Most enablement teams can tell you how many people sat through a course, but not whether any of it moved the business. 

In this special Content to Close episode, Erika Robertson, Director of Enablement at Citrix, walks through how she proves enablement is worth the budget by starting with the end in mind. Erika is certified through the ROI Institute and uses the Phillips ROI methodology from Jack and Patty Phillips, which she contrasts with the Kirkpatrick model most L&D and enablement teams default to. She explains how she builds the measurement plan before any content exists, so she can go back to stakeholders and say, this is how I will show you it worked. She covers identifying the metric category or bucket first, then finding a baseline like average deal size or sales cycle time for a group before a program runs, aligning instructional strategies to the business outcomes that matter, and her discipline that if something cannot be measured or will not move the business, it is probably not worth the investment. If you have ever struggled to connect your enablement work to real business results, this conversation gives you the framework.

About Erika

Erika Robertson is the Director of Enablement at Citrix, where she supports internal go-to-market teams, partners, and customers. She thought she would become a teacher coming out of college, then found her way into training adults instead, and has spent almost her entire career in enablement inside software companies including Cisco, SAP, and VMware. She holds a master's in instructional technology and is certified through the ROI Institute in the Phillips ROI methodology. She is passionate about enablement, go-to-market enablement, and instructional design, and about staying true to those principles even as AI changes the work.

Show Notes

• Connect with Erika on LinkedIn: https://www.linkedin.com/in/erikajrobertson/
• ROI Institute (Phillips ROI methodology, founded by Jack and Patty Phillips)

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