Education as a Catalyst for Company License Sales Growth

You have a market leading product that the analysts love. Global professional services firms want to use the product within their projects, however, there is a roadblock. The critical skills and knowledge that services firms need to deliver effective project performance, using your product, is lacking. In this case study, we will discuss the approach that the Education Services organization took to drastically increase working knowledge of Tricentis’s software tool, within these global system integrators (GSIs). We will discuss how this investment in training enablement directly led to increased software license sales and the anatomy of what has been described as a “market-leading training and enablement program,” by a leading multinational IT consultancy firm. The discussion will start with a review of the issue and proceed to our solution for effective mass adoption by the GSIs. Finally, we will look at the positive outcomes as well as the lessons learned, and resources required.