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

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A partner manager and a sales rep reviewing a partner overlap map on a wall monitor showing shared and net-new accounts highlighted between two company logos, a printed shared-account list on the table, deep navy and warm amber palette

Partner Overlap: Finding the Accounts You Share

What is partner overlap? Short answer: Partner overlap is the set of accounts that both you and a partner are working, have closed, or are prospecting at the same time, surfaced by comparing the two companies’ account lists. It is the raw material of co-sell, because the accounts you share are the ones where a […]

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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 […]

Businessman in a suit sits cross‑legged mid‑air with open arms; chaotic scribbles on the left give way to straight arrows on the right.

*Frontline Sales Management:* How to Systematically Drive Sales Team Success

A frontline sales manager’s mission is to attain team quota, which is usually a large number that’s split by a team of individual sales reps. If all reps attain their individual quotas, the manager’s number is also met. Simple, right? Ha! It’s not as easy as it sounds.  Why? Because every single sales professional has […]

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