You can now show personalized apps, partner, and integration recommendations to visitors on your Partner Fleet marketplace with our new Crossbeam integration.
This level of personalization is something we've become used to on B2C marketplaces like the App Store and Amazon. It's brand new for B2B.
But B2B buyers are B2C buyers.
Everyone's attention spans are shortening, and the faster you can give them what they want, the better.
So customers of yours on your marketplace looking to connect their other software will see the tools they use "magically" suggested at the top — increasing integration adoption. Your prospects researching the integrations you have will see the tools they use "magically" suggested at the top — likely speeding up the deal.
How are these smart recommendations chosen? By your Crossbeam overlaps.
Partner Fleet identifies the visitor on your site and cross references them in Crossbeam to serve up the integrations and partners most likely to be relevant.
This is a game-changer for customer experience and partner adoption. And it's just one part of our Crossbeam integration. Learn about co-sell signals, a partnerships-specific buyer intent tool to help you start co-sell motions, refer partners, and increase close rates.
How does Smart Recommendations work?
Want a peek behind the curtain? Here’s how we can offer up better recommendations for your marketplace visitors.
1. Identify the visitor
Using your visitor’s IP address, we can identify which company they work for. We track this data behind the scenes with our buyer intent feature. So, for example, whether it’s the CEO or a RevOps person at HubSpot, our platform will identify them as a HubSpot employee.
2. Cross-reference the company with Crossbeam
Integrate Crossbeam with Partner Fleet, we’ll securely pull your account-mapping data to identify any overlaps. These could include customers, but also open opportunities or prospects for you and your partner.
Note: Your customers will have an increasingly better marketplace experience when you connect with as many partners on Crossbeam as possible.
3. Show recommended partners on the marketplace
Now that Partner Fleet knows which company your visitor works at and if that company is a prospect or customer of your partners, we can show the partners in this Smart Recommendation section. Wherever the prospect browses on your marketplace (homepage or listings), they’ll see their very own “For You” section of personalized recommendations.
What happens when your visitor isn’t a customer/prospect of yours or any partner?
What if someone new visits your marketplace (they aren’t in your CMS, or any of your partners’)? They’ll get the existing marketplace experience you’re showing everyone now – with featured or popular highlight sections, tags, an option to search, categories, and filters to help them find what they need.
4 reasons Smart Recommendations benefits you
What are the main reasons you should want to implement this on your marketplace?
1. Customers can find and install the integrations they’re likely to use immediately
Often, when someone visits an app marketplace they’re looking to set up one or more integrations. This happens frequently as soon as the account is set up. Alternately, visitors are in the purchasing process and want to understand how a particular integration works.
If they’re a customer or prospect of your integration partner, they’re going to see this integration immediately. This means fewer clicks to get what they need. And it also adds an air of legitimacy to the integration overall.
2. Customers will find partners who can solve their problems first
Finding a partner to help implement your software – or use it better – is also top of mind for customers who have just signed up (or recommitted to becoming power users). But they don’t always know who the best partner is to help.
It’s very likely that the best partner already has this customer as a prospect in their funnel. Right at the moment the customer is shopping for a solution on your marketplace is the perfect time to show the best partners to solve their needs.
Less time browsing = finding the right partner faster = happier user of your software.
3. Your close partners can get a boost of visibility
Give back more to your partners who are close enough to share Crossbeam data and, therefore, likely have a strong relationship with you (without doing any extra work). The prominent visibility of their brands, plus likely higher traffic and leads, will lead to a flywheel of reciprocity that benefits everyone in the end.
4. Get ahead of the competition
Right now, Partner Fleet is the only out-of-the-box marketplace platform offering Smart Recommendations. We envision personalization like this to be commonplace by the end of the decade – but it certainly isn’t now. By using Partner Fleet and setting up Smart Recommendations, you get a leg up on competitors and show yourself to have a powerful ecosystem business model.
The more you continue to build out your marketplace listings, the more essential smart recommendations like this will be essential for your visitors’ user experience.
Smart Recommendations are just 1 part of our Crossbeam integration…
Smart Recommendations is just one feature within a bigger product suite. It’s offered alongside Co-Sell Signals, a trifecta of Partner Fleet integrations that offer buyer intent data directly into your (and your partners’) hands: Clearbit, Crossbeam, and Slack.
Learn more about Co-Sell Signals, and how it can immediately drive new deals into the pipeline, give you and your AEs actionable insights, and help your co-sell motions take action and move forward. Co-Sell Signals can also help you track and report on partner deal attribution.
Get started
To get Smart Recommendations, you’ll need a Partner Fleet account with a Co-Sell Signals plan and a paid Crossbeam account.
Book a demo to learn more and get started.
