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*Tactics* for Turning Fluffy Partner Meetings Into Revenue-Focused Conversations

Fluffy conversations, or as our CEO at Forecastable calls them, โ€œsquishyโ€ discussions, lack whatโ€™s needed to push the needle forward and drive results in partner relationships. These conversations often hover around general inquiries about progress, with responses like “things are going well.” The partner managers then make broad assumptions about what โ€˜going wellโ€™ means. However, […]

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*Partner-Sourced Revenue Tactic:* The Account-Development Play

In the world of SaaS and services partnerships, one of the most-effective strategies for sourcing revenue and extending your salesforce, without additional internal costs, is by running account-development plays. Whether you’re a services partner looking to attract sourced revenue from SaaS partners or a SaaS company aiming to leverage partners for more-comprehensive account-development, this approach […]

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Team of coworkers performing a fist bump over a wooden table with laptops, notebooks, and coffee cups, symbolizing teamwork and collaboration.

*Systematic Category* Domination for Anchor SaaS Companies

Definitions: Anchor SaaS Company: SaaS provider with a large ecosystem of both service and technology partners. Supporting Partners (SaaS/Services/Hardware): Any partner or category of partner who’s critical along the ideal customer journey the Anchor SaaS Company has defined. The route to SaaS success (systematic revenue acquisition, retention, and expansion) has become a collaborative journey, involving […]

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*Frontline Sales Managers:* How to Know Which Partners Can Help or Hurt Your Team’s Deals

As a frontline sales manager, your team’s success can hinge on your ability to identify partners who can make or break your deals. The best way to gain this insight is through the experiences and observations of your sales reps. They know which partners stand out as valuable assets and which pose barriers to closing […]

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