Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is a co-sell strategy? Short answer: A co-sell strategy is the set of decisions about which partners you sell with, which accounts you go after together, and how the joint motion runs. It chooses where co-sell effort goes so the company produces partner pipeline by design rather than by lucky overlap. It is not […]
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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 […]
Demand generation that runs through partners by borrowing their trust, measured as pipeline.
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 […]
What is co-sell training? Short answer: Co-sell training is how a company teaches its reps to run joint deals with partners, the pitch, the workflow, and the handoffs that a co-sell motion requires. It exists to turn a co-sell strategy into rep behavior, so the motion runs in the field rather than living in a […]
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What is co-selling? Short answer: How to co-sell comes down to four steps: find the accounts you and a partner both have reason to work, agree who does what, run the joint deal, and settle credit before close. It is two companies working one account together so the combined motion closes faster than either would […]
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What does getting a sales team to co-sell mean? Short answer: How to get sales team to co-sell reduces to one rule: make the partner the easy path on accounts reps already work. They adopt a partner when it shortens their next close, not when they are told partners matter, so engineer that on real […]
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What does scaling co-selling mean? Short answer: How to scale co-selling means turning a motion that works with a few partners into one that works across many, by standardizing the play, tiering the partners, and instrumenting the pipeline. It is the shift from co-selling that depends on a few strong relationships to co-selling that runs […]
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What are co-selling solutions for SaaS companies? Short answer: Co-selling solutions for SaaS companies are the services, frameworks, and software that help a software business sell jointly with its partners, spanning advisory help that designs the motion, frameworks that make it repeatable, and tooling that makes partner deals visible in the CRM. They are not […]
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What does it take to set up HubSpot for co-sell? Short answer: To set up HubSpot for co-sell means configuring the CRM so partner involvement in a deal is captured, attributable, and actionable, through partner fields, a clear deal stage for co-sell, and routing that loops the right partner in. It is less about new […]
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What are co-sell frameworks for ecosystem teams? Short answer: Co-sell frameworks for ecosystem teams are documented, repeatable models that define how partners and a vendor sell together, covering who owns the customer, how deals are registered and tracked, and what each side does at every stage. A trustworthy one is judged not by how polished […]
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What is meant by why co-sell fails? Short answer: Why co-sell fails is a question about structure more than effort, because most co-sell programs stall on design flaws, no defined motion, no clear ownership, no attribution, rather than on people not trying hard enough. It points to the systemic reasons a joint-selling program produces meetings […]
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What does why does co-selling fail mean? Short answer: Why does co-selling fail is, at the level reps actually experience, a question about the human moments between two sellers, the slow handoff, the unbuilt trust, the credit that never gets shared, where joint deals quietly break even when the program looks well-designed on paper. It […]
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What is co-sell consulting? Short answer: Co-sell consulting is outside help that designs, builds, or fixes a company’s co-sell motion, the defined way partners and reps sell together. It covers the motion design, the attribution, the enablement, and the partner-by-partner playbooks that make joint selling produce revenue rather than meetings. Companies bring in co-sell consulting […]
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