0:01

Welcome to the Sales Enablement Society

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Stories from the Trenches , where enablement

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practitioners share their real-world experiences

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. Get the scoop on what's happening inside

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Sales Enablement teams across the global

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SES member community . Each

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segment of Stories from the Trenches share the

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good , the bad and the ugly

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practices of corporate sales . Enablement

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initiatives learned what worked , what

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didn't work and how obstacles were

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eliminated by corporate teams and leadership

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. Get back , grab a cold one and join host

0:31

Paul Butterfield for casual conversations

0:33

about the wide and varied profession of

0:35

sales enablement , where there is never a fits

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all solution .

0:39

Welcome to another episode of Stories from

0:41

the Trenches . Last week , we were

0:43

all in San Diego for the Sales Enablement

0:45

Society Experience . The theme

0:47

this year was the Enablement Evolution

0:50

. There were so

0:52

many great breakout sessions . Thank

0:54

you to everyone who prepared and delivered those

0:56

. We had amazing keynote speakers

0:58

, and so thank you to all of you as well

1:00

. The other thing that we got to do was

1:03

sit down with 10 different practitioners

1:05

and talk to them about points of

1:07

evolution in their career or

1:10

, in some cases , how they the

1:12

way they practice sales enablements evolved , or

1:14

how they've seen the profession itself evolve . I

1:16

took a lot away from these stories and I really

1:18

enjoyed hearing them . I'm confident you

1:20

will too . So here

1:23

they are .

1:24

Hi , I'm Cheryl Busheck and I'm currently

1:27

Director of Enablement Programs at

1:29

Juniper Networks . I

1:31

love talking about

1:33

evolution and specifically

1:35

career evolution and growth

1:38

in all the right ways , because my

1:40

own career has been a very long and

1:42

winding road . I'm a huge

1:44

believer in understanding

1:47

yourself and what you have passion in and

1:49

moving towards what brings you joy

1:51

and passion . My career

1:53

started with a very technical

1:56

role in IT and I

1:58

decided what I loved about that role and

2:00

shifted into a

2:03

technical training role . From

2:05

there I moved into a couple

2:07

of different directions . I landed

2:09

in product marketing for a lot of years

2:11

because marketing was where all the budget

2:13

was and they seemed to have the most fun . I

2:16

really wanted to move into a role where I had a top

2:19

line impact for the business

2:21

. I spent a lot of years in product marketing

2:23

and before there was a role

2:25

called revenue enablement

2:28

sales enablement I was

2:30

doing exactly that as a part of

2:32

various product marketing teams . I

2:35

felt a real connection to being able to work

2:37

with the field and I really

2:39

focused on programs and

2:41

campaigns and assets

2:44

that helped sales be successful

2:46

for real . I really cared about that and

2:48

that was ultimately how

2:50

I ended up in enablement

2:53

All of my background in

2:55

IT product marketing

2:57

. Technical training gave

2:59

me a lot of the foundational skills

3:02

that I needed to succeed in enablement . Honestly

3:05

, I've always cared so much about people

3:07

and people's success . It

3:09

really drew me in . Once I landed

3:12

in a true label

3:14

enablement role , I knew this

3:16

was where I needed to be . I've

3:19

had several different jobs in several different

3:21

companies . I have grown my career

3:23

. I hit a VP level

3:25

and I did make In

3:28

evolutionary decision

3:31

after my VP role

3:33

just got chopped for cost reasons

3:35

. I made a strategic decision

3:37

that I wanted to work for a certain type

3:39

of company and I didn't need

3:42

to run everything to be

3:44

happy and fulfilled . So

3:46

my most recent evolution was I

3:48

decided to take a step back and

3:50

own one piece of a larger enablement

3:53

team at a larger company and

3:55

I could not be happier that I did

3:57

that . So grew my career to the

3:59

top and from there

4:01

I had to make a decision to

4:04

take a step back so I would find

4:06

some work-life balance , I'd find

4:08

happiness , I'd still have fulfillment and

4:10

I'd still have a lot of challenging

4:12

things that I could do for

4:14

the company . That again brought

4:16

me back into helping

4:18

our field teams be successful . So my

4:21

career has been a model of evolution

4:23

in various ways and I think

4:25

if I left you with anything , it would be

4:28

try everything

4:30

when your young and career , try different

4:32

roles , see what you enjoy and

4:34

find what you're passionate about and

4:36

makes you happy and fulfilled .

