Implementation and adoption
Your first 90 days with Enablism.
Start with one approved Value Model and a small group of reps. Use live customer conversations to test the workflow before expanding the rollout.
What does rep adoption look like in the first 90 days?
The rollout plan below moves from model approval and initial training in days 1-30 to customer use in days 31-60 and repeat usage in days 61-90. A rep is activated when they create a customer-specific Value Case using an approved model.
This is an example implementation plan, not a measured customer adoption average or a guaranteed delivery schedule. Agree the cohort, milestones and targets at kickoff. Model complexity, access requirements and integrations affect the schedule.
| Timing | Activities | Proposed milestone |
|---|---|---|
| Days 1-14 | Name a model owner and a sales sponsor. Select one use case. Review the formulas, assumptions, buyer inputs and report template. Test representative scenarios. | One model approved for the pilot; five reps selected; baseline usage recorded. |
| Days 15-30 | Deploy the first Value Model to the agreed workflow. Train the pilot group on discovery, customer inputs and sharing. Each rep completes a practice case. | Five of five pilot reps trained; five practice cases completed and reviewed. |
| Days 31-60 | Use the model with customers. Review assumptions with the buyer and produce a shareable value report. Meet weekly to resolve friction and improve guidance. | Each pilot rep aims to complete one customer-specific Value Case. Review all five cases for input quality and buyer participation. |
| Days 61-90 | Measure repeat use across eligible opportunities. Review four consecutive weeks of activity. Decide whether to expand the cohort or improve the first workflow. | A 90-day review covering activation, weekly active reps, opportunity coverage and reviewed customer cases. |
Which usage metrics should we track?
Keep the denominator fixed to the reps and opportunities included in the rollout. Separate practice cases from customer work. Report the count alongside every percentage.
- Training completion
- Reps who completed the training and practice case divided by reps in the pilot. Five of five is 100%.
- Rep activation
- Reps who created at least one customer-specific Value Case divided by pilot reps. Four of five is 80% activation.
- Weekly active reps
- Reps who created or updated a customer Value Case during the week divided by pilot reps. Three of five is 60% weekly activity.
- Opportunity coverage
- Eligible opportunities with a reviewed Value Case divided by all eligible opportunities. Six of ten is 60% coverage.
- Repeat usage
- Count reps active in at least three of the final four pilot weeks. Review whether usage continues without a specialist completing the case for them.
- Time to first customer case
- Days from a rep's completed training to their first customer-specific Value Case. Record the median and the range for the cohort.
These numbers demonstrate how to calculate the measures. They are not observed Enablism customer results or promised adoption rates. Agree the tracking method with your rollout owner; this plan does not imply an automatic dashboard for every measure.
What is included in onboarding?
Essentials includes two hours of onboarding. Use that time to agree the first model and walk the pilot group through the customer workflow. Additional model-building services, integration work and change management require an agreed scope.
The 90-day plan combines your team's work with the onboarding and services in your Order. It is not a promise of 90 days of included consulting.