Enabling the teams that drive revenue
Revenue enablement is customer education turned inward — the same principles of learning design, applied to the people responsible for closing deals, expanding accounts, and retaining customers. This section documents my GTM enablement work at Collibra, including platform strategy, certification programs, and adaptive learning.
$300K Saved. Platform Launched. 90 Days.
Collibra | Highspot platform migration
Full platform evaluation & launch | 90-day timeline | Solo practitioner
Design approach: Structured evaluation before execution — a cross-departmental review committee, a rigorous 6–8 week POC process, and a willingness to push back on pricing before a single contract was signed.
Collibra’s existing sales enablement platform lacked the functionality the sales org needed — but the cost, cross-functional complexity, and org-wide impact made this far more than a software swap. I led the full initiative from problem identification through platform selection, contract review, architecture, and launch as the sole enablement practitioner.
I formed a cross-departmental review committee and ran a 6–8 week evaluation: requirements gathering, POCs, and structured comparisons across Highspot, Seismic, and the incumbent Showpad. When the initial Highspot proposal came in, I flagged it as a non-starter — the vendor subsequently reduced the contract by $300K before formal negotiations began. I then coordinated with IT and RevOps for SSO and Salesforce integration, and owned everything else: platform architecture, content migration, governance, and launch. Adoption training and rollout were mine as well.
Result
$300K reduction secured. Full platform launched in 90 days, by a team of one.
Post-launch, Highspot provided meaningful signal on asset engagement by role and content type — which materials drove the most activity and where gaps existed. Direct attribution to deal velocity wasn’t achievable with the data available, and that’s worth naming honestly. What the platform provided was a foundation for smarter content strategy, not a revenue attribution model..
What this demonstrates
Complex infrastructure work requires two distinct skill sets: building the right decision-making process, and executing with minimal hand-holding once the decision is made. Pushing back on a vendor quote before procurement even begins, then standing up the platform solo while coordinating across IT, RevOps, and sales leadership — those are different muscles, and both were required here.
Built for Collibra. Adopted by Google.
Collibra | Google Better Together certification
Cross-org certification program | ~2-month build | Credly badge issuance
Design approach: Collibra had deep technical integrations with BigQuery, Google Cloud Storage, and Dataplex — but the enablement supporting the partnership hadn’t kept pace. Co-selling motions and integration architecture were living in live sessions and a recording. The goal was to make it rigorous, scalable, and worthy of the partnership’s actual scope.
I owned the program end-to-end: gathered materials, conducted SME interviews across sales and technical teams, and partnered with the Collibra AE who owned the Google relationship to bring in his Google counterpart as a direct contributor. I designed a self-paced, video-based certification covering the full Better Together story — co-selling motions, integration architecture, and joint sales plays — managed Google brand compliance with a designer, coached SMEs on delivery, and issued badges through Credly.
Result
Google’s enablement team asked to host the program on their own LMS. That wasn’t in the brief.
Partner-sourced ARR reached 22% and partner attach hit 60% in FY23 Q3–Q4, the quarter the program launched. A direct causal line to the certification isn’t something the data can confirm — but the timing, and Google’s unsolicited decision to adopt it internally, speak clearly to its impact.
What this demonstrates
Building enablement across organizational boundaries requires relationship navigation, brand negotiation, and the ability to make an external stakeholder feel like a contributor. Google asking to keep the files is the clearest signal it delivered.
Anchored to the sales process. Built for the Field.
AE onboarding redesign
Highspot POC | Adaptive learning | AI role play integration
Design approach:
Collibra’s existing onboarding had two fundamental problems: it wasn’t tied to the sales process, leaving new hires without a clear picture of how their role connected to the broader GTM motion, and there was no reliable way to develop or assess skill. Manager feedback on recorded demos was inconsistent and impossible to scale. Reps were completing onboarding without demonstrating the skills they’d need to perform.
Working within a Highspot POC secured to validate the platform for FY26 expansion, I built three interconnected layers.
I mapped learning to Collibra’s 11-stage sales process — establishing which activities happened at each stage, who owned them, and where handoffs occurred. Validated by AEs across AVP, Strategic, NAMER, and EMEA segments, the final document reflected how the sales process actually worked in the field.
I replaced passive assessment with active practice. Highspot’s AI-powered role play gave new hires a structured environment to practice objection handling, competitive positioning, and value-based messaging — with immediate feedback, no manager bottleneck. Gong call snippets from top performers were embedded as real examples of conversations that moved deals forward.
Each course was tagged to the Knowledge, Skills, and Behaviors in the competency framework, with adaptive paths that recognized prior demonstrated competencies and closed gaps where they existed.
Result
The POC was built and demonstrated to stakeholders before procurement for the full platform expansion concluded. Informal reactions were consistently positive, particularly around the peer learning model. The program did not reach full deployment — but left behind a validated competency framework, a field-tested sales process map, and a functioning proof of concept.
What this demonstrates
Learning tied to the sales process. Feedback loops replaced with scalable AI-driven practice. Adaptive paths that meet reps where they are. This isn’t a training library. It’s enablement infrastructure.
Allison Selby
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