How a Managed Channel Partner Training Program Boosted Partner Sales by 750%
Introduction
Implementing a managed channel partner training program can be transformative, equipping partners with the tools and knowledge needed to drive significant sales growth.
By offering structured training, companies empower their channel partners to effectively market and sell products, fostering strong partnerships and gaining a competitive edge.
Since 2000, Wahoo Learning has partnered with CommScope to deliver robust online training for channel partners globally, spanning new and acquired businesses.
As a multi-billion-dollar network infrastructure leader, CommScope consistently pushes the boundaries of communications technology. With high expectations for operational excellence, their managed training program delivers the reliability and support that partners need to excel—resulting in a remarkable 750% increase in partner sales.
Challenge
While a level of training was already available, it was recognised that this needed to be more consistent, regularly updated and better managed. With more than 4,000 partners, the classroom training was no longer feasible due to budget and time constraints.CommScope’s sales and marketing teams faced a significant challenge – to create, administrate and support an online training program that would enable their partners and agencies across 150 countries, without an internal team to do it.
The program also needed to be achieved under a self-funded model as no internal budget was available to support the program.
Multi-language support was also crucial to meet the challenge of delivering training to a global audience. Without this support, the engagement and uptake levels would be low, and CommScope’s reputation and growth would be at risk.
Therefore, CommScope had to meet the high expectations of its partners by providing the appropriate level of support to diverse global groups. A discount scheme was also needed to provide promotional opportunities and discounts to CommScope’s most committed business partners.
Solution
Using a new customisable online training platform (LMS) that sits alongside CommScope’s existing website and supports online courses, webinars, videos, and materials for classroom training.
By centralising all existing training materials, and resources, Wahoo Learning were able to streamline previously fragmented budgets and courses into a user-friendly suite of standardised courses. This also allowed student certification for all of CommScope’s business partners – all branded beautifully in line with its brand guidelines.
As a result, the team created a self-funded program with an established centralised training budget funded solely by course sales, allowing for more financial accountability and control.
Utilising the Wahoo Learning managed learning services, this was all achieved without an internal team to manage, administer and support the online training program.
Providing this fully managed service and LMS solution has encouraged learning and propelled sales growth amongst partners.
“By developing the CommScope Infrastructure Academy, and fully administering the training program, Wahoo Learning has given us the tools to deliver training across the globe in a timely and cost-effective manner.”
The Results?
- 100+ Catalogued Courses
- 50K+ Annual Enrolments
- Training Delivered in 130+ Countries
- 1000 < 10,000 Partner Growth
- 750% Partner Revenue Increase
Services
- Managed channel partner training
- Translation
- eLearning content production
- Course sales functionality
- Finance management
- Certification and badging
- LMS solution
- Learner support
- Customer support
Benefits
- Quick and efficient onboarding equips partners with essential information.
- Streamlined sales enablement empowers partners as global brand advocates.
- Rapid updates keep partners informed and ahead of the curve.
- Multi-language support enables global participation, maintaining reputation and achieving sales targets
- A centralised training budget, funded by course sales, ensures financial control.
- The online training platform expands reach, allowing more partners to access training.
- Industry-leading warranty strengthens partner trust and engagement.
- Partners excel at selling and implementing products, requiring no regional trainers or additional training
- Personalised student pathways, ensuring relevance and engagement
For us, this has meant we can reach a broader audience and service partners who otherwise wouldn’t have been able to take advantage of training. For our partners, training is much more accessible and is delivered online to save the cost and time associated with attending training courses. Win, win.The CommScope Infrastructure Academy is continuously updated and developed to adapt to our ever-changing needs. The team understands CommScope and our customers, and always works towards strengthening our reputation with our partners.
As for course content, the Wahoo Learning Instructional Design team are always on hand to update existing courses or create new eLearning for product launches. They work professionally, often to tight deadlines, and the courses always put the learner front and centre.
Thank you, team.
Charlie Morrison Fell
Global System Engineering – Building & Data Center Connectivity
