Nearbound Marketing: What It Is and How It Works
Demand generation that runs through partners by borrowing their trust, measured as pipeline.
Forecastable Blog
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AWS Marketplace Co-Sell: The Motion Most ISVs Skip
What is AWS Marketplace co-sell? Short answer: AWS Marketplace co-sell is the sales motion where an ISV transacts a deal through AWS Marketplace while simultaneously working the opportunity with an AWS field seller through the ACE (AWS Customer Engagements) system. It pairs a private offer with a registered, accepted opportunity, so the AWS rep gets […]
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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 […]
Co-Sell: The 2026 Definition, Motion, and Playbook
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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Joint Value Proposition: Extract It From the Interview
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: Turning Signed Partners Into Sellers
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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Salesforce ISV Partner: Tiers, Path, and 2026 Playbook
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: Definition, Models, and How It Works
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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Co-Sell: 2026 Strategy and Operating Guide
Co-sell is the joint sales motion where two companies pursue and close the same deal together. The motion works when both sellers can name the same buyer, the same use case, the same forecast date, and the same next step. It fails when the relationship is friendly but the deal mechanics are not shared. Get […]
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Alex Buckles
Conversation Intelligence for Partner Sales: Beyond Gong
Partner conversation intelligence is the application of AI-powered call analysis (the technology Gong, Chorus, and Clari pioneered for direct sales calls) to partner-facing conversations: joint customer calls, partner manager check-ins, joint discovery calls, and partner activation sessions. Unlike direct-sales conversation intelligence, partner conversation intelligence has to handle two distinct speakers from different companies, attribution of […]
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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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What Is a Co-Sell Plan? The Honest Definition
A Co-Sell Plan is not a mutual action plan with a partner column added. It is a different document. The difference is the whole reason a co-sell program either closes deals or just shows up in a pipeline report.
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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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