4:38

Hi , my name is Michelle Dieshberg

4:40

and I was the go-to-market enablement

4:43

director at Active Campaign , some

4:45

marketing automation platform . My

4:48

evolution into sales

4:50

enablement started from product

4:52

marketing . I started

4:54

as a product marketing associate and

4:56

really love the idea of

4:59

messaging and positioning and

5:01

figuring out how

5:03

to talk to our customers , and

5:06

I got a job at a sales

5:08

enablement platform and as

5:10

a product marketer . This was so exciting to

5:12

me because they I was

5:14

talking to other product marketers who

5:16

were buying the sales enablement platforms

5:18

. It was started more about content

5:20

management . So to me

5:22

as a product marketer , that was the dream

5:25

come true . I tried many times

5:27

in my past to consolidate all the content

5:29

for the sales teams that I was working with , and

5:32

it was always hard . Everyone

5:35

was saving things on their desktops or in their own

5:37

Google Drive . Nothing was centralized

5:39

, and so to be able to work

5:42

for a company that was centralizing that

5:44

content and helping product marketers

5:46

and sales teams be more efficient

5:48

, find more content , spend less

5:50

time editing content , was

5:53

so exciting . That company was

5:55

also the first place where I met someone

5:57

whose job was to be in

5:59

sales enablement , and this blew

6:01

my mind . As a product marketer

6:04

, I had to do the sales enablement functions

6:06

. I had to train the sales team on the

6:08

content that I was creating and

6:10

it was always , unfortunately , sort of

6:12

an afterthought . There were lots of other

6:15

programs and things that

6:17

I had to do , and so pushing

6:19

the content out to the team was

6:21

sort of like pulling teeth . I would

6:23

roll out a new pitch deck and people would roll

6:25

their eyes or still use the thing that

6:27

was saved on their desktop because

6:29

they were comfortable with it . And

6:31

seeing the sales

6:34

enablement practitioner at this

6:36

new job , being able to be

6:38

more of a translator , to really

6:41

speak to the sales team and to get more

6:43

understanding and see

6:45

their success , was transformational

6:49

. That is where my evolution into

6:51

sales enablement began and

6:54

my next role after that

6:56

company was a sales enablement role

6:59

. I started as a sales

7:01

enablement manager

7:03

, senior manager and

7:05

as an individual contributor

7:07

and slowly over the last

7:10

three years built a team . We were a team of

7:12

four towards the end of my

7:14

tenure there and to

7:16

see the evolution from product

7:18

marketer to sales enablement practitioner

7:21

has been really fun , and

7:23

I love talking to other

7:25

sales enablement practitioners and really

7:28

seeing the growth on the sales team

7:30

and see them be more successful .

