What you'll learn
- How to assess and stabilize a high-change enablement environment
- Why prioritization frameworks are critical to scaling enablement
- How to translate strategy into clear, actionable field execution
Meet our guest
Tara Roe Medeiros is a seasoned enablement leader with over 20 years of experience spanning education, customer success, and sales enablement. Currently leading Go-To-Market Enablement at PTC, she focuses on equipping customer-facing teams to effectively communicate product value and drive revenue across complex global organizations.
Over the past 15 years, Tara has built and scaled enablement functions in fast-moving environments, helping teams transition from reactive training models to structured, outcome-driven programs. Her approach centers on aligning enablement to business priorities, simplifying execution for the field, and building systems that drive measurable performance improvements.
Episode Twenty five
Make Enablement Matter: How to Cut Noise & Drive Real Impact
When Tara joined PTC, she walked into an environment many enablement leaders know well—high activity, constant change, and no clear definition of success.
The team wasn’t broken. In fact, it was full of talented practitioners. But everything felt urgent. Every request was a priority. And without a clear structure, the organization had fallen into a reactive cycle—constantly putting out fires instead of driving outcomes.
What followed wasn’t a complete overhaul overnight. Instead, Tara and her team focused on something more foundational: creating clarity.
By defining success, restructuring around programs, and introducing a simple prioritization framework, they transformed enablement from a reactive service into a strategic function—one that could confidently decide what not to do.
Key Insight #1:
Busy doesn’t mean effective—clarity drives impact
One of the first things Tara identified was that the team wasn’t underperforming—it was overwhelmed. Without a shared definition of success, everything defaulted to urgency.
The shift started with stepping back. Instead of jumping into execution, the team focused on defining objectives, aligning stakeholders, and organizing work into clear program pillars.
“When everything is treated like a fire… you need a layer to come in and start prioritizing.”
By moving from ad hoc efforts to structured programs, the team created accountability and reduced noise—allowing them to focus on what actually mattered.
Key Insight #2:
Prioritization is a system—not a conversation
Enablement teams are constantly flooded with requests. Without a system, prioritization becomes subjective—and often political.
To solve this, Tara introduced a simple scoring framework based on three core inputs:
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Business impact
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Enablement’s ability to influence outcomes
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Scalability and repeatability
“This didn’t unlock more resources—but it gave us a way to make trade-offs and have better conversations.”
The result wasn’t perfection—but it created a shared language across stakeholders.
Instead of saying “no,” the team could say, “Here’s how this ranks—and here’s what it would replace.”
Key Insight #3:
Strategy only works if the field can act on it
Even with clear priorities, enablement often fails at the final mile—execution.
Tara’s team addressed this by translating priorities into a simple, accessible experience for the field.
Through a centralized “Power Your Priorities” page, they clarified:
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What reps need to do vs. just be aware of
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Where to access resources
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How progress is measured
“What should my team be doing right now? That’s the question we needed to answer.”
This shift—from content-heavy delivery to action-oriented clarity—helped reduce noise and improve adoption. In one case, a structured onboarding program helped reduce ramp time from six quarters to four.
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