Maximizing Crossbeam: Master Salesforce Reports & Dashboards

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Awesome people.

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Thank you all for being here.

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I think we'll go ahead and get started.

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Time is kind of short here, so I want to make sure we have enough time to cover

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everything.

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So hello and welcome to the Cross-Beam Customer Education webinar on Salesforce

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reports and

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dashboards.

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At Cross-Beam we're dedicated to helping you leverage our latest features.

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I'm excited to kick off this customer education series to deepen your

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understanding and support

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your success with Cross-Beam.

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So thanks for joining us.

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I'm Joy, customer education specialist here at Cross-Beam.

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With me today is Thomas Edwards, implementation specialist.

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Hello Thomas, how are you today?

0:37

Hello, good morning, Joy.

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Yes, I'm very well.

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Thank you.

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It says they're normally based in Paris.

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I am, but I've gone home for the holidays.

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So behind me is my childhood bedroom, not quite as glamorous, but a bit of B

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here anyway.

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I love that.

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Yeah, I put Paris on there.

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You're normally in Paris, so that's what I'm used to.

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I'm in Denver, Colorado.

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It's a beautiful day here.

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So I'm glad we're here together between the two of us.

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We'll be guiding you through this session today.

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Let's take a quick look at our agenda.

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We're going to be looking at an overview of the Ready to Use reports, what they

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look

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like and where they are.

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We're also going to be building out of dashboards.

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You can see how we can use dashboards as a clear level overview of your

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ecosystem.

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We'll have a nice wrap up in Q&A time.

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I also want to point out that we also need to make sure that we are aware of

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what is

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required for these features.

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So we do need to have the CrossBeam Custom Object, which brings cross-beam data

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into

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your Salesforce instance.

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This feature is available exclusively on our SuperNoid plan and requires the

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correct

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permission sets to see these reports.

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If you're unsure about your access, please reach out to your company's Sales

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force admin

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for our system.

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If your Salesforce admin needs support, don't worry.

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We have a Health Center article for that.

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Yes, indeed.

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Speaking of those resources, you can check out the docs tab here next to the

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chat for

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related CrossBeam Academy courses, resources, articles, that kind of thing.

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You can also submit your questions in the Q&A tab.

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We'll have time at the end there as you've said here in the agenda, just to

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kind of go

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through those.

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Of course, there will be post-session support.

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You can reach out to our team via the in-app chat.

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We've got an intercom chat bubble in the bottom of your screen.

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Global team there will be happy to take your questions and help you.

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So let's get started.

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Yeah.

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So this is customer education.

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So I thought we'd start with a little pop quiz today.

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Just kidding.

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Just kidding, everyone.

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There's no quiz.

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Did anyone get testing by?

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I hope not.

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It's no quiz today.

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But I do want to ask you a favor.

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If you could please engage with this session.

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Jump in the chat, anonymously participate in the polls.

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Be sure to drop questions in the Q&A tab and we'll share those questions with

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everyone

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at the end.

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There's also going to be a survey at the end of our session and we'd love to

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get your

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feedback.

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Your insights really do help us align our resources to best meet your needs.

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So let's go ahead and pop into a poll here.

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We should see the polls have next to the chat.

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So how familiar are you with cross-beam reports in Salesforce?

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Real mix here so far whether it's not familiar.

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Okay.

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We have quiet.

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Oh, okay.

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It's shifting.

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All right.

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Well, it looks like we have a lot of people somewhat familiar, not familiar.

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A good mix.

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That's a joy.

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Yeah.

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That's good.

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That's where we're headed today.

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So let me share my screen again.

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We've got to get used to this new system.

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All right.

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So I'm going to pass it over to you, Thomas, to kind of give us a nice overview

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to get

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us started on these reports.

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Thank you.

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Thank you.

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So we've designed a total of eight pre-built reports so that you can leverage

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your partner

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ecosystem data.

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They're built essentially with the intent to help you align quickly with your

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key goals

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connected to your role.

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So here on this slide, you can see the three main goals that we have in mind

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when we're

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making these kind of ready to go after the box reports.

