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 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 […]
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What is MEDDIC for partnerships? Short answer: MEDDIC partnerships is the application of the classic sales qualification frame (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion) to co-sell and partner-sourced deals, with a partner-side mirror on every letter so the host AE and the partner counterpart qualify the same opportunity on the same […]
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What is nearbound sales? Short answer: Nearbound sales is the GTM motion where the AE works partner-derived signal (account overlap, partner-of-partner relationships, joint customer alerts, ecosystem-level engagement) as the primary prospecting input, instead of cold outbound or inbound MQLs. It sits between inbound and outbound, runs on signal from the ecosystem, and produces a higher […]
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What are outsourced partnerships? Short answer: Outsourced partnerships is the engagement model where a B2B company hires a fractional partnerships leader, a partner-sourced GTM agency, or a partner-as-a-service vendor to run all or part of the partnerships motion instead of (or alongside) building an in-house team. It exists because partnerships is a slow-to-build function with […]
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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 a partner battle card? Short answer: A partner battle card is the one-to-two page AE-facing enablement asset that names the joint value, the named buying personas, the co-sell motion, and the head-to-head competitive position when a host product and a partner product are sold together. It exists because AEs cannot remember the joint […]
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What are partner deal stages? Short answer: Partner deal stages is the structured set of pipeline stages a co-sell deal moves through, with exit criteria at each stage that name both the host-side and the partner-side moves required to advance. It exists because the direct-sale stage map does not capture the partner-side work that makes […]
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What is a partner discovery call? Short answer: A partner discovery call is the first thirty-to-sixty minute working session between a host partnerships team and a partner-side counterpart to determine whether a joint go-to-market motion is operationally viable, with a named joint customer use case, named overlap accounts, and a defined next move at the […]
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What is partner discovery data? Short answer: Partner discovery data is the structured intelligence layer that converts raw partner-side signal (account overlap, customer status, buying-committee relationships, deal-in-progress flags) into AE-ready signal with named tiers, partner-side context, and a defined next move per signal. It exists because raw overlap data is not signal, and AEs working […]
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What is a partner ecosystem map? Short answer: A partner ecosystem map is the structured visualization and classification of every partner in a company’s go-to-market ecosystem, with named tiers, partner-type categories (SI, ISV, reseller, marketplace, agency, alliance), joint motion labels, and overlap density per partner per segment. It exists because a company cannot make sound […]
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What a channel partner training platform is Short answer: A channel partner training platform is the software you use to onboard, train, and certify partners so they can represent and sell your product correctly. It matters because an untrained partner is worse than no partner, since they pitch you wrong in front of customers you […]
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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.
