Program Director, Sales Enablement Leaders Council
The Conference Board
Scott Santucci is widely recognized as the founding father of rapidly emerging sales enablement space. In 2008 he created the sales enablement practice at Forrester Research where he published the first official definition of the role. While there, he and his team conducted ground-breaking research that highlighted the massive expense of “random acts of sales support” and the growing gap between buyers and sellers, and also identified the characteristics of organizations that achieve outlier performance. He’s advised investment firms, CEO’s, CFO’s, and other executive teams about the strategic importance of sales enablement in the changing business environment. In 2015 he joined Alexander Group to blend his expertise with that of the leading boutique revenue growth consultancy in order to help clients successfully evolve their sales forces and become more competitive in the new economy.
Today, Scott wears two other hats in addition to his Program Director responsibility with the Conference Board. In 2016 he founded a local meet up group in DC that would evolve into The Sales Enablement Society and currently serves as its President. “The Society” is a volunteer organization dedicated to promoting and elevating the role of sales enablement. The group has grown rapidly and is over 4,000 members today, with 50 local chapters spread across 15 countries. In 2018 he founded his own firm Growth Enablement Ecosystems – where he focuses on applying what he’s learned to help companies establish progressive sales enablement functions and programs to activate growth. He is a proud graduate of Virginia Tech, where he attended on an athletic scholarship, and currently resides in Northern Virginia with his four children.