Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is partner tiering? Short answer: partner tiering is the practice of grouping partners into levels (typically by production, commitment, or capability) and matching investment and benefits to each level. In 2026, the tiers that work are earned on output, not assigned on logos or revenue size. A tier system is an investment allocation tool, […]
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What is channel marketing? Short answer: Channel marketing is the practice of generating demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to market your product to their audiences, and it measures the pipeline that motion produces. Done right, it turns partners into a demand […]
What is partner marketing? Short answer: Partner marketing is marketing done with and through your partners to reach audiences you could not reach alone. It spans co-branded campaigns, joint content, referral and affiliate motions, and technology-partner integrations, all aimed at borrowing a partner’s trust and reach. The goal is pipeline that comes recommended, not cold. […]
What is channel marketing? Short answer: Channel marketing is marketing that generates demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to promote your product to their audiences, and it measures the pipeline that motion returns. In short, it is marketing that reaches buyers through […]
Tiering a partner roster so the partnerships team spends its hours where they actually pay off.
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Sequence four pillars before launching the portal: profile, attribution, activation, and pipeline.
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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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Alex Buckles
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 […]
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Alex Buckles
Partner programs in B2B SaaS fail for predictable structural reasons, not for lack of effort. The five most common failure causes: missing executive sponsor, unclear partner ICP, no partner-influenced revenue accountability, weak partner activation (especially the motion and reinforcement layers), and absent operational rigor (attribution, forecast cadence, executive reporting). Get one of these wrong and […]
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Market Development Funds (MDF) used to get a bad rap (covered below), but when deployed properly and productively, they’re critical for efficiently expanding into new markets or segments. Although it may sound obvious, MDF are funds specifically allocated to developing markets. This can take shape in many forms, like events, sponsorships, advertising, or any marketing […]
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