Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What are sales partner insights? Short answer: Sales partner insights are the conclusions you draw from partner activity data that actually change what you do next, such as which partners to invest in, which deals need help, and where the channel is producing. They are the difference between a dashboard you look at and a […]
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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 […]
What are sales partner insights? Short answer: Sales partner insights are the conclusions you draw from partner activity data that actually change what you do next, such as which partners to invest in, which deals need help, and where the channel is producing. They are the difference between a dashboard you look at and a […]
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What is partner pipeline for the CFO? Short answer: Partner pipeline for the CFO is the view of partner-influenced and partner-sourced revenue translated into the language a finance leader uses to make budget decisions, conversion rates, attribution clarity, and a defensible return on the program’s cost. It is the difference between a partnerships team that […]
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What is the partner-sourced leads close rate? Short answer: The partner-sourced leads close rate is the share of leads originated by a partner that go on to become paying customers, measured against the same definition you use for direct leads. It tells you whether partner-referred opportunities convert better, worse, or the same as the rest […]
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What is partner-sourced pipeline? Short answer: Partner-sourced pipeline is the total value of open opportunities that a partner originated rather than your own sellers, tracked through the same stages as the rest of your pipeline. It measures how much potential revenue the partner channel is actually creating, as opposed to how many partners you have […]
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What are partner pipeline stages? Short answer: Partner pipeline stages are the defined steps a partner-sourced or co-sell deal moves through from first identification to closed, each with explicit exit criteria that say what must be true before the deal advances. They give two selling organizations a shared definition of progress, so a deal’s stage […]
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What is a partner program business case? Short answer: A partner program business case is the written argument that justifies investing in partnerships, built in the language a CFO actually uses. It lays out the cost, the expected return, the payback timeline, and the risks, so the program competes for budget against every other use […]
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What is partner ROI? Short answer: Partner ROI is the return a partner program produces measured against everything it costs to run. It compares the revenue and pipeline partnerships generates to the fully loaded investment, people, tooling, and incentives, so the program can be judged as a financial decision rather than on activity or partner […]
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What is partner-influenced pipeline? Short answer: Partner influenced pipeline is the set of open opportunities a partner touched or advanced without originating, measured against a signed definition agreed by partnerships, sales, and finance. It sits alongside partner sourced pipeline, which a partner originated, and the two together describe the partner motion’s contribution to the funnel. […]
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What is partner-influenced revenue? Short answer: Partner influenced revenue is closed-won revenue from deals a partner touched or advanced without originating, measured against a signed attribution definition. It is the revenue-stage counterpart of partner influenced pipeline, and it answers the question a CFO actually asks: how much of what we closed had a partner’s fingerprints […]
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What is a partner attribution model? Short answer: A partner attribution model is the signed definition for how partner-touched opportunities count toward sourced, influenced, and assisted pipeline and revenue, with named rules for which partner role at which stage produces which credit. It exists because finance will not fund a partner pipeline forecast without a […]
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