Challenge
AEs were skipping marketing assets. Win rates lagged. Field feedback was harsh and accurate.
Strategy
Reframed enablement as a buyer-conversation toolkit, not a deck library. Built modular content tied to deal stages and objection patterns.
Execution
- 01Deal desk shadowing and call review
- 02Modular pitch system with battle cards per persona
- 03Just-in-time enablement triggered by stage in CRM
Quote
"First marketing collateral I actually want to send."
- Senior AE
Results
+18pts
win rate on contested deals
92%
AE adoption inside 30 days