Launch Brief
A summary of the integrated change, including launch date, pricing, opportunities etc.
Find a launch brief template here:
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Enablement Assets
Why would I need to consider Enablement Assets?
- Enablement Assets accompany the launch of new products and proposition in order to provide salespeople with the information they need to sell efficiently
- They must be created for every launch to empower sales professionals to drive growth and deliver the MTP
Pre-requisites to Consider Prior to Engagement
- Have I considered which enablement assets my launch will need?
- Have I had an impact assessment performed on my change by the Sales Change Board or Readiness Managers?
- Have I allowed enough time for Channel Marketing to produce and distribute the Enablement Assets (as per their SLAs) in time for the launch?
Stakeholders
- Sophie Gilbert (SME Channel Marketing Lead)
- Lucy Davis (SoHo Channel Marketing Lead)
- Angela Abbott (SME Channel Readiness Manager)
- Pali Phull (SME Channel Readiness Manager)
- Aaron Brown (SoHo Sales Experience Manager)
- Fiona Wylie (SME Channel Deployment Manager)
- Nicky Reed (SoHo Channel Deployment Manager)
Who, How and When to Engage Enablement Assets
- Enablement Assets are created by the Channel Marketing team
- The Channel Marketing team can be engaged via Welcome to the Enterprise Marketing Front Door (monday.com)
- The progress of requests can be checked using the ‘My Requests’ option on the site
- Please refer to the SLA’s on the Channel Marketing chapter for guidance on when to engage for a particular request
What will success look like at point of launch / post-launch?
- Accurate & informative enablement assets have been produced which enable salespeople to sell effectively
- Salespeople are familiar with the new proposition / product and are happy to sell it
- Channel Marketing are able to produce and distribute the enablement assets comfortably prior to the launch date
Related chapters
- Channel Marketing
How are the Readiness Team Involved?
- Readiness Managers – Early strategic project scoping, focusing on SX / XD
- Change Board – Manages governance and Impact Assessments
- Channel Deployment – Gathering Subject Matter Experts from channels, forming Readiness tribe
- Channel Improvement – Measuring post-launch success and cataloguing defects
What Are They?
- Tools used by salespeople to deliver successful product launches
- Informative assets that help to develop knowledge and facilitate sales
- Vital documents which update sales professionals of any changes relevant to the sales channels
- Enablement Assets can be delivered in a variety of forms such as Launch Briefs, Sales Providers, Battle Cards, Proposal Docs and Procedures
Why Do We Need Them?
- Ensure consistency in product launches
- Give sales professionals the tools necessary to sell new products successfully
- Appropriate Enablement Assets for each product will be discussed between channel professionals and the change requester
Sales Presenter
A customer facing document which allows sales professionals to cater to customer issues by providing specific solutions.
Find a sales presenter template here:
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Battle Card
A summary of BT’s/Product’s strengths and weaknesses compared to our competitors.
Find a battle card template here:
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Proposal Doc
A template document for sales professionals to send to customers.
Find a proposal doc template here:
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Procedures
Enterprise Procedures will be contacted if new procedures need to be created or current ones need amended.
AIS will raise the front door with Enterprise Procedures if deemed necessary.
BT Procedures EE Procedures