Matt Schalsey

Director, Enablement

Advantive

- Built a Advantive's first Onboarding Program
- Created Product Masterclass (certification) for 14 different products at a Introductory, Fundamentals, Master and Expert Levels.
- 85% CSAT for Enablement Training
- Three Sales Kickoffs and launch Presidents Club
- Enhanced and optimized the Sales Process to make our Lead Process 12% more efficient
- Grew our BDR team from 2 to 6 and raised our booked meetings from 8 a month to 55 a month
- Built out the first iteration of our GTM Play process and creation

Director of Revenue Enablement and Business Development 

We make purpose-built software for specialty manufacturing and distribution businesses that streamline complex processes, optimize operations visibility and throughput, and drive improved quality, profitability, and revenue growth. Deeply embedded in our customers’ businesses, Advantive’s software solutions add value along the full manufacturing and distribution lifecycle.

The Enablement Squad

The Enablement Squad is an online community where Enablement practitioners can network with each other to get advice or share best practices on initiatives, programs, or events they're working on.

As a Co-Founder it is my responsibility and focus area in community engagement
and content. I am responsible for having engaging content, strategic partnerships, interactive
events, and monitoring overall community satisfaction.
● Increased membership to 2,300+ in 3 years by organic growth
● Built out strategic partnerships with vendors and other communities
● Sold the community to Workramp via acquisition in March of 2022.

CEO / Co-Founder

Badassery

Member

Kaius.co

KAIUS.CO was founded in 2023 and inspired to help those in Enablement impacted by Layoffs. We’ve worked with other major communities to bring awareness to those searching but that wasn’t enough. Now we are going to continue to bring awareness to those searching and help those companies fill those open positions. 

Where does the word Kaius come from? It’s the name of my son, who was placed with us through foster care and adoption. When researching his name it means ‘Rejoice’, which when thinking about what our goal is - we want to be able to rejoice and celebrate a new role or position filled.

Chief Executive Officer

Pavilion

Integrated Life Choices

Service Level Provider (SLP)

Responsum AI

Strategic Enablement Advisor for the development of Responsum AI

Strategic Advisor

Mosaic

Chili Piper

The founding member of the Enablement Team, I had to build structure and processes from the ground up. I worked closely with the Product Marketing team to build out customer facing materials and battle cards. 
● Revamped onboarding experience (decreasing ramp time by 45 days)
● Launched company-wide product certification resulting in a 15% lift in ARR while
reducing churn by 27%.
● Built a brand ambassador program for our sales team and CAB members to be proficient
in our sales motion while at events.

Senior Manager, Sales Enablement

Lunchbox

Main priorities included revamping the onboarding program and
continuing education for the team. Heavily focused on Partner Enablement and front line
enablement as well to expand knowledge of the product.
● Built out a product masterclass brining raising our average deal size 8%
● Revised communication and training plans, and multiple product launches
● Implemented and measured success of a new Onboarding program and Sales
Methodology

Manager, Revenue Enablement

Over a decade of direct sales/customer success experience, continuing to master all areas of the customer buying process. From sales education, change management, philosophy building experience. I’ve designed, managed, and procured dozens of processes from role to role handoff processes, cross-functional initiatives, manager enablement and playbook creation.

Rocketlane

Senior Product Marketing Manager

Senior Product GTM Manager

Product GTM Manager 

ZoomInfo

Started out at Insent as the founding Product Marketer to help structure and support the company's GTM. The scope of the role included - building market and competitor analysis, on-the-go sales enablement to help close deals, owning customer comms, providing feedback to the product team, and taking ownership of the website to communicate the vision and value of the product.

Insent was acquired by ZoomInfo in June 2022 and was rebranded as ZI Chat.

I owned the GTM of the product. GTM at ZoomInfo sat in the middle of revenue, marketing and product teams. And the owners had to develop, launch and provide support for the success of the owned products.

• Worked with the pipeline and demand team to hit our revenue goals
• Owned the Acquisition PR for Insent and facilitated the transition into ZoomInfo
• Owned feature launch & product adoption strategy
• Developed and tested value proposition and messaging for targeted audiences
• Conducted market and competitive analysis to inform positioning and strategy
• Supported sales team with enablement and sharing pitch points

Product GTM Manager

Chargebee

- Chaired Champions of Change Live Virtual Summit; Owned ideation, messaging, narrative of the sessions, speaker and partner collaboration. Speakers: Guy Kawasaki, Chief Evangelist of Canva; David Cancel, CEO of Drift, Bill Macitus, Former CRO/CMO of Slack...

- Spearheaded the stop-gap campaign during COVID; Ideated and executed on a mini-series for the finance audience - Keeping the Lights On

- Orchestrated and executed the marquee virtual brand event around RevOps; Owned ideation, content creation, speaker and partner collaboration, and internal and external communications. [The RevOps Intervention]

- Worked closely with Leadership to evangelize the revamped positioning angle around RevOps; Translated the messaging into a series of marketing campaigns in the form of blogs, guides, webinars, podcasts, and white-papers.

- Led PR and Communications strategy for product releases, and crafted story angles to reinforce the positioning statement to the market via media
publications.

- Analyst relations: Managed the on-going engagement with Analysts such as Forrester to understand the pulse of the market, course-correct and strengthen our positioning angle.

Brand and ToFu Growth

- Owned all aspects of GTM strategy of feature launches including
  > Drafting a scope document based on industry, competitor & customer research
  > Developing messaging and value proposition for the feature Establishing a strong feedback loop between the product team and customers
  > Creating core content to support sales enablement, including personas
and competitors battle card, sales presentations, and demos Collaborated with demand and pipeline marketing team, customer success, support, and product while launching campaigns.
- Built and executed campaigns from bottom-up by identifying goals, risks, audience, messages, and tactics to strengthen Chargebee's brand presence in Europe.
- End-to-end webinar management for content pieces across the funnel —
ideation, speaker collaboration, story narrative, and operations.

taplio

The Battle

Matt Schalsey

Swetha Murali

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