Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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 […]
Read Article
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 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 […]
Read Article
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 […]
Read Article
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 […]
Read Article
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 […]
Read Article
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, […]
Read Article
What is a VP of partnerships? Short answer: A VP of partnerships is the executive who owns the partner channel as a revenue line, responsible for the strategy, the team, and the pipeline and revenue that partners source and influence. It is a revenue leadership role, not a relationship-management one, and the difference matters: a […]
Read Article
What is a partner manager? Short answer: A partner manager is the person who owns a set of partner relationships and, more importantly, the pipeline and revenue those partners produce, responsible for recruiting, enabling, and co-selling with them. It is a quota-adjacent role, closer to sales than to account management, and the best partner managers […]
Read Article
What does a head of partnerships do? Short answer: The head of partnerships job responsibilities center on one outcome, partner-sourced and partner-influenced revenue, and everything else is in service of it. They own the program’s operating model, recruit and enable the right partners, run co-sell alongside direct sales, and report what the program produces in […]
Read Article
What are partner enablement best practices? Short answer: Partner enablement best practices are the methods that get a partner ready to sell a real deal, not just to pass a course. They tie every asset, session, and certification to a named opportunity and measure success by partner-sourced pipeline rather than completion rates. The test is […]
Read Article
What does a channel manager do? Short answer: What a channel manager does is own a set of partners as a revenue channel, so a channel manager recruits the right partners, enables them to sell, runs co-sell with direct AEs, and drives partner-sourced pipeline and revenue. They are a quota-carrying seller whose deals happen through […]
Read Article
