Partner Enablement Hub

What is Partner Enablement?

Partner Enablement is figuring out how we can extend our reach and turn our partners into our extended marketing and selling arm.

The goal is to make our partners as capable and confident as our own internal sales team, even though we don't directly control them.

Partner enablement is the practice of equipping your channel partners — resellers, distributors, system integrators, consultants, and other third parties who sell or represent your products — with everything they need to be effective. That means training, sales content, product knowledge, marketing assets, deal support, and ongoing coaching.

Why does Partner Enablement Matter?

We sell products that solve problems, but we don’t sell end-to-end solutions for customers. Depending on the partner type, they can sell a wider solution journey or be a well-oiled procurement machine with extensive relationships.

Solution Partners are specifically delivering solutions that address a broader range of challenges within verticals. We are looking for partners who understand the need for central hubs that integrate with the vast number of tools a customer has. Go, Coda and Mail all connect with other apps to provide a more cohesive hub that works across multiple tools.

What are we trying to accomplish?

Externally

It’s about getting partners excited to sell and implement our products. How do we get them to care enough about our products to dedicate mindshare and resources to sell and implement our products?

Internally

It’s about making sure that our Partner Managers have the tools and knowledge to activate our partner network.

It’s about making sure that our internal leadership team and sales teams understand the importance of partners and how to leverage them to create a multiplier effect.

How are we going to measure the ROI

We need to measure the effectiveness of the enablement before a deal registration. Our KPIs need to predict our partner engagement

How are we going to do this?

We need to be seen as the thought leader and help make our partners thought leaders in the AI space

We need to show our partners how we extend their existing solutions and not compete with them. How do we make Jira, JSM, HubSpot, and Salesforce better? What do we do that their customers can’t live without? How do we show our partners that their customers can’t live without our products?

Challenges of Partner Enablement

There are different types of partners with different needs: resellers, distributors, system integrators, consultants, solution partners

Partners can sell competing products. While our current partners aren’t selling directly competing products, they are definitely selling competing mindshare products

What is our differentiator?

Our solution partners are selling solutions, such as HubSpot, Salesforce, Jira/JSM, etc. All of those existing solutions have AI in them, but don’t talk to all of the other products that make up a work stack for each persona.

Marketing uses between 10-20 tools to do their jobs. This requires switching apps/tools and losing focus. Data is siloed in several tools making work a fit of starts and stops versus a smooth sailing flow.

Scratchpad

Enablement Framework for each module

EXAMPLE:

Course Objectives

Seller Learning Objectives

Students will understand...fundamental principles, generalizations, or theories

Students will demonstrate knowledge... about fundamental principles, generalizations, or theories and concepts in solid-state physics

Students will learn... factual knowledge (terminology, classifications, methods, trends)

Students will be able to use and explain... the meaning for factual knowledge (terminology, classifications methods, trends)

Students will think... about applications of course material (to improve thinking, problem-solving, and decisions)

Students will be able to apply... the basic principles to scientific problem-solving.

Students will have an appreciation... of related applications to real-life of the theories that they learn.

Students will be able to give examples...

There are no rows in this table

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Customer Experience Sales Training - This course explores Grammarly’s and Coda’s approach toward transforming Customer Experience. Since all business runs on communication, and few businesses run on only one communication channel, Grammarly and Coda are uniquely positioned to optimize your customers’ and prospects’ brand reputation, employee satisfaction, and company productivity.

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