HP's sales partners rarely engaged with its learning content or accessed its collaboration platforms. This meant being less than top-of-mind for channel partners and missed opportunities. Using Centrical this tech leader was able to motivate partner personnel to engage with online learning more, become more agile and, sell its products more and better. Download the full case study to see how they did it.
"With Centrical, we’re able to get our channel partners to engage more, learn more, and perform better."
Channel partners are not employees of this iconic Fortune 100 technology brand. They have a variety of alternative products they can sell from. Learning about this specific brand’s products and promotions was never their top priority. Being able to keep HP’s products top of mind for its channel partners, and ensuring they are always knowledgable and aware of their benefits, was crucial for it to increase sales. The company needed to engage channel sales partners to use learning material and sales aids as well as share best practices and stay active with each other on its social hub.
Centrical was the “perfect tool.” It intrinsically motivates channel partners to get better at selling products and stay up to date. The platform offered unmatched flexibility. It was customizable, so different data sources could be integrated to trigger relevant learning and motivation mechanisms at the right time – ensuring maximum engagement and proficiency levels for each channel sales employee.
A game narrative was used, designed to drive desired behaviors and interactions. Each activity lets a seller gain points, redeemable for HP swag on Centrical’s white-labeled virtual store. Missions are linked to courses that deserve focus and give users more opportunities to win rewards.
After three months with the platform, 31% of users engaged with learning at least once a week. Today many users log-in more often than twice a week. For the channel partners where the program was deployed, completion of training activities offered by the company grew by over 50X. Lastly, the number of average learning modules channel employees voluntarily take grew by 20X – all leading to increased revenue for HPs product lines.
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Prior to Centrical, Dalit worked at LivePerson and NICE creating digital transformation and customer engagement solutions. Her areas of expertise include complete product lifecycle management, translating market and customer requirements to draw a viable product roadmap, identifying champions, and then harnessing their enthusiasm to drive adoption of innovations.
Dalit Holds a Master’s degree in Chemical Engineering and Computer Science from the Technion Technological institute in Haifa.
Previously the Global Head of Marketing for SAP SuccessFactors, April was responsible for end-to-end marketing for SuccessFactors around the world. In this role, April led strategic marketing plans to grow global brand recognition, revenue, customer success and category creation of human experience management (HXM), which is focused on solution innovations that put the employee at the center of work. April also served as a Diversity and Inclusion Lead at SAP and led global thought leadership and strategic partnerships inspiring an inclusive culture, women’s equality, supplier diversity, and sustainable supply chains.
April has been honored by various organizations including CRN’s “Women of the Channel” and as a “Top 100 Ethnic Minority Executive” by EmPower. She holds a B.A. in Communications and Marketing from Simon Fraser University, Canada’s leading comprehensive university.
Ella holds a B.A in Psychology from the Hebrew University and MSc in Organizational Behavior from Recanati Business School at Tel Aviv University.
Previously, she held the role of Head of Product Experience and Communications for LivePerson, a leading Conversational AI platform, where she played crucial part in delivering significant product innovation and customer growth. Prior to her time at LivePerson, she held multiple senior product roles at NICE, a leading enterprise customer experience (CX) software provider, including Director of Product Portfolio and Director of Product Management.
Linat holds an MBA from Tel Aviv University and a BA in Computer Science from Reichman University (IDC Herzliya). She graduated magna cum laude from both institutions.
Prior to that he was CEO of Gilon-Synergy Business Insight, a national leader in Business Intelligence. In 2010, Gilon-Synergy was acquired by Ness Technologies (NASDAQ:NSTC) and Gal went on to serve as Senior VP at Ness, and was member of its executive management.
Prior to that he was VP customer relations and operations at Deloitte Consulting. He also worked at EDS and Bashan. He holds a MBA degree in Marketing and Information Technologies from the Tel Aviv University.
Jayme Smithers brings 25 years of leadership experience in enterprise software. He has been building and scaling high performance revenue teams in the worlds leading technology companies including Oracle, NetSuite, SAP, BusinessObjects, Crystal Decisions and most recently ThoughtExchange.
As the CRO at ThoughtExchange (a leader in Enterprise Discussion Management) he helped significantly scale their growth, led them into new markets, brought in key investment and helped them become the leader in community engagement across the Education sector.
At NetSuite, Jayme helped innovate, grow and scale key verticals as NetSuite become the standard Enterprise Resource Planning (ERP) thanks to the introduction of new channels and a value centric approach to the sales process.
Prior to NetSuite, Jayme worked at SAP where he led various roles including global revenue channels, large enterprise and mid market teams. It was here at SAP where he built a strong partnership with our CMO April Crichlow where they focused on building world class teams with clear expectations, coaching and career development!
Outside of work, Jayme can typically be found with his family in the mountains sharing his love, passion and knowledge of nature and sport.
Jayme is actively coaching the Nancy Greene Ski league and competitive youth soccer.
Jayme holds a business degree from University of Denver where he competed in two varsity sports (soccer and alpine skiing) and he helped led the Alpine Ski team to back to back NCAA National Titles in 00 and 01.
Daphne has over 15 years of experience in Customer Relations and Retention in both B2B and B2C environments. Her area of expertise is leading customer success, consulting and global professional services teams within public and private sector companies. She is focused on leading teams to grow the partnership with our clients.
Prior to Centrical, Daphne worked software and service companies in the online marketing and gaming industry.
Daphne holds MA in Statistics – Specialization in Operations Research and a MBA degree, both from the Hebrew University of Jerusalem.
Ariel has over 16 years’ experience in a wide variety of R&D leadership roles. He is highly experienced at building R&D teams from the ground up, driving high levels of accountability and ownership and setting up automation infrastructures. For the past 10 years Ariel has managed both in-house and offshore development teams at companies ranging from startups to enterprise organizations.
Prior to joining Centrical, Ariel served as VP of R&D at Worthy.com where his team dramatically improved product stability, quality and execution. Before that, he was VP R&D at Applicaster where he led infrastructure changes from project to product. Ariel has also held various R&D positions at Retalix (later acquired by NCR).
Ariel holds B.sc in Computer science & Math, and MBA degree in Information Technologies, both from Bar Ilan University
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