The best advice on building partner programs that produce forecastable revenue.
What is channel partner recruitment? Short answer: Channel partner recruitment is the process of finding, qualifying, and signing the partners who will actually sell, service, or implement your product. It is the front door of a partner program, and it decides more about the program’s results than any later stage, because you cannot enable or […]
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What is channel marketing? Short answer: Channel marketing is the practice of generating demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to market your product to their audiences, and it measures the pipeline that motion produces. Done right, it turns partners into a demand […]
What is partner marketing? Short answer: Partner marketing is marketing done with and through your partners to reach audiences you could not reach alone. It spans co-branded campaigns, joint content, referral and affiliate motions, and technology-partner integrations, all aimed at borrowing a partner’s trust and reach. The goal is pipeline that comes recommended, not cold. […]
What is channel marketing? Short answer: Channel marketing is marketing that generates demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to promote your product to their audiences, and it measures the pipeline that motion returns. In short, it is marketing that reaches buyers through […]
The ServiceNow Partner Program (run through the Now Partner Hub) is a tiered partner program that gives partners access to ServiceNow’s enterprise customer base, joint go-to-market support, and certification credentials. The program organizes partners into a tier structure (Registered, Specialist, Premier, Elite, plus designations like Build Partner and Service Partner) with progressive benefits at each […]
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Account-mapping tools are the data layer that lets two companies see overlap between their CRM accounts without sharing raw records. The category is mature, the tier-one vendors are well known, and the buying decision can be wrong because teams pick a tool before they define the operating motion. Pick the motion first; the tool selection […]
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Partner onboarding is the structured 90-day program that takes a newly signed partner from contract close to first sourced deal. Most teams treat onboarding as a one-week checklist; the partners who actually produce revenue went through a 90-day cadence with weekly close dates, an executive sponsor, and a forcing function on the first joint deal. […]
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An alliance manager is the person who owns the operating relationship with a strategic partner: the joint motion, the joint pipeline, the executive cadence, and the deal-by-deal field execution. The role is not a single role; it’s a spectrum from co-sell ops to strategic alliance lead. Most alliance manager hires fail in the first 18 […]
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A channel sales strategy is the operating plan that defines how a vendor sells through partners: which partners, in which segments, with which economics, on which cadence, against which pipeline target. Most published channel strategies are partner-count plans. The right strategy is anchored in partner economics: the producer-consumer ratio, the partner-attached pipeline target, the operating […]
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Partner program examples are most useful when you read past the logo gallery and study the structural mechanics: tier requirements, deal-registration rules, MDF gates, certification thresholds, co-sell expectations, and attribution policy. The same five or six structural patterns repeat across every successful program, regardless of category or scale. The patterns are what’s portable; the brand […]
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Channelscaler is a partner relationship management platform that wins consistently in the SMB-mid market band: a clean partner portal, accessible content management, deal registration that works out of the box, and a price point that doesn’t require a finance approval cycle to renew. The platform is a strong fit for partner programs in the 5-50 […]
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A channel manager job description that just lists “manage partner relationships” predicts a hire who underperforms in the first 18 months. A channel manager JD that names the producer-consumer ratio target, the partner-attached pipeline expectation, the operating cadence the role will run, and the compensation tied to revenue outcomes predicts a hire who hits quota. […]
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The layer where forecast accuracy is made or lost, and why most revenue orgs under-invest in it.
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Demand generation that runs through partners by borrowing their trust, measured as pipeline.
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What is channel management? Short answer: Channel management is how a vendor recruits, enables, and runs the partners who sell or influence deals on its behalf, so that partner-sourced revenue is predictable rather than accidental. It is the operating discipline that sits between signing a partner and getting paid through one. Done well, it turns […]
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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.
