The best advice on building partner programs that produce forecastable revenue.
What is partner pipeline for the CFO? Short answer: Partner pipeline for the CFO is the view of partner-influenced and partner-sourced revenue translated into the language a finance leader uses to make budget decisions, conversion rates, attribution clarity, and a defensible return on the program’s cost. It is the difference between a partnerships team that […]
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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 does it take to get AEs to co-sell? Short answer: How to get aes to co-sell is to make co-sell the easiest path to their next deal: pick three named accounts per AE, run a thirty-minute weekly deal review, ship a one-page joint value prop the AE can read in two minutes, and confirm […]
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What does adoption of a co-sell playbook look like? Short answer: How to get co-sell playbook adopted is to shrink the asset to one page, attach it to the weekly co-sell deal review, confirm the comp plan rewards the motion it describes, and audit usage on every deal in the room. A playbook lives or […]
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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 […]
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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 […]
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What does recruiting a partner actually look like? Short answer: How to recruit partners is to define an ideal partner profile, source candidates against it, lead the first conversation with overlap data and a specific small joint motion rather than a brand pitch, and qualify against the joint number both sides could commit to. Recruiting […]
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What does it mean to scale a partner program? Short answer: How to scale a partner program is to tier the portfolio so four to six partners get weekly attention and the rest get a quarterly pulse, standardize a weekly co-sell deal review and quarterly executive readout across every Tier 1 partnership, install a sourced […]
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What does it take to start co-selling? Short answer: How to start co-selling is to pick one partner, agree on the joint number with that partner’s senior leader, name three accounts per AE on each side, ship a one-page joint value prop, and book a weekly thirty-minute deal review on both calendars before the kickoff […]
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What are the real Introw alternatives in 2026? Short answer: Introw alternatives is the buying question that comes up when a partnerships team has outgrown a shared spreadsheet and is choosing a PRM platform to host deal registration, joint plans, and partner workspace. It points at a small set of credible platforms; the working ones […]
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What is a joint value prop template? Short answer: Joint value prop template is the one-page format two partnering companies use to articulate the specific buyer problems their combined offering solves, the proof points behind those claims, and the discovery question an AE or partner seller would lead with to test fit. It is a […]
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What does it take to justify partnership investment to a CFO? Short answer: Justifying partnership investment is the budget-defense motion every head of partnerships now has to run quarterly, and the move that works is to bring a CFO a signed sourced and influenced attribution definition, a partner pipeline forecast with commit and upside ranges, […]
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What is the partner-sourced leads close rate? Short answer: The partner-sourced leads close rate is the share of leads originated by a partner that go on to become paying customers, measured against the same definition you use for direct leads. It tells you whether partner-referred opportunities convert better, worse, or the same as the rest […]
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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.