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So we have sourcing opportunities.

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So that's identifying and prioritizing leads that overlap with your partners

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customers.

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We also have influencing deals.

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These reports highlight your open opportunities, overlaps with your partners

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customers.

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So where can my partner get involved with my current opportunities to help me

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close those

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out?

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And then finally, retaining and expanding customers.

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So this is uncovering upsell and retention opportunities based on, again, your

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partner

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overlaps there and your customer accounts.

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Yeah.

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So these reports really are all about saving time.

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With these pre-built reports, they're designed with those key use cases in mind

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So you can quickly customize and filter for your needs, align your team with

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standardized

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templates and gain immediate access to actionable insights.

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So let's pause again and do another poll.

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Let's see.

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What is the primary goal when you're using cross-beam reports in Salesforce?

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Couple of them.

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Yeah, this would be interesting to see.

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I'm expecting a lot of sourcing new leads as we approach the end of the year.

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Right.

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Let's close out strong.

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Yeah.

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Oh, yeah.

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It's definitely looking for leads.

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Aren't we all?

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Couple of people.

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Couple of people not sure yet.

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Okay.

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All right.

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So we're seeing new leads that is.

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I can understand that.

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Order the above.

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Oh, people.

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I know.

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I know.

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I know.

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I didn't put that in there, did I?

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Yeah.

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Thank you, Cara.

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Good one.

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Give your thumbs up.

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Yeah.

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Thank you.

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All right.

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So before we go ahead and look at the report, I'll wait.

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Let me see if that poll's done.

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Hold on one second here.

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There we go.

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Let me share my screen again.

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So before we go ahead and dive into breaking down the report a little bit more,

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I want to

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go ahead and make sure that we take a minute to find out where the reports are.

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So let me actually jump into the Salesforce instance here.

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There we go.

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All right.

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Here is the cross beam Salesforce instance demo account.

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And I just want to point out first up that if you're not seeing these reports,

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if you've

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looked for them, maybe before this session and you didn't see them, you might

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need to

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talk to your Salesforce admin to make the reports visible.

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So I'm just real quick on a click on some things so you can show them or talk

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to them

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about what they need to do.

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You're going to click reports in the Salesforce instance and select all folders

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And again, this is your Salesforce admin if these reports are not available,

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but they

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would see them and they would come to the cross beam folder, select the drop

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down menu

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or drop down arrow.

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Select the share option and here made the adjustments that they need to to

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customize

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that for users.

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So ours is already set up so we have it set for users with an access to set as

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view.

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And again, your Salesforce admin will know what to do with this.

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But once they're available, then you as the user can come back in, click the

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same button

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reports tab, come over to your folders and open up the cross beam reports.

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So once you're in here, you have a nice overview of the names, obviously there

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's eight of them.

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And then they added a great description so you can really see how the report

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relates

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to what you're focused on.

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So if you're looking for source opportunities or influencing deals, retaining,

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expanding

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customers, those descriptions will really help you figure out what you need to

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work with.

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So Thomas, let's say I'm a revenue leader.

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And as a leader, I'm looking for data to align with my sales strategy and

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basically looking

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for leads that I can convert to closed deals before the end of the year.

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So what might you recommend I click on in here for a report?

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Sure, good question.

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And I think in line with the poll, right?

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So the report that I would recommend is the ecosystem qualified leads report,

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EQL's as

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we call them.

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This report is essentially a report for sourcing new opportunities from within

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your ecosystem.

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So it will help you, your sales team identify potential new business prospects

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based on

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pre-existing relationships with your partners.

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These leads are essentially the most qualified leads in theory that you have

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within your

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sales force that have yet to be converted.

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So you've opened this up nicely here and we can maybe add a couple of

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additional filters.

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This is quite bare bones at the moment, right?

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And we give you the opportunity to flesh it out as you like.

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Something spoken to some of my clients and some of the companies that I work

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with all

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the time.

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I think some of the ones that we often add in here is things like industry.

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So maybe you could add that for me, Joy.

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Industry, there you go, it's the bottom one there.

