{"id":537,"date":"2020-07-05T13:36:40","date_gmt":"2020-07-05T17:36:40","guid":{"rendered":"https:\/\/www.orchestratesales.com\/?page_id=537"},"modified":"2023-10-06T14:20:24","modified_gmt":"2023-10-06T18:20:24","slug":"research","status":"publish","type":"page","link":"https:\/\/www.orchestratesales.com\/research\/","title":{"rendered":"Research"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"537\" class=\"elementor elementor-537\" data-elementor-post-type=\"page\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-66a29070 elementor-section-height-min-height elementor-section-items-stretch elementor-section-boxed elementor-section-height-default\" data-id=\"66a29070\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;shape_divider_bottom&quot;:&quot;triangle-asymmetrical&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t<div class=\"elementor-shape elementor-shape-bottom\" data-negative=\"false\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 1000 100\" preserveAspectRatio=\"none\">\n\t<path class=\"elementor-shape-fill\" d=\"M738,99l262-93V0H0v5.6L738,99z\"\/>\n<\/svg>\t\t<\/div>\n\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4b5d65c9\" data-id=\"4b5d65c9\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-704f409a elementor-widget elementor-widget-heading\" data-id=\"704f409a\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.21.0 - 25-04-2024 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h1 class=\"elementor-heading-title elementor-size-default\">State of Sales Enablement<\/h1>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b2ea4c6 elementor-widget elementor-widget-heading\" data-id=\"b2ea4c6\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Research<\/h1>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-a3dc1ea elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a3dc1ea\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-005fea7\" data-id=\"005fea7\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-96e82d1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"96e82d1\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8833619\" data-id=\"8833619\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0272da0 elementor-widget elementor-widget-heading\" data-id=\"0272da0\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">tHE STATE OF SALES ENABLEMENT<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5a09445 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5a09445\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8686c43\" data-id=\"8686c43\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e2ff41a elementor-widget elementor-widget-text-editor\" data-id=\"e2ff41a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.21.0 - 25-04-2024 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p style=\"text-align: center;\"><span style=\"color: #ff0000;\">NO<\/span> vendor money<br \/><span style=\"color: #ff0000;\">NO<\/span> special interest groups<br \/><span style=\"color: #000000;\">100% TRANSPARENT <\/span>research methodology<br \/>&#8230; And <span style=\"color: #ff0000;\">NO <\/span>forcing people to answer on a scale of 1-5<\/p><p style=\"text-align: center;\">We gathered unfiltered thoughts to find gaps and opportunities based on what experts, practitioners, sales leaders, academics, and consultants are seeing.<\/p><p style=\"text-align: center;\">The findings may surprise you&#8230;<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e25299d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e25299d\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-f4f9a04\" data-id=\"f4f9a04\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-de8466e elementor-widget elementor-widget-heading\" data-id=\"de8466e\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">About the Blended Research Method<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-d7879ca elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d7879ca\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-131a408\" data-id=\"131a408\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8767a5a elementor-widget elementor-widget-text-editor\" data-id=\"8767a5a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>The 2020 State of the Sales Enablement research follows a blended Phenomenological and Ethnographic qualitative research method. Phenomenological research is used to describe an event, activity, or phenomenon, we use a combination of methods, such as conducting interviews, reading documents, watching videos, or visiting places and events, to understand the meaning participants place on whatever\u2019s being examined. We rely on the participants\u2019 own perspectives to provide insight into their motivations.<\/p><p>With an Ethnography approach, we also immerse ourselves in the sales enablement participants\u2019 environment to understand the goals, cultures, challenges, motivations, and themes that emerge. Ethnography has its roots in cultural anthropology where researchers immerse themselves within a culture (often for years). Beyond relying solely on interviews or surveys, we work to experience the environment first hand, and sometimes as a &#8220;participant observer.