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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Channel Partner Agreement Template: What to Include
Short answer Short answer: A channel partner agreement template is a reusable contract that defines the terms of the relationship between a vendor and a channel partner, covering scope, economics, deal registration, rules of engagement, obligations, and termination. A good template gets you consistency and speed, but the sections that actually decide whether the partnership […]
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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.
Alex Buckles
Account-Mapping ROI: How to Justify the Spend to Finance
Account mapping software pays back in three ways: pipeline acceleration via warm intros to existing prospects, expansion revenue via mapping mutual customers, and risk reduction via knowing which deals overlap with partner relationships. The defensible ROI math is (incremental partner-sourced ARR + accelerated direct ARR + churn-prevented ARR) divided by annual platform cost. Most B2B SaaS teams hit 3-5x ROI within 12 months.
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Alex Buckles
Building the CRO-CPO Relationship That Drives Revenue
The CRO-CPO relationship works when the CRO treats partnerships as a revenue motion and the CPO treats partner pipeline as a forecast. Both sides need a shared operating cadence: weekly partnership pipeline review aligned to the weekly direct forecast call, joint accountability for partner-sourced ARR targets, and a Co-Sell Alignment Specialist running the operational layer between them.
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Where Does Ecosystem-Led Growth Work Best?
ELG works. The honest question is when to use it and when to use something else. Here are the three situations where ecosystem-led growth moves pipeline best, and the four where another motion fits better.
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Bob Moore’s 2×2 Matrix Is the Cleanest Positioning Artifact Our Industry Shipped This Year. Here’s the Layer of the Argument He Stops Just Before.
Short answer: Second-party data is the AI moat in partnerships. Bob Moore’s 2×2 Matrix names that correctly. However, the data layer alone does not close deals. The next layer, the operating cadence between the second-party data reservoir and a partner-involved close, is where the actual revenue is hiding. Specifically, four operating layers, the shared mental […]
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Channelnomics Says AI in Partner Management Cuts Deal Velocity by 40%. The Companies Hitting It Spent 2026 Reconciling Data, Not Buying Platforms.
Short answer: Channelnomics reports that early adopters of AI in partner management see up to 40% faster deal velocity. However, that outcome is conditional on one prerequisite the citations leave out: data trust. Specifically, partner-attribution data, deal-registration data, partner-activity data, and joint-Slack data have to be reconciled before AI on top of them produces signal […]
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Bridge Partners Shipped One Line That Should Reset Every Partnership-AI Vendor Pitch. Here’s the Question Buyers Should Be Asking Instead.
Short answer: Almost every partnership-AI vendor in 2026 sells automation while telling buyers they are selling impact. However, automation and orchestration are different categories. Specifically, automation delivers scale and orchestration delivers impact. Therefore, the question every buyer should put to every vendor pitch is one specific line: show me the orchestration outcome your platform produces, […]
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Atlassian’s Komal Shah Said Five to Eight Partners Per Enterprise Deal Is the New Default. Most Companies’ Operating Cadence Is Still Built for One.
Short answer: Atlassian’s Komal Shah said it on the ELG Summit stage: five to eight partners are now involved in each enterprise deal. However, most partner-program architectures, the deal-reg system, the comp plan, the partner-manager assignment, are still built for one partner. Therefore, the cadence problem is structural. Specifically, four operating layers, the shared mental […]
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Partner Ecosystem: What It Is, Who’s In It and How to Make It Produce
A roster of logos isn’t an ecosystem. Here’s how overlap, GTM motions and measurement turn partners into pipeline you can forecast.
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Ecosystem-Led Growth (ELG): Why Execution Beats Tooling
Ecosystem-led growth works, but most ELG programs stall because nobody does the work. Here’s what ELG is, why programs stall, and what ELG as a service looks like when someone else runs the GTM motions.
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Partnerships in 2026: A Revenue Function or a Marketing Function With the Wrong Title
Partnerships is the function inside a B2B company that builds revenue-generating relationships with other companies. The defining feature is owning a revenue number. Here’s the four-question diagnostic that tells you whether you have a partnerships function or a partner-marketing function with the wrong title.
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