How Cavell help a vendor with a channel enablement programme
Our portfolio of education services helps accelerate your growth as well as upskill your technical staff with consulting and business value skills.
The client is a vendor, whose primary target market used to be service providers, and who was launching new products targeted at enterprises.
The client has identified a key success factor to enable market traction – certifying a large number of engineers. Despite a comprehensive education programme, offering online materials, face-to-face seminars and a range of courses, they were falling behind their goal.
To determine a fast and cost-effective approach to build a pool of certified engineers.
Cavell worked with marketing and channel teams to develop a new way to deliver certification training which included:
Creating a campaign to identify interested engineers and incentivise them to follow the programme to receive certification
Developing and delivering instructor-led online programme with modified material and approach to allow larger class sizes in four languages
Offering a technical platform for individual student labs outside class hours
Providing reports that allowed the client to follow progress and integrate data into their CRM & Marketing systems
The program’s success with enterprise engineers, led the company to also adopt it in the context of upskilling the channel. Over 8000 engineers were trained during the programme’s life-cycle.