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Yeah, accounts here.

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So another good one, this can be good just to kind of again further prioritize

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and identify.

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Sorry, it's just here, it's on the account object.

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I wasn't being very clear.

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If you just type in tier there, it will come up.

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There you go.

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So intuitive.

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No, I didn't exactly help you out there.

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Region and sub-region as well is a good one.

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This is just again helps you identify, you know.

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Region and sub-region, both of them?

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I would say both, yeah.

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And then using this, you can then, you know, filtering this and really

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identifying, okay,

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of these accounts, you know, we won't be able to work all of these before the

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end of the

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year, which won't really be focusing on.

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So you know, I see a couple of diamond tier accounts there, some gold ones as

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well.

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Those are the ones that I would be really focusing on taking, you know, the

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region and

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everything else into account as well.

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It's of course crucial for identifying your ICP.

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So this is how we can really get to build this out.

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Very cool.

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Thank you so much for that insight.

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So once we have the report set up, what actual steps would you recommend I

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could potentially

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take on this report?

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Yeah, that's a good point.

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So it's all very well seeing the data, but it's actually using it, which is the

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important

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thing, right?

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So depending on your sales strategy, you could either assign the top leads or

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the most interesting

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leads to your sales team with specific notes on the partner that's involved.

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So if you scroll slightly to the left, we'll be able to see which partner is

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involved on

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each of these just after the account name one there, exactly.

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So we can say, you know, we understand that this prospect is already a customer

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of Hulver,

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for example, or bizarre, and we have such and such a relationship with them, we

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can kind

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of start pulling those levers and using that relationship there.

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Or you could develop personalized outreach plans that leverage that

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relationship as well

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as that kind of trust building factor.

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We don't have time to cover it today, but in the co-pilot, which is a separate

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part of

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the premium plans that we have here at Crossbeam, we have suggested plays and

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various other

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ways to get partners involved there as well, which is a really nice way to kind

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of work

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that out.

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But yeah, building buy-in with your partner is key, essentially, to this

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process and key

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to finding success.

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I recommend exploring the academy, which we spoke about briefly at the

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beginning, for

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several courses and kind of insights, covering how to work with partners, build

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that trust,

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build that buy-in.

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So yeah, I mean, ultimately by leveraging these partnerships, the sales team,

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the leadership

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team, you'll be able to personalize your approach, increase your trust, close

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your deals faster,

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and close more of them as well.

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Sounds good to me.

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So after building the report, customized it, added additional columns, figuring

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out how

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to take action on these different leads, like prioritizing by the account here.

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So how can we use Salesforce to measure success?

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Do you have tips and insights on that?

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Sure.

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So I mean, we can use these fields because we write data into your Salesforce.

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You can use accounts that have cross-scene data, these overlap data, and you

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can use

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to track the conversion rates of these EQLs compared to non-ecosystem leads.

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And that's a really good way and clear way of presenting the ROI, only in

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partnerships,

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but also in this entire kind of strategy.

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You're also able to analyze revenue generated from these leads to assess the RO

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I.

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And in the end, these reports are going to maximize the value of your partner

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ecosystem

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and drive measurable sales results that you can track in Salesforce.

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I think the fact that all of this exists within your source of truth, within

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the one place

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in your company that kind of everything expands from, is really powerful.

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I also want to point out, if you want to learn how to build a report like this,

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again, we

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have loads of resources in the academy.

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This, as I say, is quite bare-bones.

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We've just done it in a matter of minutes here, but you'll be able to find some

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things

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that hopefully more tailored to you on these.

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Yeah, thank you, Thomas.

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Well, summarize, you really feel like users can customize these reports to

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their needs.

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There's lots of additional fields and objects that you're working with.

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So we use that ecosystem qualified leads report to identify some top leads, how

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we could collaborate

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with partners for personalizing that outreach piece and tracking those outcomes

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in Salesforce

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so you can really show and measure your sales' web.

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So once we have these reports, though, it seems like we can also go ahead and

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take the

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next step, which would be to build a dashboard.

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Yes.

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Let's see here.

