your own version of a high-impact, low-lift partner motion, it starts with the right strategy. Book a free ELG strategy call to learn how to embed Ecosystem Intelligence directly into your sales team's workflow.