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A SaaS partnerships leader and a co-sell advisor evaluating options at a table, a printed checklist of co-sell solution criteria and a partner account list between them, deep navy and warm amber palette

Co-Selling Solutions for SaaS Companies: How to Choose

What are co-selling solutions for SaaS companies? Short answer: Co-selling solutions for SaaS companies are the services, frameworks, and software that help a software business sell jointly with its partners, spanning advisory help that designs the motion, frameworks that make it repeatable, and tooling that makes partner deals visible in the CRM. They are not […]

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Editor's Picks

MDF Event: A Working Playbook for Partner Pipeline

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 […]

Nearbound Marketing: What It Is and How It Works

Demand generation that runs through partners by borrowing their trust, measured as pipeline.

MDF Programs That Generate Real Pipeline (Not Just Activity)

Short answer: most MDF (Market Development Funds) programs in B2B SaaS waste 50 to 70 percent of their budget. The cause is structural, not size. MDF gets framed too narrowly as marketing money. It then goes to partners who will not run the activity that drives pipeline. The fix is a defensible MDF program that […]

A partnerships leader and a RevOps analyst at a wall monitor reviewing a partner-sourced pipeline growth chart while planning headcount, printed tier ladder on the table, deep navy and warm amber palette

Scaling a Partner Program: What Actually Has to Change

What is scaling a partner program? Short answer: Scaling a partner program is the work of growing partner-sourced revenue faster than the headcount and effort you add to produce it, by turning a few repeatable wins into a system that does not depend on any single person. It is an operating problem, not a recruiting […]

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A RevOps admin and a partner manager configuring a co-sell pipeline in HubSpot on a shared monitor, a printed field map and deal-stage list on the desk, deep navy and warm amber palette

Set Up HubSpot for Co-Sell: A Working Configuration

What does it take to set up HubSpot for co-sell? Short answer: To set up HubSpot for co-sell means configuring the CRM so partner involvement in a deal is captured, attributable, and actionable, through partner fields, a clear deal stage for co-sell, and routing that loops the right partner in. It is less about new […]

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Two partnerships strategists at a whiteboard sorting partner logos into two columns, one for integration partners and one for services partners, a printed partner map on the table, deep navy and warm amber palette

Tech Partners vs Business Partners: The Real Split

What is the tech partners vs business partners distinction? Short answer: Tech partners vs business partners is the difference between partners who create value through product integration and partners who create value through services, relationships, and reach. It separates the company whose software connects to yours from the firm that sells, implements, or advises customers […]

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Two executives from partnering companies at a small table agreeing on a shared revenue goal, a one-page joint plan with named owners between them, deep navy and warm amber palette

What Is Executive Alignment in Partnerships?

What is executive alignment? Short answer: Executive alignment is a shared, resourced commitment between the senior leaders of two partnering companies to a specific joint outcome, with each side putting real people, budget, and accountability behind it. It is the difference between two leaders who like each other and two leaderships who have agreed on […]

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An ecosystem team reviewing a printed co-sell framework on a whiteboard, mapping deal stages and partner roles, a shared account plan on the table, deep navy and warm amber palette

Co-Sell Frameworks for Ecosystem Teams: What to Trust

What are co-sell frameworks for ecosystem teams? Short answer: Co-sell frameworks for ecosystem teams are documented, repeatable models that define how partners and a vendor sell together, covering who owns the customer, how deals are registered and tracked, and what each side does at every stage. A trustworthy one is judged not by how polished […]

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A partnerships leader and a sales director diagnosing a stalled co-sell program at a wall monitor showing a flat partner-pipeline chart, a printed motion map on the table, deep navy and warm amber palette

Why Co-Sell Fails: The Structural Reasons It Stalls

What is meant by why co-sell fails? Short answer: Why co-sell fails is a question about structure more than effort, because most co-sell programs stall on design flaws, no defined motion, no clear ownership, no attribution, rather than on people not trying hard enough. It points to the systemic reasons a joint-selling program produces meetings […]

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Two sellers from partnering companies in a tense moment over a shared deal, one checking a phone while a customer waits, an account list and an unread handoff note on the table, deep navy and warm amber palette

Why Does Co-Selling Fail? The Human Reasons It Breaks

What does why does co-selling fail mean? Short answer: Why does co-selling fail is, at the level reps actually experience, a question about the human moments between two sellers, the slow handoff, the unbuilt trust, the credit that never gets shared, where joint deals quietly break even when the program looks well-designed on paper. It […]

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A partner operations lead and a RevOps manager comparing PRM platform options on a shared monitor, a printed evaluation scorecard and partner-program requirements list on the table, deep navy and warm amber palette

ZINFI Alternatives: PRM Platforms Worth Comparing

What are ZINFI alternatives? Short answer: ZINFI alternatives are the other partner relationship management platforms a team evaluates when ZINFI is not the right fit, ranging from full-suite PRM systems to lighter, CRM-native tools that handle deal registration and partner enablement without the weight of a full platform. They differ less in feature checklists than […]

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A partner manager and a partner's account executive running a joint deal review at a conference table with a shared account list and a co-sell plan printed between them, deep navy and warm amber palette

Working With Partner Sales Teams: The Operating Rules

What is working with partner sales teams? Short answer: Working with partner sales teams is the day-to-day practice of getting another company’s sellers to spend their limited selling time on deals where you help them win, by being useful to their number rather than asking them to carry yours. It is a relationship measured in […]

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A partnerships leader and an account executive at a desk reviewing an AE accountability scorecard on a laptop showing partner-sourced pipeline by rep, a printed engagement tracker on the table, deep navy and warm amber palette

AE Accountability in Partner Engagement: A Field Guide

What is AE accountability? Short answer: AE accountability is the practice of making individual account executives responsible for engaging partners and producing partner-sourced pipeline, with that responsibility tracked the same way quota is. It turns partner engagement from a nice-to-have into a measured part of the rep’s job. Most partnership programs ask reps to work […]

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A SaaS partnerships leader and a co-sell advisor evaluating options at a table, a printed checklist of co-sell solution criteria and a partner account list between them, deep navy and warm amber palette

Co-Selling Solutions for SaaS Companies: How to Choose

What are co-selling solutions for SaaS companies? Short answer: Co-selling solutions for SaaS companies are the services, frameworks, and software that help a software business sell jointly with its partners, spanning advisory help that designs the motion, frameworks that make it repeatable, and tooling that makes partner deals visible in the CRM. They are not […]

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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.