enterprise software course

Solution Consultant Track: Selling, Designing and Delivering Platform Projects

Lead discovery, design a solution, scope and price it, and deliver it with the customer.

about this course

What you will be able to do

L1 to L7 ladder27:00 h of lessons plus practice and sharingSelf-paced with peer circle

Remember Remember : discovery conversations.
Understand Understand : demonstrating value.
Apply Apply : solution design.
Analyse Analyse : scope, estimate and price.
Evaluate Evaluate : delivery and governance.
Create Create : adoption and customer success.
Create Create : building a practice.
Create Create : capstone: lead a mock engagement and coach a peer.

Task, condition and standard

Task

Lead discovery, design a solution, scope and price it, and deliver it with the customer. Finish all 8 modules on a practice set-up.

Condition

A free trial or practice account, practice data only (never real customer data), a peer circle and a mentor for the final review.

Standard

Every module standard is met; records are kept; a peer and a mentor rate the work 'Meets' or better on the rubric.

Who it is for: Consultants, pre-sales staff, project leads, senior analysts. Requirements: a computer and internet. Materials: slides with notes, worked examples, activities, quiz, rubric.

How the ladder works: modules climb from L1 (remember) to L7 (create); the ladder section shows each level as a slide. Take them in order; the first three suit new learners, 4 and 5 suit practitioners, 6 and 7 suit advanced staff.

lesson by lesson

8 modules with worked examples

Module 1 Discovery conversations 2 hRememberL1 Basic

Listen for the real problem.

Open questions.
Pain, impact, owner, timing.
Notes the customer can check.

Worked example. A call ends with a one-page summary the customer corrects.

Activity. Run a mock discovery call.

Standard to meet. Agree the summary with the customer.

Slides with notes

Slide 1: Discovery conversations: the idea. Speaker note: Say the idea in one sentence, then show it on screen. Open questions.
Slide 2: Discovery conversations: your turn. Speaker note: Let the learner do this activity: Run a mock discovery call. Check it against this standard before moving on: Agree the summary with the customer.

Module 2 Demonstrating value 2 hUnderstandL2 Awareness

Show their problem solved, not features.

Story demo.
Use their data names.
Handle questions honestly.

Worked example. A demo follows one order from lead to cash in 15 minutes.

Activity. Give a 15-minute demo.

Standard to meet. Check that peers recall the value, not the menu.

Slides with notes

Slide 1: Demonstrating value: the idea. Speaker note: Say the idea in one sentence, then show it on screen. Story demo.
Slide 2: Demonstrating value: your turn. Speaker note: Let the learner do this activity: Give a 15-minute demo. Check it against this standard before moving on: Check that peers recall the value, not the menu.

Module 3 Solution design 3 hApplyL3 Foundation

Draw the whole picture.

Context, process, data, integration.
Standard first, custom last.
Risks and assumptions.

Worked example. The design fits on two pages.

Activity. Design a solution for a case study.

Standard to meet. Design reviewed against needs.

Slides with notes

Slide 1: Solution design: the idea. Speaker note: Say the idea in one sentence, then show it on screen. Context, process, data, integration.
Slide 2: Solution design: your turn. Speaker note: Let the learner do this activity: Design a solution for a case study. Check it against this standard before moving on: Design reviewed against needs.

Module 4 Scope, estimate and price 3 hAnalyseL4 Practitioner

Be clear on what is in and out.

Work breakdown.
Effort and risk buffer.
Fixed price or time and materials.

Worked example. A 10% buffer covers data surprises.

Activity. Estimate a 3-month project.

Standard to meet. Estimate shows assumptions and exclusions.

Slides with notes

Slide 1: Scope, estimate and price: the idea. Speaker note: Say the idea in one sentence, then show it on screen. Work breakdown.
Slide 2: Scope, estimate and price: your turn. Speaker note: Let the learner do this activity: Estimate a 3-month project. Check it against this standard before moving on: Estimate shows assumptions and exclusions.

Module 5 Delivery and governance 4 hEvaluateL5 Specialist

Run the project in the open.

Plan, status, risks, changes.
Steering group.
Quality gates.

Worked example. A change request is priced and approved before work starts.

Activity. Run a mock status meeting.

Standard to meet. Report status honestly and briefly.

Slides with notes

Slide 1: Delivery and governance: the idea. Speaker note: Say the idea in one sentence, then show it on screen. Plan, status, risks, changes.
Slide 2: Delivery and governance: your turn. Speaker note: Let the learner do this activity: Run a mock status meeting. Check it against this standard before moving on: Report status honestly and briefly.

Module 6 Adoption and customer success 4 hCreateL6 Advanced

Value shows up in use.

Success measures.
Health checks.
Renewal and expansion plan.