&#8221;<\/p><p>As researchers taking this blended approach, we are not looking at a given specific set of hypotheses to test; instead, we&#8217;re looking to understand how people think and believe the Sales Enablement space is evolving. Our approach to this research is a markedly different approach from quantitative research (for example, analyzing answers on a 1-5 scale with hypotheses to reject or not).<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-89be3b2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"89be3b2\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c212a8e\" data-id=\"c212a8e\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-cffbabf elementor-widget elementor-widget-heading\" data-id=\"cffbabf\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">THE DIFFERENCE BETWEEN DATA AND INSIGHT<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ef06cce elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ef06cce\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-470cefa\" data-id=\"470cefa\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3227210 elementor-widget elementor-widget-text-editor\" data-id=\"3227210\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"letter-spacing: 0px;\"><b>Data<\/b> are a rear-view mirror. It comes from systems and spreadsheets and leads to a reaction based on assumptions of cause-and-effect. For example, if a score is 4.3 on a scale of 5 it&#8217;s time to do something. Data can lead to snap judgment on what&#8217;s right or wrong based on existing biases of &#8220;what to do.&#8221;<\/span><\/p>\n<p><b>Insights<\/b> are real-time and future-oriented. Instead of coming from spreadsheets, information is collected from humans. Each carefully vetted human has his or her own perspective, mental-model, decision-making approach, and priorities. Each human sees the world differently. Insight leads to dialogue and opportunities based on &#8220;what&#8217;s possible.&#8221;<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-0c0c4c9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"0c0c4c9\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-92fa266\" data-id=\"92fa266\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c6c898a elementor-widget elementor-widget-heading\" data-id=\"c6c898a\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">FOUNDED IN BRAIN SCIENCE<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3fd9e0b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3fd9e0b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-ea2c3e0\" data-id=\"ea2c3e0\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-ad37277 elementor-widget elementor-widget-text-editor\" data-id=\"ad37277\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"word-spacing: 1.6px; background-color: var(--bb-body-background-color); letter-spacing: 0px;\">What&#8217;s the value of the human brain? Do humans make sense of the world around them and adapt? Do they struggle to communicate what they&#8217;re seeing? Do they have a way to identify what&#8217;s working? What if we could tap the collective wisdom while managing bias?<\/span><\/p><p><span style=\"word-spacing: 1.6px;\">We figured out a new research method grounded in brain-science while at the same time managing a broad range of human perspectives through a procedure that created executable insights for our listeners.<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-720ed1e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"720ed1e\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-0d7afa8\" data-id=\"0d7afa8\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7c7b1a0 elementor-widget elementor-widget-heading\" data-id=\"7c7b1a0\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">COMPREHENSIVE RESEARCH = ACTIONABLE INSIGHTS<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ccb6b50 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ccb6b50\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-17ecafa\" data-id=\"17ecafa\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-85755f0 elementor-widget elementor-widget-text-editor\" data-id=\"85755f0\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>We conducted the most comprehensive research on the state of sales enablement to date to provide actionable insights.<\/p><p>This research is not about creating another definition for sales enablement and it&#8217;s not about defending an existing definition. It&#8217;s about understanding what&#8217;s happening and how to improve.<\/p><p>Ultimately, research fuels leader decision-making. In today&#8217;s highly dynamic, volatile, uncertain, and ambiguous world, research must be grounded to reality. What if research inputs could come from humans who are immersed in the reality of the day-to-day, and not from survey responses compiled on a 1-5 scale in 3 minutes or less?