Case Study: Aikido Security turns partner data into revenue with Crossbeam

Aikido Security drives 35% more partner-booked meetings with Crossbeam

Aikido Security, a Belgian cybersecurity startup, faced the challenge of managing a high volume of partner interest without a clear view of which relationships would drive real revenue. Their partnership team, led by Head of Partnerships Johan De Keulenaer, was spending time on partners that weren't delivering measurable results. To replace guesswork with data, they turned to the vendor Crossbeam and its ecosystem platform to identify valuable account overlaps.

By implementing Crossbeam, Aikido Security built a data-driven partner engine. The solution involved mapping accounts to qualify tech and channel partners before engaging, integrating insights directly into their CRM and Slack workflows, and automating enablement. The results were significant, including a 35% increase in meetings from partner introductions and deals closed within 30 days of onboarding. Crossbeam enabled the team to focus on the 70% of mapped partners that produced actionable overlaps, turning partnerships into a scalable revenue pipeline.

Aikido Security