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 an MDF event? Short answer: An MDF event is a partner-funded or jointly funded field marketing motion where market development funds underwrite a customer-facing activity (executive dinner, regional workshop, conference booth, or industry breakfast) with a named pipeline target and a sourced and influenced reporting back to the funding partner. It is not […]
Demand generation that runs through partners by borrowing their trust, measured as pipeline.
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 […]
What is the difference: close plan vs mutual action plan? Short answer: The difference in close plan vs mutual action plan is scope: a mutual action plan maps the whole pursuit from evaluation to a decision, while a close plan maps the final segment of dated steps that get an agreed deal to signature. They […]
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What is a mutual action plan template? Short answer: A mutual action plan template is a reusable structure, a set of fields for milestones, owners, dates, and dependencies, that a buyer and seller fill in to produce the joint roadmap for a specific deal, so they are not designing the format from scratch each time. […]
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What is a mutual action plan? Short answer: A mutual action plan is the joint, dated roadmap that a buyer and a seller agree to follow to move a deal from evaluation to a decision and beyond, listing the milestones, the owner on each side, and the dates, across the whole pursuit rather than only […]
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What is a mutual close plan? Short answer: A mutual close plan is the dated sequence of steps to signature that the buyer and the seller agree and own together, rather than a plan the seller writes alone, naming each step, its owner on either side, and its due date. The word mutual is the […]
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Co-sell programs fail when they are run as relationship work instead of a sales motion. The five patterns I see most, and the one play to fix yours this week.
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Co-selling is two reps working one deal and sharing the credit. What it is, how it differs from referrals and channel sales, and how to run a motion that produces.
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What is a co-sell strategy? Short answer: A co-sell strategy is the set of decisions about which partners you sell with, which accounts you go after together, and how the joint motion runs. It chooses where co-sell effort goes so the company produces partner pipeline by design rather than by lucky overlap. It is not […]
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What is co-sell training? Short answer: Co-sell training is how a company teaches its reps to run joint deals with partners, the pitch, the workflow, and the handoffs that a co-sell motion requires. It exists to turn a co-sell strategy into rep behavior, so the motion runs in the field rather than living in a […]
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What is co-selling? Short answer: How to co-sell comes down to four steps: find the accounts you and a partner both have reason to work, agree who does what, run the joint deal, and settle credit before close. It is two companies working one account together so the combined motion closes faster than either would […]
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What does getting a sales team to co-sell mean? Short answer: How to get sales team to co-sell reduces to one rule: make the partner the easy path on accounts reps already work. They adopt a partner when it shortens their next close, not when they are told partners matter, so engineer that on real […]
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