It’s kickoff season.
And if this year you’re trying to build and scale your partner program or your
nearbound motion, you’ll need a Nearbound Revenue Platform. You’ll need
Reveal.
Today we’re going to help you get buy-in for partner tech from your internal teams and C-suite, no matter how big or small your budget is.
From how to explain the value of partnerships, to how Reveal can help you drive more revenue, to the most frequently asked questions, to the deck you can use to pitch Reveal, this article has everything you need to get your team’s support.
Let’s dive in!
The Pitch
Every pitch, regardless of title or position should include the same four pillars:
Why partners are important for your GTM strategy
The power of a nearbound strategy
How you’ll use the tool (process and methodology)
Proof with stats about the impact of Reveal
But to achieve the best results, you’ll need to tailor your pitch to the person or C-suite you’re talking to, and to the goals that matter most to them. Here are some scripts you can use to make your pitches stronger.
Pitching to your CRO
If you’re having a meeting with your CRO, focus on how Reveal can help them and their team with their
existing sales process.
Here’s an example:
“I see that your top line objectives this year are to increase pipeline by X% and decrease time-to-close by X%.
Reveal, the Nearbound Revenue Platform, is not just another tool—it’s a powerhouse that leverages our ecosystem to double revenue, increase win rates by 41%, and accelerate time to close by 35%, all without changing the way your team is already working.
With Reveal, my team can empower your current initiatives and team members by strategically integrating partners that will allow you to tailor your sales pitch with precision, backed by intel, introductions, and influence from trusted allies.
Intel like who is the best point of contact in our buyer’s company (including champions and decision-makers), what technology is our buyer already using, and who can help you close that ‘impossible’ deal faster and with a 41% higher deal size.”
Pitching to your CFO
If you’re having a meeting with your CFO, focus on how Reveal will
impact the return on investment (ROI).
Here’s an example:
“Reveal’s Nearbound Revenue Platform is considered business-critical within the world of partnerships. It allows us to deep dive into a customer’s tech stack, understand buyer trends, and use our partners to bring influence, intel, and introductions to customers and prospects.
This allows us an opportunity to become sticky with our install base customers while providing more leads and higher close rates on prospects.
On average deals that involve one or more partners have a 41% higher win rate, close 35% faster, and have 43% higher LTV. While leveraging Reveal, customers have a 286% higher rate than outbound from opportunity to closed-won.”
Pitching to your CTO
If you’re having a meeting with your CTO, focus on how Reveal can
safely share data with your partners.
Here’s an example:
“As a Partnership Manager, safeguarding our data and maintaining compliance is paramount, and Reveal excels in this regard.
First and foremost, Reveal is fully GDPR compliant, giving us peace of mind knowing that we’re adhering to strict data protection regulations. Additionally, with its 100% exception-free SOC II report, we can trust that our data is handled with the highest standards of security and integrity.
One of the standout features of Reveal is its commitment to never sharing Personally Identifiable Information (PII) data. This ensures that sensitive information remains confidential and protected at all times. Furthermore, Reveal’s unique one-way sharing mechanism sets it apart as the safest partner-sharing platform available, mitigating any risks associated with data exchange.
And if this isn’t enough, within Reveal my team can set up and add in permissions for all partners, and individual accounts too.”
Pitching to your CMO
If you’re having a meeting with your CMO, focus on how Reveal can help your Marketing team
create more focused campaigns.
Say something like:
“Reveal empowers our Marketing team to generate qualified net new prospects by leveraging partner insights and intelligence. This means we can identify and target prospects who are most likely to convert, optimizing our resources and maximizing ROI.
Additionally, Reveal enables us to build hyper-targeted email marketing strategies for prospects by leveraging partner data. With access to detailed insights like company ecosystem, market presence, and account and contact overlap, we can personalize our messaging and tailor our campaigns to resonate with each prospect, increasing engagement and conversion rates.
Implementing ABM activities becomes more effective with Reveal. We can leverage partner intelligence to identify key accounts and deliver personalized experiences that drive partner app installs and activations, ultimately boosting our reach and impact.
Moreover, Reveal facilitates seamless collaboration with partners, allowing us to launch co-marketing initiatives that amplify our brand presence and drive mutual growth. By aligning our efforts with trusted partners, we can leverage each other’s strengths to achieve shared objectives and unlock new opportunities.”
Keep reading to learn why you need partners, how nearbound can help you, specific Reveal features that can help your teams succeed, and data that proves Reveal’s effectiveness.
Or, if you just want an easy way to pitch Reveal,
use this deck.
Remember: To get the best results, don’t just copy this deck. Be sure to customize it according to your pain points, potential partners, and other company or customer-specific information that’ll bolster your pitch.
*If you’re still struggling with pitching Reveal to your internal stakeholders, let us do the heavy lifting for you.
