Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is a partner program? Short answer: How to start a partner program comes down to four moves: pick the one partner type that fits your motion, define what a partner does and earns, recruit a small first cohort, and instrument the program so you can see what it produces. It is a deliberate build […]
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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 partner program? Short answer: How to start a partner program comes down to four moves: pick the one partner type that fits your motion, define what a partner does and earns, recruit a small first cohort, and instrument the program so you can see what it produces. It is a deliberate build […]
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What is the head of partnerships ecommerce role category? Short answer: The head of partnerships ecommerce role category is a growth and go-to-market function, sitting alongside marketing and commercial leadership rather than inside operations or merchandising. It owns the revenue a brand generates through other companies, including affiliate and influencer partners, marketplaces, technology integrations, and […]
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What is a head of partnerships job description? Short answer: A head of partnerships job description is the document that scopes the role responsible for a company’s partner revenue program, covering the outcomes it owns, the partner motions it runs, and the number it is measured on. It is a hiring tool, so its job […]
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What is the head of partnerships job title meaning? Short answer: The head of partnerships job title meaning is the person who owns a company’s partner revenue program end to end, from recruiting the right partners to producing and reporting the pipeline they generate. It signals ownership of the whole motion, not a single relationship, […]
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What are head of partnerships responsibilities? Short answer: Head of partnerships responsibilities are the duties of the person who owns the partner revenue program end to end, covering strategy, partner recruiting, onboarding and enablement, co-sell execution, internal alignment, and attribution. They add up to one accountability: turning a roster of partners into reported, defensible pipeline. […]
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What is the head of partnerships seniority level? Short answer: The head of partnerships seniority level usually runs from senior manager to vice president, set by the scope the role owns rather than the words in the title. It is decided by four things: how much revenue the program is accountable for, how many people […]
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What is the difference in head of partnerships vs VP of partnerships? Short answer: The difference in head of partnerships vs VP of partnerships is scope and level, not function. Both own the partner revenue program, but the VP title signals a higher rung with a team of partnership managers reporting in and a board-level […]
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What category does head of partnerships fall under? Short answer: What category does head of partnerships fall under comes down to go-to-market, and most often the revenue organization specifically. It is a commercial role that sources and influences pipeline through other companies, so it belongs alongside sales and marketing under the revenue umbrella, not inside […]
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What are GTM partnerships? Short answer: GTM partnerships are alliances where two companies align their go-to-market efforts, marketing, selling, and sometimes product, to reach a shared market together rather than separately. They go beyond a referral arrangement to coordinate how both companies find, win, and grow customers, so the combined motion produces more than either […]
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What is indirect sales? Short answer: Indirect sales is the model where a company sells through third parties, such as resellers, distributors, agents, or system integrators, rather than selling directly to the end buyer with its own reps. The partner owns the customer relationship and the transaction, and the vendor reaches the market through them. […]
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