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This is when it starts to get pretty and exciting.

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We love that.

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Let me grab the screen here.

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There we go.

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Excellent.

15:09

Yes.

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So as I said, this is when it starts to get kind of interesting and visually

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more appealing

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than just like a raw report.

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But before we kind of get into that, call me Ipsos-Mory because it's poll time.

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We have another one here.

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Have we opened that one, Joy?

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I think we have.

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Yes, we have.

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Yes, please go to the poll time.

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So we just wanted to get a read of the room here.

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Have you guys built or used the Salesforce dashboard incorporating cross-beam

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reports

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yet?

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We have three answers here.

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Any additional answers?

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Welcome in the chat as well.

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Looking at you, Kyra.

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Thank you.

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Let's see.

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No wonder.

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Oh, here we go.

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Somewhat confident.

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That's great.

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Not confident.

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All right.

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I know that feeling.

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There's so many more guidance.

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All right.

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Nobody's very confident, I think, is the main takeaway here, Joy.

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Yeah.

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100% see that and hear that.

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Let's see here.

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Let's go back into our deck here and talk about dashboards for a minute.

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All right.

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Okay.

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So, let's see here.

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So why are we building dashboards for cross-beam reports?

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So using cross-beam reports in a dashboard simplifies data, fosters

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collaboration, align

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strategies and provides transparency to build trust and achieve goals.

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Dashboards can be especially useful with stakeholders and anyone not active in

16:50

Salesforce

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on the regular basis.

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So let's take a peek at this one dashboard here.

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This is a source of opportunities.

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So it's basically built off of two of the pre-built reports that we just talked

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about.

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The top revenue EQL report and the ecosystem qualified leads report.

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So this is a clear overview of prospects who are also customers of your

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partners.

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Dashboards may feel complex at first.

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I felt the same way.

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But they simply are collection of widgets built from your reports.

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So it's actually not that hard.

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Salesforce does most of the heavy lifting.

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So the first box we have here that's called a widget is top prospects.

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It's a nice overview of high-value accounts to target.

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Then we have the prospects to source deals, which is a donut chart.

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And that's just showing the account owners for the most EQLs.

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So you know who is in charge of what with resource allocation.

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And then the last thing on the right here is a table.

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It provides a detailed view of leads where partners can help source deals.

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So this is not a complex thing to make.

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And I'm going to actually show you if you're not familiar with building them,

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that adding

18:00

a widget to a dashboard is surprisingly easy.

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So let me go ahead and hop into our Salesforce instance again.

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And all we need to do is click on that dashboard.

18:13

Oops, it wants me to say that I'm going to discard it.

18:16

That was nice of you Salesforce.

18:19

Let's go over to the dashboards tab and then we're going to click on a pre-made

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almost

18:24

done report here or dashboard that I created for us today.

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So the first thing I want to note is that this is really simple to work with.

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You just click on the edit button here and we're adding a widget.

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So there's already three widgets on the page.

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This is a text widget.

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So when you click on the text, just copy and paste text in there, type in there

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And then we have one of the overview matrix and then we have the donut chart

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over here.

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We're going to add the table that we just talked about.

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So we're going to click the chart table.

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And right away Salesforce asked us to pick a report to build this off of.

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So since we've already built the report, half the work is really done on this.

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So we just click our ecosystem qualified leads, select that.

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And right away we have a nice preview.

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So again, we can select however we want this to view.

19:19

And Salesforce just shows us a nice preview.

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We're doing this table right here.

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I'm going to come down and add another column for account revenue bands here.

19:37

Same problems before.

19:39

There we go.

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We're going to actually sort by the revenue band and change that to descending

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so we can

19:46

see those numbers right away.

19:48

So let's click add.

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And it's really that simple.

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So I can pick these widgets up and drag them around.

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And this workspace, this grid is completely dynamic.

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So as I adjust these widgets, everything will move with me.

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So it'll basically fix anything for you that you don't like.

20:06

It doesn't require a lot of thought or effort.

20:10

It's just all right there for you.

