Calvina Cheng

PMM is responsible for GTM strategy, messaging, positioning, pricing, competitive, etc. and managing the overall launch (and success of the launch). Sales Enablement is r...

Below are just a few metrics that are useful when tracking sales enablement success: Lead-to-opportunity and/or lead-to-customer conversion rate. If more leads are conver...

I’ve created competitive webpages in the past and that’s been a huge success with sales. Whether you make these webpages easily accessible on your website (top nav or els...

The more time, the better! We just had a Tier 1 launch at the end of January, and we had our first enablement session back in October! Our GTM Crew always wants to know m...

We recently held a GKO (GTM Kick Off) with Sales/CS; Marketing attended the ones that were most relevant for them. Here’s a rough schedule: Day 1: CRO kick off, Marketing...

I have a running list of all the sales collateral requests that come in. The list always gets longer, as you can imagine! The sales leads also have access to this list, s...

I meet with the sales leaders and sit with the AEs on a regular basis to understand what’s useful, how they’re using the enablement materials, and where the gaps are. Eve...

The roadmap deck should be created by PM and PMM. Ultimately PM will have the best understanding of the upcoming features with dates of releases, but PMM is responsible f...

I’d say it’s 50/50. Sales will always have lots of ideas and requests :) On the other side, I don’t want to spend my time creating content that Sales won’t use. It’s a go...