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Product overviewCompetitive positioningDiscovery & qualification guidesObjection handlingPitch decks & messagingPricing & packagingPitch decks & messagingCompetitive positioningDiscovery & qualification guides (ex: BANT) Pricing & packagingObjection handlingWhyValue PropMessagingTarget Persona(s)ChallengesDiscovery Questions Common Use Cases/proof pointsProduct overview (What)Competitive positioningDemoingPricing & packagingObjection handlingFocus: Comprehension and retentionOutcome: Students can show they've grasped the material through tests, explanations, or presentationsFocus: Acquisition and articulationOutcome: Students can both apply what they've learned and explain it to others, showing deeper processingFocus: Cognitive engagement and analysisOutcome: Students can transfer their thinking to new situations and solve problems independentlyFocus: Recognition and valuingOutcome: Students can identify instances, make connections, and recognize significance in various contexts
Industry & Market ChallengesOverview of CodaCoda’s enterprise qualificationsCoda offerings in this space, the top competitors, and why Coda winsHow Coda is priced and packaged
Top challenges that Coda solvesBasic functions/use of CodaTop personas and the relevant messaging that would resonate with themCoda Discovery questions & qualification guidesObjection handlingMarket trends in CX (where they are communicating, slower AI adoption)How X,X,X transform Coda into an enterprise toolKey case studies of successful implementationsPitch DecksHQ optionsCompetitive positioning & Coda BattlecardsCoda pricing difference between Maker and EnterpriseAbout tool spawl’s impact on customers to dateHow Coda 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 Coda HQsAbout how their customers measure ROIWhat pain points their five prospects have an how Coda might solve themSet up a call with a Coda AE to strategize on the 5 prospectsHow individuals, teams, and companies function better when Coda is deployed vs. the competitionIf there is another persona they are highly engaged with, how can a new version of an HQ be created to solve a needHow Coda can change how work gets done in teams and across team
Written exam (85% passing score) - X questionsShadow 1-2 sales calls with certified repsDeliver 1 recorded product demoRecorded Role-play assessment Problem Statement with examples of how Coda solves that problemWhat top 3 discovery questions would they use?How would they calculate the ROI?
Bundle page shows animated gifs, but no voice 👎, so it’s uselessSH Plans - links to our pricing page and doesn’t tell our partners anything about volume/tiered pricingGo demo is the one Noah didGB Pricing seems to be the same as Go pricing. Pretty sure they are different. If we only want to sell bundles, then we need to spell it outGB Agents - link to demos for each 🚀Good talk track on Coda 18:03Good talk track on Mail 16:23This has the bones, but could be updated with some of the stuff from SKO and the Darin convo yesterday.
It’s dry and ho-hum. No ties into the challenges, impact, or solution Go can provide.
We could use the bones and make it more applicable
great content and talking pointslong, but could be sliced into smaller, more digestible componentsThe Docs editor is now part of the experience.The Agent overview and use cases are great, but not tied to demos, like the product overview
If is completed in program A, does it also show as being completed for the other two programs, B & C?
Scratch
Content Sources
Content - from Kristen
1
Assets - from Kristen
1
Content - from Michelle
1
Matt’s Framework
1
Why this order works: It mirrors the customer's buying journey—starting with "Do I have this problem?" and ending with "Can we actually implement this?" It also builds from strategy (why/who) to tactics (how/what).
1. Understanding → Demonstration of knowledge
2. Learning → Use and explanation
3. Thinking → Application
4. Appreciation → Providing examples
Course Objectives
Course Objectives
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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Potential Assessment Requirements
Go Plan for Core Accreditation
By Section
Section
Item
Due Date
Notes
1 - Product & Outcomes 101
4
1 - High-level value prop - why should partners care -
2 - What the product is -
SH Products
3 - 3–4 flagship cross-persona outcomes -
4 - Case Studies
ASU?
2 - Partner GTM & Mechanics
3
1 - How to register a Go deal
2 - Where pricing lives
3 - When to pull in the SH team
3 - Generic Sales Motion
3
1 - Standard discovery → pitch → demo → proposal flow.
2 - High-level ICP and “who we win with most often.”
Do we want to start with the AI leader, like Mail? We can dig into the other persona later (Marketing, Sales, EPD, EDU)
3 - ROI Calculator
7 - Tools & Technology
4
Sana Course
Partner Portal Assets
Capstone for pitch
Capstone for demo
4 - Generic Competitive & “Why not just use X?”
2
1 - OpenAI/Gemini/Copilot
Get compete from Davitt
2 - 1–2 biggest category competitors(beyond OpenAI/Gemini/Copilot) Notion?
5 - Core certification output
3
Multiple Choice Questions - 15
Feature - Function match
Capstone: Deal Simulation
6 - QA
1
Get feedback from 2 partners
8 - Accreditation Live
1
GA
Existing courses on the Partner Sana instance
Focuses on GB. Don’t include
Primarily on direct competitors to Grammarly. Don’t include
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Sana Questions
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