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A partner manager and an account executive reviewing a co-sell deal on a monitor, counting how many contacts on each side are engaged and flagging a single-threaded deal, deep navy and warm amber palette

Partner Multithreading Tracking in Co-Sell Deals

What is partner multithreading? Short answer: Partner multithreading is having more than one real relationship engaged on both sides of a co-sell deal, on your side, the partner’s side, and inside the customer. Tracking it means counting those threads on each deal so you can see which co-sells rest on a single person. It matters […]

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Editor's Picks

Through-Channel Marketing: What It Is and How It Works

Short answer Short answer: Through channel marketing is demand generation a vendor runs through its partners, supplying campaigns, content, and funds so partners market to their own customers under their own brand. It matters because partners own trusted relationships a vendor cannot reach directly, but most of these programs underperform because they push vendor material […]

Partnership Marketing: What It Is and How to Run It

Short answer Short answer: Partnership marketing is joint marketing between two companies that combine audiences, content, and channels to generate demand for a shared value proposition. It matters because a co-branded campaign borrows the trust and reach of both brands at once, which is why a partner webinar or joint guide usually outperforms the same […]

B2B Partner Marketing Strategy: To, Through, With

What a B2B partner marketing strategy is Short answer: A B2B partner marketing strategy is the plan for how you market to partners, through partners, and with partners, so partner relationships turn into pipeline rather than logos on a slide. It works when each of those three audiences has its own goal and the whole […]

Vendor account executive and partner manager planning side-by-side at a glass-walled conference room whiteboard

Co-Sell: 2026 Strategy and Operating Guide

Co-sell is the joint sales motion where two companies pursue and close the same deal together. The motion works when both sellers can name the same buyer, the same use case, the same forecast date, and the same next step. It fails when the relationship is friendly but the deal mechanics are not shared. Get […]

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Featured image for Forecastable blog post on partner conversation intelligence

Conversation Intelligence for Partner Sales: Beyond Gong

Partner conversation intelligence is the application of AI-powered call analysis (the technology Gong, Chorus, and Clari pioneered for direct sales calls) to partner-facing conversations: joint customer calls, partner manager check-ins, joint discovery calls, and partner activation sessions. Unlike direct-sales conversation intelligence, partner conversation intelligence has to handle two distinct speakers from different companies, attribution of […]

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Featured image for Forecastable blog post on attribution disputes

How to Resolve Partner Attribution Disputes Without Killing the Deal

Partner attribution disputes kill deals when resolved late. Learn the three-step protocol to surface disagreements early, apply a written tiebreaker rubric, and escalate to a neutral reviewer—before the deal cycle matures.

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What Is a Co-Sell Plan? The Honest Definition

A Co-Sell Plan is not a mutual action plan with a partner column added. It is a different document. The difference is the whole reason a co-sell program either closes deals or just shows up in a pipeline report.

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Atlassian’s Komal Shah Said Five to Eight Partners Per Enterprise Deal Is the New Default. Most Companies’ Operating Cadence Is Still Built for One.

Short answer: Atlassian’s Komal Shah said it on the ELG Summit stage: five to eight partners are now involved in each enterprise deal. However, most partner-program architectures, the deal-reg system, the comp plan, the partner-manager assignment, are still built for one partner. Therefore, the cadence problem is structural. Specifically, four operating layers, the shared mental […]

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WorkSpan Alternatives 2026: editorial illustration of angular co-sell network in navy with amber convergence points

WorkSpan Alternatives: 6 Co-Sell Platform Options 2026

WorkSpan is an enterprise co-sell management platform best known for its hyperscaler integrations (AWS ACE, Microsoft Partner Center, Google Cloud Marketplace) and for managing complex multi-party co-sell motions inside large alliances organizations. Buyers shop alternatives when they want a lighter co-sell layer, account-mapping-first ecosystem data, or a modern PRM that handles partner enablement alongside co-sell. […]

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Two professionals reviewing a co-sell plan together at a modern conference table.

Why Your Co-Sell Plan Fails (and the Fix)

A Co-Sell Plan is a three-party joint action plan between a vendor, a partner, and a shared prospect. Unlike a Mutual Action Plan, it adds the partner as a named participant with their own commitments and economic outcomes. It’s the operating discipline that turns partner relationships into forecastable pipeline.

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A co-sell alignment specialist coordinating a partner motion across two monitors.

The Hidden Co-Sell Alignment Specialist Most Orgs Skip

A Co-Sell Alignment Specialist is the operational role between a vendor’s sales team, a partner’s team, and a shared prospect. It runs the cadence of a Co-Sell Plan, captures attribution, and escalates when deals stall. It’s the role most partnerships orgs are missing, and the reason cycles plateau at one overworked partner manager.

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Overhead view of two people analyzing printed charts and graphs at a round table with coffee cups and a smartphone nearby.

*Sourcing Revenue from Large SaaS Partners:* A Strategic Guide

Forging strong partnerships has emerged as a core to how B2B revenue actually compounds, but the market demands not just innovation in products and services, but also strategic alliances that can extend reach, enhance offerings, and ultimately drive revenue. Let’s dive into the system for sourcing revenue from large SaaS partners, with the practical playbook […]

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A diverse group of coworkers collaborating around a table, reviewing documents and a laptop with smiles and engagement.

*Sales Managers:* Winning Partner-Involved Deals Through Situational Tag Teaming

Knowing how to leverage partners to win deals opens the door to endless opportunities. As a sales manager, fine-tuning the tag-teaming approach – strategically choosing which partners to bring in and why – can significantly impact your sales cycle. Being on the front lines lets you see how wins happen across the organization, build relationships […]

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Whether starting with a single sales team or a single partner, any co-sell motion can be live in 2-4 weeks.