Business-to-business companies are generating more revenue through their partnerships. According to a survey, 75% of business leaders think that business models will be different in the next five years. Despite their growing importance, businesses haven't necessarily adopted technology to foster partnerships, instead relying on spreadsheets and lengthy virtual or in-person meetings.
Business ecosystems have a high failure rate. In the long run, less than 15% were sustainable. It doesn't have to be this way. Simon Bouchez, along with Gautier Machelon, Perrine El Khoury, and Alex Sadones aim to build a platform that allows B2B companies to more easily identify sales opportunities with their partners.
Qualtrics, Tealium, Contentsquare, and Vonage are customers. Insight Partners led a $50 million Series A round for the company. The startup has raised about $54 million.
Bouchez said that organizations create 2x more value when selling to a partner customer. There is still no clear seat at the revenue table for partnership leaders.
Bouchez was the CEO of Multiposting, an HR tech startup, until it was acquired by SAP. Gautier and Sadones were both at Multiposting. Work4 had a director of business development.
The process of cataloging the people that work at a particular target account was the initial focus of Sharework. In 2020, the startup began to broaden its product strategy, targeting marketers who wanted to create and convert sales leads.
Some might argue that Reveal's product falls into the category of tools to navigate and manage B2B partner ecosystems. Bouchez believes that Reveal goes a step further by involving sales and marketing teams in the process of lead generation.
Bouchez believes that they have created a new category: a collaborative growth platform that companies can leverage to accelerate growth. As our space grows and attracts investment from top investors, we are expecting competitors, like Crossbeam, and Workspan, to grow fast.
Data from existing customer relationship management systems can be used to identify common sales accounts as well as potential new leads. Even if the company isn't directly connected to them, the software tries to identify the top partners.
The image is titled "Reveal."
The platform's ecosystems are made up of partners in the same industry, targeting the same customer segment or selling a different product. The idea is that companies can get to know the account owners of their partners.
Bouchez declined to go into detail, but revealed that the process used proprietary methods to quantify the influence on a company's revenue and sales.
Bouchez said thatReveal allows partnership professionals to quickly identify common customers and prospects with partners to generate more business opportunities.
It hasn't conducted outside testing to verify the claims that its algorithms process more than 200 million customer relationship management records from the company. As soon as the user requests it, Reveal will not store personally identifiable information or customer relationship management data.
Bouchez said that security and compliance has been a top priority from the beginning.
Within the next 18 months, Reveal will triple its 40-employee workforce, invest in product development, and expand its online learning hub for partnership professionals. Bouchez hopes to build the largest network of connected companies with a goal of 20,000 by the end of 2023.
Reveal is a leader in collaborative growth, an emerging category that integrates into a company's customer relationship management system and serves as a bridge to partner customer relationship management systems.
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