Enablement · The difficult questions · Element
The escalation
What the channel does when it cannot answer.
The part
What it is
A named person, reachable quickly. Without one, the partner guesses, and the guess is a commitment the organisation has to honour.
Response time matters: an answer arriving after the meeting is not an answer.
The smallest level
The attributes it carries
Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.
The other elements in the difficult questions
The questions
What buyers actually ask that is hard to answer.
LearnThe answers
What the channel should say.
Learn