Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
The post-acquisition cross-sell window is short. Here is how to treat two sales teams and two partner ecosystems like co-sell partners, set credit rules, and get the first GTM motion live in weeks, inside 100 days.
Read Article
Short answer Short answer: Partner channel marketing is marketing you run with and through your partners to reach their customers, instead of only marketing direct to your own. It covers co-branded campaigns, through-partner demand generation, market development funds, and partner enablement content, and it works when it is tied to a sales motion and to […]
Short answer Short answer: The channel marketing best practices that hold up are the ones that tie every joint activity to attributable pipeline: a real joint value proposition, funds tied to outcomes, plays that fit the partner’s audience, agreed lead routing, and attribution that shows what produced. They work because they treat channel marketing as […]
Short answer Short answer: A partner marketing program is the structured way you plan, fund, and run demand generation together with your partners so both companies create pipeline neither would create alone. It works when the joint activity produces attributable pipeline and both sides can see it, and it fails when it turns into logo […]
The post-acquisition cross-sell window is short. Here is how to treat two sales teams and two partner ecosystems like co-sell partners, set credit rules, and get the first GTM motion live in weeks, inside 100 days.
Read Article
Alex Buckles
Enterprise co-sell deals can involve three or four companies, each with its own CRM and forecast. Here is how one joint mutual action plan, one buying committee map and authorized access keep the deal on track.
Read Article
Alex Buckles
Controlled surround sound means a target account hears your story from you and from the partners it trusts, in a planned order. Here is how to run GTM motions as you, as the partner, or both, and keep the pipeline partner-sourced.
Read Article
Alex Buckles
Your partners can fund your partner program through MDF, direct co-investment and a cost split across every partner that benefits. Here is how a partner program can cost you $0, and what partners need before they say yes.
Read Article
Short answer Short answer: A co-selling partnership is an arrangement where two companies’ sales reps work the same accounts together, sharing intelligence, introductions, and deals so both close more than either would alone. It works when it is hyper-focused on a small set of shared accounts with rep-to-rep relationships and clean credit, and it fails […]
Read Article
Market development funds are the biggest partner budget most SaaS companies never touch. The M stands for market, not marketing. Here is how to find MDF, justify it on cost per sales-qualified opportunity, and fund partner programs with it.
Read Article
What is partner multithreading? Short answer: Partner multithreading is having more than one real relationship engaged on both sides of a co-sell deal, on your side, the partner’s side, and inside the customer. Tracking it means counting those threads on each deal so you can see which co-sells rest on a single person. It matters […]
Read Article
What partner discovery questions are Short answer: Partner discovery questions are the questions you ask a partner about a shared account before committing reps to a co-sell motion, to confirm the deal is real and the partner can actually help. They matter because most co-sell effort is wasted on accounts where the partner has less […]
Read Article
Short answer: what co-sell enablement for account executives is Co-sell enablement for account executives is the set of briefs, plays, and incentives that make an AE actually run a partner motion on a live deal instead of ignoring it. It is the missing layer between a signed partnership and a closed deal. Give an AE […]
Read Article
Short answer: what a co-sell deal registration process is A co-sell deal registration process is the defined workflow a partner and vendor use to formally record a joint deal, lock in who gets credit, and trigger the support and rules that follow. It is the paperwork that keeps co-sell from turning into a credit fight. […]
Read Article
