Bob Moore, Crossbeam, on the The State of the Partner Ecosystem 2021

In this episode of the SaaS Connect podcast, your host Sunir Shah of Cloud Software Association sits down with Bob Moore, Co-Founder and CEO of Crossbeam, a partner-ecosystem platform that helps companies build better partnerships.

The discussion centers around the results of The State of the Partner Ecosystem 2021 report.

The report reviews the findings from a survey of 173 respondents; out of the respondents, 98% work in B2B, 79% are ISV, and 72% work at companies consisting of 100 employees or more.

The survey generated five key findings which are reviewed:

1. The average salary of partnership professionals, (from associate/analyst, to manager, to director, to vice president and finally C-suite). Also discussed is salary by location.
   
2. The most popular KPIs, and how much is partner-influenced revenue.
   
3. How Covid-19 impacted partnerships, how the headcount changed as a result of the pandemic, and whether Covid impacted annual promotions.
   
4. Reporting structures, who partners report to in organizations, as well as team size according to structure.
   
5. The fastest-growing GTM strategy, and how many are using rep-to-rep co-selling or cross-selling.
   

Resources:

• The shift to revenue in tech partnerships 
• Cloud Software Association
• Crossbeam
• Slack
• Salesforce
• HubSpot

This show is brought to you by our podcast sponsor Content Allies. Content Allies helps B2B companies launch revenue-generating podcasts. Contact them at https://ContentAllies.com