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.
Today marks the beginning of a new chapter for ELG Insider — a space you’ve known and trusted as your go-to resource for insights on Ecosystem-Led Growth (ELG).
As part of our commitment to continuously evolve and deliver more value to you, we’ve rebranded ELG Insider. It’s more than just a new look — it’s a reflection of a bigger vision dedicated to empowering leaders like you to succeed.
So why the change?
Simply put, ELG deserves its own spotlight. It’s not just a strategy — it’s a movement. Ecosystem-Led Growth is bigger than any one tool or company, and it’s something everyone can leverage to unlock new opportunities.
Whether you’re working to close deals, boost brand awareness, drive demand, or maximize expansion, upsell, and renewal — ELG can transform how you grow revenue.
Since Crossbeam and Reveal came together, we realized something powerful: By combining our strengths, we could build the ultimate platform for all B2B go-to-market (GTM) leaders.
Our first step was to unify our content into one hub to give you everything you need to make the most out of your partner ecosystem.
ELG Insider is packed with insights, real-world strategies, and stories from people who’ve already walked the path to success. The value? It’s not just theoretical advice — it’s hands-on, actionable content that you can implement immediately to grow your business.
What excites me most is how this content reflects the future of GTM. It’s a resource by GTM leaders, for GTM leaders.
We want you to be part of this movement, learning from your peers and scaling your Ecosystem-Led Growth strategy in brand new ways.
So here’s what I encourage you to do: explore the new ELG Insider hub. Dive into our fresh content and check out the stories from leaders just like you.
As always, we’re here to support you, and we value your feedback. If there’s anything you’d like to see more of, don’t hesitate to let us know. We’re so grateful to be in this community with you.
All the best,
Alex Poulos
CMO, Crossbeam
TACTICS
Turn skepticism into success: How Kolleno won sales buy-in and accelerated deal closing by 50%
“It took me a couple of months to get the sales team to understand the efficiency of an Ecosystem-Led Growth strategy,” says Irina Anichshuk, now COO and Head of Partnerships at Kolleno. “I think they only hopped on board when they saw more and more referrals coming their way, and they started to have discovery calls with a partner involved.”
To get buy-in from her sales team, Irina proved that having the technographic intel of your prospect is key for warming up cold emails.
She used examples like this one:
You’re a member of Partnership Leaders, and they send you an email on how Company B and Partnership Leaders just launched a partnership.
Those communications around that partnership should include the joint value proposition, how that value proposition helps you reach your goals, and the perks you have as a member of Partnership Leaders.
This email is not cold, because it includes a company that you already trust, Partnership Leaders.
In this case you’re more likely to open the email and dedicate 15 minutes to what they have to say.
This type of example proved that when her sales team leveraged the ecosystem data they had in hand, and the trust their prospects have in their partners, they can close deals faster.
Here’s how Irina and her team got buy-in and leveraged ecosystem data, partner intel, influence, and intros to close deals 50% faster.
FROM THE ECOSYSTEM
Future of Revenue survey
As a GTM leader, your experience and insights are crucial to understanding the direction of revenue strategies in our industry.
We’ve partnered with Pavilion to survey GTM leaders, and we’d love it if you could take 7 minutes to share your thoughts.
It’s completely anonymous, and you’ll get early access to the report before its official release this fall.
It’s completely anonymous, and as a thank you, you'll get early access to the report before its official release PLUS 15% off your ticket for GTM2024 (Oct 14-16 in Austin, TX) where Crossbeam CMO Alex Poulos will share the results LIVE on stage.
Share your experience here.
THE STATS OF THE DAY
The undeniable power of ELG
At least 48% of companies focusing on ELG during the past year have seen that ELG deals:
- Close 31% faster
- Are 49% more likely to close
- Lead to 48% higher ACVs
With stats like those, who wouldn’t want to join the ELG movement?
STUFF YOU CAN’T MISS
- TOMORROW, September 24th — GTMNow Live: The Future of Outbound: An Ecosystem-Led Approach — Outbound is changing and ecosystems have never been more important. Join go-to-market leaders from Crossbeam, Pattern, and Atlan as they discuss the shift towards an ecosystem-led approach in outbound sales. Register now.
- September 26th — Dueling Perspectives: The Great AI SDR Debate — Join Sangram Vajre, Co-Founder and CEO of GTM Partners, and Matt Milen, Co-Founder and President of Regie.AI, as they share the real potential of AI in sales development (and its implications for your GTM strategy). Register now.
- October 1st — SalesIntel Annual Summit — SalesIntel is organizing a 100% free and virtual summit where you will find specific tracks curated for sales, marketing, and RevOps and roundtable working sessions focused on sharing actionable ways to build pipelines and achieve growth goals. Save your seat here.
- October 1st - 3rd — RevCon — RevGenius partnered with Common Room, Sigma, Avoma, The Juice, and many more to bring you a 3-day virtual conference to reunite your sales, marketing, RevOps, and CS leaders behind to learn and discuss about the future of SaaS. Save your spot here.
- October 14th - 16th — GTM2024 — Join Pavilion at The Fairmont in Austin, TX to get ahead on your 2025 GTM strategy, learn about market trends, and boost your GTM strategy. Get your ticket here.
You're all caught up
See you tomorrow
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