Case Study | Change

Changing Technical Product Marketers into Business Solution Value Experts by Design

A multinational technology conglomerate selling through channel partner organizations had recognized the need to significantly change the way these partners marketed and sold to customers. They knew they needed to shift from selling technology products to effectively communicating the value of business solutions to C-suite level needs.


Transformation by Design partnered with a global learning services firm to design and develop an innovative and award winning change enablement program for channel partners. We built the program and then delivered the 3 weeks of in person training over the span of 18 months to more than 200 account executives and technical pre-sales consultants across six continents. Graduates of the program developed business architecture competencies, solution selling capabilities and enhanced soft skills that benefited them, their channel partner organizations and the multinational.

The result was competitive differentiation of channel partners as trusted advisors to their customers leading to increased sales size and close ratio.  As a result of our trusted advice and domain knowledge, our learning services partner also deepened its strategic partnership with its multinational client and strengthened its position as a preferred services provider.

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