7:32

Michael Galvin . I'm currently the global sales enablement

7:35

manager at IntelSat . My journey

7:37

, or evolution , into sales

7:39

enablement began about 15

7:41

years ago . I had carried

7:43

a sales bag , a quota as a sales

7:45

manager and a sales leader for 10

7:48

or 12 years and decided that

7:50

it wasn't quite as fulfilling for

7:52

me as I had expected . But I didn't want

7:54

to put that experience to the side

7:57

. I met with a career coach and

8:00

we looked at some of my strengths and weaknesses

8:02

and determined that leveraging

8:04

my sales experience and helping other sellers

8:07

become more effective

8:10

and efficient would be a good use of my

8:12

skill set . I began the

8:14

journey from sales person

8:17

to sales enablement professional . I

8:19

dabbled a little

8:21

bit in the early phases of sales enablement

8:23

. It was more focused on sales training and development

8:26

, spent some time there , evolved

8:28

back into some more direct selling roles

8:31

as a sales manager for two and

8:33

a half or three years , and then I had

8:35

an opportunity to become a part of a best

8:37

practice sales organization , more

8:39

or less in sales operations , for

8:42

three and a half years , after

8:44

which I had the opportunity to

8:46

lead a sales operations

8:49

group at a small startup

8:51

. That really

8:53

got my foot in the door , as far

8:55

as you know really developing a role in

8:57

a group and then was

8:59

approached by my current organization

9:01

, intelsat , to stand up

9:03

their sales enablement department . So I'm

9:06

currently a team of one

9:08

and looking to grow that . But

9:10

we've had some huge success and

9:12

really leveraging the networking

9:15

, the opportunities that are

9:17

afforded us through organizations , through

9:19

LinkedIn , through just connections

9:21

I've made through my sales career , through sales

9:23

operations , sales training , development . That

9:26

networking has been a huge part of

9:28

my career development and evolution

9:30

and got me to really where I am

9:32

today . Without those connections

9:34

I don't think I'd be as successful as where

9:36

I am today . We've

9:39

been able to develop a sales enablement

9:41

charter , again leveraging some of those connections

9:43

and some of that experience and really evolved

9:45

into implementation , ongoing

9:48

strategy , as well as maintaining the

9:50

current success that we're showing , really

9:52

working on developing ROI

9:55

communication , showing

9:57

the worth of sales enablement

9:59

that it's just not an afterthought any longer . It's

10:01

really a vital to succeeding

10:03

as an organization and becoming

10:05

a best in class sales team

10:08

to be successful in our industry

10:10

.

10:11

Hey there everyone . It's Jill Guardia

10:13

here , as Paul said , and I

10:15

am the SVP of

10:17

Revenue , enablement and Operations at

10:19

a company named Thought Industries

10:21

, and my story is actually

10:23

about the role that I'm in right now . That

10:27

role took me out of retirement . Some

10:29

of you know I did a brief stint

10:31

as a retiree about nine

10:33

or 10 minutes long and then I took this

10:35

role because it was

10:37

, and is , a great role

10:39

to end my career with in

10:42

terms of full-time employment . I

10:44

came in to build out

10:46

an enablement team and

10:49

really that's one of the things that

10:51

I've had some opportunities to do

10:53

throughout my entire career , but

10:55

in this particular one , I

10:57

could use all the experiences from all my

10:59

other jobs and I

11:01

was reporting right to the president of the company

11:03

, so it gave me a lot of insight into

11:06

how the company ticks , how

11:08

the sales organization is structured

11:10

, how we put together territories just

11:12

everything you can think of . So

11:14

I jumped at this opportunity . Shortly

11:17

into it , I was given the operations

11:19

team as well . So now I am running

11:21

enablement and operations , which

11:24

is also just a crazy

11:26

opportunity to have , because you get

11:28

to see how things tick and

11:31

as you're looking at how those things tick

11:33

, you start to put together the pieces

11:36

on the enablement side . So it's such

11:38

an interesting sandwich to

11:40

be part of . And then finally

11:42

, in this particular role , they

11:44

gave me the business development team as well , so

11:48

that I have literally

11:50

no experience doing other than

11:52

serving and supporting that organization

11:55

. And here I am now running it , and

11:57

for me , the insight and the story

11:59

to be told is this is all about

12:01

enablement . Every single day I

12:04

get to work on enablement , putting

12:06

together the tools , process

12:09

, systems , knowledge and leadership

12:11

for an amazing

12:13

group of people , and supporting

12:15

, in particular , the business development team

12:18

has given me really the oversight

12:20

into seeing how people build their sales

12:22

career in such a different and

12:25

exciting way . So what's

12:27

the story here ? The story is don't

12:29

cut yourself off too short in

12:32

terms of deciding on your retirement

12:34

. Leave yourself open

12:36

to options , and sometimes

12:38

you get to explore things you hadn't planned

12:40

. I had no thought in

12:42

my mind that I was going to be running business

12:45

development , and here I am running

12:47

enablement operations and business development

12:49

and getting to see so much about how

12:51

a company ticks , how people work

12:53

together and putting

12:55

success together at every single

12:58

turn . So it's super exciting

13:00

and reach out to me if you have any questions .