<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7728297 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7728297\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-12de7b0\" data-id=\"12de7b0\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-09c67c1 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"09c67c1\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.21.0 - 25-04-2024 *\/\n.elementor-widget-divider{--divider-border-style:none;--divider-border-width:1px;--divider-color:#0c0d0e;--divider-icon-size:20px;--divider-element-spacing:10px;--divider-pattern-height:24px;--divider-pattern-size:20px;--divider-pattern-url:none;--divider-pattern-repeat:repeat-x}.elementor-widget-divider .elementor-divider{display:flex}.elementor-widget-divider .elementor-divider__text{font-size:15px;line-height:1;max-width:95%}.elementor-widget-divider .elementor-divider__element{margin:0 var(--divider-element-spacing);flex-shrink:0}.elementor-widget-divider .elementor-icon{font-size:var(--divider-icon-size)}.elementor-widget-divider .elementor-divider-separator{display:flex;margin:0;direction:ltr}.elementor-widget-divider--view-line_icon 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100%;mask-size:var(--divider-pattern-size) 100%;-webkit-mask-repeat:var(--divider-pattern-repeat);mask-repeat:var(--divider-pattern-repeat);background-color:var(--divider-color);-webkit-mask-image:var(--divider-pattern-url);mask-image:var(--divider-pattern-url)}.elementor-widget-divider--no-spacing{--divider-pattern-size:auto}.elementor-widget-divider--bg-round{--divider-pattern-repeat:round}.rtl .elementor-widget-divider .elementor-divider__text{direction:rtl}.e-con-inner>.elementor-widget-divider,.e-con>.elementor-widget-divider{width:var(--container-widget-width,100%);--flex-grow:var(--container-widget-flex-grow)}<\/style>\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-59a2f7d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"59a2f7d\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e39540b\" data-id=\"e39540b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-783b070 elementor-widget elementor-widget-image\" data-id=\"783b070\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.21.0 - 25-04-2024 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"640\" height=\"166\" src=\"https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/07\/research_method_SE-e1594225059809-768x199.png\" class=\"attachment-medium_large size-medium_large wp-image-785\" alt=\"Sales Enablement Research\" srcset=\"https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/07\/research_method_SE-e1594225059809-768x199.png 768w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/07\/research_method_SE-e1594225059809-300x78.png 300w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/07\/research_method_SE-e1594225059809-1024x265.png 1024w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/07\/research_method_SE-e1594225059809-610x158.png 610w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/07\/research_method_SE-e1594225059809-624x162.png 624w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/07\/research_method_SE-e1594225059809-50x13.png 50w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/07\/research_method_SE-e1594225059809-100x26.png 100w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/07\/research_method_SE-e1594225059809.png 1178w\" sizes=\"(max-width: 640px) 100vw, 640px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-0c636bd elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"0c636bd\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-427f9e9\" data-id=\"427f9e9\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c7133f3 elementor-widget elementor-widget-heading\" data-id=\"c7133f3\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">TRANSPARENT RESEARCH TIMELINE<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-99a97b9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"99a97b9\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-a08b03f\" data-id=\"a08b03f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2553a0e elementor-widget elementor-widget-text-editor\" data-id=\"2553a0e\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>March 4<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-6400551\" data-id=\"6400551\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b70f0b8 elementor-widget elementor-widget-text-editor\" data-id=\"b70f0b8\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>COVID -19<\/strong><\/h3><ul><li>Virus cases top 100 in the United States.