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.


Channel Enablement Case Study - Abstract featured image
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Engineers trained






The client is a vendor, whose primary target market used to be service providers, and who was launching new products targeted at enterprises. 

Key stakeholders
  • Marketing teams

  • Channel teams

The Challenge

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. 

Client Need

To determine a fast and cost-effective approach to build a pool of certified engineers. 

Our Approach

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 Outcome

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.

Solution Components

Social Media
Webinar Platform
Event Reservation
Scripts & Access Control
Lab Reservation
Marketing Programmes
Payment System
Educational Materials


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