Problem: Channel Partner Program requires different reporting and data points from established Direct Sales Operational protocols

Solution: Create Channel Specific Operational processes that mirror and/or tie into larger operational structure.

Alissa's Contributions:

1. Designed process flows for Deal Registration, Partner generated opportunities, sales process, and other channel sales specific operations

2. Build sales reports for Channel needs within SFDC

3. Customize partner reporting within the Partner Portal

4. Continual liason with larger Operations team

Problem: Partners feel fully enabled to sell but are not ready to invest in the paid enablement program.  How can we help bridge the gap between sales enablement and paid services enablement?  Additionally, partners are not accessing the available product training that could automatically bridge the gap.

Solution: Create "Lite" services enablement programs and offer basic product knowledge webinars where partners can ask questions and receive custom-to-partner product knowledge.

Alissa's Contributions:

1. Designed course outlines for "Lite" enablement.  Directed their creation.

2. Designed webinar agendas and launched V1 to a region in under 2 weeks.

   1. Result - partners and account managers thrilled with the extra support and anecdotally feel more prepared to provide services after 1 of 4 planned webinars.

3. Use feedback from webinars to restructure enablement and certification progression.

Problem:  Our partners did not have a way to engage with our CRM and track their deals.  We also wanted to have a streamlined path to lead sharing, deal tracking, and deal registration.

Solution: Integrate a Partner Relationship Manager into our CRM.

Alissa's Contributions:

1. Coordinate Channel needs with Ops team

2. Work hand in hand with implementation contractor

3. Designed flow and content

4. After launch, directed content build and team enablment (internal and partner facing)

Problem: Partners need better and deeper enablement than can be provided without impacting internal services department.  The services department cannot support enablement without proper billable utilization.

Solutions: Create a comprehensive services enablement program that requires partner buy-in and unlocks services utilization time.

Alissa's Contributions:

1. Designed proposal to CRO.  Gained approval to coordinate with Services and Enablement teams.

2. Led cross-departmental collaborative team.

3. Designed program outline with full support from Director of Services and Director of Enablement.  Presented to Executive Committed.

4. Directed design and launch of program, including cross-department collaborative team and contractor work.

5. Sold premium version of program to two partners before it was even finished (3+ partners with the open/a-la-carte version about to launch).

6. Coordinated communications with partners and internal teams.

7. Iterated program for use in other departments within Instructure

8. Adapted program to single service enablement programs, accelerating Channel sales funnel and ensuring renewal % remain high

Problem: How do we recruit the right partners to resell Instructure Products in the global market?

Solution: Design an attractive and potentially lucrative Partner Program including a tiered approach, MDF, backend rebates, well enabled Account Managers, and quality enablement for Partners.

Alissa's Contributions:

1. Partner Enablement Program - designed and implemented from the ground up

2. Partner recruitment guide (included on the left and embedded at Instructure.com)

3. Structuring documentation and processes to fulfill all of the "moving parts" for a Channel Program

Problem: The Instructure Learning Platform is a complex sales and requires specific services to support.  How do we translate that to Channel Partners?

Solution: Design and implement a full reseller enablement certification program with individual and company badges/certifications.  Design and implement a comprehensive services program.

Alissa's Contributions:

1. With minimal resources and little to no support from other departments within the organization (for understandable reasons), I designed V.1 of the Instructure Reseller Enablement Program and successfully implemented over 50 partners in 6 months.

   1. Included asyncronous learning delivered on Canvas LMS

   2. Badges/Credentials issued on Canvas Credentials

   3. Live sessions and webinars designed and delivered across all global regions and time zones

   4. 90%+ satisfaction rate from partner participants

2. Iterated the program based on outcomes and feedback to created V.2, which better addressed scale and addressed sales gaps surfaced in early Channel Sales activities.  Addressed the unique gaps effectively.

3. Direct continued development and evolution of channel certification program.

Problem: Each presenter, especially contractors, follow their own style, thus presenting vastly different experience for clients.  How do we streamline our process and presentation without compromising the custom-training experience?

Solution: Create client centered resources that allow presenters to follow a consistent approach with pre-created high quality resources.

Alissa's Contributions:

1. Identified and enumerated issue

2. Designed and implemented proof of concept in individual client engagements

3. Maintained the highest client satisfaction rate with clients for three quarters

4. Implemented system with Contractor pool (which she managed)

5. Implemented system throughout Consulting department during COVID, decreasing prep time and opening consulting team up to meet the increased demand

6. Directed the redesign of consulting scripts, agendas, and program elements.

7. System continues to be used and the idea behind the program evolved into a "Train the Trainer" paid service.