13:02

I'm Laura Meister . I am the Senior

13:04

Revenue Enablement Manager at Salesloft

13:07

, based in Ann Arbor , michigan , and

13:09

my enablement evolution the

13:12

one that I think is most interesting is how I evolved

13:14

from an enterprise seller into an enabler

13:16

, and it really came down to

13:19

some soul searching . There was a time as

13:21

a seller that I found I was

13:23

way more excited and vigorated , inspired

13:26

by helping my teammates doing

13:28

things like building a quote generator

13:30

. I was a mentor

13:33

to a lot of new hires . Someone spent a lot of time

13:35

with people . I served on our Toastmasters

13:37

committee and I just found that those

13:40

moments , those times in helping people get better

13:42

, were so much more exciting than even

13:44

closing the big deals . And

13:46

that's where I said to myself , like

13:48

, how do I get better ? Or how do I do this

13:50

, how do I turn this into a job so I can feel this

13:53

way all the time ? And

13:55

that really led to me starting to ask some

13:57

questions , meeting some awesome people at the organization

13:59

I was at the time . I was fortunate that

14:01

organization really highlighted leverage , which

14:04

is about how can you 10X yourself

14:06

across the company . So it was enablement

14:08

was built into it , but I really

14:10

identified with that and it made me yeah

14:13

, just made me happy and brought a lot more career

14:15

satisfaction at times than closing

14:17

a big deal .

14:18

Hey everyone , amy Levine here . I

14:21

wanted to share a story about early

14:23

in my career , how I made some

14:25

significant changes

14:27

, but also very authentic to myself , and

14:30

how it helped my career get

14:32

to the point where it is today

14:34

, where I've led

14:36

and designed it to where I wanted it to

14:38

be . When I got out of college , I thought

14:41

that I was going to become an interior designer

14:43

. I went to school for business and art and

14:46

I ended up in a

14:48

Fortune 50 company on

14:50

a global productivity team of

14:52

about 200 folks . What

14:54

I learned that I

14:57

needed was to

14:59

not have my butt in my seat and just

15:01

do the work behind the

15:03

desk . What I learned is that I needed

15:05

to meet people face to face . However

15:08

, they were my customer , and so we

15:10

had multiple buildings on one long

15:12

street in Hopkington , massachusetts , and

15:15

I would leave regularly to meet people

15:17

as much as I could in person . And I realized

15:19

also that I was more productive if I

15:22

took a break and got

15:24

some sunlight or a long lunch

15:26

and left around three

15:28

and then turned my computer on after dinner . The

15:30

productivity that I figured

15:32

out intentionally and

15:35

with my intuition really

15:37

helped me be the best and make the most

15:39

out of my days and

15:41

I ended up ironically

15:44

winning an

15:46

award on . It was a changemaker

15:48

award at this company on how

15:51

we redefined productivity in the global

15:53

productivity team and I think

15:55

the best thing that I was able to do is

15:57

just follow how important

16:00

it was to me to focus

16:03

on what I needed to focus on with work

16:05

, meet people in person and

16:07

be able to have some flexibility

16:09

in my schedule based on the measurements and

16:11

the output I was giving . That led to

16:14

this company incubating a startup . They asked

16:16

me to run enablement at their company and

16:18

over time we really built this culture

16:21

of productivity from a way that

16:23

was most impactful for each of the people . So

16:25

I think the biggest learning that I found

16:27

working at this global productivity organization

16:30

, at a Fortune 50 company

16:33

, is that they didn't have it yet , they hadn't

16:35

figured it out and it was like a 20 , 30

16:38

year old organization multi-billion

16:41

dollars and so really , if you're thinking

16:43

that you can do something better , more effective

16:45

, more efficient , just start doing it

16:47

and if it shows measurement , explain

16:50

why and how later .

