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Blogs on Sales Reps & Sales Development

Forecastable's Education Center

The best advice on building partner programs that produce forecastable revenue.

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A frontline sales manager coaching a rep through a deal review.

Frontline Sales Managers: The Forecastability Lever

The layer where forecast accuracy is made or lost, and why most revenue orgs under-invest in it.

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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 reviewing a self-serve partner activation dashboard with a colleague, a printed activation playbook and milestone checklist on the desk, deep navy and warm amber palette

Scale Partner Activation Without Headcount

What does it mean to scale partner activation without headcount? Short answer: To scale partner activation without headcount means getting more signed partners to start selling without hiring a partner manager for every handful of them, by systematizing the activation motion rather than delivering it one relationship at a time. It depends on turning what […]

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