Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is partner multithreading? Short answer: Partner multithreading is having more than one real relationship engaged on both sides of a co-sell deal, on your side, the partner’s side, and inside the customer. Tracking it means counting those threads on each deal so you can see which co-sells rest on a single person. It matters […]
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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 partner sales execution? Short answer: partner sales execution is the deal-stage discipline that converts a partner plan into closed revenue, the joint pursuit work, deal-registration motion, and weekly forecast inspection that move named opportunities through stages. In 2026, it is the layer where most partner programs leak: the plan looks right and the […]
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What is a partner newsletter? Short answer: a partner newsletter is a recurring communication sent to a company’s partners to keep them informed, enabled, and active. In 2026, the ones that work are not announcements; they are activation tools that drive a specific partner action in every send. A monthly roundup of company news is […]
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Short answer: Always-on partner communications keep partners aware of you. On their own, they do not generate pipeline. The pipeline comes from partner account planning: dedicated, recurring account-planning sessions built on completed account mapping. Always-on comms are the wiring between those sessions, not a substitute for them. Crossbeam network data puts the average win-rate lift […]
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Short answer: what AWS ACE is AWS ACE is the APN Customer Engagements program, the system partners use to register and co-sell opportunities with AWS through the Partner Central pipeline manager. It is how a partner shares a deal with AWS, gets a partner development rep involved, and becomes eligible for co-sell support and funding. […]
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An account planning template is the structured document that captures the named contacts, decision drivers, partner mix, deal mechanics, and operating cadence for a strategic account. The template is only useful if it’s short enough that an AE will keep it updated and rich enough that a frontline sales manager can read it without the […]
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Co-sell is a B2B sales motion where two companies plan and execute against shared accounts together, with both AE teams working the deal and both sides…
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A joint value proposition is the customer-facing statement two partner companies use to explain why their combined offering produces a better outcome than…
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Partner activation is the structured process of turning a newly signed partner from “logo on a slide” into “selling, registering deals, and producing…
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A Salesforce ISV partner is an independent software vendor that builds a product on the Salesforce platform and sells it through the AppExchange. The motion combines product distribution, joint go-to-market with Salesforce account teams, and access to a buying audience the partner could not reach alone.
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Co-selling is the joint sales motion in which two companies pursue and close the same prospect or customer together, sharing context, sequencing, and accountability for the deal. The motion runs on shared deal mechanics, same logo, same buyer, same forecast date, same next step, not on shared friendly relationships. Companies that confuse the two get […]
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