The Essentials of Scaling GTM Enablement
Scott will spend an hour deep diving into The Essentials of Scaling GTM Enablement in this session, focusing on building and scaling your enablement function to increase revenue, reduce costs, and minimize risks to your business.
A few discrete topics that Scott will cover include:
- A Staged Approach to Revenue Excellence: Scaling your Enablement Programs with Team Growth
- Increasing revenue through consistent sales execution, proven sales motions, and demonstrated sales mastery
- Reducing costs by not adding headcount, faster, focused enablement, and tailored team training
- Minimizing risks for new hire ramp/success, training investments, and GTM programs
Scott is a proven sales enablement leader, and the founder of EnablePoint, a firm dedicated to helping software GTM leaders exceed revenue goals through targeted team training - without the need to add headcount. He brings 20+ years of experience in increasing software sales performance. Before founding EnablePoint, Scott was the Global Vice President of Enablement at Optimizely and Handshake, where his achievements included increasing sales productivity by ~40%, doubling revenue for a new product, and reducing average time to first revenue by two (2) months.
Scott’s journey to enablement and training excellence began as an Army Officer and helicopter pilot, which included leading over 30 combat missions in Iraq. These experiences forged him into a dynamic leader who can adapt quickly, navigate complex challenges, and drive success. Here he cultivated the belief that “There is no such thing as being fully trained.” Scott would also apply this mantra to future Tech leadership roles following his MBA at Harvard and time as a Consultant for Bain and Company. His passion for exceeding revenue goals through enablement is unmatched, and as the founder of EnablePoint, Scott helps bring transformative change to organizations seeking to unlock their full sales potential.
Software Durability in an ‘AI World’
The Inflection Point - "Viable to Valuable"
The Four Fundamental Failures of Leadership Teams and How to Avoid Them
Scaling Up -- Playing the Platform Power Game
‘Operationalizing AI’ Series – Pricing & Revenue Acceleration in the Age of AI
Scaling a Performance Culture
Crossing the Chasm: The Documentum Case Study on G2M and Leadership
Practical AI in Action for Executives
Pitch-Ready: How Great CEOs Tell the Story & Communicate Effectively
Design as a Growth Engine: Lessons for Founders and Leaders
Winning the Next Channel: How to Build Visibility & Demand in LLMs
Blueprint for Creating "Real Customer Success"
Best Practices for Prospect Conversion & Engagement
B2B SaaS Public & Private Market Outlook & Update led by Piper Sandler
Achieving Next Level Growth by Optimizing Value and Price
Amplify Go-to-Market via Account-Based Marketing "(ABM)"
Best Practices for Recruiting Exceptional Go-To-Market Executives
Building a High-Performance GTM Organization
Building a Revenue Machine Through RevOps
Building a Best-in-Class, Data-Driven Customer Experience & Success Strategy
