After an acquisition, get every team referring business to each other.
The deal thesis depends on sales, customer success and account management on both sides sending each other business. We get them running specific cross-sell motions in a highly orchestrated way, or we run the motions for you as a service. Live in 45 days, long before the CRM migration is done.
What gets in the way
Nobody knows who owns what
No one can see who owns which accounts and customers across the two companies.
Nobody knows what to refer
CSMs and account managers hear buying signals every day, but don't know what the other company sells or who to send it to.
Teams can't find each other
Getting a seller, CSM or account manager from each side onto one account takes weeks.
Spreadsheets and email
Every manager runs cross-sell their own way, by hand.
The CRM migration stalls it
Migrations take a year or more, and cross-sell waits for them.
The value goes unrealized
The cross-sell in the deal model never shows up in pipeline.
Orchestrated by us, or run by us.
Either way, every team on both sides knows exactly which motion to run, for which accounts, and who it goes to.
Your teams run it, orchestrated
Sales, customer success and account management each get specific motions: who refers what to whom, when and how. Plans, agendas and commitments are tracked on both sides, so nothing depends on goodwill.
We run it for you
The same as every Forecastable GTM motion. Our campaign operations team runs the outreach and introductions on behalf of any team or executive, on either side. Real people run it. AI audits and reports on it.
Motions we run
A sample. Every one is built around who on each side owns the relationship.
- Customer success referralsCSMs refer customers to the other company when renewal, health or usage signals say they're ready.
- Account management cross-sellAccount managers introduce the other company's products into the installed base, account by account.
- Shared-account introductionsSellers on each side bring each other into the accounts they already own.
- Executive outreachExecutives reach the top shared customers with the combined story, sent on their behalf.
- Customer events and webinarsIntroduce the combined offering to both customer bases, fully run.
Sales expertise, strategy and technology in one team.
"Forecastable brought a rare combination of sales expertise, strategic insight, and impressive technology to our partner program. Their team knows how to sell, how to manage a sales process, and how to deliver results. Highly recommended."
Start by hand. Scale with Crossbeam.
The manual lift
We map and work the first 100 priority accounts and customers on each side, by hand if we have to, so referrals start before the systems connect.
Scale with Crossbeam
Real-time overlap replaces the spreadsheets. Ownership is visible across divisions, products and teams, and the same setup works for the next acquisition.
The first 90 days
Foundation
- Map 100 accounts and customers per side
- Define who refers what to whom across sales, customer success and account management
- Set governance and order of operations with mutual action plans
- Run 10 accounts through the full process
- Team leaders validate the maps
Referrals and meetings
- Every team starts referring across both companies
- Our team books the meetings, or runs the motions for you
- Every account gets a mutual action plan
- Weekly reviews on what's working
Adjust and scale
- First cross-sell cycles launch
- Reviews refine each motion
- Expand across divisions, products, teams and regions
Prove the deal thesis early.
Start with a 30-minute Program Fit Analysis. We look at both companies' accounts and teams and tell you how fast cross-sell can start.
- A feel for which programs fit
- What needs to be workshopped, and who should be involved, before it goes live
- Whether your partners could fund it, and which ones
With a senior partnerships leader, not an SDR. If nothing fits, we'll tell you.
Solutions Partner of the Year