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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Alex Buckles
Designing a Partner Organization: 8 Weeks to a Board-Ready Plan
Most companies hire first and plan later. Here is how to design a partner organization the other way around, from partner data to a board-ready plan in about eight weeks, with sales-minded roles and AI before headcount.
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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
Designing a Partner Organization: 8 Weeks to a Board-Ready Plan
Most companies hire first and plan later. Here is how to design a partner organization the other way around, from partner data to a board-ready plan in about eight weeks, with sales-minded roles and AI before headcount.
Read Article
MSP Channel Partner: What It Is and How It Works
Short answer Short answer: An MSP channel partner is a managed service provider that adopts your product and runs it on behalf of its own clients as part of an ongoing service, rather than reselling it and walking away. The relationship is different from a standard reseller because the MSP embeds your product into a […]
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Partner Training Platform: How to Choose One in 2026
Short answer Short answer: A partner training platform is software that delivers, tracks, and certifies partner education, onboarding, product training, sales enablement, and certification, so a vendor can bring many partners up to speed at scale. The best one fits how your partners actually learn and connects to your program, but the thing to remember […]
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What Is a Systems Integrator? Definition and Role
Short answer Short answer: A systems integrator, or SI, is a company that designs, connects, and implements multiple products and systems into one working solution for a client. It does not just resell software; it architects how the pieces fit, builds the integrations, and takes responsibility for the whole solution running end to end. Here […]
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What Is a Channel Partner in Business?
Short answer Short answer: A channel partner in business is a company that sells, delivers, or supports another company’s product to end customers, rather than the vendor selling to those customers directly. It earns margin, commission, or services revenue for extending the vendor’s reach into markets and accounts the vendor could not serve as efficiently […]
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Value Added Reseller Business Model: How It Works
Short answer Short answer: The value added reseller business model is how a VAR makes money by reselling a vendor’s product and wrapping its own services, implementation, integration, support, and consulting, around it, earning margin on the product and revenue on the services. It works when the value-add is real enough that the customer would […]
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Channel Partner Training Program: What It Is, How It Works
Short answer Short answer: A channel partner training program is the structured way you teach partner reps and technical teams to position, sell, deploy, and support your product so they can produce revenue on their own. It works when the training maps to the specific actions a partner has to take to close and deliver […]
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What Is a Value Added Reseller? Definition and Examples
Short answer Short answer: What is a value added reseller? It is a firm that resells a vendor’s product and adds its own services, implementation, integration, configuration, training, or support, so the customer buys a working solution rather than a bare license. The value-added services are what distinguish a VAR from a plain reseller who […]
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Systems Integrator: A Vendor’s Guide to the SI Channel
Short answer Short answer: A systems integrator is a firm that designs, builds, and delivers solutions by combining multiple technologies into something that works in the customer’s environment. For a software vendor, it is often the fastest route to market, because they get your product architected into the projects they run every day. Here is […]
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Channel Partner: What It Is and How the Model Works
Short answer Short answer: A channel partner is a company that sells, delivers, or influences your product through its own customer relationships instead of you selling direct. It covers resellers, value-added resellers, systems integrators, managed service providers, distributors, and referral or technology partners, and the label matters less than the motion each one runs. Here […]
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