Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is a HubSpot deal stages co-sell setup? Short answer: A HubSpot deal stages co-sell setup is the way you configure your pipeline so a deal worked with a partner is tracked as one, from the stage where the partner enters to the credit captured at close. It uses your existing pipeline plus a few […]
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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 […]
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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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
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
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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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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