Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is a reseller partner program? Short answer: A reseller partner program is the structured arrangement through which a vendor lets partners sell its product to their own customers for a margin, defining the tiers, discounts, rules, and support that make reselling worthwhile on both sides. It turns other companies into an extension of your […]
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What is channel marketing? Short answer: Channel marketing is the practice of generating demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to market your product to their audiences, and it measures the pipeline that motion produces. Done right, it turns partners into a demand […]
What is partner marketing? Short answer: Partner marketing is marketing done with and through your partners to reach audiences you could not reach alone. It spans co-branded campaigns, joint content, referral and affiliate motions, and technology-partner integrations, all aimed at borrowing a partner’s trust and reach. The goal is pipeline that comes recommended, not cold. […]
What is channel marketing? Short answer: Channel marketing is marketing that generates demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to promote your product to their audiences, and it measures the pipeline that motion returns. In short, it is marketing that reaches buyers through […]
What is a reseller partner program? Short answer: A reseller partner program is the structured arrangement through which a vendor lets partners sell its product to their own customers for a margin, defining the tiers, discounts, rules, and support that make reselling worthwhile on both sides. It turns other companies into an extension of your […]
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What is a software reseller program? Short answer: A software reseller program is a vendor arrangement that lets partners resell software licenses or subscriptions to their own customers for a margin, usually bundling implementation and support services around the product. It is the reseller model applied to software specifically, where the economics run on recurring […]
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What is channel sales management? Short answer: Channel sales management is the discipline of producing revenue through partners with the same rigor a direct sales org applies to its own reps: selection, enablement, pipeline, and forecasting. It is the system, not the personality, that makes a channel produce. Where it is absent, partner revenue is […]
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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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What is partner-assisted selling? Short answer: Partner-assisted selling is a motion in which a partner actively helps your own seller win a deal, contributing trust, technical credibility, customer access, or a complementary product, rather than simply handing over a lead and stepping back. It sits between a pure referral, where the partner passes a name, […]
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What is partner-led sales? Short answer: Partner-led sales is a motion in which the partner runs the sales process and owns the customer relationship, while your own team supports from behind with product expertise, deal desk help, and resources. It inverts the usual arrangement, the partner is the seller in front of the customer and […]
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What is a partner margin structure? Short answer: A partner margin structure is the set of discounts, uplifts, and tiers that determine how much a reseller or channel partner earns on a deal, and what behavior earns more. It is the economic engine of a resell program, and it is designed to pay the most […]
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