Field Gaps
Owner: Field Ops, Enablement, Partners
Documents addressing field-side adoption gaps.
| Chapter | Owner | Description |
|---|---|---|
| ICP and Targeting | Field Ops | Customer segmentation, lighthouse selection |
| Positioning and Messaging | Marketing | Honest positioning, competitive messaging |
| Sales Plays and Patterns | Field Enablement | Archetypes, objection handling |
| Field Enablement | Enablement | Training priorities, events, EBCs |
| Field Incentives | Sales Ops | Recognition, SPIFs, signal capture |
| Partner Ecosystem | Partners | FE, ISVs, SIs, Industry Leads, PS |
| Signal Capture | Sales Ops | Feedback loops, PM influence |