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 are co-sell best practices? Short answer: Co-sell best practices are the operating habits that consistently turn a signed partnership into joint pipeline. They are mechanics, not attitudes: a fixed deal-review cadence, clean overlap data, named roles, and attribution set before the first joint call. The phrase gets misused. Most lists of co-sell best practices […]
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What is co-sell enablement? Short answer: Co-sell enablement is the asset and training layer that equips a partner’s sellers to carry a joint pitch into a customer conversation. It is the difference between a partner who can name your product and a partner-side AE who can actually position the joint solution in a live deal. […]
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What is co-sell in financial services? Short answer: Co-sell in financial services is the joint selling motion run into banks, insurers, and asset managers, where vendor risk reviews, procurement gates, and regulatory constraints shape every step. It works the same way co-sell works anywhere, but it has to clear a buyer environment that other sectors […]
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What are co-sell KPIs? Short answer: Co-sell KPIs are the small set of headline numbers a partnerships leader commits to and is reviewed against: producing-partner rate, partner-sourced pipeline, partner-influenced revenue, and joint-deal cycle time. They are the scorecard, not the instrument panel, and they exist to answer one question from finance: is co-sell worth the […]
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What are co-sell metrics? Short answer: Co-sell metrics are the full set of measurements that show whether a joint selling motion is healthy, spanning leading signals that predict outcomes and lagging signals that confirm them. They are the instrument panel for a co-sell program, the layer beneath the headline scorecard. Co-sell metrics and co-sell KPIs […]
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What is a co-sell motion? Short answer: A co-sell motion is the repeatable operating model two companies use to find, work, and win deals together. It is the structured how of selling with a partner, distinct from the relationship that makes a partnership exist, and it is what turns a signed agreement into shared revenue. […]
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What is a co-sell plan template? Short answer: A co-sell plan template is a reusable structure two companies fill in to define how they will find, work, and win deals together. It replaces the vague intent of a signed partnership with named accounts, named owners, and a cadence, so the partnership has an operating plan […]
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What is a co-sell platform? Short answer: A co-sell platform is the software two companies use to find shared accounts, register joint opportunities, and track the pipeline they build together. It connects two CRMs so that overlap, deal status, and attribution are visible to both sides without anyone exporting a spreadsheet. The phrase covers more […]
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What is a co-sell playbook? Short answer: A co-sell playbook is the repeatable structure two companies follow to take a joint deal from a shared account to a closed win. It defines the stages, the moves at each stage, and the owner of each move, so every joint deal runs the same way instead of […]
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What is a co-sell playbook for the economic buyer? Short answer: A co-sell playbook for the economic buyer is the structure two companies use to bring a joint deal to the person who controls the budget. It coordinates both sellers around one business case aimed at one decision-maker, so the budget holder hears a single […]
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What a sales channel strategy is Short answer: A sales channel strategy is the deliberate choice of which routes to market you use to reach customers, direct, reseller, referral, marketplace, or a mix, and which route serves which segment. It matters because most companies accumulate channels by accident, adding a reseller here and a marketplace […]
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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.
