Start Your

Growth Journey

Now

Let's Chat to See if
We're a Good Fit

Our Founder’s Latest Insights

Blogs on Sales Reps & Sales Development

Forecastable's Education Center

The best advice on building partner programs that produce forecastable revenue.

Latest Post

Latest Post

A customer success manager and a partner success counterpart reviewing an account health and expansion plan on a laptop, a printed renewal-and-partner-touch timeline on the desk between them, deep navy and warm amber palette

CSM Partner Enablement: Turning Success Into Pipeline

What is CSM partner enablement? Short answer: CSM partner enablement is the practice of equipping customer success managers to bring partners into the post-sale motion, retention, adoption, and expansion. It makes the CSM a channel for partner value rather than a function that operates as if partners did not exist, which is how most success […]

Read Article

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 partner marketing manager at a whiteboard mapping a quarter of partner events against a target account list, with a printed event calendar and a pipeline target sheet on the table, deep navy and warm amber palette

Partner Event Strategy: A Pipeline-First Playbook

What is a partner event strategy? Short answer: A partner event strategy is the plan for which partner-involved events to run across a quarter or year, why each one exists, and how each ties to a named pipeline goal and a target account list. It treats events as a sequenced portfolio with a purpose per […]

Read Article
A partner field marketing manager and a regional AE reviewing a printed field-event run-of-show and a target account list at a desk, with a registration overlay on the laptop screen between them, deep navy and warm amber palette

Partner Field Marketing: A Pipeline Operating Model

What is partner field marketing? Short answer: Partner field marketing is the regional, in-person and account-targeted marketing motion that two companies run together to build pipeline in a defined territory, against a named target account list and a closed-loop report. It covers dinners, workshops, roadshows, and joint local campaigns, and it is measured as a […]

Read Article
A partnerships leader and a RevOps analyst at a desk reviewing a printed partner ICP scorecard ranking candidate partners by overlap and segment fit, with an account-overlap view on the laptop screen between them, deep navy and warm amber palette

Partner ICP: Define the Partners Worth Recruiting

What is a partner ICP? Short answer: A partner ICP is the ideal partner profile (IPP), the written, scored definition of the partners worth recruiting based on the accounts they touch, the segment they serve, and their capacity to sell. It is the partner-side equivalent of a sales ideal customer profile, and it exists to […]

Read Article
A partnerships leader and a sales operations analyst at a wall monitor walking a CRO through a partner influenced pipeline report split into sourced and influenced columns by stage, with a printed attribution definition on the table, deep navy and warm amber palette

Partner-Influenced Pipeline: Define and Report It

What is partner-influenced pipeline? Short answer: Partner influenced pipeline is the set of open opportunities a partner touched or advanced without originating, measured against a signed definition agreed by partnerships, sales, and finance. It sits alongside partner sourced pipeline, which a partner originated, and the two together describe the partner motion’s contribution to the funnel. […]

Read Article
A partnerships leader and a CFO at a conference table reviewing a printed partner influenced revenue report showing closed-won deals with a partner touch by quarter on a laptop screen between them, deep navy and warm amber palette

Partner-Influenced Revenue: How to Measure It

What is partner-influenced revenue? Short answer: Partner influenced revenue is closed-won revenue from deals a partner touched or advanced without originating, measured against a signed attribution definition. It is the revenue-stage counterpart of partner influenced pipeline, and it answers the question a CFO actually asks: how much of what we closed had a partner’s fingerprints […]

Read Article
A partner manager at a desk running a co-sell deal review with a partner-side seller over video, a printed account list and a weekly cadence checklist visible beside the laptop, deep navy and warm amber palette

Partner Manager Day-to-Day: The Real Job

What does a partner manager do day-to-day? Short answer: A partner manager’s day is built around advancing partner-sourced and partner-influenced deals, running a touch cadence across a tiered book of partners, and unblocking the co-sell motions already in flight. It is a sales-adjacent operating job, not a relationship-management job, and the calendar of a good […]

Read Article
A partnerships leader and a finance partner at a conference table reviewing a printed partner margin structure table showing base discount, deal-registration uplift, and performance tiers, with a calculator and a tier ladder visible, deep navy and warm amber palette

Partner Margin Structure: Reseller Economics

What is a partner margin structure? Short answer: A partner margin structure is the set of discounts, uplifts, and tiers that determine how much a reseller or channel partner earns on a deal, and what behavior earns more. It is the economic engine of a resell program, and it is designed to pay the most […]

Read Article
A CRO and a head of partnerships at a small conference table reviewing a printed scoping memo for an outsourced partnerships engagement with named partner targets and a forecast scorecard alongside a laptop showing a partner pipeline dashboard, deep navy and warm amber palette

Outsourced Partnerships: When It Works, When It Fails

What are outsourced partnerships? Short answer: Outsourced partnerships is the engagement model where a B2B company hires a fractional partnerships leader, a partner-sourced GTM agency, or a partner-as-a-service vendor to run all or part of the partnerships motion instead of (or alongside) building an in-house team. It exists because partnerships is a slow-to-build function with […]

Read Article
Two go-to-market leaders from partner companies sitting across a table with a printed joint account list, a one-page joint value prop, and a quarterly launch calendar visible between them, deep navy and warm amber palette

How to Go to Market With a Partner: 2026 Field Guide

What does it mean to go to market with a partner? Short answer: How to go to market with a partner is to agree on a joint revenue number with the partner’s senior leader, pick a small named account set both sides will work, ship a one-page joint value prop the sellers on both sides […]

Read Article
A head of partnerships and a CRO sitting at a desk reviewing a printed partner manager scorecard alongside a candidate's deal review notes and a quarterly pipeline forecast, deep navy and warm amber palette

How to Hire a Partner Manager in 2026

What does it take to hire the right partner manager? Short answer: How to hire a partner manager is to write the scorecard against the partner motion you actually run, screen for sales DNA over relationship enthusiasm, run a deal-review interview where the candidate walks a real co-sell account, and make the first ninety days […]

Read Article
1 4 5 6 7 8 10
A product marketing lead and a partner manager planning a go-to-market with partners on a whiteboard listing segments, partner roles, and a joint launch motion, a printed target account list on the table, deep navy and warm amber palette

Go to Market With Partners: A Practical Playbook

What does it mean to go to market with partners? Short answer: To go to market with partners means building your route to customers around partners who already have the trust, reach, or capability you lack, rather than reaching every buyer directly. It decides where partners carry the selling motion and where your own team […]

Read Article
1 4 5 6 7 8 284

Stop Unreliable

Struggles

Whether starting with a single sales team or a single partner, any co-sell motion can be live within 30 days.