Sales Channels · Enablement · Component
The comprehension check
What the channel actually says when asked to describe the offer — because that is what customers are hearing.
The deliverable
What it is
A partner asked to describe your offer will produce the version customers hear. It is checkable in ten minutes and almost nobody checks.
The gap between the material provided and the description given is a measure of whether the enablement works, and it is usually large.
One level in
What it is made of
Each element is a constituent part of the component. Follow one to see the attributes it carries.
The accuracy
How close it is to what the offer actually is.
3 attributes: Accuracy · Specific error · Partners with same error
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Where several partners make the same error, the material is the cause. Fix that rather than the partners.
The other components in enablement
The essentials
What the offer is, who it is for, what it costs — in a form someone will actually read.
LearnThe difficult questions
The four or five hard ones, with answers the channel can use — the material that matters and is almost never provided.
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