Nearbound Marketing: What It Is and How It Works
Demand generation that runs through partners by borrowing their trust, measured as pipeline.
Forecastable Blog
Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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Frontline Sales Manager Development: A Practical Guide
What is frontline sales manager development? Short answer: frontline sales manager development is the deliberate training, coaching, and operational system used to turn first-line sales managers into forecast-disciplined, deal-coaching leaders rather than senior reps with a bigger spreadsheet. In 2026, it is the highest-leverage investment any revenue org can make, and the most consistently underbuilt. […]
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Editor's Picks
MDF Programs That Generate Real Pipeline (Not Just Activity)
Short answer: most MDF (Market Development Funds) programs in B2B SaaS waste 50 to 70 percent of their budget. The cause is structural, not size. MDF gets framed too narrowly as marketing money. It then goes to partners who will not run the activity that drives pipeline. The fix is a defensible MDF program that […]
Joint Demand Generation: How to Run Co-Marketing That Converts
Short answer: joint demand generation campaigns with partners produce 2x to 4x the ROI of solo demand-gen when designed correctly. They produce 0.5x or worse when designed wrong. The difference comes down to four design decisions. You need a shared ICP, a single accountable owner, lead-level attribution, and a structured handoff motion. Get those four […]
Frontline Sales Manager Development: A Practical Guide
What is frontline sales manager development? Short answer: frontline sales manager development is the deliberate training, coaching, and operational system used to turn first-line sales managers into forecast-disciplined, deal-coaching leaders rather than senior reps with a bigger spreadsheet. In 2026, it is the highest-leverage investment any revenue org can make, and the most consistently underbuilt. […]
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How to Build a Predictable B2B Selling System
What is a predictable selling system? Short answer: a predictable selling system is the operating combination of forecast math, deal inspection, and partner attribution that lets a revenue org call its number with the same confidence every quarter. In 2026, it is what separates revenue orgs that get funded from revenue orgs that get scrutinized. […]
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Partner-Sourced Revenue: Definition and How to Track It
What is partner-sourced revenue? Short answer: partner-sourced revenue is closed-won revenue from deals a partner originated (the partner brought the opportunity, not just helped along the way). In 2026, it is the cleanest, most defensible number a partnerships team can put in front of a CFO, which is exactly why it has to be measured […]
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Frontline Sales Managers: The Forecastability Lever
The layer where forecast accuracy is made or lost, and why most revenue orgs under-invest in it.
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Partner Pipeline: What It Is and How to Build One
The partner-attributed slice of your real pipeline, held to the same forecast rigor as direct sales.
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Forecastability: 2026 Framework and Operating Model
Forecastability is the upstream property of a deal or pipeline that lets its outcome be predicted with high confidence inside a known time horizon. It is not the same as forecast accuracy; it is the condition that produces forecast accuracy. Most enterprise pipelines are not forecastable, and the cost is…
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Forecast Renewals: A 2026 Operating Playbook
Forecast renewals are the single most undermanaged line on a SaaS forecast. The new-business pipeline gets weekly review, deal-mechanic gates, and executive scrutiny. The renewal book gets a quarterly health check and a coverage ratio. Renewals deserve the same operating discipline; the math says they outweigh new business in most…
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Forecastable: Definition, Examples, and Use Cases
Forecastable means having the property that an outcome can be predicted with high confidence inside a known time horizon. In B2B sales, a forecastable deal has a named economic buyer, a named forecast event, a shared next step, and an operating cadence that surfaces drift in the period.
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Alex Buckles
Forecast Collaboration: A 2026 Cross-Functional Playbook
Forecast collaboration is the operating practice of producing a single forecast number across sales, partnerships, customer success, and finance through a recurring joint cadence rather than four parallel ones. It turns a contested forecast into a defensible one. Companies that run it cleanly compound accuracy quarter over quarter.
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Alex Buckles
How CROs Should Think About Partner Pipeline (Without Discounting It to Zero)
Most CROs don’t trust the partner pipeline number their CPO walks into the weekly forecast call with. The reason is structural: the partner pipeline gets built on a different attribution model, refreshed on a different cadence, and aggregated at a different level of confidence than the direct pipeline. To earn a seat in the forecast […]
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