Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is a HubSpot deal stages co-sell setup? Short answer: A HubSpot deal stages co-sell setup is the way you configure your pipeline so a deal worked with a partner is tracked as one, from the stage where the partner enters to the credit captured at close. It uses your existing pipeline plus a few […]
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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 co-sell plan? Short answer: A co-sell plan is the document that defines how a company will sell with a specific partner, the target accounts, the deal motion, the owners, and the credit rules. It turns a vague intention to partner into a concrete operating plan that reps can run against. A co-sell […]
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What is a co-sell program? Short answer: A co-sell program is the structure that makes joint selling with partners repeatable across many deals and many reps, the defined motion, the ownership, the attribution, and the incentives. It is what turns occasional co-sell wins into a producing, forecastable motion. A co-sell program is broader than a […]
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What is co-sell sales cycle time? Short answer: Co-sell sales cycle time is how long a deal takes to close when a partner is selling alongside your rep, measured from first opportunity to closed-won. It usually runs shorter than a comparable solo deal because the partner’s trust and access compress the early, slow stages of […]
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What are co-sell services? Short answer: Co-sell services are outside help that builds or runs a company’s joint-selling motion, the motion design, the attribution setup, the enablement, and sometimes the ongoing management. They are the hands-on alternative to figuring out co-sell internally or buying software and hoping the motion follows. Co-sell services sit between strategy […]
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What is co-sell software? Short answer: Co-sell software is tooling that supports a joint-selling motion, surfacing account overlap with partners, capturing partner-sourced revenue, and coordinating deals between your reps and theirs. It is the infrastructure a co-sell motion runs on, not the motion itself. The category covers several overlapping tools, ecosystem data platforms, marketplace co-sell […]
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What are partner deal stages? Short answer: Partner deal stages is the structured set of pipeline stages a co-sell deal moves through, with exit criteria at each stage that name both the host-side and the partner-side moves required to advance. It exists because the direct-sale stage map does not capture the partner-side work that makes […]
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What is a partner discovery call? Short answer: A partner discovery call is the first thirty-to-sixty minute working session between a host partnerships team and a partner-side counterpart to determine whether a joint go-to-market motion is operationally viable, with a named joint customer use case, named overlap accounts, and a defined next move at the […]
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What does it take to get AEs to co-sell? Short answer: How to get aes to co-sell is to make co-sell the easiest path to their next deal: pick three named accounts per AE, run a thirty-minute weekly deal review, ship a one-page joint value prop the AE can read in two minutes, and confirm […]
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What does adoption of a co-sell playbook look like? Short answer: How to get co-sell playbook adopted is to shrink the asset to one page, attach it to the weekly co-sell deal review, confirm the comp plan rewards the motion it describes, and audit usage on every deal in the room. A playbook lives or […]
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What does it take to start co-selling? Short answer: How to start co-selling is to pick one partner, agree on the joint number with that partner’s senior leader, name three accounts per AE on each side, ship a one-page joint value prop, and book a weekly thirty-minute deal review on both calendars before the kickoff […]
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