<\/li><li>Brian and Scott record 5-Part COVID-19 response podcast series (3\/21-3\/30)<\/li><li><a href=\"https:\/\/www.orchestratesales.com\/captivate-podcast\/part-2-covid-19-response-special-edition-anticipate-how-your-company-will-react\/\" target=\"_blank\" rel=\"noopener\">Listen to the episode<\/a> that launched the state of sales enablement research &#8211; Part 2 (16:15)<\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b3eed35 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b3eed35\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-e13e418\" data-id=\"e13e418\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e3d9851 elementor-widget elementor-widget-text-editor\" data-id=\"e3d9851\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>April 4<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-e94e27c\" data-id=\"e94e27c\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-90c9346 elementor-widget elementor-widget-text-editor\" data-id=\"90c9346\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>State of Sales Enablement Survey\u00a0<\/strong><\/h3><ul><li>State of Sales Enablement Survey launches world-wide using google forms to collect the data. The guys worked to gather responses from a variety of industries. They also reached out to leaders and practitioners, and academics, consultants, and vendors.<\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-804f519 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"804f519\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-eebaa6f\" data-id=\"eebaa6f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-9ff4bbe elementor-widget elementor-widget-text-editor\" data-id=\"9ff4bbe\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>April 11<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-abf119b\" data-id=\"abf119b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8d02437 elementor-widget elementor-widget-text-editor\" data-id=\"8d02437\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>70 Survey Responses<\/strong><\/h3><ul><li>70 responses in first week<\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2e29a62 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2e29a62\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-7b50177\" data-id=\"7b50177\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-628c286 elementor-widget elementor-widget-text-editor\" data-id=\"628c286\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>April 18<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-e788d1f\" data-id=\"e788d1f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d7eabaa elementor-widget elementor-widget-text-editor\" data-id=\"d7eabaa\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>85+ Survey Responses<\/strong><\/h3><ul><li>85+ Responses in 2nd week from companies like HP, Amazon Web Services, Pega Systems, Mimecast, and Soleil<\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-17be678 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"17be678\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-07c119b\" data-id=\"07c119b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2b376c7 elementor-widget elementor-widget-text-editor\" data-id=\"2b376c7\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>April 21<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-3be6d62\" data-id=\"3be6d62\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4e6808b elementor-widget elementor-widget-text-editor\" data-id=\"4e6808b\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>PANEL 1: SALES ENABLEMENT LEADER DISCUSSION<\/strong><\/h3><p><a href=\"https:\/\/www.orchestratesales.com\/episodes\/the-future-of-sales-enablement-its-up-to-you-ep33\/\" target=\"_blank\" rel=\"noopener\">Podcast Ep# 33 &#8211; Inside: Sales Enablement\u00a0<\/a><\/p><p>With a review of the data from Sales Enablement Leaders in the profession, including:<\/p><ul><li>Tamara Schenk<\/li><li>Josie Marshburn<\/li><li>Mike Kunkle<\/li><\/ul><p><a href=\"https:\/\/www.orchestratesales.com\/state-of-sales-enablement\/a-panel-of-sales-enablement-experts-future-of-sales-enablement\/\">Read the report and write up<\/a> | <a href=\"https:\/\/www.orchestratesales.com\/episodes\/the-future-of-sales-enablement-its-up-to-you-ep33\/\" target=\"_blank\" rel=\"noopener\">Listen to the Episode<\/a><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-8e59eba elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"8e59eba\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-dd24988\" data-id=\"dd24988\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-72b9804 elementor-widget elementor-widget-text-editor\" data-id=\"72b9804\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>April 24<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-50c8bbf\" data-id=\"50c8bbf\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e4bcf78 elementor-widget elementor-widget-text-editor\" data-id=\"e4bcf78\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>25+ LEADERSHIP INTERVIEWS CONDUCTED<\/strong><\/h3><ul><li>We completed interviewing 15+ leaders in Sales VP, Sales Enablement, and Sales Management roles. Companies include Google, Juniper, Ring Central, Microsoft, Salesforce.com, SalesHood, and Microfocus. See the interview list.