Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What channel conflict is Short answer: Channel conflict is what happens when your direct sales team and your partners, or two of your partners, compete for the same customer or the same deal. It matters because the damage is rarely the one lost deal, it is the trust you lose with the partner who watched […]
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What a B2B partner marketing strategy is Short answer: A B2B partner marketing strategy is the plan for how you market to partners, through partners, and with partners, so partner relationships turn into pipeline rather than logos on a slide. It works when each of those three audiences has its own goal and the whole […]
What a channel partner marketing plan is Short answer: A channel partner marketing plan is the written, one-page artifact that says what you and a partner will do together this quarter to source pipeline, who owns each part, and how you will measure it. It turns a marketing strategy into a specific set of commitments […]
What a channel partner marketing strategy is Short answer: A channel partner marketing strategy is the plan for generating demand through your partners, using co-marketing, funding, and partner-ready assets to produce pipeline in their markets. It is a through-channel motion you design and fund, not a one-off co-branded webinar you run when someone remembers to. […]
What a channel partner agreement is Short answer: A channel partner agreement is the contract that defines how you and a partner sell together, covering who does what, how money moves, and what happens when a deal is contested. It matters because most partner disputes trace back to a term that was never written down, […]
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What a channel partner incentive program is Short answer: A channel partner incentive program is the structured set of rewards, margins, rebates, and funds you use to motivate partners to source, register, and close deals. It matters because partners direct their effort toward whatever you actually pay for, so a poorly designed incentive quietly buys […]
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What channel partner management is Short answer: Channel partner management is the ongoing work of recruiting, enabling, and holding partners accountable so they produce revenue, not just goodwill. It matters because most programs manage partners by relationship warmth and then wonder why the pipeline is flat. The best practices below all share one idea: run […]
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What a channel partner training platform is Short answer: A channel partner training platform is the software you use to onboard, train, and certify partners so they can represent and sell your product correctly. It matters because an untrained partner is worse than no partner, since they pitch you wrong in front of customers you […]
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What building a channel partner program means Short answer: Building a channel partner program means designing the motion, economics, enablement, and measurement that let partners reliably source and close revenue with you. It matters because most programs get built backwards, starting with partner recruitment and a logo wall before anyone has defined what a partner […]
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What a partner portal is Short answer: A partner portal is the software your partners log into to register deals, find enablement content, and see the pipeline they share with you. It matters because a portal is the front door to your program, and a front door no partner walks through is an expense with […]
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What a partner success manager is Short answer: A partner success manager is the person responsible for activating signed partners and growing the revenue they produce, the way a customer success manager grows an account. It matters because most programs are good at signing partners and bad at turning them into producers, and the gap […]
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What a sales channel strategy is Short answer: A sales channel strategy is the deliberate choice of which routes to market you use to reach customers, direct, reseller, referral, marketplace, or a mix, and which route serves which segment. It matters because most companies accumulate channels by accident, adding a reseller here and a marketplace […]
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What is a partner program? Short answer: A partner program is the structured system a company uses to recruit, enable, and reward the partners who help it sell, deliver, or extend its product. It gives partners a defined way to work with you, from how they join and what they get, to how they register […]
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What a B2B partner marketing strategy is Short answer: A B2B partner marketing strategy is the plan for how you market to partners, through partners, and with partners, so partner relationships turn into pipeline rather than logos on a slide. It works when each of those three audiences has its own goal and the whole […]
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