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.
Forecastable Blog
Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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All Account Mapping (29) AI in Partnerships (12) B2B Sales Foundations (81) Channel & Reseller Sales (7) Co-Selling (104) Deal Registration (5) Ecosystem-Led Growth & Nearbound (28) Partner Attribution & Reporting (30) Partner Enablement & Onboarding (33) Partner Marketing (55) Partner Programs (57) Partner Tech & PRM (70) Partnerships Forecasting (34) Partnerships Roles & Hiring (96) Partnerships Strategy & Leadership (115)Latest Post
Alex Buckles
Why Your SDRs Calling Isn’t Partner-Sourced
When your SDRs call into a partner’s accounts, the pipeline is yours, not the partner’s. Here is what partner-sourced means, why partners rarely make the calls, and why a neutral third party calling in the partner’s name keeps credit clean.
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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
Why Your SDRs Calling Isn’t Partner-Sourced
When your SDRs call into a partner’s accounts, the pipeline is yours, not the partner’s. Here is what partner-sourced means, why partners rarely make the calls, and why a neutral third party calling in the partner’s name keeps credit clean.
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Alex Buckles
Partner Attribution Is the Floor, Not the Ceiling
Partner attribution tells you which partner sourced or influenced which deal, and everything rests on it. Here is how to define it, capture it from every call, email and Slack message, and go past it to measure real partner impact.
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Alex Buckles
Partner Attribution Models for B2B SaaS: The Defensible Default
Partner attribution in B2B SaaS comes in three flavors: partner-sourced (the partner originated the deal), partner-influenced (the partner participated in the cycle), and direct (no meaningful partner involvement). The defensible default for most teams is to track all three separately in the CRM, apply a 14-day attribution window from deal creation, and only allow one partner to be attributed per deal. Mixing these into a single number is what makes CFOs distrust the partnerships function.
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Alex Buckles
How to Set Partner Attribution Windows for Long B2B Sales Cycles
The partner attribution window is the time between a partner’s first deal-cycle action (intro email, joint discovery, executive ping) and when attribution gets locked in the CRM. The defensible default is 14 days from deal creation. For long enterprise cycles (180+ days), you can extend to 30 days, but anything longer turns the attribution system into a backdating game.
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Alex Buckles
How to Resolve Partner Attribution Disputes Without Killing the Deal
Partner attribution disputes kill deals when resolved late. Learn the three-step protocol to surface disagreements early, apply a written tiebreaker rubric, and escalate to a neutral reviewer—before the deal cycle matures.
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Alex Buckles
Multi-Touch vs Last-Touch Partnerships Attribution: What B2B SaaS Should Pick
Last-touch partner attribution credits a single partner per deal. Multi-touch credits multiple partners across the deal cycle. For B2B SaaS, last-touch is almost always the right answer because multi-touch creates compensation disputes, dilutes accountability, and produces aggregate numbers that no CFO can model.
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