PILLAR I·GO-TO-MARKET ENABLEMENTACCELERATEAs of September 2026

2-tier enablement strategy

OUTCOME

ConveyIQ becomes something the go-to-market organization can sell, demonstrate, and scope on its own. It begins with ten identified champions, most of them in GTM roles, who are acclimated to the platform before wider enablement opens; they become the first credible voices outside Innovation and the people who teach the next cohort.

WHY IT MATTERS

Adoption is gated today on a handful of people who can speak to the platform in depth, and that ceiling limits how many opportunities the company can pursue at once. Enablement that starts wide starts shallow. Starting with ten people who go deep converts a bottleneck into a capability the rest of Convey owns, and puts ConveyIQ in front of the market in the voice of the people who already have the customer relationships.

“A platform nobody outside the team can demonstrate is a prototype with a marketing budget.”

Raed Adhami, Chief Innovation Officer
EXHIBIT 1

Ten people go deep first, then teach the next fifty.

Source: Convey Innovation, champion cohort plan · As of September 2026 · Roles OWNER TO REPLACE

Ten champions, drawn mostly from sales, account management, and solutions, are selected for customer proximity and willingness to be early; they are acclimated over one quarter to the point where each can run the standard demo with a customer, answer the first tier of technical questions, and scope a first engagement against the “on the truck” list from Pillar I. Only when the cohort has done this in front of real customers does wider enablement open, and the cohort delivers it.

SELECTION CRITERIA
Customer-facing role
Active opportunities where ConveyIQ fits
Credibility with peers
Time committed by their manager
CHAMPION COHORT · 10 · A STANDING GROUP
{{ c }}OWNER TO REPLACE
LATER COHORTS
GTM wide
Delivery and Support
Partners
Taught by champions, supported by Innovation.

The cohort is a standing group, not a project; when a champion moves on, the seat is refilled.

EXHIBIT 2

Four stages, each ending in a thing the champion can now do.

Source: Convey Innovation, acclimation curriculum · As of September 2026
{{ s.name }}Weeks {{ s.weeks }} · run by {{ s.runBy }}
  • {{ it }}
ENDS WITH{{ s.ends }}
WHAT INNOVATION SUPPLIES
A stable demo tenant with reset
The standard demo reworked to hold up without deep platform knowledge
Demo scripts with setup, talk track, and recovery guidance
A first-tier FAQ
A named Innovation engineer on call for each champion

The enablement note published at Pillar II's Release Approval gate is the only source of what may be claimed, and the champion certification includes knowing where that line is. Nothing in the demo shows a capability that has not passed the Quality Gate.

EXHIBIT 3

The enablement note is the boundary between what we show and what we hope.

Source: Pillar II, Release Approval gate; Pillar I playbook · As of September 2026
Pillar II · Release Approval
Enablement note
  • Feature statement
  • What it does
  • What it does not do yet
  • Proof point
  • Demo segment
Champion playbook
Customer conversation
Demo

The standard demo modules and their run time.

MODULES · OWNER TO REPLACE
Talk track

The story for each buyer type.

  • Outage
  • Collections
  • Billing
  • Program enrollment
Recovery guide

The ten most common stumbles and the line that gets past each.

10 ENTRIES · OWNER TO REPLACE
EXHIBIT 4

Every active initiative produces a proof point a champion can use.

Source: Active initiatives register · As of September 2026 · All cells OWNER TO REPLACE

The fastest path to consistent proof points is customers describing the platform themselves. The pilots and active initiatives are where those stories come from, and EMACS'26 is the first stage on which they are told.

INITIATIVEWHAT IS BEING PROVENTHE PROOF POINT IT YIELDSTALK TRACK IT FEEDSCHAMPION ASSIGNED
{{ r.name }}OWNER TO REPLACEOWNER TO REPLACE——
The EMACS'26 narrative is shaped with Product and delivered in the customer's own voice, with champions in the room to carry it forward.
EXHIBIT 5

Support knows the customer before the first ticket, and onboarding is a playbook before it is a role.

Source: Convey Innovation, operational readiness plan · As of September 2026 · Trigger OWNER TO REPLACE
GO-LIVE SEQUENCE · PER CUSTOMER
Onboarding playbook
  • Data onboarding
  • Journey configuration
  • Training
  • Go-live checklist
  • Hand-off to support
Support group in UAT
  • Knows the product
  • Knows the customer configuration
  • Before the first ticket
Go-live
  • Playbook run once before
  • Support group already in UAT
Support
  • Escalation to Innovation on a defined path
  • SLAs by customer
WHO RUNS ONBOARDING
Phase 1

The support group carries onboarding, running the Collections playbook.

Phase 2

A dedicated professional-services owner takes it when volume triggers.

TRIGGER · OWNER TO REPLACE (e.g. n concurrent onboardings)

Support engineers form a later champion cohort.

EXHIBIT 6

We count demos run without Innovation, not hours of training delivered.

Source: Cohort roster; CRM; Innovation time records · As of September 2026
LeadingWHAT WILL GO WRONG
  • Champions at each acclimation stage
  • Demos run by champions per week, with the share run solo
  • Certification first-pass rate
  • Innovation hours consumed per champion demo, which should fall every month
  • Recovery-guide entries added, which shows the stumbles are being captured
  • Support group formed and in UAT ahead of the next go-live
  • Days remaining to that go-live
LaggingWHAT DID
  • Certified champions against target
  • Opportunities in pipeline with a certified champion attached
  • Time from certification to first customer demo
  • Cross-sell and upsell opportunities opened by champions
  • The number of people the champions themselves have enabled
EVERY TWO WEEKS
Leading indicators reviewed with the cohort.
EVERY EDITION OF PANTHEON
Lagging indicators.
Convey InnovationPublished by Convey InnovationEdition · September 2026