Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What channel conflict is Short answer: Channel conflict is what happens when your direct sales team and your partners, or two of your partners, compete for the same customer or the same deal. It matters because the damage is rarely the one lost deal, it is the trust you lose with the partner who watched […]
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What a B2B partner marketing strategy is Short answer: A B2B partner marketing strategy is the plan for how you market to partners, through partners, and with partners, so partner relationships turn into pipeline rather than logos on a slide. It works when each of those three audiences has its own goal and the whole […]
What a channel partner marketing plan is Short answer: A channel partner marketing plan is the written, one-page artifact that says what you and a partner will do together this quarter to source pipeline, who owns each part, and how you will measure it. It turns a marketing strategy into a specific set of commitments […]
What a channel partner marketing strategy is Short answer: A channel partner marketing strategy is the plan for generating demand through your partners, using co-marketing, funding, and partner-ready assets to produce pipeline in their markets. It is a through-channel motion you design and fund, not a one-off co-branded webinar you run when someone remembers to. […]
What channel partner incentives are Short answer: Channel partner incentives are the rewards you offer partners and their reps to change what they do, whether that is sourcing a lead, closing a deal, or investing in your product. They only work when the reward is tied to the exact behavior you want, because an incentive […]
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What channel partner lead generation is Short answer: Channel partner lead generation is the work of producing qualified pipeline through your partners rather than only through your own reps. It treats partners as a demand source you can engineer, with sourcing motions, a way to exchange leads, and an attribution record that survives the handoff. […]
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What a channel partner marketing plan is Short answer: A channel partner marketing plan is the written, one-page artifact that says what you and a partner will do together this quarter to source pipeline, who owns each part, and how you will measure it. It turns a marketing strategy into a specific set of commitments […]
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What partner channel management is Short answer: Partner channel management is the ongoing work of recruiting, onboarding, enabling, and measuring partners so the channel produces revenue on a predictable cadence. It is an operating discipline, not a relationship you maintain with good intentions and a quarterly lunch. The programs that produce run the channel like […]
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What partner ecosystem management is Short answer: Partner ecosystem management is the work of coordinating many partners around the accounts and outcomes you share, rather than managing each partner in a straight line one at a time. It treats the set of partners as a network where value comes from the overlaps between them, so […]
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What a partner ecosystem platform is Short answer: A partner ecosystem platform is the software you use to run partnerships, spanning partner administration, ecosystem data, marketplace selling, and the execution that ties it to revenue. It is rarely one product; it is a stack of layers, and most confusion in the buying process comes from […]
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What a sales channel is Short answer: A sales channel is the route your product takes to reach a buyer, whether through your own reps, a partner, a marketplace, or a self-serve motion. It matters because the route shapes the economics, the customer experience, and who owns the relationship, so choosing channels is a strategic […]
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What sales channel management is Short answer: Sales channel management is the discipline of designing and running the full set of routes your product takes to market, direct, partner, distribution, and marketplace, so they cover the buyer without colliding with each other. It is a portfolio problem: the goal is not to run the perfect […]
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What a channel partner marketing strategy is Short answer: A channel partner marketing strategy is the plan for generating demand through your partners, using co-marketing, funding, and partner-ready assets to produce pipeline in their markets. It is a through-channel motion you design and fund, not a one-off co-branded webinar you run when someone remembers to. […]
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Market development funds best practices start with one number: cost per qualified lead. Here is how to fund a partner program that actually produces pipeline.
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