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Step 1: Course: Demystifying AIStep 2: Course: ProductsStep 3: Course: SecurityStep 4: Course: CompetitionStep 5: Grammarly for Business Pitch Example
Step 1: Course: Marketing Buyer PersonaStep 2: Course: IT Buyer PersonaStep 3: Course: CX Buyer PersonaStep 4: Course DEIB Buyer Persona
Step 1: Course: Generative AI
Step 1: Course: Registering a DealStep 2: Course: Quoting a Deal
Who/What is Superhuman?Why do we have a Partnership Team / What is the opportunity for sellers?What’s Coda Docs?What’s Superhuman Go?What is Grammarly for Education?What solution areas do we operate within?
CX ObjectivesWho Grammarly is as a company, and what space we serve.Grammarly’s enterprise qualificationsGrammarly’s Business offerings in this space, the top competitors, and why Grammarly wins.How Grammarly is priced.How Grammarly= and Coda come together for a best-in-class CX Experience.Key CX use casesThe proper personas to reach out to and the relevant messaging that would resonate with them.Market trends in CX (where they are communicating, slower AI adoption)How Style Guides, Snippets, and admin reporting capabilities transform Grammarly into an enterprise toolKey case studies of successful implementationsCX use casesDeal Registration Process
about AI’s impact on customers to date.about how Grammarly fits in with their company's product and services portfolioabout the next five prospects that they should be reaching out toabout how their customers measure ROIWho Superhuman is as a company, our commitment to customer experience, and the products that we make to support that commitment.How individuals, teams, and companies function better when Grammarly is deployed vs. competition.EdTech ObjectivesKey EdTech Use CasesThe proper personas to reach out to, and the relevant messaging that would resonate with them.Market Trends in this spaceabout how Grammarly fits in with their company's product and services portfolio.of how students, departments, and institutions function better when Grammarly is deployed vs. the competition.
Pitch decks & messagingCompetitive positioningDiscovery & qualification guides (ex: BANT) Pricing & packagingObjection handlingPartner pipeline growthWin rateAverage deal size Sales training completion rateAccreditation completion rateSuperhuman value proposition Platform narrative High-level product overview ICP & use cases Pricing & packaging
About AI’s adoption to date and why it is so lowSuperhuman’s Go offerings in this space, the top competitors, and why Grammarly winsHow Go is priced and packagedHow Superhuman agents work within our products and externally to our products
AI adoption challengesWhat are the types of Go agents (1st, connector & 3rd)Existing Agent Use Cases across different personas and the relevant messaging that would resonate with themThe Superhuman vision of the types of agents that we are pursuing to extend the platformMarket trends in agents What role do agents play in the Superhuman platformICP & PersonasKey Case Studies of Successful Implementations (TBD)Go BattlecardsSuperhuman’s Writing Agents and Non-Writing Agents2-3 of the top 3rd party agents (TBD)Discovery QuestionsObjection HandlingAbout AI’s impact on customers to dateAbout how Go and its agents fit in with their company's product and services portfolio.About the next five prospects that they should be reaching out to.About how their customers measure ROISpecific agents that can solve a customer's problemsROI conversations/worksheet/calculatorFor how Superhuman Go brings AI relevancy to the massesWhat types
Warm Welcome: Max Lytvyn, Alex Shevchenko, Shishir, MattThank you for being a PartnerMission and EAGER Values of SuperhumanDelivered from a leader, with some messaging about how we want our Partners to be a natural extension of these values.History of Coda+Grammarly+Mail+Go
The Mission/Vision of Coda+Grammarly+MailIntroduce the three spaces: CX, EdTech, Enterprise AI
Product/Solution introduction Target AudiencePain Points & Use CasesMessaging and Value PropsSupporting Product CapabilitiesProof PointsExtensibility Options *Competitive Landscape
Solution Deep Dives (no Fuel Pack):Product/Solution introduction Target AudienceIT?LOB?Pain Points & Use Cases - deck & check with PMMessaging and Value Props - Supporting Product CapabilitiesProof PointsCheck with ManeshExtensibility Options *Competitive LandscapeBattlecard or PB&JChatGPTCo-pilotabout AI’s adoption to date and why it is so lowGrammarly’s Go AI offerings in this space, the top competitors, and why Grammarly winsHow Go is priced and packagedHow Superhuman agents work within our products and externally to our products
What are the types of Go agents (1st, connector & 3rd)Existing Agent Use Cases across different personas and the relevant messaging that would resonate with themThe Superhuman vision of the types of agents that we are pursuing to extend the platformMarket trends in agents What role do agents play in the Superhuman platformKey Case Studies of Successful Implementations (TBD)
Superhuman platform conceptCore agentsabout AI’s impact on customers to dateabout how Go and its agents fit in with their company's product and services portfolio.About the next five prospects that they should be reaching out to.About how their customers measure ROIFor how Superhuman Go brings AI relevancy to the massesWhat types
How Go is differentiated from Copilot and ChatGPT
Why Register a Deal with us, and what is a quality deal registrationHow a discovery call should happen with a Partner and an AEHow to get a quote from us
How to work with our CSM’sHow to raise a support request with usNavigating the Partner Portalaccess to Product Marketing Materialsaccess to Deal Registration and walkthrough.
