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Forecastable Blog

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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, […]

Top-down view of a team workspace with a large blue 'PRIORITIZE' sign amid laptops, tablets, and scattered documents.

How to Prioritize Which Accounts to Target First in *Account-Based Selling*

Whether it’s the beginning of the year and you’re staring at your new list of net new target accounts or you’re midway through the year and simply need a pipeline boost, prioritizing which accounts to target first is an essential part of attaining quota. This should be an objective and systematic process. For us, it […]

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Person in a suit balances a large light bulb on one side of a seesaw with many small light bulbs on the other, symbolizing ideas and balance

*Sales Process:* How to Overcome the Level Playing Field That Is the B2B Buyer’s Journey

” SO, YOU MEAN TO TELL ME THAT IN THE UNITED STATES, WE’RE SPENDING OVER A TRILLION MARKETING DOLLARS ON GUIDING PEOPLE THROUGH THE FIRST TWO STAGES OF THE BUYER’S JOURNEY AND THEN 81.3% OF THE TIME WE’RE TURNING THAT LEAD OVER TO A SALES PERSON WHO ISN’T FULLY EQUIPPED TO BRING THE BUSINESS TO […]

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Cork strip with the words 'COLD EMAILS' written in black and turquoise on a teal background with colorful paperclips nearby.

*Proper Account Planning:* Winning the Outbound Cadence Personalization War

In this account-based selling world we live in, there’s this massive demand for personalization because prospective buyers want to know that you understand their individual needs; not just their company’s needs. I’m not telling you anything new or earth shattering with that statement. However, the bar for personalization gets higher by the day as prospects’ […]

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*When and How to Leverage Executive Alignment* in Enterprise Sales

Executive alignment is a verifiable agreement between a vendor’s executive team and the buyer’s on the outcome, scope, success criteria, and operating cadence of a deal. It is not a relationship; it is a written joint position that survives sales-cycle stress. Aligned deals close at higher rates and renew with…

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*Better Control Your Sales Cycle* by Documenting, Tracking, and Leveraging Your Prospect’s Evaluation Considerations

We’ve all been in situations where we’ve lost a deal and had no clue as to why. I’d just sit there and stew on it, combing through every interaction I had with them, second guessing my pricing, wondering if maybe I could’ve had better executive alignment, or maybe my competitor just flat-out outsold me. It […]

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Napkin with a handwritten quote: 'A goal without a plan is just a wish,' beside a pen and a green coffee mug on a wooden table.

*How and When to Leverage a Mutual Action Plan,* Close Plan, or Evaluation Plan

One of the biggest problems sales reps have to consistently face is forecasting an accurate close date and making sure that the deal actually closes on or around that exact date. It’s not easy and requires in-depth planning and project management skills to consistently deliver closed/won opportunities on time. When you break it down into […]

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Abstract balanced-scale composition representing buyer comparison of partner relationship management alternatives

Allbound Alternatives in 2026: A Buyer’s Comparison

Allbound alternatives worth a real look in 2026 are Introw, Euler, Impartner, ZINFI, MindMatrix, Magentrix, Kiflo, and PartnerStack. Allbound itself recently rebranded to Channelscaler; the platform is the same, the brand is new. Buyers shop replacements when they need an AI-native CRM-native posture, deeper enterprise-tier rules, heavier through-channel marketing, or…

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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.