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.
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Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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Alex Buckles
Designing a Partner Organization: 8 Weeks to a Board-Ready Plan
Most companies hire first and plan later. Here is how to design a partner organization the other way around, from partner data to a board-ready plan in about eight weeks, with sales-minded roles and AI before headcount.
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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.
Outsourced Partnerships: When It Works, When It Fails
What are outsourced partnerships? Short answer: Outsourced partnerships is the engagement model where a B2B company hires a fractional partnerships leader, a partner-sourced GTM agency, or a partner-as-a-service vendor to run all or part of the partnerships motion instead of (or alongside) building an in-house team. It exists because partnerships is a slow-to-build function with […]
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How to Hire a Partner Manager in 2026
What does it take to hire the right partner manager? Short answer: How to hire a partner manager is to write the scorecard against the partner motion you actually run, screen for sales DNA over relationship enthusiasm, run a deal-review interview where the candidate walks a real co-sell account, and make the first ninety days […]
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Fractional VP Partnerships: When to Hire One in 2026
What is a fractional VP of partnerships? Short answer: Fractional VP partnerships is a senior leader engaged part-time to install the operating model, run the first two quarters of cadence, and either hand the function to a full-time hire or stay on for ongoing oversight. The role exists because most companies need senior judgment well […]
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Partner Manager Job Description: What to Include
What is a partner manager job description? Short answer: a partner manager job description is the hiring document that defines the role’s scope, owned outcomes, and operating cadence, written specifically enough to filter candidates accurately and pay the role correctly. In 2026, the JDs that produce strong hires are concrete (name the partner relationship and […]
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Partner Manager Salary: What to Pay and Why
What is a partner manager salary? Short answer: a partner manager salary is the total compensation (base, variable, and equity) paid to the person who recruits, activates, and drives revenue through a company’s partners. There are now two structures in market for this role. The legacy structure pays a relationship-coordination hire on a 70/30 to […]
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VP of Partnerships: What the Role Is and When to Hire
What is a VP of Partnerships? Short answer: a VP of Partnerships is the senior leader who owns the partner revenue motion (strategy, team, and the partner-sourced number) and represents partnerships in the company’s revenue leadership. In 2026, the role is a revenue role, not a relationship role, and it should be hired and held […]
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Chief Partner Officer: What the Role Is and When to Hire
What is a Chief Partner Officer? Short answer: a Chief Partner Officer is the C-suite executive who owns partnerships as a primary go-to-market motion, sitting on the leadership team and accountable for partner-driven revenue at the board level. In 2026, the role exists at companies where partnerships is not a channel but the channel. A […]
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OEM Partnerships: When to Embed vs Resell
Short answer: what OEM partnerships are OEM partnerships are agreements where one company embeds another’s product inside its own offering and sells it as part of a single package. They differ from reselling because the customer often never sees the underlying vendor. Sign one when the embedded capability is core to your value but not […]
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B2B Partnerships: Types, How to Structure Them, and How to Make Them Produce Pipeline
Most B2B partnerships stall after the announcement. Here are the types, how to structure them and how a GTM motion turns them into pipeline.
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AWS ACE: How Partners Co-Sell With AWS
Short answer: what AWS ACE is AWS ACE is the APN Customer Engagements program, the system partners use to register and co-sell opportunities with AWS through the Partner Central pipeline manager. It is how a partner shares a deal with AWS, gets a partner development rep involved, and becomes eligible for co-sell support and funding. […]
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