Audit the Kit: Does This Bundle Survive Discover-Create-Deliver-Measure?
Objective: Given a real enablement content bundle built without rep interviews, score it against the lesson's four-phase framework and identify which phase was skipped.
Squarespace's PMM team inherited an enablement kit a contractor built last quarter, based on internal strategy docs, with no interviews or call reviews. You're checking it before it ships to the field.
Score the kit against Discover, Create, Deliver, and Measure, name the skipped phase, and recommend the fix before launch.
Before you start
What you'll need
Free path (everything below is enough to finish)
Free, fast to set up a two-column audit sheet
The process
2 steps
Step 01 of 02
The Discover phase means listening to real calls, interviewing winning and losing reps, and reviewing lost-deal analysis before building anything.
The kit's objection-handling guide lists 8 objections. None cite a call recording or rep interview. What does that tell you about which phase was skipped?
Procedure
- List all 8 objections from the guide in a spreadsheet
- Add a 'source' column and mark each as 'call recording,' 'rep interview,' or 'assumed'
- Count how many fall into 'assumed'
8 objections logged: 8 marked 'assumed', 0 marked 'call recording' or 'rep interview'
Healthy
Most objections trace back to a call recording or a named rep interview.
Unhealthy
Every objection traces back to internal strategy assumptions with no field source.
What this means
A guide built entirely from assumptions is the exact failure mode the lesson's Discover phase exists to prevent.
So what do I do about it?
| Symptom | Action | Effort |
|---|---|---|
| All objections are marked 'assumed' | Pull 5 recent lost-deal call recordings and rebuild the list from what reps actually heard | half day |
Step 02 of 02
Content dropped as a Slack link is not enablement; delivery requires a live walkthrough or role-play to drive adoption.
The kit's rollout plan is a single Slack message with a PDF attachment. What's missing before this counts as delivered?
Procedure
- Check the rollout plan for a live session, role-play, or recorded walkthrough
- Mark 'delivered' only if at least one of those three exists
- Flag the gap for the enablement lead
Rollout plan: Slack message only. Live session: none. Role-play: none. Delivered: NO
Healthy
A live meeting or role-play session is scheduled alongside the content drop.
Unhealthy
A Slack link is the entire rollout plan.
What this means
A link is a distribution channel, not a delivery method that drives adoption.
So what do I do about it?
| Symptom | Action | Effort |
|---|---|---|
| Rollout plan is a single Slack message | Book a 20-minute live walkthrough and one role-play session before launch | 30 min |
Final deliverable
A scored audit of the enablement kit against all four phases, naming the skipped phase and the specific fix needed before launch.
See a reference example
Casper launch kit audit (excerpt) Discover: PASS, 6 of 8 objections cite call recordings Create: PASS, battlecard and deck both exist Deliver: FAIL, rollout plan is a shared-drive link only Measure: FAIL, no usage tracking configured Fix: add a live launch session and configure content-platform usage tracking before shipping.
Success criteria
You're done when you can:
- Correctly identifies which of the four phases has no supporting evidence
- Distinguishes 'content exists' (Create) from 'content was delivered' (Deliver)
- Recommends a specific, actionable fix, not a general 'improve enablement' note