Partner Events: B2B Event Marketing That Puts Target Accounts in the Room
Partner events run soup to nuts: invite lists from partner data, registration, venue and follow-up, measured by target accounts in the room.
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Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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All Account Mapping (29) AI in Partnerships (12) B2B Sales Foundations (81) Channel & Reseller Sales (7) Co-Selling (104) Deal Registration (5) Ecosystem-Led Growth & Nearbound (28) Partner Attribution & Reporting (30) Partner Enablement & Onboarding (33) Partner Marketing (55) Partner Programs (57) Partner Tech & PRM (70) Partnerships Forecasting (34) Partnerships Roles & Hiring (96) Partnerships Strategy & Leadership (115)Latest Post
Alex Buckles
Designing a Partner Organization: 8 Weeks to a Board-Ready Plan
Most companies hire first and plan later. Here is how to design a partner organization the other way around, from partner data to a board-ready plan in about eight weeks, with sales-minded roles and AI before headcount.
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Editor's Picks
GTM Credits: Turn Leftover MDF Into GTM Motions You Run Next Quarter
Prepaid, $1 for $1 and good for 12 months: GTM credits turn leftover MDF into GTM motions you run when you’re ready.
B2B Demand Generation Agency: Pipeline Through Your Partners
Demand generation run through the partners your buyers already trust, often partner-funded and measured in SQOs and cost per SQO.
Channel Partners: What They Are and How They Sell
Short answer: channel partners Channel partners are outside companies that sell, refer, or deliver your product to their own customers, extending your reach through their relationships instead of your direct sales team. They matter because most technology revenue now runs through partners, and a channel that is built and operated well produces pipeline a direct […]
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How to Measure Partner Manager Performance
Short answer: how to measure partner manager performance To measure partner manager performance, tie the scorecard to partner-sourced pipeline and the two or three leading indicators that predict it, not to partner counts or meetings held. A good partner manager produces net-new pipeline from a small set of activated partners and can show the activity […]
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VP of Partnerships vs Director of Partnerships
Short answer: VP of Partnerships vs Director of Partnerships The VP of Partnerships vs Director of Partnerships question is about scope and where the number sits. A VP of Partnerships owns the strategy, the budget, and the revenue commitment for the whole partner function, and sits at the leadership table. A Director of Partnerships owns […]
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Partner Manager vs Channel Account Manager
Short answer: partner manager vs channel account manager The partner manager vs channel account manager question comes down to what each role is accountable for. A partner manager owns activating and producing pipeline through a set of partners, usually in a tech-alliance or co-sell motion. A channel account manager owns the revenue relationship with resellers […]
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When to Hire a Chief Partner Officer: 5 Triggers
Short answer: the triggers that justify the role The honest answer to when to hire a chief partner officer is after partner-sourced and partner-influenced pipeline is already material and repeatable, usually past $50M in ARR with a co-sell motion that produces without heroics. It is an altitude hire, not a fix for a program that […]
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Partner Program Certification: What It Is and Why
What is partner program certification? Short answer: Partner program certification is a structured way to verify that a partner’s people can actually sell, implement, or support your product to a defined standard, and to reward that proven competence with a badge, a tier, or access to better economics. It turns “we have a partnership” into […]
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Channel Director Job Description: Role, Skills, KPIs
What is a channel director job description? Short answer: A channel director job description defines the person who owns partner-sourced and partner-influenced revenue for a company, builds and leads the team of channel and partner managers, and is accountable for the pipeline the channel produces. It sets the charter, the team, the partner types in […]
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Alliance Manager Job Description: Role and Duties
What is an alliance manager job description? Short answer: An alliance manager job description defines the role that owns a company’s strategic partnerships end to end, from the joint business plan to the co-sell pipeline to the revenue the partnership produces. It sets the scope, the responsibilities, and the way the role is measured, and […]
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Partnership Job Titles: A Guide to the Roles
What are partnership job titles? Short answer: Partnership job titles are the labels for the roles that build and run a company’s partner program, from a partner manager who owns day-to-day relationships up to a Chief Partner Officer who owns the strategy and the number. They exist to signal scope and seniority, and the catch […]
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Partner Certification Tracking: A Practical Guide
What is partner certification tracking? Short answer: Partner certification tracking is the practice of recording which of a partner’s reps have completed your training, what level they reached, and whether that certification is still current, so the program knows who is actually qualified to sell or deliver. It is the record-keeping layer under partner enablement, […]
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