Fireblocks Scales Co-Sell 3x and Cuts Offer Time 70% with Suger

Fireblocks is the world's most trusted and proven digital asset infrastructure company, empowering organizations of all sizes to build, run and grow their business on the blockchain.  Over 2,000 organizations—including BNY, Galaxy, and Revolut—trust Fireblocks to secure more than $10 trillion in digital asset transactions across 100 blockchains and 300+ million wallets. 

Cloud partnerships are a critical pillar of Fireblocks’ GTM strategy.  However, scaling these collaborations had traditionally been hindered by the administrative burden associated with opportunity sharing, co-selling coordination and Marketplace contracting. 

Challenge #1: Manual Co-Sell Registration Was Slowing Everyone Down

Alliance leaders were stuck manually replicating opportunities between Salesforce and their Cloud CRM portals, often taking 5–10 minutes per record.  Additionally, bulk maintenance tools were difficult to run, resulting in large numbers of stale opportunities in the Cloud portals.

“I was spending almost 10% of my week registering and maintaining opportunity data in Cloud CRM portals.  It wasn’t a scalable process.”

Solution: End-to-End Co-Sell Automation in Salesforce

With Suger, Fireblocks eliminated the need to register opportunities directly in Cloud CRM portals. Sellers now create co-sell records directly in Salesforce, and Suger automatically syncs them with Cloud CRM portals—no duplicate entry, errors, or delay.

Impact:

• 300% increase in launched co-sell opportunities YoY within 3 months of go-live
• 95% reduction in registration time (from ~7 minutes to under 20 seconds)
• Co-sell velocity scaled from ~5 launched ops/quarter to 20–30 per quarter

“As soon as Suger went live, we cleared our backlog.  It was like unclogging a pipe.”

Challenge #2: Private Offer Creation Was Manual and Error-Prone

Fireblocks' private offer process involved extensive coordination between  Sales, Alliances, and Deal Desk.  Every offer was a multi-step, manual task, prone to risk of error due to the requirement to leverage multiple different Marketplace consoles depending on the cloud provider used.

“We were having to bridge the gap between Marketplace and our Salesforce manually.  Sales visibility of offer status was poor, processing time was slow due to the need to use different Marketplace consoles, and it pulled senior people into low-leverage work.”

Solution: One-Click Private Offers and Workflow Handoff

Suger turned a multi-step process into a 1-click Salesforce action.  Private offers are now created from CRM data with predefined rules, synced automatically with the appropriate marketplace, and tracked across stages.  Slack notifications update stakeholders on entitlement, approval, and disbursement.

Crucially, the deployment of Suger has supported a strategic shift  of marketplace operations from Alliances to Deal Desk, freeing up capacity in the former to focus on co-sell

Impact:

• 80% reduction in private offer processing time
• Full handoff to Deal Desk

“It went from being a heavy lift to a light-touch process that has allowed us to consolidate private offers into one consolidated operational process.”

Challenge #3: Finance Had No Real-Time View of Marketplace Revenue

Once offers were accepted or transactions closed, there was no real-time insight into disbursements or entitlement activity, with the Finance team required to perform periodic reviews via the Marketplace consoles.

“The team had poor visibility of disbursement data and the requirement to periodically check this in three different Marketplace consoles led to inefficiencies in our Accounts Receivable operations” ”

Solution: Slack Alerts and Financial Signal Sync

Suger introduced Slack-based alerts triggered by disbursements and entitlement changes.  It also syncs marketplace status back into Salesforce, giving Finance and RevOps a unified and consistent view of this data. 

Impact:

• Instant disbursement visibility for Finance
• Manual reconciliation steps flagged in real time
• Improved confidence in partner revenue reporting

“Now, Finance gets notified the moment a disbursement hits.  We’ve eliminated the information lag.”

Automated Workflows That Saved Hours Every Week

Suger eliminated manual follow-ups by automating key marketplace signals:

• Entitlement Alerts — Slack alerts notify teams instantly when offers are accepted ➜ 80–90% less manual coordination
• Disbursement Notifications — Finance gets real-time alerts when payments hit ➜ 70% faster reconciliation
• Salesforce Status Sync — Entitlements and offers update automatically ➜ 0 hours/week on manual tracking

Final Takeaway

If you’re struggling to scale co-sell and cloud marketplace revenue, Suger can help you get there faster, with less friction, less effort, and full CRM integration.