Thank youWho do you know?
Certs vs. Accreds - long term.Vocab - individual vs. company acknowledgmentsAssume that all 101/201 sellers would map to Customer ExperienceStill landing on Coda elementsPersona training is largely similarWe have ICP training (including Coda)Discovery Process Training that can be re-adjusted for Partner Consumption.Consider Maintenence. Internal uses 3 months expiration courses.EDU is further along on content, has the least amount of change roadmapped. Max/Alex can be hard to pin down. Work on CX as at term...Business?standardize quickly on nomenclature (is this an accred/cert/etc, CX and Enterprise AI)
Flavio can assign LeanoDecoa can nominate someone after we take a review
Matt's Original Enablement
The current Learning Paths for our Sellers are good, but we believe can be polished. Further, as we merge the two companies, the current enablement is entirely based on Grammarly. The following is a proposal for a new Partner Enablement Framework. R&R can be determined later. R&R will split into content creation (a) Quiz Creation (b) and packaging/uploading into the LMS (c).
Directional Approvers
@Flavio Loli
@Decoa Brown
@Ko Mistry
Current State:
Title
Components
Duration
Learning Tracks
Sales 101
38 min
Sales 201
26 min
Training: Generative AI
Training: Quoting & Deal Registration
30 min
Available Certifications
Sales 101
Completion of 101 Training
Sales 201
Completion of 201 Training
Generative AI
Completion of Generative AI Training
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Missing Components...
Matt’s Proposal:
Descriptions of Accreditations (8 hours max):
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.
Education Technology Sales Training—This course explores Grammarly’s and Coda’s approaches toward AI-forward academic institutions. Whether you are working with K-12 or higher education, Grammarly and Coda are pioneers in how academic institutions drive not only collaboration among staff but also set the standard for institution-accepted student writing—from assignment creation to citation and AI Anthropoship assistance.
Enterprise AI Sales Accreditiation - This course explores how Coda and Grammarly come together to delivery a unique solution around how companies can establish their own approach towards AI, uniting a customers’ heterogenous technical stack to have a seamless AI experience, from search through action taking in a user centric, company governed approach.
Go Sales Accreditation - This course explores how AI can be leveraged at the individual and enterprise levels, and how Superhuman is uniquely positioned, given its ubiquity across 500k+ apps.
CX Course Objectives
CX Seller Learning Objectives
Students will understand...
Students will demonstrate knowledge...
Students will learn...
Students will be able to use and explain...
Students will think...
Students will be able to apply...
Students will have an appreciation...
Students will be able to give examples...
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EdTech Course Objectives
EdTech Seller Learning Objectives
Students will understand... Grammarly’s Education offerings in this space, the top competitors, and why Grammarly wins.
Students will demonstrate knowledge...
Students will learn...
Students will be able to use and explain...
Students will think...
Students will be able to apply...
Students will have an appreciation...
Students will be able to give examples...
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Enterprise AI Objectives
Pillar
Goal
Enablement Assets
KPIs
Value Motion
Sales Enablement
Help partners confidently sell
Enable
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Superhuma Go Course Objectives
Enterprise AI Seller Learning Objectives
Students will understand...
Students will demonstrate knowledge...
Students will learn...
Students will be able to use and explain...
Students will think...
Students will be able to apply...
Students will have an appreciation...
Students will be able to give examples...
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Content Deep Dive:
Foundational Training:
Solution Deep Dives (from Fuel Packs):
Go Sales Accreditation Objectives
Superhuma Go Course Objectives
Enterprise AI Seller Learning Objectives
Students will understand...
Students will demonstrate knowledge...
Students will learn...
Students will be able to use and explain...
Students will think...
Students will be able to apply...
Students will have an appreciation...
Students will be able to give examples...
There are no rows in this table
Working with our Sales Team:
Additional Teams and Resources:
Wrap Up:
Notes from Decoa
Notes from Flavio
Ko
Sprint 1: Inventory with EdTech as a focus
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