#79: The Secret to Partner Ecosystem-Led Growth

Winning the Challenger Sale

You're marching into battle, armored allies by your side. Together, you have to decide how to reign as champion, but to do that you have to share your knowledge. How much do you give away without revealing your biggest strategic strengths (and weaknesses)? After all, your ally in battle may also be your competition in other realms of life.
Like allies on a battlefield, business partners must navigate prospects with precision, sharing data and insights as needed. But in reality, you only have 50% of the data you need to make an informed decision. Even the best partner in the world doesn’t want to share their entire customer list (let alone their whole pipeline).
Bob Moore, Co-Founder and CEO at Crossbeam had a revolutionary idea—what if partners could exchange all the right data without giving away so much information they lose their strategic edge? Bob joins us to discuss how partners, like allies on a battlefield, can be enabled with data to win any war together, all while retaining individual privacy, security and compliance.
We discuss:

• The importance and potential of partnership ecosystem-led growth
• Addressing tech stack fatigue by asking the right hard questions
• Integrating new sales tech in a way that enables legacy professionals