Build an Enterprise Sales Playbook for a Product-Led SaaS Scale-up
Overview
What this challenge is about.
Build a B2B SaaS enterprise sales playbook from self-serve data and buyer conversations. Get a verifiable certificate.
The scenario
TaskFlow is a 40-person business-software scale-up in the crowded project-management category, selling a collaboration tool that grew virally and bottom-up among small teams across North America and Europe without a traditional sales force. Having saturated the small-team segment, leadership is now under pressure to chase larger, higher-value enterprise accounts — a motion the company has never run and is not yet structured for.
The Brief
What you'll do, and what you'll demonstrate.
How can TaskFlow turn its self-serve, product-led growth into a repeatable enterprise sales process that a three-person team can use to win large 500+ employee accounts without losing its low-friction entry?
Earning criteria — what you'll demonstrate
- Translate self-serve usage signals into a defensible ideal-customer profile and lead-scoring model
- Design a repeatable, stage-gated enterprise sales process from discovery to close
- Construct enterprise pricing and volume discounts that reconcile internal economics with competitor benchmarks
- Define a product-to-sales handoff that preserves a low-friction, product-led motion
- Package a strategy into rep-ready enablement assets a small team can execute
Program Fit
Where this fits in your program.
Sharpens the same skills your degree expects you to demonstrate.
Aligned coursework coming soon.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
- Sales Playbook
Apply sales playbook to solve real industry problems and demonstrate production-level capability.
- Product Led Growth
Apply product led growth to solve real industry problems and demonstrate production-level capability.
- Enterprise Sales
Apply enterprise sales to solve real industry problems and demonstrate production-level capability.
- Pricing Strategy
Apply pricing strategy to solve real industry problems and demonstrate production-level capability.
- Lead Scoring
Apply lead scoring to solve real industry problems and demonstrate production-level capability.
Careers
Career paths this challenge builds toward
Completing this challenge demonstrates skills that transfer directly to these roles:
Enterprise Marketing Manager
This challenge mirrors the core mandate of the role: standing up a go-to-market motion for large accounts from scratch, defining who to target, how to qualify them, and how to price for them while protecting the company's existing growth engine.
This challenge sharpens
- sales-playbook
- enterprise-sales
- product-led-growth
Revenue Operations Manager
Building a data-driven lead-scoring model and a measurable product-to-sales handoff is the heart of revenue operations, where usage signals, qualification thresholds, and funnel triggers turn into repeatable, instrumented process.
This challenge sharpens
- lead-scoring
- product-led-growth
- sales-playbook
Pricing & Packaging Strategist
Reconciling internal economics against competitor benchmarks to design enterprise tiers and volume discounts is exactly the work of a pricing strategist who must balance attractiveness, margin, and upgrade incentives.
This challenge sharpens
- pricing-strategy
- enterprise-sales
- lead-scoring