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Two parallel amber arcs converging at a common horizon point on deep navy, illustrating the co-selling motion

Co-Selling: Definition, Models, and How It Works

Co-selling is the joint sales motion in which two companies pursue and close the same prospect or customer together, sharing context, sequencing, and accountability for the deal. The motion runs on shared deal mechanics, same logo, same buyer, same forecast date, same next step, not on shared friendly relationships. Companies that confuse the two get […]

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Editor's Picks

Featured image for Forecastable blog post on mdf programs

MDF Programs That Generate Real Pipeline (Not Just Activity)

Most MDF (Market Development Funds) programs in B2B SaaS waste 50 to 70 percent of their budget. The waste isn’t because the budget is too large. It’s because MDF gets framed too narrowly as marketing money and gets allocated to partners who can’t or won’t run the activity that generates pipeline. The defensible MDF model […]

Featured image for Forecastable blog post on joint demand gen

Joint Demand Generation: How to Run Co-Marketing That Converts

Joint demand-gen campaigns with partners produce 2x to 4x the ROI of solo demand-gen when designed correctly. They produce 0.5x or worse when designed wrong. The difference comes down to four design decisions: shared ICP definition (not “everyone we both sell to”), single owner accountable for execution (not “joint ownership”), pipeline attribution captured at the […]

Featured image for Forecastable blog post on content syndication

Partner Content Syndication: A Field Guide for B2B SaaS

Partner content syndication is one of the cheapest pipeline sources in B2B SaaS, but most programs underperform because they treat syndication as a logo-swap exercise rather than a structured demand motion. The defensible model: syndicate content into partner audiences only when the content is independently valuable to that audience, attribute leads at the syndication source, […]

Two parallel amber arcs converging at a common horizon point on deep navy, illustrating the co-selling motion

Co-Selling: Definition, Models, and How It Works

Co-selling is the joint sales motion in which two companies pursue and close the same prospect or customer together, sharing context, sequencing, and accountability for the deal. The motion runs on shared deal mechanics, same logo, same buyer, same forecast date, same next step, not on shared friendly relationships. Companies that confuse the two get […]

Read Article
Vendor account executive and partner manager planning side-by-side at a glass-walled conference room whiteboard

Co-Sell: 2026 Strategy and Operating Guide

Co-sell is the joint sales motion where two companies pursue and close the same deal together. The motion works when both sellers can name the same buyer, the same use case, the same forecast date, and the same next step. It fails when the relationship is friendly but the deal mechanics are not shared. Get […]

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Three hand-forged steel anchor bolts embedded in weathered concrete, connected by taut steel cables forming an equilateral triangle, warm-lit from the upper right against navy shadow.

What Is a Co-Sell Plan? The Honest Definition

A Co-Sell Plan is not a mutual action plan with a partner column added. It is a different document. The difference is the whole reason a co-sell program either closes deals or just shows up in a pipeline report.

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Two professionals reviewing a co-sell plan together at a modern conference table.

Why Your Co-Sell Plan Fails (and the Fix)

A Co-Sell Plan is a three-party joint action plan between a vendor, a partner, and a shared prospect. Unlike a Mutual Action Plan, it adds the partner as a named participant with their own commitments and economic outcomes. It’s the operating discipline that turns partner relationships into forecastable pipeline.

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A co-sell alignment specialist coordinating a partner motion across two monitors.

The Hidden Co-Sell Alignment Specialist Most Orgs Skip

A Co-Sell Alignment Specialist is the operational role between a vendor’s sales team, a partner’s team, and a shared prospect. It runs the cadence of a Co-Sell Plan, captures attribution, and escalates when deals stall. It’s the role most partnerships orgs are missing, and the reason cycles plateau at one overworked partner manager.

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*Sourcing Revenue from Large SaaS Partners:* A Strategic Guide

Forging strong partnerships has emerged as a core to how B2B revenue actually compounds, but the market demands not just innovation in products and services, but also strategic alliances that can extend reach, enhance offerings, and ultimately drive revenue. Let’s dive into the system for sourcing revenue from large SaaS partners, with the practical playbook […]

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A diverse group of coworkers collaborating around a table, reviewing documents and a laptop with smiles and engagement.

*Sales Managers:* Winning Partner-Involved Deals Through Situational Tag Teaming

Knowing how to leverage partners to win deals opens the door to endless opportunities. As a sales manager, fine-tuning the tag-teaming approach – strategically choosing which partners to bring in and why – can significantly impact your sales cycle. Being on the front lines lets you see how wins happen across the organization, build relationships […]

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Two professionals analyzing financial charts at a desk, with a calculator, notebook, and glasses nearby.

*The Secret* to Partner-Sourced Revenue: Stop Focusing Solely on Sales Reps as Referral Partners

Stop Focusing Solely on Sales Reps as Referral Partners When organizations go to market to source partner revenue, they often focus on engaging the partner’s sales team. They’re thinking about how to get them to refer business, or how to ensure they recognize and communicate their value proposition without having to ask them. This fixation […]

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Group of diverse professionals in a boardroom, discussing with laptops and documents on the table.

*Tactics* for Turning Fluffy Partner Meetings Into Revenue-Focused Conversations

Fluffy conversations, or as our CEO at Forecastable calls them, “squishy” discussions, lack what’s needed to push the needle forward and drive results in partner relationships. These conversations often hover around general inquiries about progress, with responses like “things are going well.” The partner managers then make broad assumptions about what ‘going well’ means. However, […]

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*Partner-Sourced Revenue Tactic:* The Account-Development Play

In the world of SaaS and services partnerships, one of the most-effective strategies for sourcing revenue and extending your salesforce, without additional internal costs, is by running account-development plays. Whether you’re a services partner looking to attract sourced revenue from SaaS partners or a SaaS company aiming to leverage partners for more-comprehensive account-development, this approach […]

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Crossbeam logo on a navy and amber editorial background representing the Valuation Certainty Framework five-lever business case for justifying Crossbeam to a CFO

Justifying Crossbeam: Building Your Internal Business Case

Build the internal business case for Crossbeam in three pieces: a five-lever diagnostic, conservative funnel math, and a staged rollout. CFO-ready.

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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.