Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is a forecast collaboration solution? Short answer: A forecast collaboration solution is the combination of shared data, agreed process, and the capability to reconcile estimates that lets a company and its partners produce one revenue forecast instead of two conflicting ones. It is less a single product than a set of capabilities, a shared […]
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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 a forecast collaboration solution? Short answer: A forecast collaboration solution is the combination of shared data, agreed process, and the capability to reconcile estimates that lets a company and its partners produce one revenue forecast instead of two conflicting ones. It is less a single product than a set of capabilities, a shared […]
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What is a forecast collaboration strategy? Short answer: A forecast collaboration strategy is the deliberate plan for how a company and its partners build one revenue forecast together, defining who is involved, what data they share, how often they reconcile, and how the joint number reaches the planning model. It turns ad hoc forecast conversations […]
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What is forecast collaboration? Short answer: Forecast collaboration is the practice of building a single revenue forecast jointly across the parties who influence it, internal sales, finance, and the partners co-selling the deals, working from shared data instead of separate, conflicting guesses. It replaces the situation where a company forecasts its own pipeline and its […]
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What are the elements for forecast collaboration? Short answer: The elements for forecast collaboration are the five parts that have to be present for a company and its partners to build one revenue forecast together: a shared view of the joint deals, a defined set of participants, aligned definitions of stage and timing, a recurring […]
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What is a forecast collaboration feature? Short answer: A forecast collaboration feature is the capability in a revenue or partnerships system that lets two sides who influence the same deals, internal sellers and the partners co-selling with them, build and adjust one forecast together instead of maintaining separate, private estimates. It exists so the joint […]
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What is the forecast collaboration process? Short answer: The forecast collaboration process is the repeatable loop a company and its partners run to build one revenue forecast of the deals they work together, moving from a shared deal view through alignment and reconciliation to a committed number that reaches planning. It is the operating procedure […]
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What are professional services in SaaS? Short answer: Professional services in SaaS are the implementation, configuration, training, and advisory work that helps a customer actually adopt and get value from the software they bought. They turn a signed subscription into a used one, and whether they are delivered by the vendor or by partners, they […]
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What is forecastability? Short answer: Forecastability is how reliably you can predict an outcome before it happens, which in partnerships means how confidently you can call partner-sourced revenue a quarter out and be right. It is a property of your data and process, not a property of optimism, and it is what separates a forecast […]
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What is AE accountability? Short answer: AE accountability is the practice of making individual account executives responsible for engaging partners and producing partner-sourced pipeline, with that responsibility tracked the same way quota is. It turns partner engagement from a nice-to-have into a measured part of the rep’s job. Most partnership programs ask reps to work […]
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What is a predictable partner pipeline? Short answer: A predictable partner pipeline is partner-sourced and partner-influenced opportunity that you can forecast with the same confidence as direct pipeline, because it flows from a repeatable motion rather than a lucky quarter. It depends on consistent partner inputs and clean stage data, which is exactly why most […]
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