Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
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 […]
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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 […]
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 […]
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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.
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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 […]
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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 […]
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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 […]
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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. […]
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Short answer: what a co-sell operating cadence is A co-sell operating cadence is the fixed weekly rhythm that turns partner account overlap into closed deals, run by a named owner with a defined meeting stack and a shared artifact. It is the difference between a co-sell motion that produces pipeline every week and a partnership […]
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Short answer: what a partnerships team should have produced by day 60 Zero to pipeline in 60 days means one thing: a first partner-sourced opportunity in CRM, backed by artifacts anyone can inspect. You get there by producing a signed partner list, a mapped overlap, a priority account list, an activation plan, a first account-planning […]
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Short answer: the difference in one paragraph Co-sell vs co-serve is a question of lifecycle position: co-sell is joint pursuit of an open opportunity, co-serve is joint delivery, adoption and retention after close. They sit on either side of the contract signature, with co-market ahead of both. Most programs staff the middle motion and leave […]
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What are co-selling solutions? Short answer: Co-selling solutions are the tools, systems, and operating approaches a company uses to sell alongside partners, spanning everything from a shared spreadsheet and a manual deal-review rhythm to dedicated software that finds account overlap and tracks joint deals. The phrase covers more than software, because a solution is the […]
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