Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is a predictable partner pipeline? Short answer: A predictable partner pipeline is partner-sourced and partner-influenced opportunity that you can forecast with the same confidence as direct pipeline, because it flows from a repeatable motion rather than a lucky quarter. It depends on consistent partner inputs and clean stage data, which is exactly why most […]
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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 […]