16:53

Hi , my name is Chuck Markleier . I've been

16:55

the VP of Revenue Enablement at

16:57

a Frigida company called Freight Waves and now

16:59

I'm starting a new adventure as the

17:02

founder of a sales consulting partial

17:04

revenue enablement consulting company called

17:06

SAS Enable , and I guess my evolutionary

17:08

process that I would like to share is really

17:11

the story of taking a chance on

17:14

something different . When someone comes and asks

17:16

you for something to try

17:19

something . You probably know a lot more

17:21

from your experiences than

17:23

you even give yourself credit for , and

17:25

the story that I like to share around that is about

17:28

two plus years ago , a former

17:30

CRO of mine , forest , reached

17:32

out to me and said hey , would you like to make some beer money ? And

17:34

I said well , what do you mean beer money ? He says , well

17:37

, I've got a company that I think that I'm advising

17:39

that from one of the

17:41

venture partners that I'm doing that could use

17:43

your help and enablement , and I go what do you mean ? He goes

17:45

you'll know it when you see it . So have a conversation

17:48

with him and my first reaction was well , I don't

17:50

know if I could do consulting I'm

17:53

better in the field and doing this kind of stuff but

17:55

strategic advising I haven't done much of that and

17:58

I got on the call with Spencer

18:00

, the CFO of the company , and

18:03

started to have a conversation with them and

18:05

I recognized right off the bat is I knew a

18:07

lot of stuff that really could help these people

18:09

and just through the conversation I was able

18:11

to quickly diagnose some of the

18:13

problems that the leadership was having , some of the organizational

18:16

problems that they were challenged with , and

18:18

I was comfortable rolling up my sleeves

18:20

and helping them put process in place and

18:23

put coaching for their leaders in place

18:25

and strategy and verticalization and

18:27

all the things that I had taken for granted , that I had

18:29

developed over my years in sales

18:31

enablement . I have a 30 year career in sales

18:33

, sales leadership and sales enablement that

18:36

I was able to deploy and put right into

18:38

place and it was able to . For me , the evolutionary

18:41

process was recognizing that I do

18:43

have the skills and that I do have processes

18:45

in place that people really can value

18:48

to move from that transactional , tactical

18:50

kind of enablement really to the strategic enablement

18:52

and companies these days really want that combination

18:54

of someone who can see the processes

18:57

and advise them and yet at the same time

18:59

get down in the trenches and actually do

19:01

it . Sit side by side by the leaders sit with the

19:03

reps in the trenches and make these

19:05

things happen , and so the advice

19:07

I'd give someone who's looking in their career

19:09

is take notes of what you're doing but

19:12

recognize that the experiences that you have

19:14

actually do translate and

19:16

have value as you go from one company to the

19:18

other . So my evolutionary

19:20

process has been to be able to go from

19:23

the head of sales enablement in

19:25

the field in companies to now taking

19:28

those skills , wrapping them together and

19:30

putting it in a way that I'm comfortable going to

19:32

other companies advising them in a fractional

19:35

sales enablement way .

19:36

I'm Sandy Robinson , senior Vice President of

19:38

Revenue Operations at POTRA . I've

19:41

been in the sales marketing revenue

19:44

operations world in

19:46

sales leadership positions for I

19:48

don't know 20 some odd years . I won't

19:50

get into the details of exactly how long

19:52

, but I really got my start , interestingly

19:55

enough , teaching martial arts . I was

19:57

really into karate and blame

20:00

it on the movie the Karate Kid , but

20:02

it was something that I always wanted to do and

20:05

I ended up getting my black

20:07

belt and chempo and teaching

20:09

and learning and as you go through the

20:11

ranks you learn how to teach , and I

20:14

ended up working there and managing

20:16

a school and learning all of the skills

20:18

that are really sales skills that

20:21

people learn as they go into the

20:24

sales world . And so I just had that

20:26

kind of foundation of training

20:29

, teaching people , and

20:31

it really really was like an evolution

20:33

to where I am today , starting

20:35

with the Karate Kid From

20:37

there , running around in PJs . It's lots of

20:39

fun , but I really wanted to make some money

20:41

and so I traded in my bare feet

20:44

for a pair of heels , got a job

20:46

and inside sales and it

20:48

was . It was okay , but I kind

20:50

of felt like I was chained to a desk

20:53

and my boss was like you know

20:55

, you really , I think , would be a better fit for

20:57

outside sales . So I started an

20:59

outside sales world , made

21:02

my way up into the manager ranks and

21:04

at the time actually , I was a sales

21:06

manager for Dish Network and when we

21:09

traveled the policies

21:11

several I won't say

21:13

how many years ago were like two

21:15

to a room , but I was the

21:17

only female on the team

21:19

so they had to change the company policy

21:22

for me . So it was just a

21:24

little kind of funny thing there

21:26

about some of these early roles that I had . But I really

21:29

enjoyed the flexibility of being

21:31

out in the field . When I was at Dish Network I was

21:33

always training our agents on how

21:36

to sell Dish Network . So

21:38

in some format , in every

21:40

sales role that I had

21:42

, there was some level

21:44

of having to teach

21:46

, having to enable myself

21:48

create materials and apply

21:51

them . So

21:53

that really led to sales leadership roles

21:56

. And you know , as technology

21:58

evolved and things evolved into

22:01

sales operations , I had a great

22:03

mentor named Sharon Schoffner-Meier

22:06

who said you know , hey

22:08

, you're really great at this sales

22:10

leadership thing , you should think about the

22:13

sales ops thing . And

22:15

from then I

22:17

don't know it was like 2012 , went

22:20

into the sales ops world doing

22:22

comp plans , territories , training

22:25

. We rolled out the Challenger

22:27

sales method and

22:29

sales operations eventually

22:31

kind of evolved into really

22:33

what I was doing . We called it sales operations

22:35

, but it was really supporting the full buying

22:37

journey , which is what we think of revenue operations

22:40

today .

