If your GTM strategy doesn’t include Ecosystem-Led Growth (ELG), 2025 might leave you behind. According to the latest Future of Revenue report from Crossbeam and Pavilion, alignment and partnerships are no longer "nice-to-haves", they’re revenue imperatives.
The Revenue Wake-Up Call
The survey, which captured insights from 400+ senior GTM leaders (most at VP level or higher), sends a clear message: misalignment across teams is costing companies revenue.
Nearly 70% of misaligned GTM teams are experiencing extended sales cycles, and 57% of respondents don’t expect to meet their revenue targets this year.
But there’s good news.
Ecosystem-Led Growth Is Driving Results
Companies embracing Ecosystem-Led Growth are 24% more likely to hit or exceed revenue targets.
Why?
Because ELG leverages the trust, reach, and intelligence of your partner network to fuel every stage of the buyer journey.
Let’s break it down:
Better Lead Quality: ELG-generated leads are 24% higher quality than traditional ones.
Faster Deal Velocity: Co-selling with partners cuts sales cycles by 38%.
Improved Close Rates: Deals involving partners are 24% more likely to close.
This is the power of a B2B partner ecosystem in action.
Alignment Is the Unsung Hero of Revenue Growth
The report found that aligned GTM teams are twice as likely to achieve revenue targets. Companies doing this well are integrating partner data into sales planning, setting shared KPIs across functions, and incentivizing partner collaboration at every level.
And ELG is a proven path to alignment. In fact, 81% of sales teams that are financially incentivized to co-sell with partners are on track to hit their KPIs.
💡 Tip: If your sales and partnerships teams aren’t working hand-in-hand, now’s the time to change that.
From Insight to Action
Here’s how to turn these trends into growth strategies:
Prioritize Alignment: Align your sales, marketing, partnerships, and CS teams around shared goals and KPIs.
Build a B2B Partner Network: Don’t just sign partnerships, activate them through co-marketing, co-selling, and shared tech stacks.
Make ELG a Core GTM Motion: Encourage leadership buy-in and integrate ELG into your revenue playbook.
📚 Keep Learning
Let's make B2B partnerships simple → Read our blog
Happy partnering!
Comentarios