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Role: Learning Experience Designer
Timeline: ~3–4 weeks (as part of a partner certification program)
Tools: Articulate Storyline, Vyond
Audience: Channel partners (sales and pre-sales roles)
Context: Certification training for Carbonite Endpoint Protection

Partners needed to confidently position Carbonite Endpoint Protection in competitive sales conversations, but existing enablement materials were heavily product-focused and lacked practical guidance.

This led to challenges such as:

-Difficulty identifying and adapting to different customer personas
-Over-reliance on feature-based selling rather than understanding pain points
-Limited confidence in handling objections during real conversations

Partners didn’t just need to know the product; they needed the skills to navigate nuanced, real-world sales scenarios.

I focused on shifting the learning experience from product knowledge to applied conversation skills.

-Design for real conversations, not just content consumption
I structured the experience around common customer personas and realistic objections, helping learners practice how to respond in context.

-Anchor learning in customer pain points
Rather than leading with features, I reframed the content around identifying customer needs and mapping solutions to those needs.

-Provide just-in-time support
I incorporated resources and guidance that learners could reference beyond the course, supporting application in live sales environments.

I developed an interactive eLearning experience that:

-Introduced key customer personas and their distinct challenges
-Presented scenario-based interactions where learners navigated objections
-Provided targeted messaging strategies aligned to specific pain points
-Included supporting resources for ongoing reference

The experience emphasized decision-making and adaptability, helping learners build confidence in tailoring conversations rather than relying on scripted responses.