A Seat at the Table? A Voice at the Table? Or Build Your Own Table?

In this very special episode of The Enablement Edge, join Steve & Heather as they host a live panel discussion from Seismic Shift 2024 with panelists Victoria Sanchez, Micah Jacobson, and Eric Mingorance. Throughout their discussion, our experts share insights on how to strategically navigate organizational dynamics, forge influential collaborations, communicate effectively, and recalibrate approaches to drive outcomes.

Other topics include practical tactics for enhancing organization-wide enablement visibility, leveraging metrics for sales outcomes, the future impact of AI, and the significance of continuous learning and adaptability. The panel emphasizes empathy, collaboration, and innovative communication methods, offering a holistic approach to driving transformational enablement within companies.

Tune in to discover how to not only get to the table but also shape the conversation and outcomes.

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Guest Bios

Eric Mingorance, Sr. Dir. Rev. Enablement at Zixi

Eric Mingorance is currently serving as the Vice President of Product Management at Zixi, a leading provider of live video delivery solutions. With a strong background in technology and product development, Mingorance has been instrumental in enhancing Zixi's platform, which is known for its reliability and efficiency in delivering high-quality video over IP networks. His expertise spans various aspects of product strategy, customer engagement, and operational excellence, contributing significantly to the company's growth and innovation in the broadcasting sector.

Micah Jacobson, Sr. Director, Revenue Enablement at Informatica

Micah Jacobson currently serves as the Senior Director of Revenue Enablement at Informatica, a role he has held since December 2022. He leads teams focused on onboarding, systems and tools, operations, and learning experience design within the Global Revenue Enablement function. Jacobson has been instrumental in developing comprehensive sales enablement strategies, including competency management and product launch enablement, which have significantly enhanced the effectiveness of sales teams at Informatica.

Victoria Sanchez, Senior Director, Enablement Services Center of Excellence at Pure Storage

Victoria Sanchez serves as the Senior Director of Enablement Services at Pure Storage, where she plays a pivotal role in driving customer success and operational excellence. With a robust background in technology and business strategy, Sanchez has been instrumental in developing innovative solutions that enhance the user experience and streamline processes within the organization. Her leadership is characterized by a commitment to fostering a culture of collaboration and continuous improvement, ensuring that teams are equipped with the necessary tools and knowledge to excel in their roles.

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Guest Quotes

“I hate the word order taker, it drives me crazy. That is not what I signed up for, I wasn't in kindergarten being like I want to be an order taker one day And so many of us in enablement we fall into that trap because we don't come with new information. If you come with new information, you shift from an order taker to a strategic partner. That's certainly the direction that I and my team, where we wanna go” – Micah Jacobson

“You need to lobby for these things. See if there are objections. Make sure you can get preliminary buy-in beforehand. Work with each individual org separately so that by the time you come to the table, they've already heard it. And then you're doing what you say. We're getting the priorities, we're all coming on the same page for the priorities, we're in agreement, there are no major showstoppers because you've basically done some preceding.” – Eric Mingorance

“All our companies are trying to invest a tremendous amount of money in technology. I think as an enablement organization, we have a great opportunity to stop the train and say, ‘Which one is the best one?’ And make a plan for it. It doesn't have to change tomorrow, but if you make a plan to get the best technology, you can accelerate how your sales leaders are really coaching and having more time for other activities, while you also orchestrate workflows in the internal cross functional teams so that you can operate more efficiently.” – Victoria Sanchez

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Time Stamps 

00:00 Episode Start

00:44 Today's Topic

01:54 Diverse Perspectives: Meet Our Guests

03:57 Earning Credibility and Building Influence

08:14 Aligning with Senior Leadership

18:59 Tactics for Showcasing Enablement Impact

22:33 Rock Bands and Enablement Tactics

22:49 Maximizing Seismic Notifications

23:05 Heroes of Enablement and Regional Programs

24:33 HTML Tips for Announcements

25:03 The Importance of Measurement

28:18 Unified Data Model and Metrics

29:39 Handling Bad Metrics

33:39 Strategic Enablement Advice

39:31 Future of Enablement and AI

41:43 Final Thoughts and Advice

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Links

• Connect with Eric Mingorance
• Connect with Micah Jacobson
• Connect with Victoria Sanchez
• Read more about Shift 2024
• Connect with Steve Watt on LinkedIn
• Connect with Heather Cole on LinkedIn
• Check out Seismic