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 […]
What is deal registration software? Short answer: Deal registration software is the tool that lets a partner formally claim an opportunity, lets the vendor review and approve it, and records who owns the deal so both sides avoid conflict and can prove attribution. It is the single most important workflow in a channel program, because […]
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What is channel partner onboarding? Short answer: Channel partner onboarding is the structured process of taking a newly signed partner from contract to first deal, covering setup, training, enablement, and the early support that turns intent into revenue. It is the bridge between recruitment and production, and it is where most partnerships quietly die. A […]
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What is partner sales enablement? Short answer: Partner sales enablement is the ongoing work of equipping a partner’s sellers to position, demo, and close your product as confidently as your own reps, spanning training, tools, messaging, and deal support. It is what stands between a partner who technically carries your product and one who actually […]
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What is a reseller partner program? Short answer: A reseller partner program is the structured arrangement through which a vendor lets partners sell its product to their own customers for a margin, defining the tiers, discounts, rules, and support that make reselling worthwhile on both sides. It turns other companies into an extension of your […]
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What is a software reseller program? Short answer: A software reseller program is a vendor arrangement that lets partners resell software licenses or subscriptions to their own customers for a margin, usually bundling implementation and support services around the product. It is the reseller model applied to software specifically, where the economics run on recurring […]
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What are channel sales incentive programs? Short answer: Channel sales incentive programs are the structured rewards a vendor uses to motivate partners and their reps to sell more, spanning rebates, SPIFFs, margin bonuses, tiers, and recognition. They exist because a partner rep chooses where to spend selling time, and incentives tilt that choice toward your […]
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What is a channel sales manager? Short answer: A channel sales manager owns revenue produced through a set of partners, recruiting the right ones, enabling their sellers, and driving joint deals to close. It is a quota-carrying sales role where the sellers work at another company. The job is to make partners produce, not just […]
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What is channel sales management? Short answer: Channel sales management is the discipline of producing revenue through partners with the same rigor a direct sales org applies to its own reps: selection, enablement, pipeline, and forecasting. It is the system, not the personality, that makes a channel produce. Where it is absent, partner revenue is […]
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What is a channel partner strategy plan? Short answer: A channel partner strategy plan is a written statement of which partners you will invest in, why they will sell you, and what revenue that will produce, with the motions and metrics to get there. It is the difference between a partner wish list and a […]
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What is deal registration? Short answer: Deal registration is the process by which a partner tells a vendor about an opportunity they are working so the vendor protects that deal for them, usually with margin, support, or exclusivity. It is how a channel rewards the partner who found the deal rather than the one who […]
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What is partner enablement? Short answer: Partner enablement is the work of getting a partner ready and able to sell, service, or implement your product, so a signed partner becomes a producing one. It covers the training, tools, messaging, and support a partner needs to win deals, plus the coaching that turns that knowledge into […]
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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.
