Running your channel sales program through in-person meetings and out of date spreadsheets? Allow us to make your life much, much easier.
In this webinar recording, Crossbeam CEO Bob Moore and Allbound CEO Daniel Graff-Radford walk through what a modern channel sales workflow looks like. In a half-hour, learn what an up-to-date workflow looks like and see the tools you can use to avoid channel conflict and scale your partner program.
0:15 - Introductions
1:23 - How channel sales used to be in “The Steak Dinner era”
2:48 - The last decade and how SaaS is enabling new workflows
6:05 - The modern deal flow and how to find where to best spend your time using Crossbeam and Allbound
8:36 - Using Crossbeam to break silos between partners, avoid channel conflict, easily map your accounts, and securely share CRM data
11:16 - Using Allbound to action overlaps and communicate next steps to partners (i.e. How to market, how to sell, and registering the deal)
14:09 - The future of partner management, how Crossbeam keeps your data up to date and allows you to analyze which partners are worthy of your energy
17:20 - After the deal completes, use Crossbeam to feed your data right back into the workflow for the next sales cycle
19:55 - What sort of metrics should we prioritize for the channel ecosystem?
22:42 - Do Allbound and Crossbeam provide their services with a joint contract?
23:47 - For Crossbeam: Have you seen pushback from partners about sharing all of their data? Answer: You have a lot of control over what gets revealed. (link to help doc)
25:32 - For Allbound: How do you encourage partners to use the portal?
28:11 - Do SaaS organizations need to use Salesforce and Allbound?
30:38 - What do you think will be the future of managing the channel?