Partner Enablement Program

ENABLEMENT STRATEGY

Enablement Framework

PARTNER ENABLEMENT STRATEGY

ENABLEMENT OBJECTIVES:
☐ Time to first deal: _____ days
☐ Certification rate: _____%
☐ Independent selling: _____ days
☐ Customer satisfaction: _____

CERTIFICATION TIERS:
Tier 1 - Sales Certified:
☐ Product fundamentals
☐ Value proposition
☐ Demo basics
☐ Required for deal registration

Tier 2 - Solution Certified:
☐ Technical depth
☐ Implementation basics
☐ Support escalation
☐ Required for reseller status

Tier 3 - Expert Certified:
☐ Advanced implementation
☐ Custom solutions
☐ Architecture expertise
☐ Required for SI status

RESOURCE ALLOCATION:
Training content: $ _____/year
LMS platform: $ _____/year
Live training: $ _____/year
Certification testing: $ _____/year

Enablement Track Matrix

Track	Duration	Format	Certification
Sales	8 hours	Self-paced + live	Sales Cert
Technical	16 hours	Hands-on labs	Tech Cert
Implementation	24 hours	Project-based	Impl Cert

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SALES ENABLEMENT

Sales Training Curriculum

PARTNER SALES TRAINING

MODULE 1 - PRODUCT FUNDAMENTALS:
☐ Product overview (2 hrs)
☐ Feature deep dive (2 hrs)
☐ Use cases (1 hr)
☐ Quiz: 80% to pass

MODULE 2 - VALUE PROPOSITION:
☐ Target customer profile (1 hr)
☐ Value messaging (1 hr)
☐ ROI framework (1 hr)
☐ Competitive positioning (2 hrs)

MODULE 3 - SALES PROCESS:
☐ Qualification criteria (1 hr)
☐ Discovery methodology (2 hrs)
☐ Demo delivery (4 hrs)
☐ Proposal process (1 hr)

MODULE 4 - DEAL EXECUTION:
☐ Deal registration process (1 hr)
☐ Pricing and quoting (1 hr)
☐ Support resources (1 hr)
☐ Close process (1 hr)

CERTIFICATION:
☐ Written exam (60 min)
☐ Demo certification (30 min)
☐ Role play (30 min)
☐ Pass score: 80%

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TECHNICAL ENABLEMENT

Technical Training Curriculum

PARTNER TECHNICAL TRAINING

MODULE 1 - ARCHITECTURE:
☐ Product architecture (2 hrs)
☐ Integration options (2 hrs)
☐ Security model (2 hrs)
☐ Data model (2 hrs)

MODULE 2 - IMPLEMENTATION:
☐ Implementation methodology (2 hrs)
☐ Configuration options (4 hrs)
☐ Data migration (2 hrs)
☐ Testing approach (2 hrs)

MODULE 3 - INTEGRATIONS:
☐ API fundamentals (2 hrs)
☐ Common integrations (4 hrs)
☐ Custom integration (2 hrs)
☐ Troubleshooting (2 hrs)

MODULE 4 - SUPPORT:
☐ Common issues (2 hrs)
☐ Troubleshooting guide (2 hrs)
☐ Escalation process (1 hr)
☐ Support resources (1 hr)

CERTIFICATION:
☐ Technical exam (90 min)
☐ Lab exercise (2 hrs)
☐ Implementation project
☐ Pass score: 80%

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