Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is channel partner recruitment? Short answer: Channel partner recruitment is the process of finding, qualifying, and signing the partners who will actually sell, service, or implement your product. It is the front door of a partner program, and it decides more about the program’s results than any later stage, because you cannot enable or […]
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What is a b2b saas marketing partner? Short answer: A b2b saas marketing partner is a company you run joint marketing with, co-branded campaigns, joint webinars, shared content, and co-marketing to each other’s audiences, to create demand neither of you would generate alone. It can be a technology partner you integrate with, a channel partner […]
What are behavioral incentives for partners? Short answer: Behavioral incentives for partners are rewards tied to the specific actions that lead to revenue, such as completing certification, registering deals, or bringing a qualified opportunity, rather than only to a closed sale. They exist because the closed deal is a lagging result, and it pays partners […]
What is a partner incentive program? Short answer: A partner incentive program is the set of rewards, tiers, and payout rules a vendor uses to pay partners for the behaviors that produce revenue. It works when it pays for the specific actions that lead to pipeline, and it fails when it pays for signings, logos, […]
What is channel partner recruitment? Short answer: Channel partner recruitment is the process of finding, qualifying, and signing the partners who will actually sell, service, or implement your product. It is the front door of a partner program, and it decides more about the program’s results than any later stage, because you cannot enable or […]
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What are channel sales incentive programs? Short answer: Channel sales incentive programs are the structured rewards a vendor uses to motivate partners and their reps to sell more, spanning rebates, SPIFFs, margin bonuses, tiers, and recognition. They exist because a partner rep chooses where to spend selling time, and incentives tilt that choice toward your […]
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What is a partner program? Short answer: How to start a partner program comes down to four moves: pick the one partner type that fits your motion, define what a partner does and earns, recruit a small first cohort, and instrument the program so you can see what it produces. It is a deliberate build […]
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What is an OEM partnership? Short answer: An OEM partnership is an arrangement where one company embeds another company’s product or technology into its own offering and sells it under its own brand. The original manufacturer supplies the capability, and the partner ships it inside their product, so the end customer often never sees the […]
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What is a partner pitch deck? Short answer: A partner pitch deck is the presentation you use to recruit a prospective partner, making the case for why they should invest their time and relationships in selling or building with you. It is a recruiting tool aimed at the partner as the buyer, not a product […]
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What is a partner program template? Short answer: A partner program template is a reusable structure that lays out the core components of a partner program, the tiers, the benefits, the requirements, and the rules, so you can design a program without starting from a blank page. It captures the decisions every program has to […]
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What are partner incentive programs? Short answer: Partner incentive programs are the structured rewards a vendor offers partners for taking specific actions, from registering a deal to closing one to renewing a customer. They exist to move behavior, not to say thank you, and the good ones pay for outcomes the vendor could not buy […]
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What is scaling a partner program? Short answer: Scaling a partner program is the work of growing partner-sourced revenue faster than the headcount and effort you add to produce it, by turning a few repeatable wins into a system that does not depend on any single person. It is an operating problem, not a recruiting […]
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What is the tech partners vs business partners distinction? Short answer: Tech partners vs business partners is the difference between partners who create value through product integration and partners who create value through services, relationships, and reach. It separates the company whose software connects to yours from the firm that sells, implements, or advises customers […]
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What are partner spiffs? Short answer: Partner spiffs are short-term, targeted incentives that reward a partner’s individual reps for taking a specific action, registering a deal, closing a particular product, hitting a number by a deadline, on top of the standard margin or commission. They are a tactical nudge aimed at the people doing the […]
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