Book a call with our team and we’ll guide you through the process.
The “Technicalities”
Why partners?
Buyers are tuning out ads, cold calls, and content. There’s too much noise. Instead, they are turning to
people they trust.
80% of sales leaders say agencies, consultants, vendors, and individuals in their network have the biggest impact on a customer’s purchase decision.
82% of B2B sales leaders say referrals are the best leads.
Deals that involve one or more partners have a 41% higher win rate, close 35% faster, and have 43% higher LTV.
If you want to reach your buyers, you must partner with those that surround them.
Here are a few ways you can pitch leveraging Reveal as a part of your GTM strategy:
Scale your partner strategy: Easily manage and expand your partner ecosystem to seize market momentum.
More deals, bigger deals, faster deals: Increase deal volume, win rate, and speed by leveraging the trust shared between partners and customers.
Integrate Reveal data into your stack: Create a trackable impact on your Sales, Growth, and Marketing teams by bringing partner data into your CRM, like HubSpot and Salesforce—in other words, right where they need it.
What is nearbound?
Explaining
nearbound GTM helps stakeholders see Reveal as more than just a partner tech. Once stakeholders are bought into nearbound as a go-to-market motion, it’ll be easier to pitch Reveal as a tool that impacts the entire go-to-market strategy.
Here’s how you can explain nearbound GTM to your stakeholders:
“Nearbound GTM is the operationalization of Product, Marketing, Sales, Success, and Partnerships to drive revenue by working with companies or individuals who already have trust and influence with your target market.
These are opportunities that are already hiding in our ecosystem, Nearbound is the key to finding and actioning those opportunities.
It’s not about reinventing the wheel; nearbound is about layering partners into existing inbound and outbound strategies to give them the boost they need to make them so much more successful."
A good nearbound strategy starts with one question: Who does my buyer trust? You’re probably not the who, but you’d better be partnering with them!
And the best part?
Nearbound can be executed across all teams to create higher revenue and aligned efforts.
What is Reveal?
At this stage in your pitch, you’ve set up the problem. Now it’s time to explain the process—how you can operationalize nearbound and track the outcomes you’re proposing.
The last thing your stakeholders want to see is something that 1) requires them to overhaul their current tech stack, and 2) can’t be measured.
Here’s where
Reveal’s Nearbound Revenue Platform comes in.
Reveal was founded in 2020 by
Simon Bouchez,
Perrine El Khoury,
Gautier Machelon, and
Alexandre Sadones to securely share CRM data and connect with partners to drive more revenue–its core is
account mapping.
Now Reveal has 11k+ companies on its network, 30k+ users, and has helped build 25k+ partnerships. Some of their top users include:
HubSpot,
PayFit,
AB Tasty,
Quantum Metric,
Spendesk,
SmartRecruiters,
Vonage, and many more.
Companies that have joined Reveal have experienced benefits like:
2x more revenue
33% faster time to close
43% win rate increase
41% deal size increase
Reveal allows you to easily
operationalize and track nearbound by:
Identifying the “who” in every deal
Connecting to the “who” in every deal
Engaging with the “who” in every deal
In other words, with Reveal you can
empower your GTM teams with the right information at the right time and in the right accounts, easily track, attribute, and communicate partner performance.
You can also understand which partners bring the highest revenue potential, view partner presence across multiple accounts directly in your CRM, export lead lists, and prioritize at scale.
Sales, Marketing, and Customer Success teams are also a part of this equation.
The key is to build a seamless process between Partnerships and your GTM teams that allows them to leverage the right ecosystem intelligence at the right time and in the right channels.
Some key features
Reveal is more than account mapping. It has features that can help you build stronger relationships and drive more revenue, like Analytics, the Directory, 360° Goals, Collaborate, and Reveal Engage.
Analytics
Analytics helps you to understand the synergies and potential value of each partner, and where/how you can prioritize your resources.
Partner Analytics will help you solve the question:
what is the potential value of this partner?
The
Partner Analytics dashboard highlights revenue potential across your partner ecosystem. This data is displayed in a separate dashboard so you can quickly and easily assess the potential value and prioritize your existing partnerships.
Here’s how you can translate the data in the analytics dashboard:
High Win Rate Partners: partners with a Win Rate Boost >20% are highlighted in gold.
Deal Size Boost: identify if a partner helps you increase your average deal size.
Win Rate Boost: quickly identify if you’re more likely to win new business from this partner’s Customers.
Overlap Numbers for Account Mapping: understand total accounts in common.
New Prospects: identify the number of your partner’s Customers not in your CRM, these are considered Partner Qualified Leads.
Market Overlap: understand which partners you have a high overlap of common/past opportunities with.
Persona Overlap: see the % contact overlap on common accounts.
Revenue Potential: understand the potential revenue that can be sourced/influenced by this partner * deal size * win rate.
