Our Latest

GTM Insights

The latest insights on the most effective go-to-market strategies

Our Founder’s Latest Insights

Blogs on Sales Reps & Sales Development

Forecastable's Education Center

The best advice on building partner programs that produce forecastable revenue.

Latest Post

Latest Post

A partnerships leader interviewing a prospective channel partner across a conference table, an ideal partner profile scorecard and a shortlist of partner names visible on a printed sheet between them, deep navy and warm amber palette

Channel Partner Recruitment: A Practical Playbook

What is channel partner recruitment? Short answer: Channel partner recruitment is the process of finding, qualifying, and signing the partners who will actually sell, service, or implement your product. It is the front door of a partner program, and it decides more about the program’s results than any later stage, because you cannot enable or […]

Read Article

Editor's Picks

Channel Marketing: What It Is and How It Works

What is channel marketing? Short answer: Channel marketing is the practice of generating demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to market your product to their audiences, and it measures the pipeline that motion produces. Done right, it turns partners into a demand […]

Partner Marketing: What It Is and How to Run It

What is partner marketing? Short answer: Partner marketing is marketing done with and through your partners to reach audiences you could not reach alone. It spans co-branded campaigns, joint content, referral and affiliate motions, and technology-partner integrations, all aimed at borrowing a partner’s trust and reach. The goal is pipeline that comes recommended, not cold. […]

What Is Channel Marketing? A Clear Definition

What is channel marketing? Short answer: Channel marketing is marketing that generates demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to promote your product to their audiences, and it measures the pipeline that motion returns. In short, it is marketing that reaches buyers through […]

A partner marketing lead explaining a through-partner campaign flow on a glass whiteboard to two colleagues in a bright office, a printed co-branded email mockup on the desk, deep navy and warm amber palette

What Is Channel Marketing? A Clear Definition

What is channel marketing? Short answer: Channel marketing is marketing that generates demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to promote your product to their audiences, and it measures the pipeline that motion returns. In short, it is marketing that reaches buyers through […]

Read Article
A partner operations manager and an IT lead reviewing a partner portal dashboard on a large monitor in a modern office, a printed feature comparison sheet on the desk, deep navy and warm amber palette

Partner Portal Software: What It Is and How to Pick

What is partner portal software? Short answer: Partner portal software is the system that gives your partners a single place to register deals, access enablement content, track their referrals and rewards, and self-serve on the day-to-day of your program. It is usually part of a broader partner relationship management platform, and it is the front […]

Read Article
A channel manager explaining the partner sales motion on a glass whiteboard to a colleague in a bright office, a printed deal registration flow on the desk, deep navy and warm amber palette

What Is Channel Sales? Definition and How It Works

What is channel sales? Short answer: Channel sales is a model where you sell through third-party partners, resellers, distributors, agencies, or technology firms, instead of relying only on your own direct sales team. The partner owns or influences the customer relationship, giving you reach and trust in exchange for some margin and control. It is […]

Read Article
Two alliance leaders from partner companies shaking hands over a joint business plan at a conference table in a modern office, a printed mutual value map on the table, deep navy and warm amber palette

Strategic Alliances: What They Are and How to Run Them

What are strategic alliances? Short answer: Strategic alliances are formal, long-term partnerships between two companies that agree to pursue shared goals while staying independent. They span joint go-to-market, technology integrations, reseller arrangements, and co-development, and they exist because each company can reach or build something faster together than alone. The alliance is a bet that […]

Read Article
A B2B channel marketing manager and two partner marketers reviewing a joint demand plan on a wall monitor in a modern office, a printed partner campaign scorecard on the table, deep navy and warm amber palette

B2B Channel Marketing: What It Is and How to Run It

What is B2B channel marketing? Short answer: B2B channel marketing is the practice of generating demand for a business product through partners, resellers, agencies, and technology firms, rather than only through the vendor’s direct team. It equips those partners to market to their business audiences and measures the pipeline the motion produces. In B2B, where […]

Read Article
Two professionals review charts in a modern conference room with a large screen displaying sales graphs and a city skyline outside the window.

Sales Channel: What It Is and How to Choose One

What is a sales channel? Short answer: A sales channel is the route a company uses to reach and sell to its buyers, whether that is a direct sales team, a network of partners, a self-serve website, or a marketplace. Most companies use more than one, and the mix determines their reach, their margins, and […]

Read Article
Two colleagues present marketing data on a large wall-mounted screen displaying charts and graphs in a bright office.

Partner Marketing Software: What It Is, How It Works

What is partner marketing software? Short answer: Partner marketing software is the set of tools a vendor uses to run marketing through partners at scale, covering co-branded campaigns, marketing development fund tracking, asset distribution, and the attribution that ties partner activity back to pipeline. It exists because running marketing across dozens of partners by email […]

Read Article
A partner operations lead and a RevOps analyst comparing two PRM software dashboards on a wall monitor in an open office, a printed deal-registration report on the table, deep navy and warm amber palette

PRM Software: What It Is and How to Choose It

What is PRM software? Short answer: PRM software is the system a vendor uses to run a partner program at scale, handling partner onboarding, a partner portal, deal registration, content distribution, and program reporting in one place. It gives a channel team the administrative backbone that a spreadsheet and a shared drive cannot, so partners […]

Read Article
A revenue leader and a sales operations manager mapping direct and partner sales channels on a glass whiteboard in a bright office, a printed channel mix chart on the desk, deep navy and warm amber palette

What Is a Sales Channel? A Clear Definition

What is a sales channel? Short answer: A sales channel is the route a product takes to reach buyers, whether that is a direct sales team, a reseller, a marketplace, or a technology partner who brings you into deals. It describes who does the selling and how the product gets from vendor to customer. Every […]

Read Article
A channel enablement lead running a product certification session for two reseller account executives in a conference room, a printed objection-handling one-pager on the table, deep navy and warm amber palette

Channel Sales Enablement: What It Is and How to Do It

What is channel sales enablement? Short answer: Channel sales enablement is the work of equipping a vendor’s partners to sell its product accurately and confidently, through training, certification, sales tools, and ongoing support. It is the difference between a partner who signed an agreement and a partner who can actually win a deal. Without it, […]

Read Article
1 2 3 4 39

Why wait?

Drive In-Quarter Impact

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