In 1990, Sun decided to formalize its training requirements for channel partners in the U.S. and began developing new courseware for their Channel Certification Training Program. The problem was, they had no trainers to deliver the training or any head count to hire them.
As part of its contract to develop the three competency levels of certified courses required of Sun's resellers, The Training Alliance agreed to hire and train product sales trainers. Each level of certification was related to specific Sun products and strategies. The Training Alliance and Sun developed stringent hiring requirements and a rigorous train-the-trainer strategy. Trainers were audited and coached on an ongoing basis to ensure the training was delivered as planned and to a specific quality standard.
Twelve years later Sun still uses trainers from The Training Alliance to deliver Sun's Competency certified sales training. The success of the training developed and delivered by TTA can be measured directly to the bottom line. The resellers that received training to the highest certification level sold over 80% more of Sun's product than those trained at the lowest level.
To date, we have trained approximately 20,000 channel partners in the United States, Canada, and the United Kingdom. Because of our success with the reseller channel, our trainers now work in many different parts of Sun delivering internal sales and technical training, as well as technical training to Sun's customers.