20:12

So this dashboard that I'm showing you right here, the source opportunities, is

20:16

actually

20:16

from the dashboard, a much larger dashboard that we've created here at Cross

20:20

beam called

20:20

the ecosystem 360 dashboard, which you can build using our help center article,

20:26

which

20:26

I have right here.

20:27

So we have a nice article that breaks down how to make this giant dashboard I'm

20:32

about

20:32

to show you.

20:34

It's pretty amazing.

20:36

I know our team use it all the time.

20:39

What's that, the 360?

20:40

Yeah.

20:41

Yeah.

20:42

Let me pop back.

20:43

I close it out by accident.

20:44

Let me grab it again.

20:45

It's all right.

20:46

There we go.

20:47

All right.

20:48

Back in the dashboards.

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So we're going to click on this dashboard.

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I'm going to show you the actual 360 dashboard.

20:54

Oh, that's not the one I was looking for.

20:59

That's a customized one.

21:00

Let's go into the one out of the box here.

21:02

This is what the article is based on.

21:04

So right away we see widgets.

21:06

Okay.

21:07

So this first section is just an image that's been added.

21:09

And there's a nice summary under here with these widgets that align with the

21:13

labels above

21:14

them.

21:15

So you can see an overview of your ecosystem right away.

21:18

So you can see that you can see the data that you can see.

21:22

And overview of your ecosystem right away.

21:25

But here's the dashboard we just built.

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So it's one dashboard that is called the source opportunities.

21:30

Again, just a couple of widgets, a couple of reports.

21:34

And then we have the influence deals for another use case.

21:37

And then we have the retaining and expand customers.

21:39

So you could build this.

21:41

Like I said, we have the article that you can work through this whole thing.

21:46

I've taken a lot of time and consideration to build this out for you.

21:50

And you can click on these sections and think about them as individual dash

21:55

boards as well.

21:56

So that's the nice thing about this.

21:58

If you are, we've already got a dashboard that we use for leads, you could take

22:02

that

22:03

source opportunity section and add it to that.

22:06

So feel free to take that helps in the article and customize your sections or

22:10

integrate them

22:11

into existing dashboards.

22:13

Dashboards really do serve a great visual tool for helping you prioritize

22:17

accounts, focus

22:17

on actions that drive success.

22:20

And it's a one time thing.

22:21

It's not hard.

22:22

The data will update automatically on its own.

22:24

So it really is a great way to provide real time insights.

22:29

Absolutely.

22:32

I think it's really powerful to add these kind of cross beam reports into

22:35

existing dashboards

22:36

as well.

22:37

We don't necessarily have to start from scratch every time.

22:39

I'm a big believer in meeting people where they are.

22:42

So if you guys have reports or dashboards that you use all the time, you can

22:46

just bring

22:47

in cross beam data to kind of supplement that.

22:50

Very cool.

22:51

That's very cool.

22:52

Shout out to you.

22:53

Thank you.

22:54

We're on the same wavelength clearly.

22:56

All right.

22:58

So let me make sure I'm there on the screen.

23:02

It keeps going away from me here.

23:04

There we go.

23:06

All right.

23:09

So let's go ahead and talk about a recap for the day.

23:12

So today we explored how to use our new Ready to Use reports and how you can

23:16

proactively

23:17

navigate your ecosystem targeting key use cases to uncover valuable insights

23:21

faster.

23:22

We also showed you the Salesforce dashboards.

23:24

They're easy.

23:25

Don't be scared of them.

23:26

You can turn them into insights and visual tools for collaboration and decision

23:30

making.

23:30

We don't have any homework for you or excuse me, I don't have a quiz for you.

23:34

Like I said, but I do have homework.

23:36

So I'm hoping that you'll hop into your Salesforce instance today.

23:39

If you haven't already done that, to ensure you can access the Ready to Use.

23:42

Report and go ahead and experiment with building a dashboard.

23:45

Go ahead and see who's in charge of dashboards who needs to do what.

23:49

Maybe you can go ahead and make a dashboard today.

23:52

So by leveraging your cross-view reports and building dashboards, you have real

23:55

-time

23:55

insights to prioritize key accounts and accelerate the closure.

