Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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 […]
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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 is a VP of partnerships? Short answer: A VP of partnerships is the executive who owns the partner channel as a revenue line, responsible for the strategy, the team, and the pipeline and revenue that partners source and influence. It is a revenue leadership role, not a relationship-management one, and the difference matters: a […]
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What is a partner scorecard? Short answer: A partner scorecard is a structured view that ranks and evaluates partners by the metrics that matter most, above all the pipeline and revenue they source and influence, so you can see who is producing and who is not. It is a management tool, not a report card […]
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What is Introw PRM? Short answer: Introw PRM is a partner relationship management platform built to sit close to your CRM, so partner data, deal registration, and partner-sourced pipeline live next to the revenue system your reps already use rather than in a separate portal no one checks. It is one of a newer group […]
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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 partner manager? Short answer: A partner manager is the person who owns a set of partner relationships and, more importantly, the pipeline and revenue those partners produce, responsible for recruiting, enabling, and co-selling with them. It is a quota-adjacent role, closer to sales than to account management, and the best partner managers […]
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What is Allbound PRM? Short answer: Allbound PRM is a full-suite partner relationship management platform for standing up a partner portal, onboarding partners, sharing enablement content, and registering deals. It gives a partner team one place to administer partners at scale rather than running the program out of email and spreadsheets. It sits in the […]
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What does a head of partnerships do? Short answer: The head of partnerships job responsibilities center on one outcome, partner-sourced and partner-influenced revenue, and everything else is in service of it. They own the program’s operating model, recruit and enable the right partners, run co-sell alongside direct sales, and report what the program produces in […]
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What are OEM alliance partners? Short answer: OEM alliance partners are two companies where one embeds the other’s product inside its own offering and resells it under its own brand, with the underlying vendor paid through a license or revenue share. They are the deepest form of technology partnership because the embedded product becomes part […]
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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, […]
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What are partner enablement best practices? Short answer: Partner enablement best practices are the methods that get a partner ready to sell a real deal, not just to pass a course. They tie every asset, session, and certification to a named opportunity and measure success by partner-sourced pipeline rather than completion rates. The test is […]
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