The Directory
The Directory is Reveal’s solution for partner managers who want to find high-potential partnerships no matter what stage their partner program is at. Whether you’re looking to kick-start your program or find your next strategic alliance, Reveal’s Directory can help you find the right partners to accomplish your goals.
Use filters to enhance your search experience and help you find the most relevant partners for your program. These filters will enable you to:
Filter by Ecosystem: Human Resources, IT and Administration, Marketing & Analytics, Sales, Collaboration & Productivity, E-commerce, and Finance.
Filter by Company Type: Software vendor, Agency, Consulting, Hardware vendor, and Service Provider.
Filter by Market Presence: EMEA, NA, LATAM, NA, CIS or by sub-categories Africa, Europe, East Asia, South Asia or by Specific Country based on their Market presence.
360° Goals
360° Goals is a way to map your entire ecosystem of partners on your accounts simultaneously, giving you a bird’s eye view of your accounts compared to individual partner mapping.
Here’s how
360° Goals can help you to achieve your KPIs:
Identify all your overlaps. Select the partner that best fits your Nearbound strategy based on criteria like partner presence, and account status.
Get the intel you need to identify partner-sourced opportunities and partner-influenced deals.
See all partners that are speaking with your customers, and validate your customer’s tech stack to prioritize top potential integration partnerships.
Uncover partner signals to justify the impact of involving partners in the sales process.
Collaborate
Create discussions with your team and partners to
better collaborate and generate revenue (previously known as Pipeline).
Collaborate is where you can keep track of all of the accounts you’re working on, called Discussions.
They can be used as a list that Partner Managers flag to discuss with their team, or that their Sales team has flagged as needing help. A Partner Manager can take these items, and create an agenda and to-do list for a meeting with partners.
Reveal Engage
With
Reveal Engage, you can give your Sales team the freedom to successfully advance the deals they want to work on and tap into partners to help close, all while being able to track the influence the partner program has on company revenue.
The “Get Intro” button is located directly in your CRM, so Sales teams can efficiently get the
3 I’s of nearbound needed to work their accounts. Partner Managers can define the permissions of how partners can be contacted and direct the requests to the right channels with all relevant stakeholders tagged.
Reveal Engage gives you the power to deliver:
The right information on the right accounts at the right time by proactively giving your Sales teams the key partners who can help them close the deal.
The right process in the right channels by delivering requests via your CRM and receiving them by email or Slack (the channels your Sales team is already working on).
Autonomy to decide when and how partners can help them with certain accounts and get notified when they get assigned a new account or an open new opportunity. After all, timing is everything.
Proof, proof, proof
Since you’re talking to your C-suite and your internal teams, you need to put as many cards on the table as possible, so we have filtered some results and quotes you can share with your team according to the vertical you’re in…
Finance, legal, HR, sales, marketing and analytics, IT and administration, collaboration and productivity, or customer success.
Finance
Using Reveal’s ecosystem, Rydoo’s partnerships team was able to get in touch with new partners. With the detailed overviews present on the platform, they were able to
triple their qualified pipeline.
Legal
Contractbook’s partnership team created a Nearbound enablement program thanks to the HubSpot and Reveal App. This made their GTM teams more efficient:
an increase of two to three times more meetings booked.
HR
Through the use of Reveal’s platform,
AssessFirst’s partnerships team was able to connect with new partners and increase client integration from 5% to 20%. The detailed overviews available on the platform helped facilitate an
increase in lead generation by 100%.
Sales
AB Tasty uncovered $10M of sourced/influenced revenue potential from partners. Fully integrated with Salesforce to drive adoption of the partnership program at AB Tasty.
Marketing and analytics
By switching to Reveal,
UserTesting increased its pipeline by 40%. They leverage Reveal to engage their account executives and provide tangible data to support higher-level conversations.
IT and administration
Using information from Reveal,
Quantum Metric’s Partnership team was able to significantly multiply their pipeline. Reveal provided the ecosystem management and account mapping intel they needed to see where their partners’ customer base overlapped with theirs. Using this information, they were able to identify the target accounts that presented common opportunities for Quantum Metric and their partners and identify the partners’ presence in their strategic accounts.
Collaboration and productivity
Box optimized and streamlined its partnership processes by focusing on nearbound strategies, co-sell initiatives, and long-term relationship building. Thanks to Reveal and Allbound, Box drove a
92% larger average contract value (ACV), a
55% higher potential ARR closed, meaning they won more of the seats, and
27% shorter average deal cycles.
Customer success
Thanks to Reveal, Vonage was able to automate alignment work between partners. Reveal allowed them to proactively engage Partner and their Sales team together to map accounts more efficiently and increase joint business faster.
Reveal FAQs
To help you be more prepared for your pitch, here are some common questions about Reveal, and how you can respond to them.
Q: Is my company eligible to use Reveal?
