admit that I wasn’t champing at the bit to mow our lawn, unless there was a shiny $10 bill with my name on it for doing so! Whether the goal is a well-kempt front lawn or a productive partner channel, it doesn’t matter; supplying the information and the motivation to make it happen is the name of the game. A new cadre of thriving businesses has emerged focused on leveraging software to align knowledge and incentives with organizational objectives to optimize the partner channel. We believe several companies are well-positioned to transform the status quo and redefine what best- in-class partner enablement looks like over the coming years. Outcomes-Based Learning Building a productive, efficient, consistent go-to-market engine at scale requires a dedication to process-centricity and a commitment to making learning a continuous prerogative, not a once a year/quarter initiative. Whether it be architecting an effective onboarding program or establishing the infrastructure to support ongoing training and real-time enablement, the most effective programs we’ve seen are underpinned by continuous learning. The most successful approaches we have seen are straightforward, learnable, and repeatable, aimed at arming both new joiners and fully ramped reps with the tools and knowledge they need to immerse themselves in the sales motion and constantly refine and optimize their craft to sustain productivity. The best way to do this is to develop programs that are focused on specific outcomes. Things that are definable and have proven to be influential in the sales process. Software has enabled businesses to capture and analyze every element of the modern sales cycle, surfacing specific things that top performers do that are correlated with success. Activities and methods that can be clearly tied to productivity and closed business – things like mastering the company pitch deck or - 14 -