GUIDE RECOMMENDATIONS FOR

Qualio
Planning for, onboarding, and enabling new sellers
Recommended because: Qualio is bringing on lots of new AE's an SDR's--these guides could be useful as they think about ramping them quickly.

Capacity Planning

Rachel Haley has run capacity planning while in sales ops leadership roles at Snowflake, Sumo Logic, and Salesforce. In this guide, she details the steps of a good sales capacity planning process and the major deliverables that come out of one.
Rachel Haley
Rachel Haley

Onboarding Salespeople

Maggie Callahan has led revenue enablement at Convercent and Four Winds Interactive, overseeing training and onboarding for 80+ AEs and SDRs. In this guide, she explains the key components of sales onboarding and how to design a repeatable process.
Maggie Callahan
Maggie Callahan

Building a Sales Enablement Function

Christi Wall has led sales enablement at Chainalysis and Ping Identity, and has supported 250+ sellers over the course of her career. In this guide, she describes the responsibilities of sales enablement, how to set up a function, and how to measure its success.
Christi Wall
Christi Wall
Hiring for product marketing and solutions engineering
Recommended because: Given Qualio's open product marketer and solutions consultant recs, these experts could be helpful in defining hiring scorecards and evaluating candidates.

Building a Solutions Engineering Function

Zach Lawryk is a Senior Director of Solutions Engineering at Slack, and has previously led solutions engineering at Optimizely and Box. In this guide he explains the role of solutions engineering in the presale process, and outlines how to manage key SE responsibilities from demoing to technical discovery to running pilots.
Zach Lawryk
Zach Lawryk

Hiring a Product Marketer

Ryan Goldman is the Vice President of Product Marketing at SoundCloud and has led marketing or product marketing at Pendo, Sentry, SignalFx, and Cloudera, and over the course of his career, he's managed or hired 15+ B2B product marketers. In this guide, he explains how to find a product marketer who can serve as a bridge between the product, the sales org, and the market.
Ryan Goldman
Ryan Goldman
Launching a new product
Recommended because: These experts can help Qualio think about product launch planning (from splashy new product roll-outs to regular releases)

Managing B2B Product Launches and Releases

Mary Sheehan leads product marketing for Adobe’s Advertising Cloud and previously led the function at SocialChorus, NextRoll, and learned the trade at Google. She is also the host of the Women in Product Marketing podcast, a Top 100 product marketing influencer, and a Top 50 product marketing mentor. In this guide, she describes how to prepare for, coordinate, and measure product launches of all types, from routine releases to major new offerings.
Mary Sheehan
Mary Sheehan

Positioning and Launching a New Product

Dan Murphy has led product marketing at Privy and Drift, where he’s overseen over 70 product launches and more than a dozen large, new product launches. In this guide, he walks through how to position and launch major new offerings, including new products, products introduced to new verticals, acquired products, and important partnerships.
Daniel Murphy
Daniel Murphy
Scaling customer onboarding
Recommended because: Donna specializes in designing and optimizing customer onboarding and education, and area where Qualio is hiring, and which is sure to see new volume as the sales team grows.

Developing a Customer Onboarding Process

Donna Weber is President of Springboard Solutions, a boutique consulting firm specializing in customer onboarding. She previously built out customer success and customer enablement organizations at SugarCRM and Jaspersoft. In this guide, she dispels the notion that onboarding is just implementation and shows how education, enablement, and support should be woven into onboarding to help new customers see value and succeed quickly.
Donna Weber
Donna Weber

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