The best advice on building partner programs that produce forecastable revenue.
Short answer Short answer: A referral partner is a company or individual who introduces you to prospects in their network in exchange for a fee, without taking part in the sale or the transaction. It matters because a referral partner opens warm doors that cold outreach cannot, but the model only produces when the referral […]
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Short answer Short answer: Through channel marketing is demand generation a vendor runs through its partners, supplying campaigns, content, and funds so partners market to their own customers under their own brand. It matters because partners own trusted relationships a vendor cannot reach directly, but most of these programs underperform because they push vendor material […]
Short answer Short answer: Partnership marketing is joint marketing between two companies that combine audiences, content, and channels to generate demand for a shared value proposition. It matters because a co-branded campaign borrows the trust and reach of both brands at once, which is why a partner webinar or joint guide usually outperforms the same […]
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 is MindMatrix PRM? Short answer: MindMatrix PRM is a partner relationship management platform that pairs standard PRM administration with through-channel marketing automation, so partner onboarding, deal registration, and co-branded marketing all sit in one system rather than three. It leans toward programs that push marketing and demand generation through partners, and its pitch is […]
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What is a design partner? Short answer: A design partner is an early customer who agrees to co-build a product with you, giving deep, repeated feedback in exchange for early access and real influence over what gets built. It is not a beta tester and not a logo for a slide, it is a working […]
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What are partner tiers? Short answer: Partner tiers are the named levels in a partner program, such as registered, silver, gold, and platinum, that sort partners by how much they produce and reward each level with progressively better benefits. They are meant to be a production ladder, a way to give your best partners more […]
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What are the main Impartner competitors? Short answer: The main Impartner competitors are the other partner relationship management platforms a team evaluates when it needs to administer partners, deal registration, and a partner portal, including Introw, Euler, Channelscaler, ZINFI, Kiflo, Magentrix, and Mindmatrix. They differ mostly in depth, price, and how much of the partner […]
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What is partner operations? Short answer: Partner operations is the discipline that keeps a partner program running and measurable, the systems, processes, and data work that handle partner onboarding, deal registration, tiering, reporting, and the connection between partner activity and CRM revenue. It is the back office of partnerships, the equivalent of what sales operations […]
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What are B2B partnerships? Short answer: B2B partnerships are formal relationships between two businesses that agree to work together to reach customers and produce revenue, spanning referral, reseller, technology, and strategic alliances. They are a go-to-market channel, not a networking exercise, and the ones that work are built backward from the revenue you want partners […]
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What is a VP of partnerships? Short answer: A VP of partnerships is the executive who owns the partner channel as a revenue line, responsible for the strategy, the team, and the pipeline and revenue that partners source and influence. It is a revenue leadership role, not a relationship-management one, and the difference matters: a […]
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What is a partner scorecard? Short answer: A partner scorecard is a structured view that ranks and evaluates partners by the metrics that matter most, above all the pipeline and revenue they source and influence, so you can see who is producing and who is not. It is a management tool, not a report card […]
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What is Introw PRM? Short answer: Introw PRM is a partner relationship management platform built to sit close to your CRM, so partner data, deal registration, and partner-sourced pipeline live next to the revenue system your reps already use rather than in a separate portal no one checks. It is one of a newer group […]
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What is the AWS ACE program? Short answer: The AWS ACE program, short for APN Customer Engagements, is the mechanism AWS partners use to share opportunities with AWS and co-sell deals together, submitting deals into AWS through the ACE pipeline so AWS sellers can collaborate on them. It is the connective tissue of the AWS […]
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Short answer Short answer: Account mapping in sales is the practice of comparing your customer and prospect list with a partner’s to find the accounts you share, so the two sales teams can trade warm introductions and co-sell into them. It matters because a shared account with a partner already inside it is the warmest […]
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Whether starting with a single sales team or a single partner, any co-sell motion can be live within 30 days.
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My journey from Education to Operations has equipped me with a unique perspective and skill set that perfectly aligns with Forecastable’s mission to help businesses improve sales collaboration through partner co-selling strategies.
At Forecastable, I am passionate about empowering teams and organizations to unlock the full potential of strategic partnerships. By leveraging my expertise in communication, leadership, and operational efficiency, I contribute to creating seamless co-selling processes that align with business goals and deliver exceptional results.
The intersection of my educational foundation and operational experience fuels my dedication to fostering alignment, building trust, and enhancing collaboration between partners. I am driven by the opportunity to contribute to a platform that not only optimizes sales strategies but also strengthens relationships that lead to long-term growth.
Paul Johnson has 20+ years of software development and consulting experience for a variety of organizations, ranging from startups to large-enterprise organization with highly-complex needs.
Mr. Johnson has a long track record of successful technology deployments.
This, combined with his deep passion for machine learning and exceptional user experience design, allows him to lead our technical direction from the front with confidence.
After serving in The United States Marine Corps, Alex Buckles spent the next two decades as a student of revenue production and an advocate for innovation.
Along the way, he has helped numerous companies achieve double and triple-digit growth by crafting and executing high-performing go-to-market strategies, with co-selling at the center of each.
As a once-advanced technical marketer, an expert sales & partner professional, and a strong customer success advocate, Mr. Buckles understands the impact of these functions aligning not only on revenue production, but on the day-to-day execution of the go-to-market strategy. This concept of revenue-team alignment is what quickly became the foundation of Forecastable back in January of 2018.
In his free time, you’ll find him spending quality time with his children, one of whom is on the autism spectrum. 1 in 36 children in the U.S. are on the spectrum and boys are four times more likely to be diagnosed than girls.
With that in mind, Mr. Buckles plans on dedicating the rest of his life serving those living with autism, through his organization Pathways for Autism. From his perspective, there must be a scalable and financially self-sustaining infrastructure established to put as many individuals with autism as possible on a path towards complete independence as adults.
