About this episode

Alex Buckles discusses the challenges and misconceptions surrounding partnerships in business and how to effectively generate pipeline through co-selling.

The Honest Conversation Nobody Else Is Having Every founder reads the analyst reports. Every sales leader nods along in the conference sessions. Partnerships are the future. Ecosystems are everything. Co-selling is the key to unlocking faster growth, bigger deals, and stickier customers. And yet, ask those same founders and sales leaders whether they're actually banking on partner-sourced revenue to hit their number this quarter, and the answer is almost always the same: no. Why? Because it's never been reliable. Because it's always been treated as a nice-to-have. Because nobody actually knows how to make it work. That's the conversation this episode is built around. Alex Buckles has spent 20 years in enterprise sales, in the SAP ecosystem, the Adobe ecosystem, running and exiting two professional services companies, and figured out early in his career that if he wanted deal flow from partners, he had to earn it. That realisation eventually became Forecastable, a company whose only measure of success is pipeline production through co-sell motions. What You'll Hear in This Episode Why the instinct to hire a partnerships professional first is wrong When a sub-150 person company…

People in this episode

Guest: Alex Buckles

Topics covered

• partnerships
• sales
• co-selling
• business growth
• pipeline production

Keywords

• enterprise sales
• SAP ecosystem
• Adobe ecosystem
• professional services
• Forecastable

Mentioned in this episode

Products: Forecastable

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