Genially_copy - AGENDA

AGENDA

Who: FY26 Vision + Team Level Focus Areas

What/How: FY26 Enablement Program Highlights

When: Pilot-to-Launch Timeline

WHO: Vision + Team Level Focus Areas

Our vision is your vision, aligned to Certinia's GTM priorities and forward focused.

More specifically

WHO: Vision + Team Level Focus Areas

Is there an enablement delivery framework shaping the programs highlighted today?

Yes, it's rooted in Kolb's Experiential Learning Theory, if you want to dig deeper in your own time.

That said, here's the bottom line....

WHO

Now: Team members have solidified focus areas across the business, acting as designated global program managers.

Then: Team members provided ad hoc enablement support and/or acted as a regional point of contact.

WHO

FY26 Strategy: Role Based Focus Areas (Market/Region Agnostic)

• BDRs- Onboarding and Ongoing Learning
• Partner and Alliance Managers (Internal)

• AEs-Onboarding
• Presales
• Product Enablement (All GTM Roles)

AE + Addt. Internal Audiences as Pertinent

WHAT/HOW: FY26 Core Programs

Role Based, Ongoing Learning

New Hire Onboarding

Sales Leadership

Product

Worth mentioning....

WHEN: Pilot-to-Launch Timeline

H1 Global Corporate Enablement Calendar- Released Last Week via #sales-global slack

Mission 1 Here you can put an important title

Question 3/4

Mission 1 Here you can put an important title

Question 4/4

Mission 4 Here you can put an important title

Question 1/4

Are you sure you want to exit?

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Back

In H1, we're focused on program builds that prioritize the skills and outputs that impact all regions and markets, w/ alignment in mind. In H2, additional workstreams will begin with market specific or regionally specific outputs as appropriate.

Audience: RVPs, AVPs, Presales/Partner Leaders Delivery Style: VILT Workshop (2 hrs) 3rd Party SMEs where budget/timing allows Frequency: Quarterly KPIs/Measurements: GTM Retention / Turnover %, Session Attendance %, Session Knowledge Check Completion/Engagement Results, Standardized Quarterly Enablement Survey

Audience: BDRs, AEs, Presales, Sales Leadership, Partner/Alliance Managers, Value Engineers, Marketing Delivery Style:

• VILT (3-4x per month, 45 min on average)
• Self-Learning Paths (released via Seismic, in alignment w/ H1 calendar)
• Virtual Certifications (released via Seismic, in alignment w/ H1 calendar)

Frequency: Weekly KPIs/Measurements: Direct (Session attendance %, Session knowledge check completion/results, Quarterly Standardized Enablement Survey) and Indirect (GTM W/L %, GTM Attainment to Quota, GTM Pipeline Coverage)

REPITITION (is the mother of learning) And...practice makes perfect.

Regular stakeholder validation will continue in FY26. Gone are the days of enablement content or programs developed in a vaccum. AVP/RVP monthly check ins will continue in FY26.

Periodic releases + pilot efforts will ensure continued GTM productivity and enablement impact. Changes are already in motion, with releases to follow throughout the year.

A brief enablement survey will be released each quarter. Rather than relying soley on conversational feedback, enablement will compare qualitative and quantitative responses from the field QoQ, YoY.

Seismic remains our GTM communication conduit and single source of record. It serves three main purposes as an all-in-one content management, LMS/certification tool, and method for prospect and customer facing outreach.

Audience: BDRs, AEs, Presales, Sales Leadership, Marketing Delivery Style:

• VILT and/or 1:1 enablement coaching (weekly touch point)
• Self Learning (weekly learing path via Seismic)
• Hands on Learning

Frequency: 90 Day Program, w/ learning broken down week-over-week KPIs/Measurements: 1st Year Attrition % (turnover), standardized mid/post program survey, New Hire Ramp Up (against defined metric x sales ops), 100% weekly LMS course completion rate, 100% weekly VILT completion rate, successful completion of competency based, final capstone project.

Audience: BDRs, AEs, Presales, Sales Leadership, Partner/Alliance Managers, Value Engineers, Marketing Delivery Style: (1x) VILT per quarterly release (1x) self-learning course (via Seismic) per quarterly release (3x) self learning certification pathways (via Seismic) annually Frequency: Bi-Monthly KPIs/Measurements: Direct (Session attendance %, Session knowledge check completion/resuts, Quarterly Standardized Enablement Survey) and Indirect (Sales x Product Margin)