Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What are co-selling solutions? Short answer: Co-selling solutions are the tools, systems, and operating approaches a company uses to sell alongside partners, spanning everything from a shared spreadsheet and a manual deal-review rhythm to dedicated software that finds account overlap and tracks joint deals. The phrase covers more than software, because a solution is the […]
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What is a b2b saas marketing partner? Short answer: A b2b saas marketing partner is a company you run joint marketing with, co-branded campaigns, joint webinars, shared content, and co-marketing to each other’s audiences, to create demand neither of you would generate alone. It can be a technology partner you integrate with, a channel partner […]
What are behavioral incentives for partners? Short answer: Behavioral incentives for partners are rewards tied to the specific actions that lead to revenue, such as completing certification, registering deals, or bringing a qualified opportunity, rather than only to a closed sale. They exist because the closed deal is a lagging result, and it pays partners […]
What is a partner incentive program? Short answer: A partner incentive program is the set of rewards, tiers, and payout rules a vendor uses to pay partners for the behaviors that produce revenue. It works when it pays for the specific actions that lead to pipeline, and it fails when it pays for signings, logos, […]
What are co-selling solutions? Short answer: Co-selling solutions are the tools, systems, and operating approaches a company uses to sell alongside partners, spanning everything from a shared spreadsheet and a manual deal-review rhythm to dedicated software that finds account overlap and tracks joint deals. The phrase covers more than software, because a solution is the […]
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What is co-sell messaging? Short answer: Co-sell messaging is the shared story two partnered companies tell a single buyer about why their combined solution solves a problem neither one solves as well alone. It names the customer’s problem, states how the two products work together, and gives both sales teams the same words to use […]
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What is a co-selling platform? Short answer: A co-selling platform is software that helps two companies sell together by finding where their customers and prospects overlap, sharing that account data securely, and coordinating the reps who work the joint deals. It replaces the spreadsheet swap and the guesswork about who knows whom, and its pitch […]
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What is the AWS ACE program? Short answer: The AWS ACE program, short for APN Customer Engagements, is the mechanism AWS partners use to share opportunities with AWS and co-sell deals together, submitting deals into AWS through the ACE pipeline so AWS sellers can collaborate on them. It is the connective tissue of the AWS […]
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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 the difference: close plan vs mutual action plan? Short answer: The difference in close plan vs mutual action plan is scope: a mutual action plan maps the whole pursuit from evaluation to a decision, while a close plan maps the final segment of dated steps that get an agreed deal to signature. They […]
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What is a mutual action plan template? Short answer: A mutual action plan template is a reusable structure, a set of fields for milestones, owners, dates, and dependencies, that a buyer and seller fill in to produce the joint roadmap for a specific deal, so they are not designing the format from scratch each time. […]
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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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What is a mutual close plan? Short answer: A mutual close plan is the dated sequence of steps to signature that the buyer and the seller agree and own together, rather than a plan the seller writes alone, naming each step, its owner on either side, and its due date. The word mutual is the […]
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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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