Developing and optimising a channel partner training program is fundamental to maximising partner relations.
By providing a formal training program, you can offer your channel partners the tools they need to market and sell your products effectively, whilst establishing powerful partnerships and enhancing your competitive edge.
Since 2000, Wahoo Learning has been working with CommScope to deliver online training to channel partners around the globe, across new and acquired companies, including Avaya Connectivity Solutions.
As a multi-billion-dollar network infrastructure provider, CommScope pushes the boundaries of communications technology to create some of the world’s most advanced networks. Its people and solutions redefine connectivity, solve new challenges and drive innovation to meet future needs all around the world.
Standards are high and new operations need to offer consistency and assurance to external partners – training included.
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.
“CommScope Infrastructure Academy”
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.
Now, the CommScope Infrastructure Academy has interactive learning, and advanced graphics and fully integrates with the CommScope CRM solution and Single Sign On.
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.”
Over 100,000 courses are now enrolled every year, with growth experienced year on year. Wahoo Learning has helped CommScope propel their initial partnerships from 700 to a colossal business driver of over 6,000 global partners.
In addition, over 28,000 (49%) completed full training material to achieve full certification.
The training program has become a driver of social media and community engagement for student engineers, designers and installers.
The team at Wahoo Learning are pivotal in the success of our global partner training programme. They provide the resource and knowledge to keep our training programme on track, always working proactively to make any required adjustments and seek improvements. Most importantly, we can trust them to get the job done.
Charlie Morrison Fell
Global System Engineering – Building & Data Center Connectivity
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