Suneet Luthra Revenue Enablement
Partner & Revenue Enablement
Portfolio
Portfolio
Suneet Luthra | Revenue Performance, Pipeline Strategy & Enablement
A complete revenue enablement portfolio showing practical systems for partner enablement, manager reinforcement, pipeline quality, GTM execution, analytics, and business-case development.
1
Open with the portfolio overview
Use this as a guided walkthrough of how you diagnose revenue problems and build enablement systems.
2
Anchor on Asset 07 — ROS Playbook
Use the ROS Playbook to explain your operating model: Signals → Behaviors → Systems → Outcomes.
3
Close with Asset 10 — Business Case Calculator
Use the diagnostic calculator to quantify value and turn strategy into a business case.
Directly aligned to revenue enablement client needs
Partner onboarding journey for Referral, Integration & Channel partners
Quarterly enablement roadmap aligned to global alliance goals
Partner-led & partner-influenced revenue strategy ownership
Co-selling playbooks for GTM & GTB teams
Partner certification pathways — Revenue Academy
Data-driven decisions on content and training delivery
Partner / Revenue Manager onboarding & enablement program
Partner hub — playbooks, collateral & certification modules
Frameworks & storytelling tools to generate leads and revenue
Partner Enablement — 4 assets
Asset 01 Print-ready
Partner Onboarding Journey Map
Day 1–90 journey for all 4 partner types. Phase milestones, AM touchpoints, graduation checklist & ramp metrics.
OnboardingDay 1–90All Partner Types
Asset 02 Print-ready
Partner Coaching Tool
Health scorecard, ORCC framework, deal review questions, plays by partner type, cert tracker & mutual action plan.
CoachingHealth ScoreQBR Ready
Asset 03 Print-ready
Co-Selling Guide
5-stage co-sell motion, RACI, trigger criteria, joint call agenda, rules of engagement & economic buyer objection handling.
Co-SellCrossbeamRules of Engagement
Asset 04 Print-ready
Battle Card — Revenue System vs. Competitor
Head-to-head features, win/watch-out pillars, objection rebuttals, landmines, qualifying questions & proof points.
CompetitiveCompetitorField Ready
GTM Sales Enablement — 3 assets
Asset 05
Discovery Framework
SPICED for executive buyer & economic buyer buyers. AP question bank, call flow, qualification signals & post-call scorecard.
SPICEDEconomic Buyers
Asset 06
Sales Manager Toolkit
8 manager resources — pipeline inspection, discovery scorecard, deal coaching framework, BDR–AE handoff & dashboard.
Manager ToolsPipeline Quality
Asset 07
ROS Playbook
Signals → Behaviors → Systems → Outcomes for the company’s Partner & GTM motion. FacilityOS case, 90-day plan. © Suneet Luthra.
ROS Framework90-Day Plan
Strategy & Analytics — 3 assets
Asset 08
Quarterly Roadmap Q2 2026
Business goals → priorities. 12 initiatives April–June, training calendar, KPI targets, RACI & risk register.
StrategyRoadmap
Asset 09 Interactive
Analytics Dashboard
Partner ramp time, cert completion, co-sell win rate & partner-influenced revenue. Filterable by type, tier & AM.
AnalyticsKPIs
Asset 10 Interactive
TCO & Business Case Calculator
Live workflow automation ROI model — quantifies labor, error, compliance & FX costs. Auto-generates executive buyer talking points.
ROI Calculatorexecutive buyer Ready
Client need → portfolio asset mapping
| Client / Business Need | Portfolio Asset(s) |
|---|---|
| Architect a partner onboarding journey for referral, integration & channel partners | 01 — Journey Map |
| Create standardized co-selling playbooks for GTM & GTB teams | 03 — Co-Selling Guide |
| Establish & manage partner certification pathways | 02 — Coaching Tool01 — Journey Map |
| Empower Partner / Revenue Managers with frameworks & storytelling tools | 020304 — Battle Card |
| Develop training content translating Revenue System capabilities into partner value props | 05 — Discovery0410 — TCO Calc |
| Act as strategic advisor — create & execute the revenue enablement roadmap | 08 — Roadmap07 — ROS |
| Analyze quantifiable insights to make data-driven enablement decisions | 09 — Dashboard10 — TCO |
| Enable internal GTM teams — pipeline quality, coaching, manager development | 06 — Mgr Toolkit07 — ROS |
Portfolio Resource — Revenue Enablement / Performance Strategy · Revenue System · Client-Ready Portfolio Version
Suneet Luthra
Design principle: Every partner type has a different starting point. This journey is designed to get partners to first referral or co-sell activity as fast as possible — speed to value is the primary metric.
