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| Enablement I'm often asked, 'What IS enablement?' It’s a descriptive term for something that has different meanings to everyone that you would ask. The old axiom is that  “everyone works for sales”, while that is true, it is also true that “everyone works for enablement”. Enablement is simply about providing an individual with the tools and knowledge that they need to accomplish a task. For a customer, enablement might mean teaching them how to use a product. Additionally we might use enablement before the purchase to teach them how to recognize a need, how to define requirements, or how to work with professional services to insure that the solution meets each of their requirements. For internal teams enablement can mean providing access to marketing materials, access to order-entry systems (knowledge on how to use them), access to demonstration software, those systems and processes that allow someone to do their job. It can also mean sales training or technical training on a product, and certification/assessments to signify accomplishment. Partners have many of the same requirements, but have other concerns and restrictions that provide unique challenges and opportunities. To truly understand enablement, one must examine the role of the individual to be 'enabled' and to determine what knowledge, skills, and tools that person will need in order to accomplish their primary tasks. From there we can begin to lay out a training curriculum, access to the appropriate tools, and an assessment of the knowledge (and skills as appropriate) to insure successful readiness for the task.
Testimonials “I had the opportunity to work with Steve for more than two years at HP. Steve led WW technical enablement for all partner types including GSI's, ISV's, Distributors and Resellers. Collectively this group was responsible for contributing >$500M in HP Software license revenue per year. The services economy associated with this software was >$1B. Steve planned, developed and led the delivery for all technical enablement for these partners. He was responsible for content creation, delivery channels, and the financial plan associated with this global initiative. He also led the closed loop partner satisfaction process to ensure all training delivered measureable value to the partners as measured through formal surveys. Steve has very strong communications skills, is a self-starter, has a tireless work ethic, takes responsibility for his plan and achievement and understands that it all starts/ends with the customer. Throughout the two years I worked with Steve, he always exceeded his objectives and delivered more than what was expected. He is one of the strongest training and enablement professionals I've worked with over the past twenty years.” - Charles Neal, VP - WW Alliances, Channels and Software Direct, Hewlett-Packard
“Stephen is a very experienced, intelligent, and driven technology professional. He managed & grew our partner, sales channels, & GSI enablement practice, not only in the Americas but in EMEA & APJ. Stephen is results driven, easy to work with, has good ideas, and is well connected into the IT community. His large scale partner training events in New Orleans, were first class." - Al Palmieri, Sr. Technical Training Manager, Hewlett-Packard
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HP Software Partner Ecosystem Number of Partners 1100+ Number of Personnel focused on HP Software 18,000+ Enablement Number of Training Units Delivered in 2004 400 Number of Training Units Delivered in 2008 16,000+ Number of Certified Professionals in 2004 2000 Number of Certified Professionals in 2008 15,000+ Partner Satisfaction increased 25% from 2004-2008 | | 2008 Program Highlights EMEA Target Program - 8 Products, 40 classes, 6 Countries, 380 students Partner Enablment Galaxy Event - 8 tracks, Hands-on, 175 students HP Software Universe Partner Enablement - 8 technical classes, 100 students APJ BAC Roadshow - 5 classes, 4 countries, 65 students 14,000+ Computer-based/Web-based Class Sessions 9,400 Certification exams delivered on goal of 3200 
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