Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is channel partner recruitment? Short answer: Channel partner recruitment is the process of finding, qualifying, and signing the partners who will actually sell, service, or implement your product. It is the front door of a partner program, and it decides more about the program’s results than any later stage, because you cannot enable or […]
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What is channel marketing? Short answer: Channel marketing is the practice of generating demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to market your product to their audiences, and it measures the pipeline that motion produces. Done right, it turns partners into a demand […]
What is partner marketing? Short answer: Partner marketing is marketing done with and through your partners to reach audiences you could not reach alone. It spans co-branded campaigns, joint content, referral and affiliate motions, and technology-partner integrations, all aimed at borrowing a partner’s trust and reach. The goal is pipeline that comes recommended, not cold. […]
What is channel marketing? Short answer: Channel marketing is marketing that generates demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to promote your product to their audiences, and it measures the pipeline that motion returns. In short, it is marketing that reaches buyers through […]
What is partner readiness? Short answer: Partner readiness is the measure of whether a partner can actually find, run, and close deals for you, not whether they have signed an agreement or sat through onboarding. It is the gap between a partner who exists on paper and a partner who produces, and it is the […]
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What are sales partner insights? Short answer: Sales partner insights are the conclusions you draw from partner activity data that actually change what you do next, such as which partners to invest in, which deals need help, and where the channel is producing. They are the difference between a dashboard you look at and a […]
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What is CSM partner enablement? Short answer: CSM partner enablement is the practice of equipping customer success managers to bring partners into the post-sale motion, retention, adoption, and expansion. It makes the CSM a channel for partner value rather than a function that operates as if partners did not exist, which is how most success […]
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What is ecosystem GTM? Short answer: Ecosystem GTM is a go-to-market model that treats the partner ecosystem as a core route to revenue alongside direct sales, not as a side channel. It organizes the company’s selling around where partners already have trust and presence, so deals come through the ecosystem by design rather than as […]
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What is a fractional channel chief? Short answer: A fractional channel chief is a senior partnerships leader who builds and runs a company’s partner program part-time, on a fraction of a full executive’s hours and cost. It gives a company channel leadership at a stage when the partner motion needs direction but cannot yet justify […]
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What does it mean to go to market with partners? Short answer: To go to market with partners means building your route to customers around partners who already have the trust, reach, or capability you lack, rather than reaching every buyer directly. It decides where partners carry the selling motion and where your own team […]
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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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What is scaling a partner program? Short answer: Scaling a partner program is the work of growing partner-sourced revenue faster than the headcount and effort you add to produce it, by turning a few repeatable wins into a system that does not depend on any single person. It is an operating problem, not a recruiting […]
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What is the tech partners vs business partners distinction? Short answer: Tech partners vs business partners is the difference between partners who create value through product integration and partners who create value through services, relationships, and reach. It separates the company whose software connects to yours from the firm that sells, implements, or advises customers […]
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What is executive alignment? Short answer: Executive alignment is a shared, resourced commitment between the senior leaders of two partnering companies to a specific joint outcome, with each side putting real people, budget, and accountability behind it. It is the difference between two leaders who like each other and two leaderships who have agreed on […]
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