How does sales enablement change when you go from selling a product to selling a platform?

While you can have really compelling per-product pitches, the real challenge of selling a platform is getting prospects and customers to buy into a vision that unifying t...

It depends on where you are in the growth journey. If this is a strategy change - in terms of no longer selling a product to selling a platform, it's more about messaging...

This is a tough question to answer because it is so multifaceted. So let's start with the basics when you are moving from product to platform, you're moving from selling ...

Let's start with the difference between a platform and a product: Almost every SaaS product has APIs that let it integrate with other applications. A platform, however,...

When selling a platform, you're selling what a customer can accomplish, less what a customer is buying. Obviously in the SaaS world, a lot of our marketing is based on th...

In my experience the shift from Product selling to Platform selling has meant that we've had to update the buyer personas we sell too, or at least expand them. It has mea...

Two things need to happen when you make that shift from a sales enablement perspective. You need to change your narrative from a product to platform narrativeYou may need...

Sales enablement programs have to be designed with a hierarchy in mind, just like how there's a messaging hierarchy. You lead with the hero and follow with the supporting...