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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 […]

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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 partner manager and an account executive at a desk reviewing a printed partner battle card with co-sell talking points and a competitive landscape table while a laptop shows a joint pitch deck and an account list, deep navy and warm amber palette

Partner Battle Card: Building One AEs Actually Use

What is a partner battle card? Short answer: A partner battle card is the one-to-two page AE-facing enablement asset that names the joint value, the named buying personas, the co-sell motion, and the head-to-head competitive position when a host product and a partner product are sold together. It exists because AEs cannot remember the joint […]

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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.