23:59

Basically you're maximizing your partner ecosystem data.

24:03

Excellent.

24:04

Yes.

24:05

So take some time as well before.

24:07

I think we've got four minutes left now, I think.

24:09

Have a look through the docs tab here.

24:13

And especially at the Crossbeam Academy courses related to this session and the

24:17

Help Center

24:17

articles that we've provided there as well.

24:19

You mostly, to be fair, Joy, thank you.

24:22

And if you still need more support, we have our amazing support team as well,

24:26

who are

24:26

available in-app.

24:27

You'll see again that it will chat bubble and that you can reach out to us.

24:32

I'm part of them at any time and somebody's going to get back to you.

24:37

Maybe we close out then.

24:38

I suppose it's time for some Q&A.

24:41

Definitely.

24:42

See if we have any options over here.

24:47

Thank you.

24:48

I'm not seeing much.

24:50

Yeah, I'm not seeing.

24:52

Let's see.

24:53

So we have a question here about if the session is recorded to share with the

25:00

team post webinar.

25:02

And yes, yes, it will be recorded.

25:05

You should get an email.

25:06

I believe in about 24 hours, I think, Andy said, that allows us to be able to

25:11

send that

25:12

out.

25:13

And again, the hope is that you're able to talk about this with your team and

25:19

always

25:19

come back to us as far as support and look at the resources that we have for

25:23

you in the

25:24

Help Center and the Academy.

25:26

Yeah, that's a question.

25:29

What do you see, Tom?

25:30

Has anything else?

25:32

No, just looking through the glowing feedback that is pouring in joy.

25:37

Sorry.

25:38

In terms of Q&A.

25:39

We have a look at the chat.

25:40

So great.

25:41

In terms of the Q&A, some of the ones that I get quite often, how do I know the

25:47

data that

25:47

I'm seeing in Salesforce is accurate, is up to date?

25:51

There's a really easy way of checking out actually, especially if you're an

25:56

admin.

25:56

If you log into the Crossbeam app, go to data and then integrations, you'll be

26:03

able to

26:04

see on the settings of the Salesforce custom objects the status.

26:09

So is it active?

26:10

Or is there some sort of error there?

26:13

And you'll also be able to see the last push, date and time.

26:16

So you can see then exactly when the last date, a push was, and you can know

26:21

whether

26:22

or not the data is up to date.

26:25

And also, I've had a couple of questions.

26:30

My company's on the SuperNo plan but hasn't set up the custom objects yet.

26:35

What do we do to get started?

26:37

Reach out to either your CSM, if you know them, or reach out via the chat and

26:43

we'll connect

26:43

you with the right people and get you set up in no time.

26:48

Sounds good.

26:50

All right.

26:51

Well, I will go ahead and close down the Q&A section.

26:55

It's kind of nice that people feel comfortable with what we've offered today.

26:59

Yeah, we just want to thank you for your time today.

27:03

We will have additional releases coming out in early 2025.

27:07

So if you can, we also have a survey that we'd love for you guys to share or to

27:12

participate

27:13

in.

27:14

Let me get out of my screen here.

27:16

Let's see.

27:17

Where is the survey?

27:19

Okay.

27:20

I think it should be available.

27:24

Yeah.

27:25

So hopefully if you've had a chance to do the survey, we really appreciate your

27:28

feedback.

27:29

It helps us understand what you need as you're going through this cross-beam

27:33

experience.

27:33

All right, Thomas, I think we're pretty much done.

27:38

I think we made it to time.

27:39

I can't believe it.

27:40

I thought I was going to go over for sure.

27:42

Yeah, no, we've done really well.

27:45

Well, the practice paid off, Joy.

27:48

Thank you.

27:49

I hope the practice, yes.

27:52

Thank you all for joining us.

27:53

We hope you have a wonderful and happy holidays as well.

27:56

Again, always know that the cross-beam team is here for you.

27:59

We really enjoy what we do and we enjoy being here for you.

28:02

Yes, indeed.

28:03

Thank you all.

28:03

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