The best advice on building partner programs that produce forecastable revenue.
What is a co-sell strategy? Short answer: A co-sell strategy is the set of decisions about which partners you sell with, which accounts you go after together, and how the joint motion runs. It chooses where co-sell effort goes so the company produces partner pipeline by design rather than by lucky overlap. It is not […]
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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 […]
Demand generation that runs through partners by borrowing their trust, measured as pipeline.
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 […]
What are co-sell KPIs? Short answer: Co-sell KPIs are the small set of headline numbers a partnerships leader commits to and is reviewed against: producing-partner rate, partner-sourced pipeline, partner-influenced revenue, and joint-deal cycle time. They are the scorecard, not the instrument panel, and they exist to answer one question from finance: is co-sell worth the […]
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What are co-sell metrics? Short answer: Co-sell metrics are the full set of measurements that show whether a joint selling motion is healthy, spanning leading signals that predict outcomes and lagging signals that confirm them. They are the instrument panel for a co-sell program, the layer beneath the headline scorecard. Co-sell metrics and co-sell KPIs […]
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What is a co-sell motion? Short answer: A co-sell motion is the repeatable operating model two companies use to find, work, and win deals together. It is the structured how of selling with a partner, distinct from the relationship that makes a partnership exist, and it is what turns a signed agreement into shared revenue. […]
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What is a co-sell plan template? Short answer: A co-sell plan template is a reusable structure two companies fill in to define how they will find, work, and win deals together. It replaces the vague intent of a signed partnership with named accounts, named owners, and a cadence, so the partnership has an operating plan […]
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What is a co-sell platform? Short answer: A co-sell platform is the software two companies use to find shared accounts, register joint opportunities, and track the pipeline they build together. It connects two CRMs so that overlap, deal status, and attribution are visible to both sides without anyone exporting a spreadsheet. The phrase covers more […]
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What is a co-sell playbook? Short answer: A co-sell playbook is the repeatable structure two companies follow to take a joint deal from a shared account to a closed win. It defines the stages, the moves at each stage, and the owner of each move, so every joint deal runs the same way instead of […]
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What is a co-sell playbook for the economic buyer? Short answer: A co-sell playbook for the economic buyer is the structure two companies use to bring a joint deal to the person who controls the budget. It coordinates both sellers around one business case aimed at one decision-maker, so the budget holder hears a single […]
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What is a co-sell playbook template? Short answer: A co-sell playbook template is a reusable document structure two companies fill in to run joint deals the same way every time. It standardizes the sections of a co-sell playbook, so the fifth partner playbook is a configuration exercise rather than a blank page. A template is […]
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What is a co-sell program? Short answer: Co-sell programs are the structured systems companies use to run joint selling across many partners at once. They are the layer above an individual co-sell motion, governing partner selection, the operating model, enablement, attribution, and review, so co-sell becomes a predictable revenue source rather than a set of […]
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What is co-sell reporting? Short answer: Co-sell reporting is the practice of measuring joint selling so finance can fund and forecast it. It captures what a co-sell motion sources, influences, and closes, in the same fields and with the same rigor as direct-sales reporting, so partner pipeline becomes a number a chief financial officer trusts. […]
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What is ecosystem GTM? Short answer: Ecosystem GTM is a go-to-market model that treats the partner ecosystem as a core route to revenue alongside direct sales, not as a side channel. It organizes the company’s selling around where partners already have trust and presence, so deals come through the ecosystem by design rather than as […]
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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.
