Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What channel conflict is Short answer: Channel conflict is what happens when your direct sales team and your partners, or two of your partners, compete for the same customer or the same deal. It matters because the damage is rarely the one lost deal, it is the trust you lose with the partner who watched […]
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What a B2B partner marketing strategy is Short answer: A B2B partner marketing strategy is the plan for how you market to partners, through partners, and with partners, so partner relationships turn into pipeline rather than logos on a slide. It works when each of those three audiences has its own goal and the whole […]
What a channel partner marketing plan is Short answer: A channel partner marketing plan is the written, one-page artifact that says what you and a partner will do together this quarter to source pipeline, who owns each part, and how you will measure it. It turns a marketing strategy into a specific set of commitments […]
What a channel partner marketing strategy is Short answer: A channel partner marketing strategy is the plan for generating demand through your partners, using co-marketing, funding, and partner-ready assets to produce pipeline in their markets. It is a through-channel motion you design and fund, not a one-off co-branded webinar you run when someone remembers to. […]
What is a TSD Short answer: What is a TSD comes down to one role: a technology services distributor is the aggregator that sits between technology vendors and a large network of independent agents, giving those agents access to many vendors’ services through a single relationship. It handles supplier contracts, commissions, and enablement so agents […]
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What a PRM system is Short answer: A PRM system is partner relationship management software that administers your partner program, giving you a partner portal, deal registration, enablement content, and reporting in one place. It handles the administration of partnerships well, and it does not, on its own, produce partner-sourced revenue. I want to be […]
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What spiff program management actually is Short answer: Spiff program management is the practice of designing, running, and measuring short-term incentives that pay partner reps for a specific behavior you want more of. It works when the spiff rewards a clear action tied to revenue and pays fast, and it fails when the rules are […]
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What a channel partner manager is Short answer: A channel partner manager is the person who owns a set of partners that resell, refer, or co-sell your product, and who is measured on the revenue those partners actually source. They are a quota-carrying seller whose customers happen to be other companies, not a relationship host […]
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What a channel partner onboarding checklist actually is Short answer: A channel partner onboarding checklist is the ordered set of steps that takes a newly signed partner from paperwork to their first real selling activity with you. It works when the finish line is the partner’s first co-sold or sourced deal, and it fails when […]
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What partner integrations actually are Short answer: Partner integrations are the technical connections between your product and a partner’s product that let the two work together for a shared customer. They matter to revenue only when someone attaches a go-to-market motion to them, because an integration sitting in a marketplace with no co-sell plan is […]
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What a software ecosystem is Short answer: A software ecosystem is the network of complementary products, integrations, and partners that surround a platform and that a customer assembles into a working solution. It wins because buyers no longer purchase single tools in isolation; they buy a set of products that work together, and the vendors […]
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What greenfield accounts are Short answer: Greenfield accounts are companies that fit your ideal customer profile but sit entirely outside your current pipeline and customer base, meaning you have no relationship, no open deal, and often no record of them. They matter because a partner frequently does have that relationship, which turns a cold prospect […]
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What a co-branding strategy actually is Short answer: A co-branding strategy is the plan for how two companies put their brands on a shared asset or campaign to reach an audience they both want, in a way that produces measurable demand. It works when the two brands share a real audience and a defined goal, […]
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What the best partner training LMS actually delivers Short answer: The best partner training LMS is the one whose graduates sell more, not the one with the most courses or the highest completion rates. It delivers external-facing training, certification, and content management that a partner can use without your team in the room, and it […]
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