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.
Forecastable Blog
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.
Mutual Action Plan: What It Is and How to Build One
What is a mutual action plan? Short answer: A mutual action plan is the joint, dated roadmap that a buyer and a seller agree to follow to move a deal from evaluation to a decision and beyond, listing the milestones, the owner on each side, and the dates, across the whole pursuit rather than only […]
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Why Co-Sell Programs Fail (and How to Fix Yours)
Co-sell programs fail when they are run as relationship work instead of a sales motion. The five patterns I see most, and the one play to fix yours this week.
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What Is Co-Selling? A Definitive Guide for B2B SaaS
Co-selling is two reps working one deal and sharing the credit. What it is, how it differs from referrals and channel sales, and how to run a motion that produces.
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Account-Based Discovery for Partner Teams
What is account-based discovery? Short answer: Account-based discovery is the practice of starting from a defined list of target accounts and working backward to find the partner relationships, signals, and entry points into each one, rather than starting from inbound leads and hoping the right accounts show up. It flips discovery from reactive to deliberate. […]
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Co-Sell Strategy: Building a Motion That Produces
What is a co-sell strategy? Short answer: A co-sell strategy is the set of decisions about which partners you sell with, which accounts you go after together, and how the joint motion runs. It chooses where co-sell effort goes so the company produces partner pipeline by design rather than by lucky overlap. It is not […]
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Co-Sell Training: Teaching Reps to Sell With Partners
What is co-sell training? Short answer: Co-sell training is how a company teaches its reps to run joint deals with partners, the pitch, the workflow, and the handoffs that a co-sell motion requires. It exists to turn a co-sell strategy into rep behavior, so the motion runs in the field rather than living in a […]
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How to Co-Sell: A Step-by-Step Guide for Reps
What is co-selling? Short answer: How to co-sell comes down to four steps: find the accounts you and a partner both have reason to work, agree who does what, run the joint deal, and settle credit before close. It is two companies working one account together so the combined motion closes faster than either would […]
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How to Get Sales Team to Co-Sell, Step by Step
What does getting a sales team to co-sell mean? Short answer: How to get sales team to co-sell reduces to one rule: make the partner the easy path on accounts reps already work. They adopt a partner when it shortens their next close, not when they are told partners matter, so engineer that on real […]
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How to Get Warm Intros at Partners, Reliably
What is a warm intro from a partner? Short answer: How to get warm intros at partners comes down to making the introduction effortless, hand the partner a specific account, a ready-to-send note, and a clear benefit to their customer. They give intros reliably only when saying yes costs them almost nothing. A warm intro […]
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How to Scale Co-Selling Without Losing the Motion
What does scaling co-selling mean? Short answer: How to scale co-selling means turning a motion that works with a few partners into one that works across many, by standardizing the play, tiering the partners, and instrumenting the pipeline. It is the shift from co-selling that depends on a few strong relationships to co-selling that runs […]
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