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AKKR Ascend · Capstone · Deep-Dive Transformation Process

Embedded Enablement Engine

Practical, role-based capability building delivered in the flow of work and anchored to real approved plays — the bridge that lifts a GTM org from Stage 1 (Ad Hoc) to Stage 2 (Emerging) and feeds the Knowledge Exchange.

01 — Overview

Summary

  • A practical, role-based capability-building program delivered through hands-on workshops and self-paced LMS modules — each anchored to a real, approved AI play.
  • Raises the whole GTM population from ad-hoc, unguided AI use to confident, consistent use.
  • Feeds and is fed by the Knowledge Exchange, creating a learn-then-contribute flywheel.

Functions Impacted

Strategy & LeadershipM&A & IntegrationProductEngineeringMarketingSalesImplementCSSHRFinance

Applicability & Impact

Moves the organization from Emerging ➞ Defined.

Current
Emerging
Ad hoc, private experimentation
Target
Defined
Some standards, usage varies
Managed
Standardized, discoverable, reusable
Strategic
Woven into the operating model

Level of Effort

Low
Medium
High

Building role-based paths and embedding them in onboarding is moderate, front-loaded effort that tapers once live.

Signals & Pre-requisites

Signals it's a fit
  • High share with no formal AI training (40% in survey) and low understanding of how AI works.
  • Top friction is inconsistent output + “lack of training”; the #1 barrier to learning is time.
Pre-requisites
  • An LMS and defined GTM role definitions.
  • Seed approved plays from the Knowledge Exchange; manager buy-in and onboarding integration.

02 — Process & Execution

Process Overview

1
Baseline by role
Use this survey as the recurring diagnostic; set a target stage and capability bar per role (AE, SE, SDR, Marketing, RevOps).
2
Build role-based paths
Short, hands-on LMS modules, each anchored to an approved play — learn the concept by running the real workflow.
3
Embed, don’t bolt on
Put core modules into onboarding and Sales Kick-Off; reinforce with quarterly workshops and standing office hours.
4
Certify & credential
Lightweight role badges (e.g. “AI-Ready AE”) signal capability; managers reinforce in 1:1s.
5
Close the loop
Graduates contribute their own plays back into the Knowledge Exchange.

Examples / Output

Role learning path
Micro-module + play
“AI-Ready AE” badge
Onboarding module
  • Live screenshots of LMS paths, a sample module, and the certification badge drop in here.
  • Sample artifacts: role capability bar, workshop agenda, onboarding AI module outline.

Who's Responsible

Executive sponsor
Mandates the baseline and onboarding integration.
Enablement (lead)
Designs the learning paths, owns LMS content and cadence.
Role owners
AE / SE / SDR leaders set each role's capability bar.
AI champions
Co-deliver workshops; surface real plays into modules.
Managers
Reinforce in 1:1s and validate role badges.

Required Inputs & Tools

LMS platformThis survey as diagnosticApproved plays from the Knowledge ExchangeRole capability barsOnboarding / SKO slots

03 — Impact & Takeaways

Expected Outcomes

  • Raised baseline capability; confident customer AI conversations; faster ramp; consistent output.
  • Graduates actively contributing plays back to the Knowledge Exchange.
  • Self-funding on efficiency + ramp (~$3.8K per GTM user/yr); revenue upside as a share of pipeline (each +1 pt win rate ≈ 1% of pipeline) from better customer conversations.

Metrics to Track

  • “No training in 12 months” rate falls materially at re-survey.
  • Understanding-of-AI and customer-confidence means rise.
  • % of staff certified per role; module completion within a 1–4 hr/month budget.
  • Number of graduate-contributed plays landing in the Knowledge Exchange.

Challenges & Considerations

  • Time pressure kills completion — keep modules micro (15–30 min); embed in onboarding/SKO; manager-protected time.
  • Generic content fails to land — anchor every module to a real approved play and a role outcome.
  • One-and-done learning — quarterly reinforcement + badges with refresh dates.
  • Education disconnected from sharing — share champions and assets with the Knowledge Exchange by design.

How to Get Started

  • Run the baseline survey and define capability bars per role.
  • Build the first role path on seed plays from the Knowledge Exchange.
  • Embed core modules into onboarding and the next Sales Kick-Off.
  • Issue the first role badges and start the quarterly workshop cadence.