Channel Journeys Podcast
Unlocking the Power of Ecosystems with Bob Moore
Published: 19 March 2025 at 09:30 Europe/London
Listen on
Episode notes
What are you doing in your company to drive partner ecosystem-led growth? In this episode of Channel Journeys, I sit down with Bob Moore, CEO of Crossbeam, to discuss the transformative power of ecosystems in the tech and SaaS industry. We talk about Bob’s book, Ecosystem-Led Growth and get a behind-the-scenes look at Crossbeam’s merger with Reveal.
Reflecting on past experiences and the evolution of Crossbeam, Bob shares valuable lessons for business executives and partnership leaders on leveraging ecosystems. By applying these lessons, you can unlock the power of ecosystem-led growth, paving the way for sustainable success and innovation.
Key Takeaways
Here are my five top takeaways from my conversation with Bob and specific actions you can take to unlock ecosystem-led growth:
- Embrace Ecosystem-Led Growth (ELG): Bob emphasizes that traditional hub-and-spoke models are outdated. Successful companies operate in a web of interconnected partnerships, where everyone can be both a hub and a spoke.
Action Item: Redefine your partnership strategy to foster interconnected relationships that unlock mutual value.
- Focus on Value Creation: While partner teams often push for attribution, Bob highlights that CEOs and CROs prioritize tangible outcomes like increased pipeline and higher deal closures.
Action Item: Shift your emphasis from attribution metrics to demonstrating clear and measurable business results driven by partnerships.
- Adapt to Market Movements: Bob’s experience with his first company, RJ Metrics, taught him the importance of anticipating market changes. Those who can adapt their strategies to evolving market conditions are more likely to sustain product-market fit.
Action Item: Continuously monitor market trends and adapt your product and partnership strategies to stay ahead.
- Integration of Ecosystem and Product: A strong product should naturally attract partners by offering integrations that enhance its core functionalities. Bob notes this approach was vital for Crossbeam’s success.
Action Item: Evaluate your product for potential integrations that could attract strategic partners, thereby expanding your ecosystem.
- Collaboration Beyond Sales: ELG impacts all aspects of business, from product strategy to go-to-market approaches, necessitating comprehensive integration across departments.
Action Item: Foster cross-departmental collaboration to ensure insights from partnerships are integrated into product development, marketing, and sales strategies.
LINKS & RESOURCES
- Connect with Bob on LinkedIn
- Listen to my first conversation with Bob on How to Share Data to Drive Channel Partner Success
