Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is partner multithreading? Short answer: Partner multithreading is having more than one real relationship engaged on both sides of a co-sell deal, on your side, the partner’s side, and inside the customer. Tracking it means counting those threads on each deal so you can see which co-sells rest on a single person. It matters […]
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What a B2B partner marketing strategy is Short answer: A B2B partner marketing strategy is the plan for how you market to partners, through partners, and with partners, so partner relationships turn into pipeline rather than logos on a slide. It works when each of those three audiences has its own goal and the whole […]
What a channel partner marketing plan is Short answer: A channel partner marketing plan is the written, one-page artifact that says what you and a partner will do together this quarter to source pipeline, who owns each part, and how you will measure it. It turns a marketing strategy into a specific set of commitments […]
What a channel partner marketing strategy is Short answer: A channel partner marketing strategy is the plan for generating demand through your partners, using co-marketing, funding, and partner-ready assets to produce pipeline in their markets. It is a through-channel motion you design and fund, not a one-off co-branded webinar you run when someone remembers to. […]
Fluffy conversations, or as our CEO at Forecastable calls them, “squishy” discussions, lack what’s needed to push the needle forward and drive results in partner relationships. These conversations often hover around general inquiries about progress, with responses like “things are going well.” The partner managers then make broad assumptions about what ‘going well’ means. However, […]
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In the world of SaaS and services partnerships, one of the most-effective strategies for sourcing revenue and extending your salesforce, without additional internal costs, is by running account-development plays. Whether you’re a services partner looking to attract sourced revenue from SaaS partners or a SaaS company aiming to leverage partners for more-comprehensive account-development, this approach […]
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As a frontline sales manager, your team’s success can hinge on your ability to identify partners who can make or break your deals. The best way to gain this insight is through the experiences and observations of your sales reps. They know which partners stand out as valuable assets and which pose barriers to closing […]
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The fear of a partner “screwing up your deal” is a common one for sales reps. While partners can bring expertise, resources, and reach to your efforts, a mistake can quickly unravel all your hard work. This concern is valid. Bringing any new human – partner or not – into a deal adds risk. For […]
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One of the biggest problems sales reps have to consistently face is forecasting an accurate close date and making sure that the deal actually closes on or around that exact date. It’s not easy and requires in-depth planning and project management skills to consistently deliver closed/won opportunities on time. When you break it down into […]
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