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
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Marketing teams
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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
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Work with marketing and channel teams to develop a new way to deliver certification training.
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Develop instructor-led online programme, adapt for larger class sizes, and deliver it in four languages.
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Design a campaign to identify interested engineers and incentivise them to get certified through this programme.
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Offer a technical platform for individual student labs outside class hours.
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Provide client with reports to follow progress and integrate data into their CRM & Marketing systems.
Results achieved
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The programme’s success with enterprise engineers led the company to also adopt it in the context of upskilling the channel.
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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
