The Nearbound Daily is now officially the ELG Insider Daily!
Welcome to the ELG Insider Daily—the #1 newsletter in the world keeping thousands of GTM professionals on top of the latest Ecosystem-Led principles, tactics, and trends. Join the movement here.
PRINCIPLES
You won’t be replaced by AI
Two things we know about go-to-market in this decade:
- The only way to succeed in today’s market is to tap into the power of your ecosystem.
- If you don’t start leveraging AI to build your partner program you’re going to lose your competitive advantage.
But if you want to leverage both, first we have to get rid of one myth: AI is not going to take over your job. AI only will boost the value you put to the table.
Yes, AI can help you with insights and brainstorming, but who will build the relationship with your partners or customers, you or AI?
Customers are hungry for the human element, and AI can’t give them that.
You need that personal touch to build a relationship with your customers, and getting help from your partners is essential to achieving that.
TACTICS
AI, the market, and how to thrive
Our CEO and Co-Founder Bob Moore sat down with Andrew Lindsay, Corporate Vice President at Microsoft, to discuss how they anticipate AI impacting the tech industry and Ecosystem teams.
Here are the 8 tactics you can use to better leverage AI within your ELG motion:
Tactic #1: Analyze all your ecosystem data with AI
Use AI to unlock valuable insights by integrating data across your ecosystem. By connecting data from partners, customer interactions, and internal systems, you can build a comprehensive data set that offers deeper insights for your customers.
Building strong integrations with key partners is crucial to offering this level of insight, turning ecosystem data into a strategic advantage.
Tactic #2: Be AI first
This might work better for those early startups — because they don’t need to mold and adapt their existing structure.
Innovate, and look at your product in a way you can reassemble AI and technology based on what your customer is trying to achieve.
Tactic #3: Use AI to integrate your GTM teams
AI can help unify your sales, marketing, and customer success teams by mapping how your customers make decisions and run their operations in your product. Start by gathering data from customer interactions, CRM systems, and engagement analytics across all touchpoints.
AI can then analyze this data to reveal how different departments in your customers' organizations collaborate, what their decision-making patterns look like, and where gaps exist.
This insight allows you to create workflows that bring your teams together, so they’re not just working in silos but aligning with how your customers operate as a whole.
Tactic #4: Close deals with AI
AI aids in closing deals by offering real-time insights and guidance through chat prompts, enhancing the effectiveness of your sales, customer success, and partner management activities during the sales process.
Tactic #5: Give your sales the authority and autonomy to do their job better
After a call, AI can help your sales teams by providing actionable next steps and intel. AI can help them better track all their efforts.
More intel = helping them make more informed decisions about how and when to go after target accounts.
Don’t make your sales team depend on the partnership team to get more ecosystem data.
Access the rest here.
MEME OF THE DAY
What’s AI anyway?
FROM THE ECOSYSTEM
The Future of Revenue survey
Pavilion and Crossbeam are surveying 500+ GTM leaders to better understand the strategies and tactics teams are using to drive revenue. Share your strategies and experiences here.
UPCOMING EVENT
GTM is Better Together
Join GTM Partners, Demandbase, Clari, G2, MadKudu, ON24, TechnologyAdvice, Totango + Catalyst Software, Vidyard, ZoomInfo, and an elite group of leaders on August 28th to discuss around what a modern, enterprise, GTM team and tech stack should look like and how it can be best optimized for efficiency and scalability.
GTM is Better Together is an initiative from GTM Partners. It’s a four-events roadshow designed to provide hope and trust to GTM professionals in enterprise companies, despite budget cuts, missed revenue targets, and misaligned teams.
Get your ticket here.
Stuff you don't want to miss!
- TODAY,August 20th — Exploring the Power of the Benefits Broker Channel: Leveraging HR’s Most Trusted Consultants: Ryan Taguding (Founder and Principal at Temio Consulting) will share where to begin, how to identify your ICP and distinguish sales blockers from champions. Register here.
- September 17 — Join us at HubSpot Inbound's Partner Day in Boston! Swing by the Crossbeam booth to meet the team, attend the Crossbeam x Gong yacht party on Wednesday, September 18th, and attend Chili Piper, Sendoso, Surfe, Splash, Mobileforce, and Crossbeam’s after party on Wednesday, September 18th.
You're all caught up
See you tomorrow
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