Accredidations

Accreditation Strategy Meeting Notes

Sales

Delivery

Consideration Assessment Requirements

Comments

Written exam (𝒳 passing score - 80%?) - 𝒳 questions

I feel like 80-85% is good

Shadow 𝒳 sales calls with certified reps

Instead of shadow, listen to 𝒳 anonymized calls. I vote for 2

Deliver 1 recorded product demo to be blessed by 𝒳

Do we expect this salesperson to do demos? Re: Ko - Yes

Is 𝒳 the CSM team, Sales team, or other?

How do we make this scalable?

Is there technology that can help?

Role-play assessment with sales/delivery manager

I don’t think this is scalable

Deliver 𝒳 unsupervised sales calls to real prospects (recorded)

This is an interesting option

Is 𝒳 the CSM team, Sales team, or other?

How do we make this scalable?

ROI Component

If a salesperson can’t talk about the ROI, the sale is always in jeopardy

Building in a sandbox or live environment

This is about showing the work

There are no rows in this table

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1. Accreditation Structure (Core + 1 Persona)

Proposed that partner accreditation requires completion of core product certification plus one specialized persona (sales, marketing, product, or education).

Each persona will focus on specific business use cases, making enablement and partner value more tangible.

Coda Seller - Marketing

Coda Seller - Sales

Coda Seller - Education

Coda Seller - Product

2. Micro-Credentials and Depth

Micro-credentials can be used for partners to demonstrate specialty in specific functions within each persona.

Partners need to go deep in one vertical to facilitate sales and customer engagement as well as delivery capabilities

3. Prioritizing Personas and Use Cases

Determine the most universally applicable fallback if a partner does not fit neatly into other categories. - Marketing??

Broad, general training has resulted in poor adoption—specificity and depth are needed.

Recognizing the need to eventually cover all main personas but prioritize based on product and partner readiness.

4. Asset Development and Partner Enablement

Asset creation (e.g., use case deep dives, sales starter kits) should be separated by product and persona to drive focus and impact.

Huge need for targeted, “wowing” use cases (3–5 per ecosystem or persona) to clearly demonstrate value, particularly for Coda/Jira in the Atlassian world.

Making sales and implementation easier by focusing accreditation on these actionable, persona-specific use cases will help partners develop expertise and drive adoption.

Value in simplifying the ‘crawl, walk, run’ pathway:

Crawl = 1 product, 1 persona, 1 use case;

Walk = 2–3 use cases;

Run = five+ use cases or complex solutions.

Capstone – Deal Simulation & Accreditation

Capstone structure

Give partners a customer brief:

Industry, size, region.

Current tools (Slack, MS, Google, other persona-specific tools)

Pain points

Partner task

Prepare and run a 30–45 min session (live or recorded) that includes:

Discovery (10–15 min): ask questions to understand current workflows, risk, volume, and decision makers.

Demo/Value Story (15–20 min): show 2–3 relevant workflows and connect each to business outcomes.

Next Steps (5 min): propose a pilot/POC or rollout approach.

Assessment rubric