Nearbound Marketing: What It Is and How It Works
Demand generation that runs through partners by borrowing their trust, measured as pipeline.
Forecastable Blog
Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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All Account Mapping (11) AI in Partnerships (9) B2B Sales Foundations (24) Co-Selling (30) Ecosystem-Led Growth & Nearbound (9) Partner Attribution & Reporting (12) Partner Enablement & Onboarding (7) Partner Marketing (7) Partner Programs (16) Partner Tech & PRM (17) Partnerships Forecasting (13) Partnerships Roles & Hiring (22) Partnerships Strategy & Leadership (40) Uncategorized (1)Latest Post
Frontline Sales Manager Development: A Practical Guide
What is frontline sales manager development? Short answer: frontline sales manager development is the deliberate training, coaching, and operational system used to turn first-line sales managers into forecast-disciplined, deal-coaching leaders rather than senior reps with a bigger spreadsheet. In 2026, it is the highest-leverage investment any revenue org can make, and the most consistently underbuilt. […]
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Editor's Picks
MDF Programs That Generate Real Pipeline (Not Just Activity)
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 […]
Joint Demand Generation: How to Run Co-Marketing That Converts
Short answer: joint demand generation campaigns with partners produce 2x to 4x the ROI of solo demand-gen when designed correctly. They produce 0.5x or worse when designed wrong. The difference comes down to four design decisions. You need a shared ICP, a single accountable owner, lead-level attribution, and a structured handoff motion. Get those four […]
Alex Buckles
Partner Pipeline Confidence Bands: The Range Model That Earns CRO Trust
Partner pipeline confidence bands report the partnerships forecast as three numbers (low, mid, high) instead of one. The low band includes only deals at stage 4 or later with active Co-Sell Plans and a partner check-in within fourteen days. Mid adds stage 3 deals with active partner engagement. High adds stage 2 deals with strong […]
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Build a Partner Pipeline Forecast CFOs Trust
Partner-sourced pipeline can be forecast with the same rigor as direct pipeline if you separate it from direct, apply a partner-tier conversion model, weight by stage and aging, and report a confidence band the partner manager owns. Skip any of those four and the forecast loses CRO trust at the first deal review.
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*Frontline Sales Management:* How to Systematically Drive Sales Team Success
A frontline sales manager’s mission is to attain team quota, which is usually a large number that’s split by a team of individual sales reps. If all reps attain their individual quotas, the manager’s number is also met. Simple, right? Ha! It’s not as easy as it sounds. Why? Because every single sales professional has […]
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