{"product_id":"ecosystem-led-growth-isbn-9781394226832","title":"Ecosystem-Led Growth","description":"\u003cp\u003e\u003cb\u003eA blueprint to new levels of company growth leveraging your firm’s Partner Ecosystem\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eEcosystem-Led Growth: A Blueprint For Sales and Marketing Success Using the Power of Partnerships, \u003c\/i\u003eveteran entrepreneur and tech leader Bob Moore delivers an intuitive and insightful guide to using your company’s Partner Ecosystem to unlock countless leads, break sales records, scale your organization, and build a once-in-a-generation business. In the book, you’ll discover why partnerships are no longer the domain of “partner people” schmoozing at conferences. Instead, they can be used to unlock vast amounts of data, new relationships, and scalable growth plays.\u003c\/p\u003e \u003cp\u003eYou’ll learn about:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eTransformational technologies that bring partner data to your fingertips\u003c\/li\u003e \u003cli\u003eSavvy companies and executives who convert that data into untapped growth opportunities\u003c\/li\u003e \u003cli\u003eReal-world examples of go-to-market leaders at dozens of leading tech companies implementing a powerful new perspective on growth\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cbr\u003eAn indispensable roadmap to an exciting new strategy for scaling your firm, \u003ci\u003eEcosystem-Led Growth\u003c\/i\u003e will earn a place on the bookshelves of managers, executives, founders, entrepreneurs, salespeople, marketers, and anyone else interested in taking their company to new heights.\u003c\/p\u003e \u003cp\u003eAcknowledgments ix\u003c\/p\u003e \u003cp\u003eIntroduction 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1 My $2.6 Billion Mistake 5\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Muscle Memory and Scar Tissue 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Revolution in Business Intelligence 8\u003c\/p\u003e \u003cp\u003eThe Rollercoaster of Product- Market Fit 10\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Disruption Is Cool Until It Happens to You 13\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAmazon’s Big Move 13\u003c\/p\u003e \u003cp\u003eThe Modern Data Stack Is Born 17\u003c\/p\u003e \u003cp\u003eThe Ecosystem Effect 18\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 How Partner Ecosystems Saved My Career 21\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2 The Ecosystem Revolution 25\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Decoding the Confusing Language of Partnerships 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTech Partnerships 32\u003c\/p\u003e \u003cp\u003eChannel Partnerships 36\u003c\/p\u003e \u003cp\u003eStrategic Partnerships 38\u003c\/p\u003e \u003cp\u003eMarketplaces 40\u003c\/p\u003e \u003cp\u003ePartner Relationship Management 42\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Why Legacy Partnerships Were Set Up to Fail 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 The Ecosystem Data Layer Arrives 55\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Why Now? The Disruption of Growth as We Know It 63\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eInbound Marketing and the Great AI Reset 64\u003c\/p\u003e \u003cp\u003eOutbound Sales: A Negative- Sum Game 70\u003c\/p\u003e \u003cp\u003eA Targeted Attack on Targeted Ads 74\u003c\/p\u003e \u003cp\u003eSales Intelligence: The Bundling Era 76\u003c\/p\u003e \u003cp\u003eProduct- Led Growth: A Different Animal 81\u003c\/p\u003e \u003cp\u003eAnother Door Opens 85\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3 Beginning Your ELG Journey 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Is ELG Right for Me? 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eValue Proposition 89\u003c\/p\u003e \u003cp\u003eCompany Scale 91\u003c\/p\u003e \u003cp\u003eThe ELG Readiness Matrix 91\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Getting Buy- In for ELG 95\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSetting the Right Goals 95\u003c\/p\u003e \u003cp\u003eAttributing Success to ELG 97\u003c\/p\u003e \u003cp\u003eEliminating Partner Team Baggage 101\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Overcoming Security and Privacy Objections 107\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCan I Trust My ELG Platform? 108\u003c\/p\u003e \u003cp\u003eDoes ELG Itself Expose Me to Risk? 111\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Powering Up Your Account Mapping Matrix 121\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4 The ELG Playbooks 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 The ELG Playbook Map 127\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e13 Ecosystem Development: Populate Your Partner Ecosystem with Winners 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrioritizing Partners 133\u003c\/p\u003e \u003cp\u003eCurating Data Access 137\u003c\/p\u003e \u003cp\u003eThe Partner Prioritization Matrix 139\u003c\/p\u003e \u003cp\u003e\u003cb\u003e14 Ecosystem- Led Marketing: Fill Your Funnel with Ecosystem Qualified Leads 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Ecosystem Qualified Lead (EQL) 144\u003c\/p\u003e \u003cp\u003eGenerating EQLs with Second- Party Data 146\u003c\/p\u003e \u003cp\u003eMarketing Automation and Account- Based Marketing 148\u003c\/p\u003e \u003cp\u003eOutbound: Upgrade Your SDRs to PDRs 151\u003c\/p\u003e \u003cp\u003eReinventing Event Strategy 155\u003c\/p\u003e \u003cp\u003eTurning Investors into Pipeline Generation Engines 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003e15 Ecosystem- Led Sales: Close Bigger, Better Customers Faster 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStrategy and Buy- In: The ELG Sales Tetrahedron 164\u003c\/p\u003e \u003cp\u003eMeeting Sellers Where They Are 170\u003c\/p\u003e \u003cp\u003eCo- Selling 177\u003c\/p\u003e \u003cp\u003eHyperscaler Cloud Marketplaces 185\u003c\/p\u003e \u003cp\u003eTraining, Enablement, and Accountability 187\u003c\/p\u003e \u003cp\u003e\u003cb\u003e16 Ecosystem- Led Customer Success: Eliminate Churn and Grow Accounts 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDriving Customer Success with Tech Partners 195\u003c\/p\u003e \u003cp\u003eDriving Customer Success with Channel Partners 198\u003c\/p\u003e \u003cp\u003eConclusion: The Future of ELG 203\u003c\/p\u003e \u003cp\u003eGlossary 205\u003c\/p\u003e \u003cp\u003eBibliography 217\u003c\/p\u003e \u003cp\u003eAuthor Bio 223\u003c\/p\u003e \u003cp\u003eIndex 225\u003c\/p\u003e  \u003cp\u003e \u003cb\u003eBOB MOORE \u003c\/b\u003eis Co-Founder and CEO of Crossbeam, an \u003ci\u003eEcosystem-Led Growth \u003c\/i\u003eplatform that generates leads, closes deals, and grows companies by leveraging partner ecosystems. He previously co-founded Stitch and RJMetrics, acquired by Talend and Adobe, respectively. Learn more at Crossbeam.com and contact Bob at RobertJMoore.com   \u003c\/p\u003e\u003cp\u003e This is a blueprint for new levels of growth powered by your company’s partner ecosystem. \u003c\/p\u003e\u003cp\u003eVeteran entrepreneur and tech leader Bob Moore delivers an intuitive and insightful guide to cracking the growth code in today’s interconnected business marketplace. Using the power of partner ecosystems, readers will learn how to unlock countless leads, break sales records, scale their organizations, and build world-class companies. Moore breaks down the playbooks that transition partnerships away from schmoozing at conferences and into unlocking vast amounts of data, new relationships, and scalable growth plays. \u003c\/p\u003e\u003cp\u003eDiscover:  \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eTransformational technologies that bring partner data to your fingertips \u003c\/li\u003e\n\u003cli\u003eSavvy companies and executives who convert that data into untapped growth opportunities \u003c\/li\u003e\n\u003cli\u003eReal-world examples of go-to-market leaders at dozens of leading tech companies implementing a powerful new perspective on growth\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eAn indispensable roadmap to an exciting new strategy for scaling your firm, \u003ci\u003eEcosystem-Led Growth \u003c\/i\u003ewill earn a place on the bookshelves of managers, executives, founders, entrepreneurs, salespeople, marketers, and anyone else interested in taking their company to new heights.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for Ecosystem-Led Growth\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e “Bob Moore lays out timely, actionable strategies for turning partner ecosystems into growth engines. A vital read for driving concrete results in today’s interconnected market.”\u003cbr\u003e \u003cb\u003e— FREDERIC KERREST, \u003c\/b\u003eVice-Chairman and Co-Founder of Okta, bestselling author of \u003ci\u003eZero to IPO\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“There’s a lot happening in the world of SaaS. The good news: the era of the customer is here to stay. Bob Moore and insightful industry leaders share practical insights in \u003ci\u003eEcosystem-Led Growth \u003c\/i\u003ethat are tangible for every leader aiming to grow their business. This book is not just a good read, but a game-changer for today’s modern business strategy.”\u003cbr\u003e \u003cb\u003e— NICK MEHTA, \u003c\/b\u003eCEO of Gainsight, bestselling author of \u003ci\u003eCustomer Success\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“A masterclass for revenue leaders on thriving in today’s market. Bob Moore adeptly connects the dots between modern partner ecosystems, the data they provide, and the path to success in this new era of growth.”\u003cbr\u003e \u003cb\u003e— SAM JACOBS, \u003c\/b\u003eCEO of Pavilion, bestselling author of \u003ci\u003eKind Folks Finish First\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“Bob Moore’s \u003ci\u003eEcosystem-Led Growth \u003c\/i\u003edeftly aligns with today’s fast-paced business strategies. His approach to leveraging ecosystems for growth is both innovative and practical, essential for any entrepreneur who wants to build a massively valuable business.”\u003cbr\u003e \u003cb\u003e— CHRIS YEH, \u003c\/b\u003eManaging Partner of Blitzscaling Ventures, bestselling co-author of \u003ci\u003eBlitzscaling\u003c\/i\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989103526117,"sku":"NP9781394226832","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394226832.jpg?v=1761782808","url":"https:\/\/k12savings.com\/products\/ecosystem-led-growth-isbn-9781394226832","provider":"K12savings","version":"1.0","type":"link"}