Business
Challenge:
- The client is a technology giant and the worldwide leader in software, services, and solutions. They rely on their partner organizations across the globe to promote, expand, and retain their business.
- The client runs a Skills Initiative program to promote the sales of their cloud-based products by providing training to customers across the globe through partners. They pay subsidies to partners every month based on the volume of training activities reported
- Discover incremental training opportunities for key customers outside the core customer skilling plan.
- Drives additional training with qualified leads provided by partners.
- Enable client program managers to scale through partners in their customer network.
TurnB Approach
Lead assortment
- Partners submit qualified leads in an opportunity template to support aliases.
- Leads are sorted on a weekly basis.
Validation and feedback
- Validate the opportunity template submitted by the partner based on predefined business rules.
- Opportunity templates that do not adhere to business rules are rejected.
- The reason for rejection is communicated to the partner.
Channeling approvals
- Opportunities completing validation are routed to the account manager for final approval.
- An entitlements letter is sent to partners by the account manager on approval of training
Partner reporting and payment
- The partner conducts approved training and reports them for validation.
- Subsidy for training is processed upon successful validation of reported training.
Implications
- ~ 2500 learners are successfully skilled through this partner motion outside the scope of the core skilling plan
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