To ensure that customers get the solutions that best match their needs, Cobblestone carries out ‘discovery workshops’ with each one. “We have built a toolkit of learning experiences that we use with our customers to map experiences to their learning goals,” says Sean.
“As part of our service, we carry out a discovery workshop with the client to understand what needs to be achieved, then we use this when we develop online courses and programmes for them. This helps us understand our customer’s business and where this training fits in with the overall goal, and ultimately to bring innovation into their training solutions. Then, as we develop a solution, we go through an iterative process, refining the solution with the client as we work on it.”
Given the importance of that early conversation with a client, Cobblestone sought the support of Learnovate to help them strengthen the initial discovery process further, thus adding even more value for Cobblestone’s customers.
“Learnovate is very active within the learning community, and we were familiar with them through social media, through publications and through outreach events,” explains Sean.
“We wanted to make sure that we had access to excellent research and expertise, so it was obvious we should work with Learnovate for best practice,” says Sean.
Learnovate met and worked with Cobblestone, going through the existing process and brainstorming on how various aspects could be tightened and further developed.
“Learnovate immediately understood what we did and what we needed from them, and we got to the meat of the collaboration very quickly,” explains Sean.
“Learnovate helped us add more structure to our process of engaging with customers about their learning and training needs, and it was great to have an organisation that understands learning to guide us through that,” says Sean.
“As a result, we have updated and restructured a number of our own processes, and we now bring that to our own customers.”
The ongoing collaboration with Learnovate is a ‘two-way street’ of benefits, notes Sean, with Learnovate providing a systematic and evidence-based perspective and Cobblestone bringing insights about the specific needs of various sectors.
“As a vendor, Cobblestone works across multiple industries, sectors, topics and disciplines, and the challenges are different between the training needs for leadership in the pharmaceutical industry versus training for leadership in retail. We are able to look at those cases and challenges with Learnovate, and learn together about how to tackle the differences in those scenarios.”
For Cobblestone, the impact of working with Learnovate comes in the form of a streamlined and more effective offering for customers, which in turn forms a foundation for solid and productive business relationships.
“The benefits to us and to our customers of working with Learnovate is that we now have a simplified, rapid and accurate process for engaging with customers, and customers know that we have done due diligence, they are entering into a design that is tailored and targeted to their needs. This has helped us to grow our accounts and it means customers are confident to come back to us again and again,” says Sean.
“In recent years, we really gained traction in the eLearning and training market. We can see the size of our projects are growing and we are designing our second and third programmes for organisations. What we are doing is hitting the mark,” says Sean.