Four-phase onboarding journey — Day 1 to 90
Day 1
Activate
Welcome, access & orientation
Day 30
Learn
Product & positioning fluency
Day 60
Apply
First activity in market
Day 90
Scale
Certified & self-sufficient
Partner / Revenue Manager touchpoints
Day 1Welcome call — hub walkthrough, set expectations
Day 7Check-in — confirm hub access, Crossbeam connected
Day 14L1 cert progress review — unblock any issues
Day 30ICP mapping session — build target account list
Day 45Shadowed discovery call — coaching on business pain framing
Day 60First deal review — pipeline quality check
Day 9090-day success review — health scorecard, Q3 goals set
Day 90 graduation checklist
Partner hub access active & collateral downloadedDone
Crossbeam connected & deal registration completedDone
Revenue Academy L1 certification achievedDone
L2 certification (Channel & Strategic only)Pending
ICP list built with Partner / Revenue ManagerDone
First deal registered or referral meeting heldPending
Can deliver Revenue System business value proposition independentlyDone
Co-sell trigger criteria understood & appliedDone
Partner health scorecard baselined in SalesforceMissing
Quarterly coaching rhythm established with AMPending
Phase — Activate
Day 3
Hub access live & first AM call within 3 days
Phase — Learn
100%
L1 cert completion before Day 30
Phase — Apply
Day 45
First deal in Crossbeam by Day 45
Phase — Scale
2+
Active deals in pipeline by Day 90
Portfolio Resource — Revenue Enablement · Partner Onboarding Journey · Q2 2026
Suneet Luthra
Core principle: Revenue System partners sell more when they deeply understand our workflow automation value proposition. Coach to product knowledge and positioning first — pipeline follows.
Partner health scorecard
| Criteria | What to assess | Green | Yellow | Red |
|---|---|---|---|---|
| Revenue System product knowledge | Can articulate workflow, process, and compliance value prop | |||
| Referral / pipeline activity | 2+ active Revenue System-referred opps this quarter | |||
| Deal velocity | Referred deals progressing through stages on pace | |||
| Certification status | At least 1 certified rep on partner team | |||
| Co-sell participation | Joined 1+ Revenue System co-sell call this quarter | |||
| Hub & collateral usage | Accessed partner hub materials in last 30 days |
On track
Needs attention
At risk — action required
Coaching plays by partner type
New partner
SituationOnboarded <90 days, no referred deals yet
GoalFirst Revenue System referral within 60 days
ApproachWeekly check-ins, joint ICP mapping, shadowed discovery, co-sell first deal together
Plateauing
SituationActive but referral pipeline flat or stalling QoQ
GoalReactivate pipeline with ICP refresh
ApproachDeep deal review, identify positioning gaps, offer product refresher on operational complexity & compliance
High performer
SituationConsistent referrals, above revenue target
GoalExpand & retain — grow the relationship
ApproachStrategic QBR, co-marketing investment, early roadmap access, enterprise expansion plays
Deal review questions
›What's the current stage and what's the blocker to advancing?
›Has the executive buyer or economic buyer been engaged — or only ops/IT?
›What business pain has been confirmed — volume, geographies, compliance?
›Is there a forcing function — audit, ERP migration, or global expansion?
›Does this need a co-sell motion — SE support or exec involvement?
›What does the partner need from Revenue System to move this forward?
›What's the realistic close date and confidence level?
Portfolio Resource — Revenue Enablement · Partner Coaching Tool · Q2 2026
Suneet Luthra
Core principle: Co-selling is a shared motion, not a handoff. Partners bring the relationship and business context; Revenue System brings workflow automation expertise, operational complexity depth, and compliance credibility. Align on messaging before every call.
Co-sell motion overview — who owns what
Identify
Partner
Registers in Crossbeam, flags co-sell need
Revenue System
Assigns Partner / Revenue Manager
Align
Partner
Shares deal context & business pain
Revenue System
Briefs AE & SE on positioning
Engage
Partner
Leads intro, owns executive buyer relationship
Revenue System
Supports AP demo & compliance Q's
Execute
Partner
Drives negotiation & proposal
Revenue System
Provides pricing support & POC
Close
Partner
Signs & registers in Salesforce
Revenue System
Confirms booking & CS handoff
When to trigger a Revenue System co-sell
Trigger it
✓Deal >$50K ACV
✓Operational complexity or compliance scope
✓executive buyer or economic buyer engaged
✓Technical POC or ERP integration needed
✓Competitive displacement (Competitor, Competitor B)
Partner-led only
–SMB, domestic-only, low ACV
–Renewal with no expansion scope
–Partner has certified SE on team
–Early-stage, pre-qualified lead
–Partner explicitly declines support
Rules of engagement
▸Deal registration: Partner must register in Crossbeam first. No registration = no co-sell support.
