Build an Enterprise Sales Playbook for a SaaS Scale-Up
Overview
What this challenge is about.
Analyze product-usage data to build an enterprise sales playbook with personas and compensation, then earn your verifiable certificate.
The scenario
An anonymized business-to-business software company of about 40 people operating in North America and Western Europe sells a project-management tool with integrations, and has grown bottom-up through self-serve product adoption rather than through a sales team. With self-serve growth flattening, leadership wants to chase larger enterprise accounts of 500 or more employees for the first time, and needs a repeatable playbook before hiring a dedicated enterprise sales force.
The Brief
What you'll do, and what you'll demonstrate.
How can the company design an enterprise sales playbook that shifts it from self-serve, product-led growth to a deliberate sales-led motion, covering buyer personas, sales process, demonstration script, and representative compensation?
Earning criteria — what you'll demonstrate
- Translate raw product-usage signals into evidence-based buyer personas and expansion (upsell) triggers
- Design a structured, qualification-gated sales process appropriate for a company moving from self-serve to sales-led selling
- Apply the BANT and MEDDIC qualification frameworks to define deal-readiness criteria
- Build a sales compensation plan that aligns representative incentives with quota and respects a stated budget envelope
- Package multiple work products into one coherent, immediately usable playbook
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 Process Design
Apply sales process design to solve real industry problems and demonstrate production-level capability.
- Buyer Persona Research
Apply buyer persona research to solve real industry problems and demonstrate production-level capability.
- Compensation Planning
Apply compensation planning to solve real industry problems and demonstrate production-level capability.
- Demo Scripting
Apply demo scripting to solve real industry problems and demonstrate production-level capability.
- Meddic
Apply meddic to solve real industry problems and demonstrate production-level capability.
- Bant
Apply bant 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:
Sales Enablement Manager
This challenge mirrors the core enablement job of turning scattered signals into a usable selling system, building the process, qualification gates, and demonstration assets that new representatives rely on to ramp and close deals.
This challenge sharpens
- sales-process-design
- demo-scripting
- meddic
Revenue Operations Analyst
By deriving upsell triggers from usage data and modeling a compensation plan against quota and budget, you practice the data-to-incentive work that revenue operations analysts own when designing pay plans and qualifying pipeline.
This challenge sharpens
- buyer-persona-research
- compensation-planning
- bant
Enterprise Account Executive
Designing buyer personas and BANT/MEDDIC qualification gates builds the deal-qualification and discovery judgment an enterprise account executive uses daily to focus effort on the accounts most likely to close.
This challenge sharpens
- buyer-persona-research
- meddic
- bant