Nearbound Marketing: What It Is and How It Works
Demand generation that runs through partners by borrowing their trust, measured as pipeline.
Forecastable Blog
Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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AI-Native PRM: What It Is and Why It Beats Bolted-On AI
What is an AI-native PRM? Short answer: An ai-native prm is a partner relationship management platform built from the ground up around AI capabilities rather than bolted on later. It treats the data model, the user interface, and the workflow layer as AI-first surfaces from day one. That distinction matters because traditional PRMs were architected […]
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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 […]
Joint Demand Generation: How to Run Co-Marketing That Converts
Short answer: joint demand generation campaigns with partners produce 2x to 4x the ROI of solo demand-gen when designed correctly. They produce 0.5x or worse when designed wrong. The difference comes down to four design decisions. You need a shared ICP, a single accountable owner, lead-level attribution, and a structured handoff motion. Get those four […]
Account-Planning Template: A 2026 Framework Partners Will Actually Use
An account planning template is the structured document that captures the named contacts, decision drivers, partner mix, deal mechanics, and operating cadence for a strategic account. The template is only useful if it’s short enough that an AE will keep it updated and rich enough that a frontline sales manager can read it without the […]
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Partner Enablement Platform: What It Is and How to Choose
A partner enablement platform is the software layer that delivers training, certifications, sales assets, deal-registration workflows, and co-sell…
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Partner Enablement Software: A 2026 Buyer’s Guide
Partner enablement software is the category of tools vendors buy to train, certify, equip, and coordinate external partner reps at scale.
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Co-Sell: The 2026 Definition, Motion, and Playbook
Co-sell is a B2B sales motion where two companies plan and execute against shared accounts together, with both AE teams working the deal and both sides…
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PRM vs CRM: 2026 Comparison and How They Work Together
PRM vs CRM is not a fight; it’s a layering question. A CRM manages internal sellers and direct customer accounts.
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Partner Certification: What It Is and How to Design It
Partner certification is the structured assessment a vendor uses to confirm that a partner rep can sell, implement, or support the vendor’s product to a…
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Joint Value Proposition: Extract It From the Interview
A joint value proposition is the customer-facing statement two partner companies use to explain why their combined offering produces a better outcome than…
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Partner Activation: Turning Signed Partners Into Sellers
Partner activation is the structured process of turning a newly signed partner from “logo on a slide” into “selling, registering deals, and producing…
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Justifying Crossbeam: Building Your Internal Business Case
Build the internal business case for Crossbeam in three pieces: a five-lever diagnostic, conservative funnel math, and a staged rollout. CFO-ready.
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Partner Ecosystem Platforms: 2026 Buyer’s Guide
Partner ecosystem platforms are the software stack that operationalizes how a company recruits, manages, co-sells with, and reports on its partners. The stack has three layers: account mapping (Crossbeam, PartnerTap), PRM (Introw, Euler, Impartner, and others), and ecosystem orchestration (Forecastable). The right buying decision depends on the partner motion, not…
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