22:41

I am Mike Simmons , the founder of Catalyst

22:44

Acts , and I help

22:46

people in businesses find

22:49

clarity in the chaos so

22:52

that they can simplify execution

22:54

and achieve the

22:56

results they want . Enablement

22:58

is a powerful

23:00

term for me and , from

23:03

a journey perspective , the mistake I

23:05

made early on in my career is I thought that enabling

23:08

others was telling people what to do , showing

23:11

people how to do it and being very

23:13

prescriptive in the approach . And what

23:15

I've realized over the last number of years

23:17

is the importance of asking questions

23:19

as a way to guide and coach people and have

23:21

them understand what

23:23

they want to do , how they want to do it and

23:26

where they want to go . So , from an evolution

23:28

perspective , it was

23:30

important to evolve from telling

23:33

people what to do and showing people what to do

23:35

to guiding people

23:37

in a direction with the questions that

23:39

I ask . And we , as enablement professionals

23:42

, will get better at serving

23:45

our customers , both our internal and

23:47

our external customers , when

23:49

we ask better questions

23:51

in context .

23:54

Hi everyone . I'm Fiona Simpson . I

23:56

am a sales enablement leader

23:58

as well as the host of the enablement amplified

24:00

podcast , and one of the evolutions

24:03

I've had in my career is learning

24:05

what sales enablement was . I

24:07

started off in the world of

24:09

customer success , customer

24:11

support and

24:13

one day I got pulled into

24:16

sales enablement , kind of by accident . I

24:19

evolved from not just a typical

24:22

account manager but into someone who

24:24

was always delivering more value to my

24:26

customers , talking about other

24:28

products they might not be using . And

24:31

our sales team started to get their claws

24:33

into me and say you really need to come and teach

24:35

our team on the sales side

24:38

what you're doing . And

24:40

as those conversations evolved

24:42

, another one of my colleagues had moved across to the

24:44

sales team . He was starting

24:46

up a team for sales

24:48

enablement and said hey , I want you

24:50

to come join me and

24:52

I had no idea what sales enablement

24:54

was . I wasn't sure if that meant I was

24:56

going to be selling and how to quota

24:58

and getting commission

25:02

and all those things . I didn't know if I was going to

25:04

be doing technical products conversations

25:06

. I had no idea and so I took

25:09

the leap and I

25:11

joined the team and found out that sales

25:13

enablement is really my home . I

25:15

love , love , love to

25:18

sink my hands into something , to

25:20

become an expert on that thing , and

25:23

then turn around and teach it to other people

25:25

, and one of the reasons I love that so

25:27

much and really where my career has taken

25:29

off in the way that I work

25:31

with all of my stakeholders is

25:34

when I turn around and

25:36

do that teaching . I end up learning

25:38

even more . I end up

25:40

seeing things from new perspectives . I

25:42

end up finding where I maybe

25:44

had gaps in my process or what I could

25:46

have included to be a more

25:48

complete education for whomever

25:50

that person is that I'm working with or that team , and

25:54

so the evolution for

25:56

me has been not only discovering what

25:58

sales enablement is , but

26:00

that it is really my , my

26:02

strong suit of skills . And

26:05

then the very best part I have to say , especially

26:07

because we're here in San Diego and we're all together

26:09

, is that not only

26:11

have I found my skill set , but I found my

26:14

people , and so being

26:16

a part of a community

26:18

that not only celebrates

26:21

each other and builds

26:23

off of each other , but comes together

26:25

to share our knowledge . Just

26:28

like we love to do with our sellers and our teams

26:30

, we do the exact same thing with each

26:32

other . So that's been my evolution

26:34

.

26:35

Thanks for joining this episode of Stories

26:37

from the Trenches . For more sales enablement

26:39

resources , be sure to join the Sales Enablement

26:41

Society at sesocietyorg

26:44

. That's s-e-s-o-c-i-e-t-y

26:48

area .