Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is a co-sell strategy? Short answer: A co-sell strategy is the set of decisions about which partners you sell with, which accounts you go after together, and how the joint motion runs. It chooses where co-sell effort goes so the company produces partner pipeline by design rather than by lucky overlap. It is not […]
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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 is co-sell training? Short answer: Co-sell training is how a company teaches its reps to run joint deals with partners, the pitch, the workflow, and the handoffs that a co-sell motion requires. It exists to turn a co-sell strategy into rep behavior, so the motion runs in the field rather than living in a […]
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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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What is ecosystem GTM? Short answer: Ecosystem GTM is a go-to-market model that treats the partner ecosystem as a core route to revenue alongside direct sales, not as a side channel. It organizes the company’s selling around where partners already have trust and presence, so deals come through the ecosystem by design rather than as […]
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What is a fractional channel chief? Short answer: A fractional channel chief is a senior partnerships leader who builds and runs a company’s partner program part-time, on a fraction of a full executive’s hours and cost. It gives a company channel leadership at a stage when the partner motion needs direction but cannot yet justify […]
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What does it mean to go to market with partners? Short answer: To go to market with partners means building your route to customers around partners who already have the trust, reach, or capability you lack, rather than reaching every buyer directly. It decides where partners carry the selling motion and where your own team […]
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What is co-selling? Short answer: How to co-sell comes down to four steps: find the accounts you and a partner both have reason to work, agree who does what, run the joint deal, and settle credit before close. It is two companies working one account together so the combined motion closes faster than either would […]
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What does getting a sales team to co-sell mean? Short answer: How to get sales team to co-sell reduces to one rule: make the partner the easy path on accounts reps already work. They adopt a partner when it shortens their next close, not when they are told partners matter, so engineer that on real […]
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What is a warm intro from a partner? Short answer: How to get warm intros at partners comes down to making the introduction effortless, hand the partner a specific account, a ready-to-send note, and a clear benefit to their customer. They give intros reliably only when saying yes costs them almost nothing. A warm intro […]
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What does scaling co-selling mean? Short answer: How to scale co-selling means turning a motion that works with a few partners into one that works across many, by standardizing the play, tiering the partners, and instrumenting the pipeline. It is the shift from co-selling that depends on a few strong relationships to co-selling that runs […]
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What are co-selling solutions for SaaS companies? Short answer: Co-selling solutions for SaaS companies are the services, frameworks, and software that help a software business sell jointly with its partners, spanning advisory help that designs the motion, frameworks that make it repeatable, and tooling that makes partner deals visible in the CRM. They are not […]
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