"Compelling" Success at SolidWorks!

SolidWorks, a global software company, provides engineers and design teams with complete, intuitive 3D software solutions that help their clients transform innovation into business success.  More than 1,723,900 product designers and engineers, representing 157,100 organizations worldwide, use SolidWorks.

SolidWorks had aggressive growth targets and the added challenge of selling its products through a global network of 450 Value-Added Resellers with over 2,000 sales people in 71 countries.  To achieve these targets, Lutz Feldmann, SolidWorks’ Worldwide Sales Certification Program Manager, identified three sales certification levels for sales people.  Here is a brief description of each:

• Level 1 - CSSP (Certified SolidWorks Sales Professional)

          ◦ Adventace Foundation Program

          ◦ Designed to help sellers improve sales in their ‘core’ marketplace
          ◦ Product know-­how focused on SolidWorks CAD

• Level 2 - CSSSP (Certified SolidWorks Solution Sales Professional)
          ◦ Adventace Account Management Program (AMP)
          ◦ Targets major account management
          ◦ Broader product know-­how

• Level 3 - CSESP (Certified SolidWorks Enterprise Sales Professional)
          ◦ Adventace Winning Major Opportunities Program (WMO)
          ◦ Targets major opportunities
          ◦ Focused on multi-­product, solution sales

To compare performance, non-certified sellers were set to a baseline of 100%.  In so doing, the following performance improvements were identified for certified VAR Sellers:

We hope you agree with Mr. Feldmann's comment: "These metrics are quite compelling, and reveal the value of and retention from the certification programs".


We just launched Level 3 and can't wait to see the results!