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 […]

Two partnerships leaders at a whiteboard mapping an AWS Marketplace co-sell motion, ACE opportunity card and private offer sheet pinned beside them, deep navy and amber palette

AWS Marketplace Co-Sell: The Motion Most ISVs Skip

What is AWS Marketplace co-sell? Short answer: AWS Marketplace co-sell is the sales motion where an ISV transacts a deal through AWS Marketplace while simultaneously working the opportunity with an AWS field seller through the ACE (AWS Customer Engagements) system. It pairs a private offer with a registered, accepted opportunity, so the AWS rep gets […]

Read Article
Partnerships and revenue leaders reviewing an AWS Marketplace strategy whiteboard with listing model options and CPPO channel diagrams, deep navy and amber palette

AWS Marketplace Strategy: Billing Rail, Co-Sell, or Both?

What is AWS Marketplace strategy? Short answer: AWS Marketplace strategy is the set of strategic decisions an ISV makes about whether and how to use AWS Marketplace as part of their go-to-market motion. It covers strategic intent, listing model, pricing approach, channel design, and operational stack, and the answers shape everything from your pricing page […]

Read Article
A revenue leader and a partnerships leader at a conference-room whiteboard sketching a partner-program operating model with archetypes, attribution lanes, and a measurement scoreboard, partner-portfolio chart visible on the wall monitor, deep navy and amber palette.

Building a Partner Program: The 2026 Operating Blueprint

What is building a partner program? Short answer: Building a partner program is the end-to-end exercise of designing and launching a partner-led growth system from zero, with a defined thesis, archetypes, operating model, partner journey, and measurement scoreboard. It is a system-design effort, not a hiring decision. A working partner program has three properties. It […]

Read Article
Partnerships team and partner counterparts seated at a long table running a joint kickoff with a printed 8-week activation cadence visible, deep navy and amber palette

Co-Sell Activation: 8-Week Cadence That Builds Pipeline

What is co-sell activation? Short answer: Co-sell activation is the structured process of taking a partner from signed to actively producing co-sell pipeline. It is the difference between a paper partnership and a producing one, and it lives or dies on a recurring deal-review cadence run for the first six to eight weeks after signature. […]

Read Article
Co-sell advisor seated next to a partnerships leader at a whiteboard sketching a partner operating model with named roles, deep navy and amber palette

Co-Sell Advisor: When to Hire One and What They Actually Do

What is a co-sell advisor? Short answer: A co-sell advisor is an external advisor, fractional partnerships leader, or consultant on retainer who helps a partnerships org design and run its co-sell motion. They sit alongside the in-house team, diagnose what is actually broken, design the operating model, and coach the team through the first cycles […]

Read Article
Vendor partner manager and co-sell agency operator reviewing a shared pipeline dashboard with a printed scope-of-work document on the table, deep navy and amber palette

Co-Sell Agency: What to Outsource and What to Keep In-House

What is a co-sell agency? Short answer: A co-sell agency is an external firm that runs co-sell programs on behalf of a vendor. It is different from an advisor (who coaches) or a consultant (who designs). The agency executes the mechanics: account mapping, partner cadences, deal reviews, attribution reporting, and partner-program operations. The agency model […]

Read Article
Two B2B partnerships ops leaders comparing PRM platform feature matrices on twin laptops at a calm modern conference table with a printed vendor shortlist visible, deep navy and amber palette

Impartner Alternatives: A 2026 Buyer’s Comparison

What are the strongest Impartner alternatives in 2026? Short answer: Impartner alternatives worth a real evaluation in 2026 are Channelscaler (now Channelscaler), ZINFI, Introw, Magentrix, Kiflo, PartnerStack, Mindmatrix, and Euler. Each is the better answer for a specific buyer condition, not a generic replacement for one of the deepest enterprise PRMs in the category. Buyers […]

Read Article
Two B2B executives across a conference table reviewing a printed OEM contract draft alongside a reseller agreement, with discount tier annotations visible, deep navy and amber palette

OEM vs Reseller: A 2026 Comparison for Programs

What is the difference between OEM and reseller? Short answer: OEM vs reseller is the decision between embedding your product inside a partner’s offering (OEM) versus letting a partner sell your product as-is alongside theirs (reseller). The two motions look adjacent and produce opposite operating models. The economics, the legal posture, the support model, and […]

Read Article
Partner ops analyst and a sales operations leader at twin monitors reviewing a shared customer overlap report with named accounts and partner-warm tags highlighted, deep navy and amber palette

Overlap Data: What It Is and How to Use It in 2026

What is overlap data? Short answer: overlap data is the structured comparison of two partners’ account lists, typically customers, prospects, and open opportunities, that produces a list of shared accounts and the metadata attached to each. It is the input to account mapping motions, ecosystem-data platforms, and modern co-sell programs. In 2026, most partnerships teams […]

Read Article
Partner manager and an AE in a Monday deal review with a printed prioritized account list and CRM screen showing partner-warm tags, deep navy and amber palette

Partner Account Mapping: A 2026 Operating Guide

What is partner account mapping? Short answer: partner account mapping is the operating practice of comparing your account list to a partner’s account list, segmenting the results, prioritizing the segments by relationship depth and in-market signal, and routing the prioritized accounts into the seller’s weekly workflow. It is the operating motion that turns overlap data […]

Read Article
1 … 54 55 56 57 58 … 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.