ELG Insider’s Post

According to Kristen Habacht, CRO at Typeform, the winning combo to drive more revenue is Ecosystem-Led Growth (ELG) and Product-Led Growth (PLG). That’s what helped Typeform to improve their revenue by 40%. Here’s how Kristen and her team did it: https://lnkd.in/dz9KhkZh

📊 What’s shaping GTM strategies in 2024?  Pavilion‎ & Crossbeam‎ are back with their "Future of Revenue" survey to uncover the latest trends among 500+ GTM leaders. Your insights will contribute to industry benchmarks and future strategies. Plus, early access to the findings awaits! Join the conversation 👉 https://lnkd.in/gBv_cShM

Google and HubSpot executed a comprehensive GTM strategy for their Ads Optimization Events tool, which resulted in a 232% increase in feature adoption just five months post launch. HubSpot’s Christen Luciano, Director of Strategic Partnerships, and Kelsey Peterson, former Manager of Strategic Partner Enablement and Operations, shared with us the 6 stages they followed to make this integration a success. Read the full story here: https://lnkd.in/d7kThqGH

What’s the big deal with an Ecosystem-Led Growth platform? Where do I start? What can I do with this data? Now that you have access to an Ecosystem-Led Growth platform, you might have one (or many) of the previous questions in mind. First of all, an Ecosystem-Led Growth platform is a safe way to connect your data sources, such as your customer relationship management (CRM) system or CSV file, and surface overlaps between your data and your partner’s data — the fastest way to know where you and your partner should invest in a potential partnership.  What’s in it for you? It’s a huge help in generating leads, closing deals, and retaining more customers at scale.  Having a view at a glance of ecosystem data for the first time might be overwhelming, but here are 3 plays you can use to leverage it. 👇 Get more plays here: https://lnkd.in/gGqJN_Mw

Are you attending INBOUND‎? Us too! Join us in Boston this September at the industry's leading event for thought leaders across marketing, sales, customer success, revenue operations, and beyond. Make sure to register for INBOUND‎ at inbound.com And if you want to meet the newly merged Crossbeam‎ team and get the most up-to-date intel on their merger with Reveal‎, pre-book time with the team at the event here 👉 https://lnkd.in/gPzeFanR

🔮 The future of revenue lies in data-driven decisions. Pavilion‎ & Crossbeam‎ are diving deep into GTM strategies by surveying 500+ leaders. Your input is invaluable.  Share your perspective, and get early access to key findings before anyone else. Participate now 👉 https://lnkd.in/gBv_cShM

GTM Partners launched a revolutionary initiative uniting teams and technology to solve today's most pressing go-to-market challenges. Join us tomorrow for the GTM is Better Together Summit in Atlanta! Gain invaluable insights from industry leaders: → Dr. Tim Elmore, CEO, Growing Leaders, Inc. → Tessa Barron, SVP Marketing, ON24 → Chris Moody, VP Brand Marketing, Demandbase → Sam Levan, CEO, MadKudu → Karen Budell, CMO, Totango → Tyler Lessard 🎯, CMO, TechnologyAdvice → Jam Khan, SVP Portfolio Marketing, ZoomInfo → Lindsay Cordell, Partner, GTM Partners And more! What you can expect from the event: → GTM Operating System workshop → Case studies on first-party data utilization → Interactive roundtables on key GTM challenges 🕢 Time: 7:30 AM - 5:00 PM 📍 Location: Atlanta, GA This event brings together category leaders and GTM professionals from enterprise companies to drive efficient growth, break down silos, and build high-performing GTM teams. There are only a couple seats left — get yours here: https://lnkd.in/gdDFWqWz

Meet Brooks Lockett‎, a B2B SaaS Conversion Copywriter who’s boosted referrals and engagement by going all-in on his Ecosystem-Led Growth content strategy. Brooks relies heavily on content for his business. And partnering up with other content creators has been a big driver of his success.  Here’s how Brooks implements his ELG content strategy: 1. Identify relevant and trustable partners 2. Conduct partner interviews to gain content, new ideas, and opportunities 3. Ask for introductions to expand his network 4. Collaborate on content creation 5. Distribute content jointly with his partners 6. Engage actively and make his partners “famous” 7. Leverage word-of-mouth through partner-lenses to avoid “salesy” or spammy feelings 8. Continually learn and iterate 9. Build relationships that lead to referrals 10. Integrate partners into a long-term strategy This process has enabled Brooks to see notable increases in referrals and engagement, proving that partnerships are more than just a marketing tactic — they’re a sustainable business-building strategy. Learn how Brooks is using ELG as a solo entrepreneur here: https://lnkd.in/gQ5JteT7

INBOUND 24, here we go! Crossbeam is making a big splash this year at HubSpot INBOUND's Partner Day in Boston on September 17. We have a lot of things instore for you:  🔹 Our CMO Alex Poulos will be speaking on a GTM panel about The Connected Ecosystem Approach to Reinvention 🔹 You can swing by the Crossbeam booth to meet the newly merged team, grab some killer Ecosystem swag, and get the most up-to-date intel on the new merged Crossbeam x Reveal product.  🔹 Attend the Crossbeam x Gong yacht party on Wednesday, September 18th.  🔹 Attend Chili Piper, Sendoso, Surfe, Splash (SplashThat.com), Mobileforce Software, and Crossbeam’s after party on Wednesday, September 18th. (all the links to register are in the comments). This is an event you can’t miss!

Can’t get your partner’s AMs to play ball? Those AMs have all the juiciest info about your target accounts, so whatever you do, don’t give up on fostering the co-selling relationship between your sales reps and your partner’s AMs.  Pavilion's Director of Demand Generation Josh Carter is a former Partner Manager at Hatch. His team at Hatch tested an incentive program with one partner to get the partner’s AMs referring leads and helping to move opportunities to closed-won. The result was that Hatch’s sales reps started closing deals at a rate of 70% (compared to 46% with quick form-fill digital referrals). Here are his top tips: 👉 Make incentives simple and attainable: Carter and his team announced to their partner’s AMs that they’d get $50 if one of their clients took a demo with Hatch. They’d get another $250 if the deal closed.   👉 Get buy-in to launch your own incentive program: Carter suggested offering a sales program incentive fund (SPIF) reflective of the average annual contract value (ACV) the partner typically sources for Hatch — a SPIF of 2.5% of the ACV.   The result? The close rate improved 24% for deals sourced by their partner’s AMs. Here’s the full story: https://lnkd.in/gHc3SMMw