When it makes Zero sense!
A lot has been happening in the world of revenue enablement over the last 18 months and we at e4enable have been working hard to support our customers and prospects whilst at the same time listening to the wider market to see how we can help. Here are our observations…
The Analyst Predictions
In the midst of all the chaos, both Forrester and Gartner have continued to be a beacon of thought leadership and sense.
Both have advocated that the winners of the revenue war will be those who double down on the core competencies of their revenue teams. That to walk backwards from the end goal, all the way to the competencies that underpin each and every success indicator is the right strategy for the future.
They’ve also acknowledged that frontline sales is not the only runner in this race. Every member of the revenue team needs focus on developing the right skills and behaviours that will drive performance. This has culminated in enablement expanding from what has always been thought of as sales enablement and into ‘Revenue Enablement’. Recognising that revenue success is a team sport in every organisation.
“Do More With Less”
Everyone’s feeling it.
We need to extend runway, cut spend. There’s no more nice to haves, cut spend. You have to ‘do more with less’, cut spend.
It’s had a double whammy impact on sales over the last 18 months and has been tough on enablement who are facing greater pressure to underpin higher results in a downturn with very little investment capacity.
The Platform Bloat
The modern sales person has a LOT of platforms to contend with… CRM, Engagement, Content, LMS, Conversation intelligence, Social… the list goes on.
Enablement are facing an unprecedented adoption challenge across all these platforms. Front line revenue teams and leaders are fatigued and simply don’t want ‘another platform’. But that presents an issue for enablement who rely on tools to effect change, provide insights and drive transformation.
But it’s a ‘can’t see the wood for the trees’ kind of conundrum. They don’t have a clear line of sight into which platforms are having the greatest ACTUAL impact on performance so they can double down and enable usage on these.
The Strategic Vs Operational Struggle
What every single enabler, analyst and thought leader agrees upon is that the heyday of throwing money at a problem is no longer possible or realistic (if it indeed ever was).
That ‘random acts of enablement’ are costly and dangerous to the business. Throwing mud at a wall and hoping some of it will stick is not an option.
2023 and beyond calls for a strategic approach to revenue enablement. A laser focus on a) areas that are causing the biggest blocker to revenue goals and b) initiatives that will bring the biggest bang for your buck in terms of performance uplift. It must go so far as enabling enablers to JUST SAY NO to ad hoc requests with the reasoning to back it up.
But without data and insights, being able to identify and track all this is an ask too far for already stretched enablement teams.
Just to be clear, with all the tools at their finger tips today, revenue enablers are not short on data, they are however bereft of insight with no way to bring data together and correlate it to take meaningful action.
That’s all very interesting but this surely has Zero to do with the title of this blog!!!
Well that’s where you are wrong! Team e4enable have been listening and working hard to address all of these challenges.
We are delighted to formally launch the Zero version of our award winning platform.
As John Moore from Trust Enablement put it:
“e4enable is the glue that brings your sales training and coaching solutions, LMS systems, and content systems into focus for all members of the organization, finally allowing you to directly align your efforts to your revenue goals and deliver predictable and measurable positive outcomes from these investments”
Let’s recap how Zero addresses the challenges we have outlined above…
The Downsize - Zero powers up your existing enablement teams. You get to focus your limited resources on the initiatives that matter most and are going to drive results.
The Analyst Predictions - An operational competency framework sites at the heart of e4enable Zero. It operationalises your role based competency frameworks and aligns them automatically to the metrics and goals that matter. It also fits to you and your organisation, tech stack and roles, including CS.
The Budget Squeeze - At less than the cost of an intern for teams as large as 1500 sellers, it’s a no brainer in terms of ROI. We’ve made it a sliding scale so no matter the size of your revenue organisation, it’ll fit your budget.
The Platform Bloat - Zero is so named as it requires Zero engagement and adoption from your frontline revenue teams meaning that you can start getting the measurement and insights you need in next to no time.
The Strategic Vs Operational - The e4 recommendation engine is constantly analysing all your data, alongside your competency models to give you clear, actionable, measurable insights and gap analysis. You can see the performance cost of your gaps and track the improved outcomes of your initiatives at the click of a widget!
So you can see why we are so excited to unleash Zero to the enablement world!
You can find out all about it here.
And don’t worry, our full platform is still there in all it’s glory packing a punch for those organisations committed to driving a data & competency driven coaching culture across their whole revenue organisation. It’s now called Pro and you’ll find all the details here.