Partner Events: B2B Event Marketing That Puts Target Accounts in the Room
Partner events run soup to nuts: invite lists from partner data, registration, venue and follow-up, measured by target accounts in the room.
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Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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All Account Mapping (29) AI in Partnerships (12) B2B Sales Foundations (81) Channel & Reseller Sales (7) Co-Selling (104) Deal Registration (5) Ecosystem-Led Growth & Nearbound (28) Partner Attribution & Reporting (30) Partner Enablement & Onboarding (33) Partner Marketing (55) Partner Programs (57) Partner Tech & PRM (70) Partnerships Forecasting (34) Partnerships Roles & Hiring (96) Partnerships Strategy & Leadership (115)Latest Post
Post-Acquisition Cross-Sell: Live in the First 100 Days
The post-acquisition cross-sell window is short. Here is how to treat two sales teams and two partner ecosystems like co-sell partners, set credit rules, and get the first GTM motion live in weeks, inside 100 days.
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Editor's Picks
GTM Credits: Turn Leftover MDF Into GTM Motions You Run Next Quarter
Prepaid, $1 for $1 and good for 12 months: GTM credits turn leftover MDF into GTM motions you run when you’re ready.
B2B Demand Generation Agency: Pipeline Through Your Partners
Demand generation run through the partners your buyers already trust, often partner-funded and measured in SQOs and cost per SQO.
Post-Acquisition Cross-Sell: Live in the First 100 Days
The post-acquisition cross-sell window is short. Here is how to treat two sales teams and two partner ecosystems like co-sell partners, set credit rules, and get the first GTM motion live in weeks, inside 100 days.
Read Article
Alex Buckles
Co-Selling Enterprise Deals Across Different CRMs
Enterprise co-sell deals can involve three or four companies, each with its own CRM and forecast. Here is how one joint mutual action plan, one buying committee map and authorized access keep the deal on track.
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Alex Buckles
Running GTM Motions as Your Partner: Controlled Surround Sound
Controlled surround sound means a target account hears your story from you and from the partners it trusts, in a planned order. Here is how to run GTM motions as you, as the partner, or both, and keep the pipeline partner-sourced.
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Alex Buckles
How Your Partners Can Fund Your Partner Program (It Could Cost You $0)
Your partners can fund your partner program through MDF, direct co-investment and a cost split across every partner that benefits. Here is how a partner program can cost you $0, and what partners need before they say yes.
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Co-Selling Partnership: What It Is and How It Works
Short answer Short answer: A co-selling partnership is an arrangement where two companies’ sales reps work the same accounts together, sharing intelligence, introductions, and deals so both close more than either would alone. It works when it is hyper-focused on a small set of shared accounts with rep-to-rep relationships and clean credit, and it fails […]
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What Are Market Development Funds (MDF)? The M Is Market, Not Marketing
Market development funds are the biggest partner budget most SaaS companies never touch. The M stands for market, not marketing. Here is how to find MDF, justify it on cost per sales-qualified opportunity, and fund partner programs with it.
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Partner Multithreading Tracking in Co-Sell Deals
What is partner multithreading? Short answer: Partner multithreading is having more than one real relationship engaged on both sides of a co-sell deal, on your side, the partner’s side, and inside the customer. Tracking it means counting those threads on each deal so you can see which co-sells rest on a single person. It matters […]
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Partner Discovery Questions for Co-Sell Deals
What partner discovery questions are Short answer: Partner discovery questions are the questions you ask a partner about a shared account before committing reps to a co-sell motion, to confirm the deal is real and the partner can actually help. They matter because most co-sell effort is wasted on accounts where the partner has less […]
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Co-Sell Enablement for Account Executives
Short answer: what co-sell enablement for account executives is Co-sell enablement for account executives is the set of briefs, plays, and incentives that make an AE actually run a partner motion on a live deal instead of ignoring it. It is the missing layer between a signed partnership and a closed deal. Give an AE […]
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Co-Sell Deal Registration Process: How to Run It
Short answer: what a co-sell deal registration process is A co-sell deal registration process is the defined workflow a partner and vendor use to formally record a joint deal, lock in who gets credit, and trigger the support and rules that follow. It is the paperwork that keeps co-sell from turning into a credit fight. […]
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