What Does Global Enablement REALLY do in Marketo?

1. “Building A Culture of Learning”
Partnership Is The Key To Success!
Roderick Jefferson
Vice President, Global Enablement

2. Enablement Team & Charter
Roderick Jefferson
VP, Global
Enablement
TBH
Director,
Sales Enablement
Shelly Lucey
Sr. Program Manager
(ANZ)
Duncan McNeill
Sr. Program Manager
(EMEA)
Kira Greer
Sr. Program Manager
ENT. (SDR/AE/SC)
Bissy Sancimino
Sales Enablement
Specialist
COMM. (AE/SDR)
Flavio Loli
Sr. Business
Enablement Specialist
(CSMs/ROPs)
Briley Hale
Sales Enablement
Specialist
(Onboarding)
Shuji Chiba
Sr. Program Manager
JAPAN
TBH
Director,
Services
Enablement
TBD
Consulting
Contractor
(Prof. Svcs)
Eric Nelson
Sr. Program Manager
Partner Enablement
Lou Beckert
Sr. Program Manager
(Apps/Metrics)
TBH
Event Coordinator
(Contractor)
Denise Goodie
Sr. Learning Program
Manager,
Talent Development
Rupa Ailam
Sr. Business
Enablement Specialist
Customer Support
Create & deliver valuable, comprehensive and scalable enablement strategy
in alignment with business priorities that drives increased revenue within
Marketo & our Partner ecosystem

3. What Does Global Enablement REALLY do?
Sales
Marketing
Product
Marketing
HR
Engineering
Global
Enablement
Partners

4. PURPOSE
What is the true purpose of Partner Enablement?
PEOPLE
What is the right structure & talent needed to achieve this?
Global Partner
Programs & Initiatives
Increased Opportunities &
Closed Sales
Domain
Expertise
Product
Expertise
PROGRAMS
Onboarding Adoption
Accreditations
&
Certifications
Shared
Content
Centralized
Communication
Strategy
Guided
Learning
Paths
Continuing
Education
Strategy
Orchestration
& Change
Management
PLATFORM
What are the systems & tools required to manage all of the above?

5. WEDNESDAYTUESDAY
Marketo Business Value
• Introduction to the
Engagement Economy
• Persona Profiling
• Value of Outbound
Prospecting
• Differentiating the
Value of Marketo
• Articulating the
Marketo Golden Pitch
ALL ROLES + PARTNERS
THURSDAY FRIDAY
ALL ROLES + PARTNERS
Key Differentiators
• Speaking the
Language of the
Buying Personas
• Developing Qualified
Pipeline
• Developing a
Competitive Response
• Delivering Impactful
Demonstrations
• Collaborative Teams:
Case Study
Introduction
Building Your Network
• Sales Methodology
Introduction
• Internal Ecosystem
Overview
• Role Specific Breakouts
ALL ROLES & BREAKOUTS ALL ROLES
Pulling It All Together
• Onsite Customer
Discussion
• Building A Culture of
Learning: Continuing
Education Overview
Case Study
Presentation
Case Study
Preparation
Volunteer Event

6. Enablement is a Long-term Partnership
Initial 90 Days: Nurture
Day 1-30 Day 31-60 Day 61-90
Continuing Education
Role Mastery
Accreditations
Domain Expertise
Product Expertise
Vertical Solutions
Outbound Prospecting
Skills Building
Outbound Prospecting
Situational Sales
Negotiation
Objection Handling
Workshops
Executive Conversations
Management Training
Project Management
Presentation Skills
Product Expertise
Industry Solutions
Client Demo’s
Product releases
Marketing / PR Pushes
Role Success
Opportunity Plan Review
Playbook Reviews
Global Sales Forums
Calls
Sales Methodology
Forecasting
Deal Desk
Basic
Training
Boot
Camp
Deeper
Dives
On boarding
• Checklists by Role
• On-Demand Pre-work
• Product & Domain Chalk Talk
• Product Overviews
• Comprehensive Exams
• Golden Pitch Accreditation
Marketo Culture
• Mission, Vision, Purpose
• Golden Pitch
Marketo Teams
• Leveraging Resources
• Day-in-the-life
• Interactive Panels
Marketo Sales
• Messaging; Positioning; Pitch
• Case Studies
• Simulations & Workshops
• Role Specific Breakouts
• Team Presentations
“How To” Sessions
• Pricing & Packaging
• Deal Management
• Quote to Fulfillment
• Industry Solutions
• Product Support
• Sales Systems Overviews

7. Centralized Communications Strategy

8. Global
Enablement
Marketo University
Partner
Success
Unified Learning Path

9. QUESTIONS