<\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e45be04 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e45be04\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-b612d83\" data-id=\"b612d83\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0dd07ab elementor-widget elementor-widget-text-editor\" data-id=\"0dd07ab\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>April 29<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-dff22cc\" data-id=\"dff22cc\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b1cd96c elementor-widget elementor-widget-text-editor\" data-id=\"b1cd96c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>10+ INTERVIEWS CONDUCTED<\/strong><\/h3><ul><li>Brian and Scott complete interviewing HR, L&amp;D, and sales enablement leaders from companies like Red Hat, Avalara, Git Lab, Mastercard, and SSI, Seismic, and Highspot. See the interview list below.<\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6b9ae5e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6b9ae5e\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-06955be\" data-id=\"06955be\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c358255 elementor-widget elementor-widget-text-editor\" data-id=\"c358255\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>May 1<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-689fbe0\" data-id=\"689fbe0\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-af93cec elementor-widget elementor-widget-text-editor\" data-id=\"af93cec\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>PANEL 2: SALES LEADER PANEL\u00a0<\/strong><\/h3><p><a href=\"https:\/\/www.orchestratesales.com\/episodes\/panel-of-sales-experts-discuss-the-future-of-sales-enablement-ep34\/\" target=\"_blank\" rel=\"noopener\">Podcast EP# 34 &#8211; Inside: Sales Enablement<\/a><\/p><ul><li>Skip Miller, CEO of M3 Learning<\/li><li>Bob Apollo, CEO of Inflexion Point Strategy Partners<\/li><li>Steve Crepeau, CEO of True Sales Results<\/li><\/ul><p><a href=\"https:\/\/www.orchestratesales.com\/state-of-sales-enablement\/the-panel-of-sales-leader-experts-the-future-of-sales-enablement\/\" target=\"_blank\" rel=\"noopener\">Read the report and write up<\/a> | <a href=\"https:\/\/www.orchestratesales.com\/episodes\/panel-of-sales-experts-discuss-the-future-of-sales-enablement-ep34\/\" target=\"_blank\" rel=\"noopener\">Listen to the Episode<\/a><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-31743cd elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"31743cd\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-b0a60c8\" data-id=\"b0a60c8\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c9b4be9 elementor-widget elementor-widget-text-editor\" data-id=\"c9b4be9\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>May 5<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-49c0da6\" data-id=\"49c0da6\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0dfa131 elementor-widget elementor-widget-text-editor\" data-id=\"0dfa131\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>PANEL 3: SALES ENABLEMENT PANEL\u00a0<\/strong><\/h3><p><a href=\"https:\/\/www.orchestratesales.com\/episodes\/sales-enablement-leaders-discuss-state-of-sales-enablement-ep35\/\" target=\"_blank\" rel=\"noopener\">Podcast EP#35 &#8211; Inside: Sales Enablement<\/a>\u00a0<\/p><ul><li>Sheevaun Thatcher, CPC, Head of Sales and Global Enablement, RingCentral<\/li><li>Imogen McCourt, Sales Enablement Leader &amp; Advocate | Delivering the &#8216;Business of Sales&#8217;<\/li><li>Doug Clower, Sales Enablement Leader, and Consultant<\/li><\/ul><p><a href=\"https:\/\/www.orchestratesales.com\/state-of-sales-enablement\/a-panel-of-sales-enablement-leaders-discuss-the-future-of-sales-enablement\/\" target=\"_blank\" rel=\"noopener\">Read the report and write up<\/a> | <a href=\"https:\/\/www.orchestratesales.com\/episodes\/sales-enablement-leaders-discuss-state-of-sales-enablement-ep35\/\" target=\"_blank\" rel=\"noopener\">Listen to the Episode<\/a><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-d9b521a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d9b521a\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-c69dc18\" data-id=\"c69dc18\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-cf7761a elementor-widget elementor-widget-text-editor\" data-id=\"cf7761a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>May 7<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-ab5b954\" data-id=\"ab5b954\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b0817da elementor-widget elementor-widget-text-editor\" data-id=\"b0817da\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>PANEL 4: SALES ENABLEMENT L&amp;D PANEL\u00a0<\/strong><\/h3><p><a href=\"https:\/\/www.orchestratesales.com\/episodes\/sales-enablement-ld-panel-discussion-ep36\/\" target=\"_blank\" rel=\"noopener\">Podcast EP #36 &#8211; Inside: Sales Enablement<\/a><\/p><ul><li>Barry Shields, Director, Customer Experience Training &amp; Enablement, Avalara<\/li><li>Garth McKinney, L&amp;D Sales Consultant Red Hat<\/li><li>David Sommers, Director Field Enablement GitLab<\/li><\/ul><p><a href=\"https:\/\/www.orchestratesales.com\/episodes\/sales-enablement-ld-panel-discussion-ep36\/\" target=\"_blank\" rel=\"noopener\">Listen to the Episode<\/a><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-48c5871 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"48c5871\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-2c71f70\" data-id=\"2c71f70\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2070da8 