demonstrating command of objection handling with battlecards – should be built into the program to ensure reps learn impactful skills as they ramp and hone those skills over time as new strategies are proven more effective. This structure also ensures that the leaders of the GTM organization are focusing their one-on-one coaching time on further developing higher level skills versus micromanaging tactical task execution. For software companies, the most important thing to equip your sellers with is strategic knowledge – about the product, the most effective way to execute the motion, the most impactful way to articulate differentiation. Importantly, this detail must be delivered in a manner that is digestible, and integrated into the existing workflow of the seller to ensure it can be digested without introducing friction as much as possible. Lastly, aligning incentives and providing a clear, attractive reward for performance is essential to operationalize that elegant theory into practice. The second and final portfolio company plug in this series goes here to Rallyware, a business that has rapidly established an early leadership position in the next-gen partner enablement arena. Rallyware provides the right information, to the right individual, at the right time, in the right format to give them what they need to get the job done. Delivered seamlessly into the existing workflow of the seller – often beamed directly onto their mobile phone – and stapled with a Godfather-esque “offer they can’t refuse” to make sure the seller truly cares. Equip your partners with top-of-the-line mowers, delivered with an intuitive user manual and comprehensive guidance on the unique ins and outs of your plot of grass – and you’ll have the most pristinely manicured lawn in the neighborhood. - 15 -