Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is MEDDIC for partnerships? Short answer: MEDDIC partnerships is the application of the classic sales qualification frame (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion) to co-sell and partner-sourced deals, with a partner-side mirror on every letter so the host AE and the partner counterpart qualify the same opportunity on the same […]
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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 […]
Short answer: OEM partnerships are commercial agreements where a hardware manufacturer lets another company’s product become part of what it ships, and lets a wider channel sell the result. Picture a server builder or a commercial mobile device maker. Around its OEM program sits a crowd. Software vendors want their product certified and embedded so […]
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B2B partnerships are commercial relationships between two business organizations designed to produce joint customer outcomes and shared revenue. The category covers reseller channels, technology integrations, services and SI alliances, marketplace co-sell motions, and a long tail of joint go-to-market relationships. Strong B2B partnerships compound on operating discipline; weak ones run on personality and produce inconsistent […]
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A channel sales strategy is the operating plan that defines how a vendor sells through partners: which partners, in which segments, with which economics, on which cadence, against which pipeline target. Most published channel strategies are partner-count plans. The right strategy is anchored in partner economics: the producer-consumer ratio, the partner-attached pipeline target, the operating […]
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Partner program examples are most useful when you read past the logo gallery and study the structural mechanics: tier requirements, deal-registration rules, MDF gates, certification thresholds, co-sell expectations, and attribution policy. The same five or six structural patterns repeat across every successful program, regardless of category or scale. The patterns are what’s portable; the brand […]
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Targeting the partners worth signing from an ideal partner profile, not from inbound interest.
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Sequence four pillars before launching the portal: profile, attribution, activation, and pipeline.
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Build the internal business case for Crossbeam in three pieces: a five-lever diagnostic, conservative funnel math, and a staged rollout. CFO-ready.
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Partner ecosystem platforms are the software stack that operationalizes how a company recruits, manages, co-sells with, and reports on its partners. The stack has three layers: account mapping (Crossbeam, PartnerTap), PRM (Introw, Euler, Impartner, and others), and ecosystem orchestration (Forecastable). The right buying decision depends on the partner motion, not…
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Ecosystem partnerships are the network of technology, services, and channel partners whose combined presence at the same customer accounts produces co-sell, co-build, and customer-expansion opportunities. The operating model is different from one-to-one channel partnerships, ecosystem partnerships compound through overlap, integration density, and shared customer success rather than through bilateral commercial agreements. Run them well and […]
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Alex Buckles
Most CROs don’t trust the partner pipeline number their CPO walks into the weekly forecast call with. The reason is structural: the partner pipeline gets built on a different attribution model, refreshed on a different cadence, and aggregated at a different level of confidence than the direct pipeline. To earn a seat in the forecast […]
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