The best advice on building partner programs that produce forecastable revenue.
What is a HubSpot deal stages co-sell setup? Short answer: A HubSpot deal stages co-sell setup is the way you configure your pipeline so a deal worked with a partner is tracked as one, from the stage where the partner enters to the credit captured at close. It uses your existing pipeline plus a few […]
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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 […]
Demand generation that runs through partners by borrowing their trust, measured as pipeline.
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 […]
What does scaling co-selling mean? Short answer: How to scale co-selling means turning a motion that works with a few partners into one that works across many, by standardizing the play, tiering the partners, and instrumenting the pipeline. It is the shift from co-selling that depends on a few strong relationships to co-selling that runs […]
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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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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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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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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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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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What is co-sell consulting? Short answer: Co-sell consulting is outside help that designs, builds, or fixes a company’s co-sell motion, the defined way partners and reps sell together. It covers the motion design, the attribution, the enablement, and the partner-by-partner playbooks that make joint selling produce revenue rather than meetings. Companies bring in co-sell consulting […]
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What are co-sell examples? Short answer: Co-sell examples are concrete illustrations of partners and reps selling together, showing who fronts the customer, how the deal runs, and how credit is shared. They turn the abstract idea of joint selling into specific motions a team can recognize and copy. People talk about co-sell as if it […]
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What is co-sell management? Short answer: Co-sell management is the ongoing operating work that keeps a joint-selling motion producing, running the deal reviews, maintaining attribution, coordinating partners and reps, and unsticking deals. It is the difference between a co-sell program that was launched and one that keeps running. A co-sell motion is not a thing […]
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What is a co-sell plan? Short answer: A co-sell plan is the document that defines how a company will sell with a specific partner, the target accounts, the deal motion, the owners, and the credit rules. It turns a vague intention to partner into a concrete operating plan that reps can run against. A co-sell […]
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What is a partner program? Short answer: How to start a partner program comes down to four moves: pick the one partner type that fits your motion, define what a partner does and earns, recruit a small first cohort, and instrument the program so you can see what it produces. It is a deliberate build […]
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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.
