Earlier this month Stonebranch, a new CallidusCloud client and market leader in workload automation solutions announced the launch of a worldwide partner program (read more here). Although Stonebranch is a new customer, our champion at Stonebranch, VP of Business Development Michelle Jones, is far from new to us and sales enablement. In fact, I met Michelle many years ago as an early adopter of our solution with another organization and have known her to be a great advocate for partner success through better enablement, training and coaching.

stonebranch-enablement-powerIt's always a great to work with those that inherently understand the value of enablement and training. Basically, they won’t hire another sales person or recruit another partner without it! The Stonebranch deployment marks the third time that Michelle has leveraged our sales enablement solution to drive channel sales growth. In her role today, she spearheads a new partner program built on a foundation of sales and product enablement, marketing, business development support and world-class workload automation technology.

The goal of the program is to provide a great experience for their partners – which is vital in the channel, where partners make choices about which vendors solutions they sell. Delivering a great experience means making the partner-vendor relationship easy – it must be easy to take required training, collaborate with peers, and share effective marketing materials. As Stonebranch continues to grow their partner ecosystem, they see the value of enabling partners to go after the market as being the first step toward success.

Partner enablement and training for many organizations has become known as a foundational item for driving growth. I recently heard a quote from a client that just makes perfect sense: "Without an effective way to on-board, train, enable/coach and communicate with partners on a routine basis, you may as well not recruit them to begin with". As studies have shown, the average channel partner deals with more than eight vendors, and they're often competitors. In order to be your partners' first choice, you have to be the easiest to sell and the easiest to support. Enablement allows partners to be more successful, more productive, and in this case more likely to make Stonebranch their go-to vendor.
Highlights of the Stonebranch Worldwide Partner Program include:

  • New Partner Portal built on CallidusCloud Enablement technology
  • Comprehensive training: virtual and classroom sales, presales and technical courses
  • Dedicated partner team including executive management, field channel and sales operations managers
  • Sales collaboration models and access to the Stonebranch professional services team
  • Partner marketing programs to help develop new business

 

I recently had a chance to chat with Michelle about what she has learned over the past decade building out successful partner sales organizations. You can listen to our fireside chat here.

fireside-chat

Congratulations to Stonebranch and Michelle in her efforts to enable growth through best-in-class sales enablement!