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 trainings and reports them for validation.

Subsidy for trainings is processed upon successful validation of reported trainings.

~ 2500 learners are successfully skilled through this partner motion outside the scope of the core skilling plan