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Crossbeam logo on a navy and amber editorial background representing the Valuation Certainty Framework five-lever business case for justifying Crossbeam to a CFO

Justifying Crossbeam: Building Your Internal Business Case

Build the internal business case for Crossbeam in three pieces: a five-lever diagnostic, conservative funnel math, and a staged rollout. CFO-ready.

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Editor's Picks

Featured image for Forecastable blog post on mdf programs

MDF Programs That Generate Real Pipeline (Not Just Activity)

Most MDF (Market Development Funds) programs in B2B SaaS waste 50 to 70 percent of their budget. The waste isn’t because the budget is too large. It’s because MDF gets framed too narrowly as marketing money and gets allocated to partners who can’t or won’t run the activity that generates pipeline. The defensible MDF model […]

Featured image for Forecastable blog post on joint demand gen

Joint Demand Generation: How to Run Co-Marketing That Converts

Joint demand-gen campaigns with partners produce 2x to 4x the ROI of solo demand-gen when designed correctly. They produce 0.5x or worse when designed wrong. The difference comes down to four design decisions: shared ICP definition (not “everyone we both sell to”), single owner accountable for execution (not “joint ownership”), pipeline attribution captured at the […]

Featured image for Forecastable blog post on content syndication

Partner Content Syndication: A Field Guide for B2B SaaS

Partner content syndication is one of the cheapest pipeline sources in B2B SaaS, but most programs underperform because they treat syndication as a logo-swap exercise rather than a structured demand motion. The defensible model: syndicate content into partner audiences only when the content is independently valuable to that audience, attribute leads at the syndication source, […]

Head of partnerships presenting an ecosystem map on a sticky-note wall to seated colleagues

Partner Ecosystem: How Modern B2B Companies Build One

A partner ecosystem is the network of companies a vendor sells with, sells through, and integrates with. That includes tech alliances, resellers, distributors, OEMs, agencies, ISVs, and service implementers. Together they produce more revenue than any single direct motion can. A modern partner ecosystem is not a logo wall. It is an operating system for […]

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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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A focused professional reviewing a sales pipeline forecast on a monitor.

Build a Partner Pipeline Forecast CFOs Trust

Partner-sourced pipeline can be forecast with the same rigor as direct pipeline if you separate it from direct, apply a partner-tier conversion model, weight by stage and aging, and report a confidence band the partner manager owns. Skip any of those four and the forecast loses CRO trust at the first deal review.

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The Four-Zone Ecosystem-Led Growth Maturity Model: progression from Spectators (solo selling) through Partnering and Competing into Winning (full ecosystem orchestration), with confidence-in-market-position rising from 3-4 at the low end to 8-10 at the high end.

Ecosystem-Led Growth (ELG): Why 70% of the Revenue Comes from Execution, Not Tooling

ELG (Ecosystem-Led Growth) is a real third revenue motion alongside outbound and inbound. The conversation around ELG in 2026 is mostly wrong: roughly 70% of public content is about tooling; the actual revenue split is the inverse. Here’s the operational frame.

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PRM category splitting into legacy execution layer and AI-native judgment layer

PRM Software in 2026: From Partner Portal to AI Chief Partnerships Officer

PRM (Partner Relationship Management) is splitting into two categories in 2026: a legacy execution stack (Impartner, Zinfi, PartnerStack, Allbound, Magentrix) and a new judgment layer powered by agentic AI (Introw, Euler, and Forecastable). Here’s how to tell them apart and how to choose.

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Infographic showing partnerships leading to two functions and two outcomes, with icons of charts, documents, a dollar sign, and a meeting room highlight the flow of value.

Partnerships in 2026: A Revenue Function or a Marketing Function With the Wrong Title

Partnerships is the function inside a B2B company that builds revenue-generating relationships with other companies. The defining feature is owning a revenue number. Here’s the four-question diagnostic that tells you whether you have a partnerships function or a partner-marketing function with the wrong title.

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A focused executive working at a clean desk with warm focused lighting.

Stop Hiring the Wrong Fractional Channel Chief

A fractional channel chief is one experienced operator working part-time as your head of partnerships. A partnerships consultancy is a firm with methodology and execution capacity. Most companies pick the wrong one and waste 6 to 12 months. The right answer hinges on whether your gap is leadership or execution.

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A clean revenue dashboard on a laptop showing two distinct trend lines on a navy desk.

Why Your CFO Distrusts Partner-Sourced Pipeline

Partner-sourced pipeline is revenue originated by a partner referral. Partner-influenced pipeline is revenue where a partner participated but didn’t originate the lead. Most teams blur the line, which kills CFO trust and makes the entire partnerships investment indefensible at budget time. The fix is operational, not editorial.

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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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