Summer Cognoscenti Interview: Ambre Jeanneau, Revenue Enablement Leader

Welcome to episode 17 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.

This week we close-out the revenue operations and enablement arc with another fantastic guest, and the first in our Summer Cognoscenti Series, Ambre Jeanneau, to help us really understand the enablement aspect in real life. Here’s the TL;DL (“Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: Enablement is the engine that transforms potential into performance. It's not about onboarding or content. It's about creating repeatable behaviours, measurable impact, and being embedded in the way revenue teams actually sell.

Listen on as Ambre shares her insights on the evolution and importance of revenue enablement for equipping revenue teams with the right tools, processes, and skills. We discussed the transition from sales enablement to revenue enablement, highlighting the importance of supporting the entire customer journey, not just the sales team. Ambre also touched on the creation of playbooks, the role of coaching, and the need for continuous learning and adaptation in enablement practices. Finally, we looked at the evolution of enablement to be seen as a strategic function at the leadership level and how early-stage companies can benefit from external consultants to set foundations before hiring full-time enablement roles.

Other mentions in this episode:

Ambre’s LinkedIn newsletter - Scaling Smarter: Enablement Blueprint for SaaS Startups

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