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. […]
A SaaS partnership strategy turns software partners into repeatable pipeline, not signed logos. Here is how to build one that sells, and why most fail.
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A channel partner portal is where partners register deals and reach enablement. Here is what a portal actually needs and the test that decides if it works.
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Partner marketing programs are the structured motions you run to, through, and with partners. Here is how to build ones that produce measurable pipeline.
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Channel conflict is when a company’s sales channels compete for the same deal. Here are the causes, the types, and how to prevent it with deal registration.
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Channel partner types range from resellers to ISVs to SIs and MSPs, each with a different role in the deal. Here is how to match the type to your motion.
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Partner program management is running a partner program as a revenue function, not an admin job. Here is the operating model that turns partners into pipeline.
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Partner deal registration protects the partner who sources a deal and prevents channel conflict. Here is how to design it so partners actually use it.
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A partner marketing manager turns co-marketing and MDF into pipeline. Here is what the role owns, the skills it needs, and the metrics that actually matter.
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Vertical channel conflict is friction between a vendor and its own partners or channel tiers. Here is what causes it and how to fix it without losing partners.
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Short answer Short answer: Channel partner sales enablement is the work of giving a partner’s reps the messaging, assets, and reasons-to-believe they need to sell your product inside their own accounts. It works when the partner’s rep can run the pitch without you in the room, and it fails when you ship a content library […]
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