Training Curriculum for Product Launch | Partner Program Update | Online Help System

Launch of New Partner Program

Need	For a large software development company, there was a need to train the Partner Account Managers in the new partner program and partner execution framework prior to the launch. This would enable the company to retain partners, reduce confusion, and increase partner-led sales and partner solutions built on the company products.
Solution	D+A developed a workshop; a Participant Workbook, a two-hour online course and assessment, an Instructor Guide, and a Partner Program Engagement Guide for the partners. Participant Workbook included: Information on the program Training on how to sell the value proposition Skill training in good questioning and answering techniques Presentation training
Success Factors	Key success factors were: Delivering with aggressive timeframe Delivering regionalized materials Working with a larger marketing and systems team to ensure integration of key messages
Result	The customer achieved these results: Overall the training contributed to the program’s success Consistency in messaging worldwide contributing to partner satisfaction Highly successful adoption of the program by existing partners, as well as attraction of new partners