CASE STUDY

Channel enablement program for vendor breaking into enterprise space

Client profile

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 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 are falling behind their goal.

Client need

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

Scale

8000

Engineers trained

4

Languages

Our responsibilities

  • Work with marketing and channel teams to develop a new way to deliver certification training.

  • Develop instructor-led online programme, adapt for larger class sizes, and deliver it in four languages.

  • Design a campaign to identify interested engineers and incentivise them to get certified through this programme.

  • Offer a technical platform for individual student labs outside class hours.

  • Provide client with reports to follow progress and integrate data into their CRM & Marketing systems.

Results achieved

  • The programme’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.

200

International networks designed

50

Countries

7

Languages supported

13

Students trained

20

Years in business

5

SDWAN / SASE sites deployed

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