Is your company B2B with a partner program? If so, it is.
We support Salesforce, Hubspot, Pipedrive, Zoho, and Freshworks, as well as CSV files and Gsheets if you don’t have a CRM or if you don’t want to connect it yet. You can also connect multiple data sources if you’re using more than one CRM or if you want to share a specific data set with a partner.
Q: What are the key use cases of Reveal?
Reveal is how Partnership, Marketing, and Sales teams leverage their ecosystem to generate more revenue. In particular through:
Account Mapping: See where you overlap with partners, and help each other convert overlapping accounts by sharing strategic information and providing introductions to key decision-makers.
Lead Prioritization: Identify overlapping accounts as a signal of an account’s likeliness to buy. The explanation is simple: if a company has acquired a product that is complementary to yours from your partner, then they’re most likely to acquire yours. We provide access to that information. Some of Reveal’s users have multiplied their win rate x3 by targeting ecosystem leads.
Lead Generation: Exchange qualified leads. Your partner can send all the accounts they have in their CRM that are missing from yours (and reciprocally). Imagine all the time you’ll be saving by gaining access to a high volume of quality accounts for your SDRs.
Co-Marketing: Choose the right partners for a co-marketing initiative by viewing if your partner targets the same persona and whether there’s value in joining forces.
Tech Integrations: Assess when it makes sense to create integrations with a partner’s product by viewing customer overlaps.
Q: How does Reveal work?
Sign up for free. Securely connect your CRM or a CSV file to Reveal. Invite your ecosystem of partners to the platform or connect with the companies we suggest. Instantly start identifying and converting business opportunities within your ecosystem.
Q: How do I invite my ecosystem of partners to Reveal?
On your platform’s home, click "Invite new partner," add their name, company name, and email address. We recommend that you write a custom message to add a personal touch. Press send. It’s done.
Q: I don’t have a partner ecosystem yet. Is Reveal relevant to me?
Reveal has the fastest-growing network of B2B companies. If you don’t have an ecosystem of partners yet, they’ll help you build it (for free). It matches you with the companies that can bring the most value to you. Assess your level of synergy in one click before you share your CRM data with them. When you see the right potential, you can decide to start mapping opportunities with them.
Q: Do I control what I share with my partners?
Reveal implemented a two-step data-sharing process to ensure you share only what you choose to share with your partners.
Advanced sharing settings per partner
Private accounts that will not be shared (to any partners or specific partners)
Disable Account Mapping in one click
We share only common accounts; you are not going to display the full CRM.
Q: I am afraid to share CRM information with Reveal. How can I ensure that connecting my CRM to Reveal is safe?
Reveal is constantly being monitored by third-party services (cybersecurity audit experts) to make sure there is 0 exposure to any known vulnerabilities. Some tools we use that you might have heard of include Intruder, Vanta, and Sqreen.
They’re GDPR compliant and use a high level of Personal Data protection through data anonymization (i.e., "irretrievable encryption") before importing your CRM data into our database. We are also SOC II certified.
Q: How much will Reveal cost me?
Only 10 seconds. No, that’s not a typo. All you have to invest is the time you might need to add your partners’ details so they will receive your invitation.
Their basic plan is entirely free with unlimited partners and account mapping. The reason is simple: they want you to see the value and then invite your partner. Their end goal: build the biggest network of connected companies so they can help you drive more revenue.
*They also have a pro and power-paid plans that includes additional features such as a Salesforce Widget and reports.
Some extra resources
Here are some additional assets and resources you can use to nail your Reveal pitch:
Speed up your sales process with Reveal Deal Influencers: Deal Influencers in Reveal provide a comprehensive view of influential contacts within the sales pipeline. This feature aggregates critical CRM data, leveraging it to identify the right contacts and influencers associated with potential deals.
Maximizing ABM success with 360° Goals in Reveal: An effective ABM campaign is understanding your target audience. Nearbound data reveals the tech stack your prospects are using, their industry, the number of employees, and market presence. These subcategories ensure that your messages are not just relevant but hyper-targeted.
Action nearbound data with the HubSpot Widget: Create a single source of truth that empowers your Sales teams to track and leverage partner overlaps on key accounts in your HubSpot account. With the HubSpot Widget you can get valuable intel that helps close larger, open deals, and increase customer adoption and expansion for better retention.
Reveal’s help center: Learn all you need to know about Reveal’s features.
Reveal’s nearbound academy: An online learning hub for Partnership professionals at all stages in their careers. Learn all you need to know about building your partner program from scratch, account mapping, and measuring partnership success.
Let’s drive more revenue together!
You know the power of Reveal, now we want to see you win with it.
If you’re still struggling with pitching Reveal to your internal stakeholders, let us do the heavy lifting for you.
Book a call and we will walk your leaders through how Reveal can help your specific business use cases.
