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Intermediate Certificate on pass

Partner Solution Consultant

For partners: position AWRA, run discovery, and scope an implementation that lands.

4 lessons 45 min 5-question assessment 80% to pass
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What you’ll learn

  • Position AWRA against common starting points honestly
  • Run discovery that finds the highest-risk workflow
  • Outline a phased, low-risk implementation
  • Explain migration in plain terms to a prospect

Course content

4 lessons · 45 min of reading
01
Lesson 1 of 4 Reading 12 min

Positioning AWRA honestly

Almost every prospect is already running operations on something: spreadsheets, an entry-level accounting tool, a single-purpose inventory app, or a flexible work-management board. Your first job is not to attack that tool — it is to understand why they chose it and what it still does well.

Honest positioning then focuses on where operations outgrow that starting point: workflows that need to stay connected across teams, control that has to be enforced rather than hoped for, and reporting leadership can actually trust. You are not selling against a competitor; you are selling against the moment the current approach stops keeping up.

This matters commercially, not just ethically. Prospects can tell when they are being sold a fantasy, and overselling creates churn later. Respecting their current tool, naming its real limits, and showing the specific point where AWRA earns its place builds the trust that closes — and keeps — larger deals.

Key takeaways

  • Understand why the prospect chose their current tool before criticizing it.
  • Position against the moment operations outgrow the tool, not the brand.
  • Honesty reduces churn and supports larger, longer deals.
02
Lesson 2 of 4 Reading 11 min

Discovery: find the highest-risk workflow

Effective discovery is a hunt for pain, not a feature tour. You are looking for the one workflow where the current approach hurts most: stock that drifts and causes stock-outs, purchase approvals happening over chat, finance reconciling by hand for days, or leadership waiting on reports nobody trusts.

Ask what breaks, how often, who it affects, and what it costs in time or money. The workflow with the highest risk and the clearest pain is your wedge — it is what you prove first in AWRA, because a win there is felt immediately and earns the right to expand.

Resist the urge to boil the ocean. A prospect who sees one painful problem solved convincingly will trust you with the next five. A prospect shown forty features remembers none of them.

Key takeaways

  • Discovery hunts for the most painful, highest-risk workflow.
  • Ask what breaks, how often, who it hurts, and what it costs.
  • Prove that one workflow first — a felt win earns the expansion.
03
Lesson 3 of 4 Reading 11 min

Scoping a phased implementation

A strong implementation is phased, never big-bang. You stand up one high-value workflow, get it genuinely adopted, prove the control and reporting it delivers, and only then expand to the next area. Each phase is small enough to succeed and visible enough to build belief.

Big-bang rollouts fail for predictable reasons: too much change at once, no early proof, and a team that reverts to old habits the moment something feels hard. Phasing removes those risks. It also gives you natural milestones to celebrate with the customer, which keeps momentum and budget alive.

When you scope, be explicit about what is in phase one and what is deliberately deferred. A clear, modest first phase that lands beats an ambitious one that stalls.

Key takeaways

  • Phase the rollout: prove one workflow, then expand.
  • Big-bang fails from too much change and no early proof.
  • Name what is in phase one and what is deferred.
04
Lesson 4 of 4 Practice 11 min

Explaining migration simply

Migration scares prospects because they imagine downtime and lost data. Your job is to make it sound like what it actually is: a workflow with clear, ordered steps. Audit what exists today, clean and import the data that matters, configure roles and approval paths, run AWRA in parallel during a pilot, then cut over once trust is earned.

The phrase that reassures most is "run in parallel." It tells a nervous operator that the old system stays available while the new one is proven, so there is no leap of faith and no day where the business is flying blind.

Keep the language plain. A prospect who can repeat your five-step migration story back to their boss is a prospect who will champion the deal internally.

Key takeaways

  • Frame migration as an ordered workflow, not a risky leap.
  • Audit → import → configure → pilot in parallel → cut over.
  • "Run in parallel" removes the fear of downtime.

Finished the material?

Take the 5-question assessment and earn your certificate — 80% to pass.

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