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Need an image of SH LogoThe persona's are in the product training3/4 - sent to Amber3/10 - get recording and send to AmberConfirmed with Shelbi that it should replace the old oneShelbi LucciniSpencerLaurenNeed to talk to Alex and Ko about Mail reps demoning short-termCheck with Spencer on the Mail pricingWork with Kristen on a pricing sheet for partners to live on the partner portalROI CalculatorNew Pitch DeckROI CalculatorNeed to add the lead tabRe‑surface ROI calculator as partner enablement follow-up, coordinated with Amber, so partners can also use it in Mail opportunities.Work with Alex to create an asset for PMs to use with partners
Mail Core Plan for Accreditation
Mail Enablement Resources
Enablement Resources
Name
Product
Persona
Search
Name
Link
Notes
Enablement Type
Superhuman Mail - Managed Integration hub
Superhuman Mail Talk Track
Revenue Enablement Team Hub
Sales
No results from filter
Enablement Assets
Function
t_Content - Type
Link
Status
Name
Source
Product Overview
Competitive Positioning
Have
Highspot - How do we win against our competitors?
Highspot
Product Overview
Objection handling
Have
[WIP] SH Sales Playbook - Objection Handling Library
[WIP] SH Sales Playbook
Product Overview
Case Studies
Have
Highspot
Product Overview
ICP
Have
Highspot
Product Overview
Pitch Call Examples
Should Have
Product Overview
Payoff/ROI Questions
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Project Plan
By Section
Sana
Done
Item
Sana Mail Prod Training
Due Date
Progress
Status
Notes
1. Why Sell Mail
1
2/13/2026
000
1002. What is Mail
1
2/13/2026
000
100Need an overview of what Mail is (What does mail do)
What order do we have partners take this vs the product one?
3. Who We Help
3
2/13/2026
000
95
Sales, Marketing, Customer Success
2/13/2026
000
100
4. How to Sell Mail
6
2/13/2026
000
50
2/13/2026
000
95
2/27/2026
000
100This is not a very strong compete
000
Do we have other competitors? Ask Alex
2/20/2026
000
85 – Follow a step-by-step approach for who to target, what to say, and how to move deals forward.
2/18/2026
000
100
on partner portal
Accreditation
7
Create Multiple Choice Questions - 15
2/20/2026
000
100
Need 15 questions total - have 13, need 2
Feature - Function match similar to Mail Product Training
2/20/2026
000
100
Can use the existing one in the course. How would we know in the accreditation that they passed it?
Get signoff of questions from:
3/4/2026
000
1003/4 - sent to Shelbi & Spancer
Use Shelby, Spencer, and Lauren as primary SMEs for validating Mail accreditation questions and ensuring alignment with the existing sales/playbook content
Capstone: Deal Simulation - get from Matt Leano
3/2/2026
000
70
PMs will grade the rubric for the partner
Capstone: Demo Simulation
3/2/2026
000
70PMs will grade the rubric for the partner
Get feedback from 2 partners
3/20/2026
000
Who should I use first?
000
Separate Course
4
1 - How to register a Mail deal
000
2 - Where pricing lives
000
We need to get a tiered pricing list on the portal. Ask Spencer about volume pricing. We need to have a partner pricing spreadsheet that can only live in the partenr porttal
3 - When to pull in the SH team
000
3 - PB&J with HubSpot
000
20Working with Maddy and CS team
We did an onboarding with IG and there were many integration questions with Hubspot
7
Sana
3/6/2026
000
100Started building
Create Sana course
Assets live on Partner Portal
3/6/2026
000
90In addition to the Mail Playbook stuff - need to add:
Capstone
3/6/2026
000
2/18/2026
000
100
on partner portal
2/18/2026
000
100
on partner portal
Asset
2
3/27/2026
000
80Need to figure out what form it lives in and where. Ask Amber - she is open to linking it in Sana or training.
ABP Pricing Explantion
3/31/2026
000
85Activation-Based Pricing (ABP): What Partners Need to Know
The Simple Version
Activation-based pricing (ABP) is a model designed to reduce risk for large organizations that are interested in a product but uncertain about adoption. Instead of requiring a company to pre-purchase and commit to a fixed number of seats, they only pay for the users who actually activate and use the product.
ABP removes the biggest blocker to closing large deals: “We don’t know how many people will actually use it.”
Instead of forcing a company to guess and commit upfront, they start small and only pay for the users who actually activate. No wasted spend. No risk.
How to Explain It to a Customer
1. Step 1 - Start small: The customer buys a minimum of 50 seats ($25K). This gets them full onboarding, an implementation manager, security support, and customization. It’s a real contract from day one.
2. Step 2 - Full org provisioned upfront: Even though the customer only pays for 50 seats, the entire organization is provisioned via SAML and SCIM. This makes internal rollout seamless.
3. Step 3 - Only pay for what’s used: As people start using Superhuman, the customer is only charged for those who actually activate. If 500 people get access but only 80 use it, they pay for 80.
4. Step 4 - Grow as usage grows: Every quarter, we check how many seats are active and bill accordingly. If usage goes up, the price goes up. If usage dips, the seat count stays the same — those seats can be reallocated to new users instead.
5. Step 5 - Annual contract, flexible renewal: ABP runs on annual contracts. At renewal, we work with the customer to adjust seat counts and pricing based on actual usage.
Why It’s Not a Pilot
ABP is intentionally distinct from a “pilot.” Pilots imply a free or discounted trial period that often stalls and never converts. ABP is a paid, contracted model from day one — it just scales with actual usage rather than forecasted usage.
Key Benefits
* Eliminates the need to guess how many seats will be used
* Reduces buyer risk for large organizations
* Enables viral, organic growth within a company (especially with collaboration features)
* Provides a low-friction path to expand from a small initial footprint to org-wide adoption
6. First Deal Motion
1
000
Competitive battlecards
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