elementor-widget elementor-widget-text-editor\" data-id=\"2070da8\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>May 11<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-c41c559\" data-id=\"c41c559\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-871396c elementor-widget elementor-widget-text-editor\" data-id=\"871396c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>PANEL 5: SALES ENABLEMENT ACADEMIC PANEL<\/strong><\/h3><p><a href=\"https:\/\/www.orchestratesales.com\/episodes\/panel-5-sales-enablement-its-academic-panel-discussion-ep37\/\" target=\"_blank\" rel=\"noopener\">Podcast EP# 37 &#8211; Inside: Sales Enablement<\/a><\/p><ul><li>Dr. Robert Perterson, Editor Journal of Professional Selling and Professor of Sales at Northern Illinois University<\/li><li>Dr. Joel Lebron, Johns Hopkins University Digital Business Development Initiative<\/li><li>Dr. Howard Dover, Director, Center for Professional Sales at University of Texas Dallas<\/li><\/ul><p><a href=\"https:\/\/www.orchestratesales.com\/episodes\/panel-5-sales-enablement-its-academic-panel-discussion-ep37\/\" target=\"_blank\" rel=\"noopener\">Listen to the Episode<\/a><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-d40f311 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d40f311\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-b8adac8\" data-id=\"b8adac8\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-15bae8f elementor-widget elementor-widget-text-editor\" data-id=\"15bae8f\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>May 12<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-eba0b28\" data-id=\"eba0b28\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d7ee825 elementor-widget elementor-widget-text-editor\" data-id=\"d7ee825\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>102 Survey Responses<\/strong><\/h3><ul><li>102 total survey responses received.<\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4182ade elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4182ade\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-4316d9f\" data-id=\"4316d9f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bf46317 elementor-widget elementor-widget-text-editor\" data-id=\"bf46317\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>May 13<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-ded4044\" data-id=\"ded4044\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bd24e3b elementor-widget elementor-widget-text-editor\" data-id=\"bd24e3b\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>PANEL 6: EXECUTIVE SPONSORS OF ENABLEMENT PANEL\u00a0<\/strong><\/h3><p><a href=\"https:\/\/www.orchestratesales.com\/episodes\/panel-6-executive-sponsors-outline-outcomes-for-sales-enablement-leaders\/\" target=\"_blank\" rel=\"noopener\">Podcast EP# 38 &#8211; Inside Sales Enablement<\/a><\/p><ul><li>Brian King, Sales Enablement Executive<\/li><li>Sameer Rupani, Chief Customer Officer \/ Business Leader<\/li><li>Greg Peelman, Vice President of Operations, North America, Ecolab<\/li><\/ul><p><a href=\"https:\/\/www.orchestratesales.com\/episodes\/panel-6-executive-sponsors-outline-outcomes-for-sales-enablement-leaders\/\" target=\"_blank\" rel=\"noopener\">Listen to the Episode<\/a><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-bcc9cd6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"bcc9cd6\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-9f2511c\" data-id=\"9f2511c\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-fc08afb elementor-widget elementor-widget-text-editor\" data-id=\"fc08afb\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>May 19<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-bb041db\" data-id=\"bb041db\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-fc2e8b7 elementor-widget elementor-widget-text-editor\" data-id=\"fc2e8b7\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>Executive Briefing &amp; Findings presentation<\/strong><\/h3>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f1e005f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f1e005f\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-40b87ce\" data-id=\"40b87ce\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-392a5ce elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"392a5ce\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2b931a8 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2b931a8\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7893dfe\" data-id=\"7893dfe\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0c9f831 elementor-widget elementor-widget-heading\" data-id=\"0c9f831\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">WHAT WE FOUND: <\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e82f245 elementor-widget elementor-widget-heading\" data-id=\"e82f245\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">SALES ENABLEMENT IS AT A CROSS-ROADS...