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Sellers from an acquiring company and an acquired company mapping shared accounts for a post-acquisition cross-sell motion

Post-Acquisition Cross-Sell: Live in the First 100 Days

The post-acquisition cross-sell window is short. Here is how to treat two sales teams and two partner ecosystems like co-sell partners, set credit rules, and get the first GTM motion live in weeks, inside 100 days.

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Editor's Picks

Partner Channel Marketing: What It Is and How It Works

Short answer Short answer: Partner channel marketing is marketing you run with and through your partners to reach their customers, instead of only marketing direct to your own. It covers co-branded campaigns, through-partner demand generation, market development funds, and partner enablement content, and it works when it is tied to a sales motion and to […]

Channel Marketing Best Practices That Actually Work

Short answer Short answer: The channel marketing best practices that hold up are the ones that tie every joint activity to attributable pipeline: a real joint value proposition, funds tied to outcomes, plays that fit the partner’s audience, agreed lead routing, and attribution that shows what produced. They work because they treat channel marketing as […]

Partner Marketing Program: What It Is and How It Works

Short answer Short answer: A partner marketing program is the structured way you plan, fund, and run demand generation together with your partners so both companies create pipeline neither would create alone. It works when the joint activity produces attributable pipeline and both sides can see it, and it fails when it turns into logo […]

Chalkboard diagram with a central circle and arrows pointing to shapes: square, triangle, hexagon, star, spiral, plus a ruler in the lower-left corner.

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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*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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Group of diverse professionals in a boardroom, discussing with laptops and documents on the table.

*Tactics* for Turning Fluffy Partner Meetings Into Revenue-Focused Conversations

Fluffy conversations, or as our CEO at Forecastable calls them, “squishy” discussions, lack what’s needed to push the needle forward and drive results in partner relationships. These conversations often hover around general inquiries about progress, with responses like “things are going well.” The partner managers then make broad assumptions about what ‘going well’ means. However, […]

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*Partner-Sourced Revenue Tactic:* The Account-Development Play

In the world of SaaS and services partnerships, one of the most-effective strategies for sourcing revenue and extending your salesforce, without additional internal costs, is by running account-development plays. Whether you’re a services partner looking to attract sourced revenue from SaaS partners or a SaaS company aiming to leverage partners for more-comprehensive account-development, this approach […]

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Two professionals shake hands over a table with printed charts and a tablet nearby.

*Frontline Sales Managers:* How to Know Which Partners Can Help or Hurt Your Team’s Deals

As a frontline sales manager, your team’s success can hinge on your ability to identify partners who can make or break your deals. The best way to gain this insight is through the experiences and observations of your sales reps. They know which partners stand out as valuable assets and which pose barriers to closing […]

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Four professionals in business attire shake hands and smile in a modern office lobby. 2 men and 2 women present, one holds a tablet.

*B2B Sales Reps:* A Guide to Keeping Partners from Wrecking Your Deals

The fear of a partner “screwing up your deal” is a common one for sales reps. While partners can bring expertise, resources, and reach to your efforts, a mistake can quickly unravel all your hard work. This concern is valid. Bringing any new human – partner or not – into a deal adds risk. For […]

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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.