Events management

CHANNEL PARTNER ENABLEMENT

Developing sales tools and ‘event in a box’ to better enable channel partners.

Brief

To better enable the sales and marketing function of all of its channel partners, Blackboard wanted to create and refresh its sales tools. They also wanted help in creating an ‘Event in a Box’ to simplify the entire event planning process to help partners become self-sufficient.

Solution

Datasheets and Pitch Decks

Initially, I worked with Blackboard to produce a set of solution datasheets and sales pitch decks for the Blackboard portfolio to describe each solution and its value proposition. The aim was to equip partners with the latest sales tools with clearly identified industry pain points and value propositions. This content was to be used by partners in their conversations with prospects to help them position themselves as experts and thought-leaders and to build their market position and profile.

"Penny understands our business which enables her to create well written, well designed and well-received content.”
Blackboard sales tools - datasheets

Event in a Box

Coupled with the sales tools, I created an ‘Event in a Box’ to assist with planning, budgeting, and event management. The project involved producing best practice event guides, as well as quickly customisable templates.

Today, channel partners can find newly added templates to help them organise their events, forums, or conferences, as well as to arrange meetings at tradeshows and exhibitions. Partners can download source files with the latest exhibition stands and banners. Furthermore, they can access event planning guides that provide advice, tips and guidance in preparing an event such as a conference, forum, executive gathering, or dinner. Finally, they can create a credible presence at any third party event.

tradeshow and conference checklist
event organiser's checklist

I was chosen to work on this project as I understood Blackboard’s products and services, and how they add value for their customers. In addition, I had also worked with channel partners and understood their needs from a marketing perspective. Consequently, I was able to demonstrate in-depth industry experience and the appreciation of what a channel partner needs to go out and sell.

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