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A customer success manager and a partner success counterpart reviewing an account health and expansion plan on a laptop, a printed renewal-and-partner-touch timeline on the desk between them, deep navy and warm amber palette

CSM Partner Enablement: Turning Success Into Pipeline

What is CSM partner enablement? Short answer: CSM partner enablement is the practice of equipping customer success managers to bring partners into the post-sale motion, retention, adoption, and expansion. It makes the CSM a channel for partner value rather than a function that operates as if partners did not exist, which is how most success […]

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Editor's Picks

MDF Event: A Working Playbook for Partner Pipeline

What is an MDF event? Short answer: An MDF event is a partner-funded or jointly funded field marketing motion where market development funds underwrite a customer-facing activity (executive dinner, regional workshop, conference booth, or industry breakfast) with a named pipeline target and a sourced and influenced reporting back to the funding partner. It is not […]

Nearbound Marketing: What It Is and How It Works

Demand generation that runs through partners by borrowing their trust, measured as pipeline.

MDF Programs That Generate Real Pipeline (Not Just Activity)

Short answer: most MDF (Market Development Funds) programs in B2B SaaS waste 50 to 70 percent of their budget. The cause is structural, not size. MDF gets framed too narrowly as marketing money. It then goes to partners who will not run the activity that drives pipeline. The fix is a defensible MDF program that […]

Revenue leader presenting a partner-sourced revenue chart to a small executive audience, calm modern conference room, deep navy and amber palette, right third clean for headline overlay

Partner-Led Growth: What It Is and When It Works

What is partner-led growth? Short answer: partner-led growth is a go-to-market motion in which partners produce the majority of new pipeline and revenue, and the company’s direct sales motion is sized around amplifying partner deals rather than running its own primary funnel. In 2026, it is a real and powerful motion for a specific set […]

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Head of partnerships interviewing a candidate at a calm modern conference table, deep navy and amber palette, right third clean for headline overlay

Partner Manager Job Description: What to Include

What is a partner manager job description? Short answer: a partner manager job description is the hiring document that defines the role’s scope, owned outcomes, and operating cadence, written specifically enough to filter candidates accurately and pay the role correctly. In 2026, the JDs that produce strong hires are concrete (name the partner relationship and […]

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Two B2B SaaS revenue leaders walking through a modern office with a glass meeting room visible, deep navy and amber palette, right third clean for headline overlay

B2B SaaS Partnerships: A Practical Operating Guide

What is b2b saas partnerships? Short answer: b2b saas partnerships is the practice of building and operating partner relationships that produce co-sell pipeline, integration revenue, or marketplace presence for a B2B SaaS company. In 2026, the SaaS partnerships that work as a revenue motion share three traits: an ideal partner profile, attribution discipline, and AE […]

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Two professionals reviewing a partner manager compensation plan on a laptop in a modern conference room, deep navy and amber palette

Partner Manager Salary: What to Pay and Why

What is a partner manager salary? Short answer: a partner manager salary is the total compensation (base, variable, and equity) paid to the person who recruits, activates, and drives revenue through a company’s partners. There are now two structures in market for this role. The legacy structure pays a relationship-coordination hire on a 70/30 to […]

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A VP of Partnerships presenting to executives in a glass-walled boardroom, abstract revenue waterfall on screen, calm authority.

VP of Partnerships: What the Role Is and When to Hire

What is a VP of Partnerships? Short answer: a VP of Partnerships is the senior leader who owns the partner revenue motion (strategy, team, and the partner-sourced number) and represents partnerships in the company’s revenue leadership. In 2026, the role is a revenue role, not a relationship role, and it should be hired and held […]

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Oblique view of a C-suite executive meeting at a circular walnut table, navy presentation wall with abstract dashboard, weighty strategic mood.

Chief Partner Officer: What the Role Is and When to Hire

What is a Chief Partner Officer? Short answer: a Chief Partner Officer is the C-suite executive who owns partnerships as a primary go-to-market motion, sitting on the leadership team and accountable for partner-driven revenue at the board level. In 2026, the role exists at companies where partnerships is not a channel but the channel. A […]

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A senior alliance manager in conversation with a strategic partner.

Alliance Manager: Role, Scope, and How to Hire One That Closes

An alliance manager is the person who owns the operating relationship with a strategic partner: the joint motion, the joint pipeline, the executive cadence, and the deal-by-deal field execution. The role is not a single role; it’s a spectrum from co-sell ops to strategic alliance lead. Most alliance manager hires fail in the first 18 […]

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A hiring manager and an HR partner reviewing a channel manager role scorecard.

Channel Manager Job Description: A Template That Predicts Hires Who Hit Quota

A channel manager job description that just lists “manage partner relationships” predicts a hire who underperforms in the first 18 months. A channel manager JD that names the producer-consumer ratio target, the partner-attached pipeline expectation, the operating cadence the role will run, and the compensation tied to revenue outcomes predicts a hire who hits quota. […]

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Featured image for Forecastable blog post on ai partner manager

AI Partner Manager: What It Actually Automates and What It Can’t

An AI partner manager is software that automates the operational layer of a human partner manager’s job: tracking partner activity, surfacing co-sell opportunities, drafting partner communications, capturing attribution, and producing executive-ready reports. It does not replace the human relationship-building work, which is irreducible. The defensible model: AI handles the 60 to 70 percent of partner […]

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Abstract editorial illustration of executive partnerships leadership and ecosystem orchestration with overlapping circular hubs in navy and amber

Head of Partnerships: The 2026 Role, Scope, and Hiring Guide

Head of Partnerships in 2026: what the role does, when to hire one, how to structure the role, and how to run a hiring process that doesn’t miss.

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