Bob Moore on Alignment, Data Sharing, and the Future of Ecosystem-Led Growth

Friends with Benefits

Can the future of B2B partnerships be built on a foundation of trust and data sharing? Join us as we kick off season two of the Friends with Benefits podcast with Bob Moore, co-founder of Crossbeam, who shares invaluable insights from his journey in redefining the partner tech landscape. Listen to Bob's compelling story of Crossbeam's inception, navigating the GDPR challenges of 2018, and tackling the daunting "cold start problem" to build a thriving platform connecting over 30,000 companies today. Bob's experience sheds light on what it takes to overcome industry skepticism and achieve success against the odds.
Our conversation dives into the importance of aligning partnerships with revenue teams, a crucial component for maximizing the potential of partner ecosystems. We unpack the common pitfalls partner leaders face and the necessity of securing buy-in from sales leadership. The role of RevOps in integrating systems and metrics is emphasized, along with the strategic evolution of partner teams as force multipliers in the business world. In this rapidly changing environment, adapting from transactional roles to more strategic ones is key for maintaining relevance and driving growth.
Join us on this insightful journey into the future of partnerships and strategic growth.

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1. Bob Moore on Alignment, Data Sharing, and the Future of Ecosystem-Led Growth (00:00:00)

2. Partnership Podcast (00:00:11)

3. Building Alignment Between Partners and Revenue (00:10:15)

4. Evolving Partner Roles for Strategic Growth (00:18:37)

5. Adapting Partner Roles for Growth (00:23:14)

6. Evolving Sales Enablement in Partner Relationships (00:32:54)

7. Driving Cultural Change in Partnerships (00:40:22)