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Partner manager reviewing color-coded partner segment lists on a tablet in a calm modern office, soft amber light from the right.

Partner Newsletter: What It Is and How to Run One

What is a partner newsletter? Short answer: a partner newsletter is a recurring communication sent to a company’s partners to keep them informed, enabled, and active. In 2026, the ones that work are not announcements; they are activation tools that drive a specific partner action in every send. A monthly roundup of company news is […]

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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 revenue operations leader and a partner manager at a desk reviewing a partner discovery data signal taxonomy on a wall monitor with overlap accounts tiered by signal strength alongside a printed partner-side context cheat sheet, deep navy and warm amber palette

Partner Discovery Data: Building a Working Signal Layer

What is partner discovery data? Short answer: Partner discovery data is the structured intelligence layer that converts raw partner-side signal (account overlap, customer status, buying-committee relationships, deal-in-progress flags) into AE-ready signal with named tiers, partner-side context, and a defined next move per signal. It exists because raw overlap data is not signal, and AEs working […]

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