Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is a partner attribution model? Short answer: A partner attribution model is the signed definition for how partner-touched opportunities count toward sourced, influenced, and assisted pipeline and revenue, with named rules for which partner role at which stage produces which credit. It exists because finance will not fund a partner pipeline forecast without a […]
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What is an MDF event? Short answer: An MDF event is a partner-funded or jointly funded field marketing motion where market development funds underwrite a customer-facing activity (executive dinner, regional workshop, conference booth, or industry breakfast) with a named pipeline target and a sourced and influenced reporting back to the funding partner. It is not […]
Demand generation that runs through partners by borrowing their trust, measured as pipeline.
Short answer: most MDF (Market Development Funds) programs in B2B SaaS waste 50 to 70 percent of their budget. The cause is structural, not size. MDF gets framed too narrowly as marketing money. It then goes to partners who will not run the activity that drives pipeline. The fix is a defensible MDF program that […]
Partner-sourced pipeline can be forecast with the same rigor as direct pipeline if you separate it from direct, apply a partner-tier conversion model, weight by stage and aging, and report a confidence band the partner manager owns. Skip any of those four and the forecast loses CRO trust at the first deal review.
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Partner-sourced pipeline is revenue originated by a partner referral. Partner-influenced pipeline is revenue where a partner participated but didn’t originate the lead. Most teams blur the line, which kills CFO trust and makes the entire partnerships investment indefensible at budget time. The fix is operational, not editorial.
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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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