Partner Adaptability Accelerator
Behavioural and transformative frameworks to remain software product neutrality
Channels and Services vendors specialise in offering Professional Services consultants, people rather than tangible goods or software licences. They maintain a product vendor agnostic stance, prioritising client needs over allegiance any specific vendor.
Services Partners
2 days
The only thing worse than training your employees and having them leave is not training and having them stay.
Henry Ford
Channels Services vendors offer unbiased guidance and customised solutions tailored to their clients' needs. Their involvement ranges from addressing urgent business challenges to assist with strategic re-platforming initiatives.
Key features
Margin maximisation
Extend engagements
Early expansion
Scoping simplification
Executive summary
Consultants invest considerable time with clients, fostering deep relationships and gaining an intimate understanding of their needs—an advantage over product vendors. This proximity underscores the significance of behavioral and transformational skills, which consultants leverage to navigate complex client dynamics and drive impactful change.
Technical consultants often struggle to allocate time for skill enhancement amidst demanding project schedules, despite recognizing the critical importance of behavioral proficiency. This skill set, which includes emotional intelligence, assertiveness, active listening, empathy and conflict mitigation, is particularly vital in client engagements.
Consultants' expertise in solving business challenges is vital, but interpersonal skills are equally critical. These skills are essential for winning initial engagements by building trust and understanding client needs, but sustaining long-term relationships and securing future projects through effective communication and constant value delivery is more important.
In this class, discover how product vendors position their products, influence business processes and leverage essential skills like qualifying, active listening and value derivation for success, knowledge transferrable to services vendors.
Encourage the transformation of your billable resources into individuals with a proactive presales orientation. Shift the emphasis from delivery excellence towards cultivating a keen awareness of sales.
In the initial stages of project delivery, prioritise acceleration strategies to stimulate growth within the services business, steering clear of lengthy tender processes. Our training program concludes with participants receiving a professional certification.
Training Plan
Training Plan
- Effective communication and relationship-building for tech people
- Master the nuances of technical presales roles
- Enhance cultural competency to foster a strong aptitude
- Streamline discovery for swift business value amid project pressure
- Exercise proactive resourcefulness for accelerated progress
Outcomes and impacts
Grow repeat business
Increase satisfaction
Product acceleration
Increase revenue
Participant experiences
Discover the impact of our training programs through the eyes of those who have experienced them firsthand
See all reviews
We have seen a significant shift in how our Technical Consultants engage with customers! Team now have the tools to plan for professional sales engagements.
Director
Solutions consulting
Thanks for your amazing contribution to presales community! I’m convinced that there is no presales class around the world that does not use one of your teaching.
Jean-François Muller
Director solution consulting
Thanks for your impact on my career. The tools I learned from your training have been passed on to every single individual I have led or trained ever since.
Jacob Top Møller
Scale-up grower {coach}
Unarguably the best solutions consulting enablement I ever attended. Long with me in my career even until today. Thank you and I wish you every success!
Elbert Guintivano
Account executive
Thank you for all your amazing training, the best training I have had in my career. We will keep you always in our thoughts at every customer interaction!
Paula Taylor
Product Presales Manager
Without a doubt your training is best! Your passion and value system is unparalleled and I truly wish you all the best in your next chapter!
Robert Luu
Customer Success | Solutions Consulting
Never has a training course had such a profound effect on my career as yours. Thank you for everything you have done to improve presales globally!.
Chris Bloomfield
Sales Engineering Leader
I’ve taken many training courses in my Presales career, and even run a good few myself. The very rarest have been as impactful and as memorable as yours.
Varik Torsteinsen
Sales Engineering
One of the best training sessions I've ever attended, I still remember your valuable comments, feedbacks and suggestions. All the best!
Luca Lazzari
Presales technical consultant HP Inc
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