<\/h4>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e53635d elementor-widget elementor-widget-text-editor\" data-id=\"e53635d\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>There is a lot of focus on fixing salespeople and very little focus on addressing the sales and marketing eco-system and the complexity that exists.<\/p><ol><li>Sales enablement needs to clarify it&#8217;s value, scope, and impact<\/li><li>Sales enablement leaders need to develop specific characteristics<\/li><li>Sales enablement needs to clarify the measures of success.<\/li><\/ol>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-326f47f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"326f47f\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-73033d4\" data-id=\"73033d4\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c295220 elementor-widget elementor-widget-heading\" data-id=\"c295220\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Interviews Conducted (April 8-May 10 2020)<\/h4>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-374ac71 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"374ac71\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-30f808f\" data-id=\"30f808f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7f8e9df elementor-widget elementor-widget-text-editor\" data-id=\"7f8e9df\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<div class=\"bb-theme-elementor-wrap bb-elementor-mobile-custom-line-height\">\t\t\t\t<ol><li>Josie Marshburn &#8211; Founder, Sales Enablement Benchmark<\/li><li>Bob Apollo &#8211; Founder,\u00a0 Inflexion-Point Strategy Partners<\/li><li>Tamara Schenk &#8211; EMEA Enablement Advisory Services, Showpad + Enablement Author<\/li><li>Steve Crepeau &#8211; Founder, True Sales Results<\/li><li>Glen Lally &#8211; VP Global Enablement, Google<\/li><li>Hang Black &#8211; VP Global Enablement, Juniper<\/li><li>Sheevaun Thatcher &#8211; VP Global Enablement, Ring Central<\/li><li>Doug Clower &#8211; Director Enablement, Microfocus<\/li><li>Jared Litwin &#8211; VP Sales Enablement, Salesforce.com<\/li><li>Elay Cohen &#8211; Founder and CEO, Saleshood<\/li><li>Brian King &#8211; SVP Sales Operations and Enablement, IHG<\/li><li>Angie Voutsara<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>consumer distribution<\/li><li>Deb Honea<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>Sr Director Sales Excellence, Sysco<\/li><li>Greg Peelman<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>Vice President of Operations, Ecolab<\/li><li>Sameer Rupani<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>SVP Customer Solvay<\/li><li>Mike Kunkle<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>VP Sales Excellence SparksIq<\/li><li>Skip Miller<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>CEO Level 3<\/li><li>Doug Winter<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>CEO Seismic<\/li><li>Joe Terry<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>CEO Vantage Point and Marketing Profs<\/li><li>Kunal Mehta<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>Operating Executive TCV<\/li><li>Cameron Tanner<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>Sr Lead Sales Productivity and Effectiveness, Amazon Web Services<\/li><li>Imogen McCourt<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>CEO AndGrow.io (formerly Argus Media and Forrester Research)<\/li><li>Dr. Howard Dover<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>Professor University of Texas \u2013 Dallas<\/li><li>Gerhard Gschwandtner<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>CEO of Selling Power Magazine<\/li><li>Steve Patti<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>VP Racing Fuel, Professor Trinity University<\/li><li>John Thackerson<span style=\"word-spacing: 1.6px;\">\u00a0&#8211;\u00a0<\/span>VP Business Development, SOAR consulting<\/li><li>Fred Penteado &#8211; Director of Customer Programs, SBI<\/li><li>Walter Pollard &#8211; Founder, Brand Fuzion<\/li><li>Elana Anderson &#8211; CMO Veracode<\/li><li>Robert Peterson &#8211; Professor Northern Illinois University<\/li><li>Joel Len Bon &#8211; Professor Johns Hopkins University<\/li><li>Barry Shields &#8211; Director Customer experience training &amp; enablement, Avalara<\/li><li>Garth McKinney &#8211; L&amp;D Consultant Red Hat<\/li><li>David Sommers &#8211; Director Field Enablement GitLab<\/li><li>Scott King &#8211; Head of Global Sales Enablement and Commercial Strategy, Progress Software<\/li><li>Krishna Depura &#8211; CEO Mind Tickle<\/li><li>Nick Saunders &#8211; Sr. Director of Sales Enablement at Mimeast<\/li><li>Louis Jonckheere &#8211; Co-Founder &amp; President, Showpad<\/li><li>Robert Wahbe &#8211; CEO Highspot<\/li><li>Chad Quinn &#8211; CEO and Co-founder Ecosystems<\/li><li>Lindsey Gore &#8211; Account Executive Microsoft<\/li><li>Brooke Spatz &#8211; Head of Sales Enablement, Omnitracs<\/li><li>Alexander Low &#8211; DLA ignite<\/li><\/ol>\t\t\t\t<\/div>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1aac10be elementor-section-boxed elementor-section-height-default 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