The Adoption Curve

Partner Enablement That Scales

In this episode, we breakdown how to simplify complex partner ecosystems through actionable enablement strategies.

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Featuring

Merav Ammar

Partner Enablement Leader @SentinelOne

What you'll learn

Enablement that mirrors real partner work
The 80/20 rule of enablement content
How to make your only shot count

Meet our guest

Merav is a Partner Enablement Leader who specializes in building trust, strengthening partner relationships, and creating programs that drive impact at scale. With a career spanning enterprises, service providers, strategic accounts, and diverse partner ecosystems, she brings deep expertise in aligning people, processes, and programs to help teams thrive.

Merav is most energized by the human side of enablement—fostering collaboration, mentoring emerging leaders, and amplifying voices that often go unheard. Whether she’s designing global programs, equipping teams with impactful tools, or leading a coffee-chat mentorship, her focus is the same: building confidence, connection, and measurable impact.

She is also an active advocate for diversity in technology, contributing to ERGs that champion women in security and tech, where she mentors, advocates, and works to elevate underrepresented voices.

Featuring

Merav Ammar

Partner Enablement Leader @SentinelOne

Connect

How to Simplify Complexity in Partner Enablement

Background context: As ecosystems become more essential to growth, companies must go beyond just onboarding sellers. They need to educate implementers, empower support roles, and build for ongoing value creation

Merav’s approach is a masterclass in reducing friction, increasing activation, and building real partner trust

Enablement that Mirrors Partners

The biggest misconception Merav tackled was that partner enablement ends at sales training. SentinelOne’s partners don’t just pitch the product—they often install it, support it, and manage it long after the sale.

To address this, Merav simplified her segmentation: instead of drowning in acronyms (VARs, SIs, MSPs), she asked, "What is the function this partner plays?""Are they selling, delivering, managing, or building? That’s how we bucket our tracks."

This shift enabled her team to map training needs directly to what partners actually do—saving time and creating immediate relevance.

The 80/20 Rule

Even within the same partner type, no two roles are alike. That’s where Merav introduced the 80/20 model: 80% of enablement is shared across partner types, 20% is personalized per persona.

By designing core content that could be adapted rather than reinvented, her team scaled efficiently across a sprawling ecosystem.
Real-World Impact: SentinelOne’s partner programs now map directly to these four functions. That clarity improves activation, certification completion, and overall partner satisfaction.

"That 20% flavoring makes all the difference—it’s what makes someone feel like this was built for them."

🎤 “"That 20% flavoring makes all the difference—it’s what makes someone feel like this was built for them." - Merav Ammar

You Get One Shot—Make it Count

Unlike internal teams or even customers, partners don’t owe you their attention.

Merav compares her window of opportunity to an Eminem lyric: "You only get one shot."Her solution is equal parts accountability and empathy:
• Monthly roundtables with regional partner champions (aka "Paladins")
• Incentives and gamification embedded in programs
• Clear communication on what’s in it for them

The goal? Drive adoption by making value obvious and learning frictionless.

🎤 "If I built the best learning path in the universe and no one touches it—did I really do my job?" — Merav Ammar