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 partner pipeline for the CFO? Short answer: Partner pipeline for the CFO is the view of partner-influenced and partner-sourced revenue translated into the language a finance leader uses to make budget decisions, conversion rates, attribution clarity, and a defensible return on the program’s cost. It is the difference between a partnerships team that […]
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What is partner-as-a-service? Short answer: Partner-as-a-service is a model in which a company hires an external team to run some or all of its partnership operations, recruiting, onboarding, enabling, and managing partners, rather than building that capability entirely in house. It lets a company stand up or scale a partner motion without first hiring and […]
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What is partner-assisted selling? Short answer: Partner-assisted selling is a motion in which a partner actively helps your own seller win a deal, contributing trust, technical credibility, customer access, or a complementary product, rather than simply handing over a lead and stepping back. It sits between a pure referral, where the partner passes a name, […]
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What is partner-led GTM? Short answer: Partner-led GTM is a go-to-market model in which partners are the primary route to reaching, selling, and serving customers, rather than a supplementary channel layered on top of a direct sales motion. It means the company designs its entire commercial engine, sales, marketing, support, and product, around partners carrying […]
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What is partner-led sales? Short answer: Partner-led sales is a motion in which the partner runs the sales process and owns the customer relationship, while your own team supports from behind with product expertise, deal desk help, and resources. It inverts the usual arrangement, the partner is the seller in front of the customer and […]
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What is a partner sales process? Short answer: A partner sales process is the defined, repeatable set of stages a partner-involved deal moves through, from the first signal to the close, with an owner and an exit criterion named at each stage. It exists so that partner deals advance on a known set of gates […]
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What is the partner-sourced leads close rate? Short answer: The partner-sourced leads close rate is the share of leads originated by a partner that go on to become paying customers, measured against the same definition you use for direct leads. It tells you whether partner-referred opportunities convert better, worse, or the same as the rest […]
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What is partner-sourced pipeline? Short answer: Partner-sourced pipeline is the total value of open opportunities that a partner originated rather than your own sellers, tracked through the same stages as the rest of your pipeline. It measures how much potential revenue the partner channel is actually creating, as opposed to how many partners you have […]
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What are partner spiffs? Short answer: Partner spiffs are short-term, targeted incentives that reward a partner’s individual reps for taking a specific action, registering a deal, closing a particular product, hitting a number by a deadline, on top of the standard margin or commission. They are a tactical nudge aimed at the people doing the […]
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What is a partner tier structure? Short answer: A partner tier structure is the system of ranked levels, often named something like registered, silver, gold, and elite, that sorts partners by their commitment and performance and ties each level to a defined set of requirements and benefits. It is the mechanism a program uses to […]
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Short answer Short answer: Channel optimization is the work of concentrating partner effort, budget, and attention on the partners and accounts that actually produce revenue, and pulling those resources back from the ones that do not. It matters because most channel programs spread themselves thin across a long list of signed partners and mistake activity […]
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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.