▸Territory: Revenue System does not prospect into partner-registered accounts without AM approval.
▸Margin: Partner margin protected per the Revenue System partner agreement.
▸Messaging: Agree on single AP narrative before the call. Never contradict the partner.
▸Escalation: Disputes go to Partner / Revenue Manager → Channel Director. Do not involve the prospect.
▸Post-close: Partner owns the customer relationship. Revenue System CS introduced by — not instead of — the partner.
Portfolio Resource — Revenue Enablement · Co-Selling Guide · Q2 2026
Suneet Luthra
How to use: Lead with landmines and qualifying questions to surface pain — then use objections & rebuttals when Competitor comes up. Never lead with the feature table; earn it through discovery first.
Founded
2006
Target
SMB / Mid-Market
Pricing
$45–$79/user
Key weakness
Limited global reach
Where Revenue System wins
200+ countries & territories120 currencies supportedAI-powered finance automationEnd-to-end supplier onboardingBuilt-in tax compliance (W-9/W-8)Global regulatory complianceFull AP + workflows + procurement
Watch out for
Strong SMB brand recognitionLower entry-level price pointDeep QuickBooks/Xero integrationLarge existing customer baseSimple UI appeals to non-finance
Head-to-head features
| Feature | Revenue System | Competitor |
|---|---|---|
| Global workflows (200+ countries) | ✓ | ✗ |
| AI-powered workflow automation | ✓ | ~ |
| Built-in tax compliance (W-9/W-8/VAT) | ✓ | ✗ |
| Supplier self-service onboarding portal | ✓ | ~ |
| Multi-entity & multi-currency support | ✓ | ~ |
| Procurement & PO management | ✓ | ✗ |
| Corporate cards & expense management | ✓ | ✗ |
✓ Full ~ Partial/add-on ✗ Not available
Objections & rebuttals
They say
"Competitor is much cheaper."
Revenue System saysCompetitor's price excludes operational complexity, tax compliance & procurement. the company’s TCO for mid-market companies is consistently lower when you factor in manual workarounds and compliance risk.
They say
"We only pay domestic vendors."
Revenue System says78% of customers say their supplier base went global within 18 months of growth. Revenue System grows with you — migrating later is far more expensive.
They say
"Switching costs are too high."
Revenue System saysOur dedicated migration team gets most customers live within 45 days with zero payment disruption during transition.
Landmines to plant
?"How do you currently handle process to suppliers outside the US?"
?"Who owns your W-9/W-8 collection and 1099 filing today?"
?"What happens when a supplier is in a country Competitor doesn't support?"
?"How much time does your finance team spend on payment exceptions per month?"
?"Are you prepared for a tax audit on your global supplier process?"
Qualifying questions
›Do you pay suppliers outside the US or Canada today — or plan to?
›How many suppliers in your network — are they self-service onboarded?
›What ERP are you running — how manual is your AP reconciliation?
›Who owns compliance and tax on global supplier process?
Portfolio Resource — Revenue Enablement · Battle Card Q2 2026
Suneet Luthra
Core principle: Finance buyers are risk-averse. Don't pitch the company’s platform — diagnose their AP and process pain first. The best discovery uncovers compliance risk, manual workload, and growth blockers the executive buyer hasn't yet quantified.
SPICED framework
S
Situation
AP stack, ERP, team size, payment volume & geographies
P
Pain
Manual AP work, payment errors, compliance gaps, supplier friction
I
Impact
Finance team hours lost, audit risk, late process, FX loss
C
Critical Event
Audit deadline, ERP migration, headcount freeze, global expansion
E
Decision
executive buyer/economic buyer sign-off, IT involvement, procurement process
Question bank — Revenue System AP & process context
Situation
›How does your team process AP and supplier process today?
›How many suppliers do you pay, and in how many countries?
›What ERP are you on — how manual is reconciliation?
Pain
›Where does your AP process break down most often?
›How are you handling W-9/W-8 collection and 1099 filings?
›What happens when you need to pay a supplier in a new country?
Impact
›How many hours per week does your team spend on payment exceptions?
›Have you experienced a compliance penalty tied to AP in the last 12 months?
›What's the cost if your operational complexity process can't scale?
Critical Event
›Are you expanding into new markets or onboarding a large new supplier cohort?
›Is there an upcoming audit or fiscal year-end driving compliance urgency?
›Is your team under a headcount freeze — meaning automation fills the gap?
Decision
›Who owns this decision — executive buyer, economic buyer, or VP Finance?
