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.
Forecastable Blog
Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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All Account Mapping (29) AI in Partnerships (12) B2B Sales Foundations (81) Channel & Reseller Sales (7) Co-Selling (104) Deal Registration (5) Ecosystem-Led Growth & Nearbound (28) Partner Attribution & Reporting (30) Partner Enablement & Onboarding (33) Partner Marketing (55) Partner Programs (57) Partner Tech & PRM (70) Partnerships Forecasting (34) Partnerships Roles & Hiring (96) Partnerships Strategy & Leadership (115)Latest Post
Channel Partner Agreement Template: What to Include
Short answer Short answer: A channel partner agreement template is a reusable contract that defines the terms of the relationship between a vendor and a channel partner, covering scope, economics, deal registration, rules of engagement, obligations, and termination. A good template gets you consistency and speed, but the sections that actually decide whether the partnership […]
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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.
How to Build a Partner Program
Sequence four pillars before launching the portal: profile, attribution, activation, and pipeline.
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Justifying Crossbeam: Building Your Internal Business Case
Build the internal business case for Crossbeam in three pieces: a five-lever diagnostic, conservative funnel math, and a staged rollout. CFO-ready.
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Partner Ecosystem Platforms: A Buyer’s Map
Partner ecosystem platforms are the software stack that operationalizes how a company recruits, manages, co-sells with, and reports on its partners. The stack has three layers: account mapping (Crossbeam, PartnerTap), PRM (Introw, Euler, Impartner, and others), and ecosystem orchestration (Forecastable). The right buying decision depends on the partner motion, not…
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Ecosystem Partnerships: What They Are, How They Work
Ecosystem partnerships are the network of technology, services, and channel partners whose combined presence at the same customer accounts produces co-sell, co-build, and customer-expansion opportunities. The operating model is different from one-to-one channel partnerships, ecosystem partnerships compound through overlap, integration density, and shared customer success rather than through bilateral commercial agreements. Run them well and […]
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Alex Buckles
How CROs Should Think About Partner Pipeline (Without Discounting It to Zero)
Most CROs don’t trust the partner pipeline number their CPO walks into the weekly forecast call with. The reason is structural: the partner pipeline gets built on a different attribution model, refreshed on a different cadence, and aggregated at a different level of confidence than the direct pipeline. To earn a seat in the forecast […]
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Alex Buckles
The CRO’s Comp Model for Partner-Sourced Pipeline
Partner-sourced pipeline should pay AEs the same commission as direct deals with full credit, no haircut. Partner managers get separate quota credit from a different comp pool. This eliminates the zero-sum fight and prevents AE sandbagging of partner intros.
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Alex Buckles
Partner Activation: The Work That Turns Enablement Into Pipeline
Partner activation is the work of getting partner sellers, technical teams, and customer success people to actually run deals alongside the vendor. The industry calls this enablement; the work that produces revenue is activation. Most B2B SaaS partner programs invest heavily in enablement content (training portals, certification badges, recorded courses) and underinvest in activation (motion […]
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Alex Buckles
Why Partner Programs Fail: The Five Structural Causes (and How to Fix Them)
Partner programs in B2B SaaS fail for predictable structural reasons, not for lack of effort. The five most common failure causes: missing executive sponsor, unclear partner ICP, no partner-influenced revenue accountability, weak partner activation (especially the motion and reinforcement layers), and absent operational rigor (attribution, forecast cadence, executive reporting). Get one of these wrong and […]
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Alex Buckles
Partner Pipeline Confidence Bands: The Range Model That Earns CRO Trust
Partner pipeline confidence bands report the partnerships forecast as three numbers (low, mid, high) instead of one. The low band includes only deals at stage 4 or later with active Co-Sell Plans and a partner check-in within fourteen days. Mid adds stage 3 deals with active partner engagement. High adds stage 2 deals with strong […]
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Alex Buckles
How to Report Partner Pipeline to the Board: The Slide That Works
The board slide that works for partner pipeline reporting has three numbers and nothing else. Partner-sourced ARR with three to five named accounts. Partner-influenced velocity lift measured in days reduced versus direct deals. Partner-sourced conversion rate compared to direct. No combined “total partner pipeline” headline. No engagement metrics. No forecast. Three credible numbers a CFO […]
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