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 does it take to justify partnership investment to a CFO? Short answer: Justifying partnership investment is the budget-defense motion every head of partnerships now has to run quarterly, and the move that works is to bring a CFO a signed sourced and influenced attribution definition, a partner pipeline forecast with commit and upside ranges, […]
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What is execution discipline in partnerships? Short answer: Execution discipline in partnerships is the operating habit of running a small number of joint motions on a fixed weekly cadence, with named owners on both sides, a written artifact for every step, and a forecast-grade metric that finance accepts. It is not heroics; it is the […]
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What is executive alignment in partnerships? Short answer: Executive alignment meaning is the working agreement between senior leaders at two partnering companies on the joint revenue number, the few motions that will produce it, and what each side owes the other to make it happen. It is a quarterly artifact two CROs sign, not a […]
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What is Forecastable? Short answer: Forecastable is a partnerships operating platform that turns scattered partner activity into a revenue forecast a CFO will fund. It exists because the gap between what partnerships teams report and what finance trusts has become the single largest obstacle to partner-program investment in B2B SaaS. The product helps partner teams […]
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What is AE adoption of partners? Short answer: How to drive AE adoption of partners reduces to one rule: make the partner the easy path on the named accounts the AE already cares about. Every other tactic, including spiffs, mandatory deal registration, and partner training, fails unless the partner makes the AE’s existing work easier […]
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What is a trusted advisor in partner sales? Short answer: How to become trusted advisor partner sales reduces to three behaviors repeated over a long enough time horizon: bring data the partner does not already have, own the next step in every conversation, and occasionally lose money you could have made to keep the partner’s […]
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What is co-selling without warm relationships? Short answer: Co-sell without warm relationships is possible, and the teams that lean on personal chemistry alone tend to stall first. It works when the joint motion runs on shared mechanics, account overlap, a joint pitch, and a deal-review cadence, rather than on whether two partner managers happen to […]
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What is the cost of not having a partner program? Short answer: The cost of not having a partner program is the revenue, deal influence, and competitive ground a company gives up because partner activity has no system around it. It does not appear as a line item, which is exactly why it goes unmanaged, […]
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What do Crossbeam reviews tell you? Short answer: Crossbeam reviews consistently rate the account-overlap data highly and rate the surrounding operating model less clearly, because most reviewers are scoring the tool and not the motion it feeds. They tell you the data is reliable and easy to connect, and they rarely tell you whether a […]
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What is ecosystem-involved vs ecosystem-led? Short answer: Ecosystem-involved vs ecosystem-led describes how much of a deal a partner ecosystem actually drives, and the difference is degree, not type. A deal is ecosystem-involved when a partner touched it somewhere along the way, and it is ecosystem-led when the ecosystem set the strategy, sourced the opportunity, and […]
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What a partner portal is Short answer: A partner portal is the software your partners log into to register deals, find enablement content, and see the pipeline they share with you. It matters because a portal is the front door to your program, and a front door no partner walks through is an expense with […]
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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.