›Does IT or Security need to be involved in a process platform evaluation?
›Is budget already allocated, or does this need a business case?
›Are you evaluating other platforms — what criteria matter most?
Qualification signals — Revenue System ICP
Green flags
✓Mid-market company (50–1,000 employees)
✓Paying suppliers in 3+ countries
✓Manual AP or spreadsheet-based process
✓executive buyer or economic buyer is the champion
✓ERP in place (NetSuite, SAP, Sage)
Yellow flags
!Only domestic process today
!Small AP team, low transaction volume
!Budget not yet allocated
!No ERP — still on QuickBooks
!IT-led evaluation, no finance champion
Red flags
✗Under 50 employees or pre-revenue
✗Purely domestic, no global growth plans
✗No budget and no path to approval
✗Decision maker won't engage
✗Already signed with a competitor
Portfolio Resource — Revenue Enablement · Discovery Framework · Q2 2026
Suneet Luthra
Purpose: Equips Revenue System Sales Managers with the frameworks, tools, and rhythms to inspect pipeline quality, coach reps on workflow automation selling, and drive consistent revenue behaviors. Great managers don't just review numbers — they develop the behaviors that produce them.
Portfolio Resource — Revenue Enablement · Sales Manager Toolkit · Q2 2026
Suneet Luthra
What is the Revenue System ROS? A unified framework connecting Signals, Behaviors, Systems, and Outcomes across GTM and Partner teams. It replaces reactive pipeline management with a diagnostic-first approach. ROS Framework © Suneet Luthra — adapted for Partner & Revenue Enablement.
The ROS framework
S
Signals
What is the company’s pipeline telling you?
B
Behaviors
What are reps & AMs actually doing?
S
Systems
What repeatable processes are installed?
O
Outcomes
What has measurably improved?
90-day ROS activation plan — Partner & Revenue Enablement
Month 1 — Diagnose
Focus: Signals
›Audit partner pipeline conversion by stage
›Map AM and rep behaviors across partner types
›Baseline all 6 alliance outcome metrics
›Interview 5 partners + 3 Partner / Revenue Managers
›Identify top 3 certification & ramp gaps
Month 2 — Install
Focus: Behaviors + Systems
›Launch Revenue Academy L1 & L2 certification
›Deploy co-sell playbook to partner hub
›Stand up Crossbeam deal registration process
›Run AM coaching framework sessions
›Define partner health scorecard with leadership
Month 3 — Measure
Focus: Outcomes
›Re-baseline all 6 alliance outcome metrics
›Score partner pipeline quality vs. Month 1
›Run win/loss analysis on co-sell deals
›Present ROS scorecard to Partners leadership
›Build Q3 enablement roadmap from findings
Portfolio Resource — Revenue Enablement · ROS Playbook · Framework © Suneet Luthra · Q2 2026
Suneet Luthra
Purpose: Connects the company’s Q2 business goals to a prioritized set of enablement initiatives across GTM and Partner teams. Every initiative is mapped to a measurable outcome — we build what moves revenue, not what fills a content library.
Business goals → enablement priorities
Business objective
Enablement priority
1
Grow partner-influenced revenue to $3.5M by Q2 end
→
Co-sell playbook launch + AM coaching program
2
Reduce partner ramp time from 37 to 30 days
→
Partner onboarding journey redesign (Day 1–90)
3
Reach 80% partner certification completion rate
→
Revenue Academy L1 & L2 certification launch
4
Enable new AMs to be field-ready within 45 days
→
New Partner / Revenue Manager onboarding program (30/60/90)
5
Launch 2 new Revenue System product features to partner ecosystem
→
Product launch enablement rollout to AMs & partners
Partner cert rate
80%
Target by June 30 · Currently 73%
Avg ramp time
30d
Target by June 30 · Currently 31d
Partner-influenced rev
$3.5M
Q2 target · Currently $3.2M
Co-sell win rate
45%
Target by June 30 · Currently 42%
Portfolio Resource — Revenue Enablement · Q2 2026 Roadmap · Q2 2026 Final
Suneet Luthra
Partner lifecycle funnel
Engagement by Partner / Revenue Manager vs. team avg
Engagement by partner type
Portfolio Resource — Revenue Enablement · Analytics Dashboard · Q2 2026
Suneet Luthra
AP Profile
AP Team
Risk Profile
Total annual cost comparison
Manual AP — Current
Revenue System — Automated
executive buyer talking points
* Estimates are based on industry benchmarks and typical Revenue System customer outcomes. For illustrative purposes in business case conversations. All figures in USD.
Portfolio Resource — Revenue Enablement · TCO Calculator · Q2 2026
Suneet Luthra