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A head of partnerships and a finance director at a desk reviewing a printed sourced and influenced attribution definition alongside a wall monitor showing a partner pipeline rollup by stage and a deal-level partner role table, deep navy and warm amber palette

Partner Attribution Model: A Working Build for 2026

What is a partner attribution model? Short answer: A partner attribution model is the signed definition for how partner-touched opportunities count toward sourced, influenced, and assisted pipeline and revenue, with named rules for which partner role at which stage produces which credit. It exists because finance will not fund a partner pipeline forecast without 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 […]

A partnerships leader and a finance partner reviewing a partner pricing tiers ladder on a wall monitor showing margin bands by tier, a printed tier-and-margin table on the desk between them, deep navy and warm amber palette

Partner Pricing Tiers: How to Structure Them

What are partner pricing tiers? Short answer: Partner pricing tiers are the structured levels that define the margin, discount, and benefits a partner earns based on their commitment or performance, so a partner who produces more receives more. They are the economic engine of a partner program, the mechanism that rewards the partners who sell […]

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