Why Your Channel Isn’t Scaling: The Enablement Gap No One Talks About

Every company wants “more partner productivity.” Few realize partner performance is directly tied to one thing: enablement consistency.

Most ISVs onboard partners once and never enable them again.

You end up with:

• partners who don’t know your ICP

• partners who can’t pitch you

• partners who forget you exist

Enablement is not a one-time event. Enablement is a strategy to change mindset.

Your new partner enablement system

Build a program that matches revenue goals:

1. Onboarding (Day 1–7)
   Clear ICP, value prop, demo path, deal flow.

2. Activation (Day 7–30)
   Joint messaging, campaign templates, sample plays.

3. Co-Sell Enablement (Month 1–3)
   Multi-threading into your sales org, playbooks, AE education.

4. Scale (Month 3+)
   Quarterly plans, pipeline reviews, shared goals.