Skip to main content

Forecastable

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

Partnerships leader reviewing work from one shared AI team that supports every partner manager in the program

One AI Team for Your Partner Program, Not One Per Partner Manager

Giving every partner manager their own AI tool doesn’t add up to a program. Here is why one AI team, with shared data, shared rules and human approval, works better, and how to bring your own agent.

Read Article

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 […]

A channel sales management leader walking a sales VP through partner pipeline stages on a wall monitor while two channel managers review a partner scorecard at the table, deep navy and warm amber palette

Channel Sales Management: How It Actually Works

What is channel sales management? Short answer: Channel sales management is the discipline of producing revenue through partners with the same rigor a direct sales org applies to its own reps: selection, enablement, pipeline, and forecasting. It is the system, not the personality, that makes a channel produce. Where it is absent, partner revenue is […]

Read Article
A partnerships leader and a CRO reviewing a channel partner strategy plan on a whiteboard, target partner segments and revenue goals mapped in columns, a printed one-page plan on the table, deep navy and warm amber palette

Channel Partner Strategy Plan: How to Build One

What is a channel partner strategy plan? Short answer: A channel partner strategy plan is a written statement of which partners you will invest in, why they will sell you, and what revenue that will produce, with the motions and metrics to get there. It is the difference between a partner wish list and a […]

Read Article
A partner account executive submitting a deal registration to a vendor channel manager on a laptop, a printed opportunity form and account name visible between them at a desk, deep navy and warm amber palette

What Is Deal Registration? A Plain Answer

What is deal registration? Short answer: Deal registration is the process by which a partner tells a vendor about an opportunity they are working so the vendor protects that deal for them, usually with margin, support, or exclusivity. It is how a channel rewards the partner who found the deal rather than the one who […]

Read Article
A SaaS partnerships leader and a partner's account manager reviewing recurring revenue and retention on a dashboard, a co-selling motion mapped on a whiteboard beside them, deep navy and warm amber palette

SaaS Channel Partner Strategy: What Works

What is a SaaS channel partner strategy? Short answer: A SaaS channel partner strategy is a plan for growing recurring revenue through partners whose economics reward retention and expansion, not one-time resale margin. It recognizes that a SaaS deal is the start of a relationship, so partners must be chosen and paid for the whole […]

Read Article
A channel enablement lead running a live pitch rehearsal with two reseller reps, a battle card and demo script on the screen and a printed talk track on the table, deep navy and warm amber palette

Channel Partner Enablement: How to Do It Right

What is channel partner enablement? Short answer: Channel partner enablement is the ongoing work of making a partner’s sellers able to position, demo, and close your product as confidently as your own reps. It spans messaging, tools, practice, and deal support, delivered continuously rather than once. A partner cannot sell what its reps cannot explain, […]

Read Article
A partnerships leader mapping account overlap with a sales director on a screen, technology and services partners grouped by role on a whiteboard, a printed ecosystem map on the table, deep navy and warm amber palette

Partner Ecosystem Strategy: How to Build One

What is a partner ecosystem strategy? Short answer: A partner ecosystem strategy is a plan for using the network of technology, services, and channel partners around your customers to source, influence, and close more revenue. It treats the ecosystem as a go-to-market surface, not a logo wall. The idea is that the companies your buyers […]

Read Article
A partner marketing manager and a partner's marketing lead planning a joint campaign on a screen, a shared audience list and a co-branded asset draft on the table between them, deep navy and warm amber palette

Partner Marketing Strategy: What Actually Works

What is a partner marketing strategy? Short answer: A partner marketing strategy is a plan for generating pipeline with and through partners, using joint campaigns, shared audiences, and co-branded programs aimed at a number. It is marketing that reaches a partner’s trusted audience, not just marketing that features a partner’s logo. The goal is deals, […]

Read Article
A partner enablement manager filling in a partner enablement plan template with a partner's team lead, a printed one-page plan with milestones and owners on the table, deep navy and warm amber palette

Partner Enablement Plan Template: How to Use It

What is a partner enablement plan template? Short answer: A partner enablement plan template is a reusable structure that lays out what a partner’s sellers will learn, by when, and how you will measure it, so enablement runs to a schedule instead of good intentions. It turns a vague promise to support a partner into […]

Read Article
A partner enablement manager coaching two partner reps through a demo rehearsal, a certification checklist and battle card on the screen and a printed talk track on the desk, deep navy and warm amber palette

Partner Enablement Manager: What the Role Does

What is a partner enablement manager? Short answer: A partner enablement manager owns the capability of a partner’s sellers, building the messaging, practice, and support that let those reps position and close your product. It is a role measured by what partner reps can do, not by how much content exists. The job is to […]

Read Article
Two colleagues analyze a project on a large desktop monitor in a modern office.

HubSpot Deal Stages Co-Sell: How to Set Them Up

What is a HubSpot deal stages co-sell setup? Short answer: A HubSpot deal stages co-sell setup is the way you configure your pipeline so a deal worked with a partner is tracked as one, from the stage where the partner enters to the credit captured at close. It uses your existing pipeline plus a few […]

Read Article
1 … 34 35 36 37 38 … 70

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.