Enablement报告的成熟度指数

Process for The State of Sales Enablement Content Insights ReportThe Trust Enablement team has recently launched its LEARN Enablement框架, and the Enablement Maturity Index (EMI), a core component of the framework, is used in our analysis of software solutions.

For each level of EMI below, the supported use cases have been included.

0级:缺席

Cannot determine what content has been used.

1级:有限

Can determine what content has been used but no method to easily determine to who, for what opportunity or scenario.

May be able to identify what content is never being used in deals or may simply have to know the full set and remove what’s been used.

2级:基本

可以将内容的使用与特定的客户/交易/阶段联系起来,但对影响没有深入了解。

可以轻松识别哪些内容在交易中从未被使用。

3级:信息性

可以将内容的使用与特定的账户/交易/阶段联系起来,并为其使用提供收入归属。

可能能够衡量内容对的影响。

  • 交易阶段的速度
  • 交易阶段退出%
  • 整体交易速度
  • 胜率

能够识别哪些内容在交易中从未被使用。

4级:有洞察力

能够将内容的使用与特定的账户/交易/阶段联系起来,并为其使用提供收入归属,并能够确定对的影响。

  • 交易阶段的速度
  • 交易阶段退出%
  • 整体交易速度
  • 胜率

分解为:。

  • 按角色/职务分类
  • 按行业分类

能够识别哪些内容在交易中从未被使用。

第5级:变革性

能够将内容的使用与特定的账户/交易/阶段联系起来,并为其使用提供收入归属,并能够确定对的影响。

  • 交易阶段的速度
  • 交易阶段退出%
  • 整体交易速度
  • 胜率

分解为:。

  • 按角色/职务分类
  • 按行业分类

能够识别哪些内容在交易中从未被使用。

Can automatically identify all content gaps against the manually created buyer and customer journeys.

At the beginning of opportunity, and as the opportunity flows along, can orchestrate recommendations of who in the buying team to share content with, and all of this based upon all existing deals in the CRM, what has worked with similar roles, people who are typically involved, and so on.

Can automatically identify all content gaps against AI-mapped buyer and customer journeys and prioritize content recommendations to develop based upon potential ROI.

No reports to run, just insights on what is working, what isn’t, how to correct challenges.