Enablement fails when it is a portal with 40 assets. Nobody reads it. A partner seller needs one sentence they can say on a call, and a link they can send after.
The kit
- The sentence. The joint value proposition. One line. Tested on a real call.
- The one-pager. Same story with a screenshot and a setup time.
- The demo path. Five clicks, always the same, so you and their SE do not improvise.
- The FAQ. Auth, who supports a break, what the listing URL is.
- The “how to get paid” line. If there is a SPIFF or a referral, put it here. If there is not, say that too.
That is the kit. Update it when the pitch changes. Date it.
How it gets used
Send it in the recap of the first call. Put it where your own sellers already live (a Notion page, a Slack canvas, a slide they already open). Do not invent a new login.
Train live once. Record it. The second time, the recording is the training. Certification programs come later, when you have a dozen partners who sell you every week. Not in month two.
The test
Ask a partner seller to explain the pairing without notes. If they cannot, the kit is too long or the sentence is wrong. Rewrite the sentence. Do not add a module.