Hi! I’m Mark Tonsetic, Salesloft’s VP for Content and Customer/Partner Education.

You can find ‘centers of excellence’ in nearly every industry, from aircraft design to healthcare to the performing arts. I’ve had the privilege of working with a few in the SaaS space. Why are they so prevalent? In a word, focus. A good center of excellence connects the dots between different specialties needed to deliver an outcome:  say, a new aircraft, or ‘360-degree health.’ So should you have a Center of Excellence for Salesloft?

We’d suggest the answer’s yes. To realize the full power of Salesloft as a revenue orchestration platform, you need to connect the dots (and expertise) between technology, content, data & insights, and enablement. 

Think of it like an operating model:  you need to manage and govern your Salesloft roadmap and architecture, but to activate your roadmap, you need to develop the content strategy that supports your Cadences and Rhythm Plays. You need the data flows, buyer signals, and insights that support your sellers. You also need a strong enablement motion to embed Salesloft in seller workflows – for example, teaching how sales managers can use Deals, Forecast, and Coaching to provide targeted, data-driven guidance to their teams. A Center of Excellence establishes the tight collaboration and focus to knit these capabilities together, and deliver outcomes.

Working with our Customer Organization’s top strategic advisors, we’ve put together a full blueprint in our Best Practices section - including guidance on how you can get started. 

I’d love to hear your questions and thoughts, and what’s worked best for you!