Changing the Perception of Enablement with Kunal Pandya, VP Global Revenue Enablement with Corsearch

Description

In this episode of The Enablement Edge, hosts Steve Watt and Heather Cole interview Kunal Pandya, VP of Global Revenue Enablement at Corsearch, and Founder & CEO of Sales Velocity Labs.  

Kunal is a seasoned expert in global revenue enablement, and he helps to explore how enablers can transform their roles and prove their strategic value within any organization. Arguing that the current perception of enablement as a cost center has made lasting impacts on the industry, Kunal emphasizes the importance of not shying away from the data.  

Kunal also provides practical advice for enablers seeking to elevate their function within their organization, underlining the importance of benchmarking and obtaining leadership buy-in before implementing enablement programs. By demonstrating how different levels of competence and performance can result in measurable revenue gaps, enablers can justify their initiatives and establish credibility. 

Amidst all of the data and metrics, Kunal reminds us that the people are what matter most in enablement. Empathy and human relationships are as foundational as anything else, especially as AI changes the way we work.

Show Notes

Jump into the conversation:  

00:00 Episode Start 

01:08 Today’s Topic 

03:00 Welcome Kunal 

03:54 The biggest challenge facing enablement today 

06:26 Why showcasing ROI is difficult, but necessary 

09:55 Which four categories should enablers be measuring? 

14:46 How to separate your impact from factors beyond your control 

20:41 The path to continuous improvement 

24:22 Highlighting the value of data 

26:46 Kunal’s advice for enablement leaders 

32:00 On the Edge 

About Kunal:

Kunal Pandya is the Vice President of Global Revenue Enablement at Corsearch and the Founding CEO of Sales Velocity Labs. With a rich background in championing sales enablement, Kunal has dedicated years to transforming the perception and impact of enablement functions in organizations. 

Kunal holds over 20 years of experience in the technology and high-growth SaaS industry. Throughout his career, he’s built revenue impacting-enablement functions and strategies for some of the fastest growing global tech companies, while being recognized as one of the top twenty enablers in the world. 

Kunal founded Sales Velocity Labs to elevate the effectiveness of worldwide sales enablement and impact revenue by a minimum of 15%. 

Episode highlight:

“The perception of enablement has been such that companies have laid off hundreds, if not thousands of enablers globally. This has to change. Because we cannot have enablement in that position. We know where it belongs, we just have to prove it. We have to make it believable.”