Worked example. A health check finds 40% unused licences before renewal.

Activity. Write a success plan.

Standard to meet. Plan has measures and dates.

Slides with notes

Slide 1: Adoption and customer success: the idea. Speaker note: Say the idea in one sentence, then show it on screen. Success measures.
Slide 2: Adoption and customer success: your turn. Speaker note: Let the learner do this activity: Write a success plan. Check it against this standard before moving on: Plan has measures and dates.

Module 7 Building a practice 4 hCreateL7 Super expert

Make good work repeatable.

Templates and accelerators.
Skills ladder for the team.
Quality reviews and lessons learned.

Worked example. A reusable discovery pack cuts start-up by a week.

Activity. Write a practice playbook.

Standard to meet. Test the playbook with a peer team.

Slides with notes

Slide 1: Building a practice: the idea. Speaker note: Say the idea in one sentence, then show it on screen. Templates and accelerators.
Slide 2: Building a practice: your turn. Speaker note: Let the learner do this activity: Write a practice playbook. Check it against this standard before moving on: Test the playbook with a peer team.

Module 8 Capstone: lead a mock engagement and coach a peer 5 hCreateL7 Super expert

You now lead a whole mock project from first call to review, then coach someone else.

Run discovery, demo, design and estimate for a case study.
Present the plan to a mock steering group.
Write a short lessons-learned note and update a template.
Coach a peer through one step and give useful feedback.

Worked example. A learner runs a discovery call, shows a 15-minute demo, presents a two-page design and an estimate with a 10% buffer, then coaches a peer who forgot to list exclusions.

Activity. Lead a mock engagement for a case study and coach a peer through one step.

Standard to meet. Check that plan, estimate and design agree with each other, and that the peer can name one improvement made.

Slides with notes

Slide 1: Capstone: lead a mock engagement and coach a peer: the idea. Speaker note: You now lead a whole mock project from first call to review, then coach someone else.
Slide 2: Capstone: lead a mock engagement and coach a peer: your turn. Speaker note: Lead a mock engagement for a case study and coach a peer through one step.

assessment

How you are checked

Evidence: your records from each activity. A peer and a mentor mark it. Pass: no criterion at 'Not yet'.

Marking rubric (Not yet, Meets, Exceeds)
Criterion	Not yet	Meets	Exceeds
Accuracy	Steps wrong	Steps right on practice data	Right and explained to a peer
Evidence	No records	Records for each module	Records and a lessons note
Safety and privacy	Real data used	Practice data only	Rules written for others
Standard	Misses the standard	Meets every module standard	Meets and improves it

Ten-question check, with model answers

Q1. A customer says 'we need a better dashboard'. Give two open questions you would ask.

Model answer: What decision will the dashboard help you make, and who looks at it and how often? Open questions find the real problem behind the request. (Covered in module 1: Discovery conversations. To pass that module: Agree the summary with the customer.)

Q2. Why keep a reusable discovery pack and a lessons-learned note after each project?

Model answer: They make good work repeatable, so a new project starts faster and avoids old mistakes. A practice improves when each project adds to shared templates. (Covered in module 7: Building a practice. To pass that module: Test the playbook with a peer team.)

Q3. How is a story demo different from a feature tour?

Model answer: A story demo follows one real case, such as an order from lead to cash, using the customer's own words. A feature tour just lists menus and buttons. (Covered in module 2: Demonstrating value. To pass that module: Check that peers recall the value, not the menu.)

Q4. A customer asks in a demo about something the product cannot do. What is the best reply?

Model answer: Say honestly that it is not available as standard, explain the nearest option, and note it as a follow-up. Do not promise what you cannot deliver. (Covered in module 2: Demonstrating value. To pass that module: Check that peers recall the value, not the menu.)

Q5. What four views should a solution design cover?

Model answer: Context, process, data and integration. Add risks and assumptions, and keep to standard features first. (Covered in module 3: Solution design. To pass that module: Design reviewed against needs.)

Q6. An estimate is 100 days of work. You add a 10% buffer. What is the new total and why add it?

Model answer: 110 days. The buffer covers surprises such as unclean data or slow customer answers. (Covered in module 4: Scope, estimate and price. To pass that module: Estimate shows assumptions and exclusions.)

Q7. What belongs in the exclusions of an estimate?

Model answer: Work that is not included, such as extra data clean-up, custom reports not listed, or training for more than the agreed groups. Clear exclusions prevent disputes later. (Covered in module 4: Scope, estimate and price. To pass that module: Estimate shows assumptions and exclusions.)

Q8. Mid-project, the customer asks for a new report. How do you handle it?

Model answer: Write a change request with the effort and effect on date, get approval, then do the work. Never start before it is approved. (Covered in module 5: Delivery and governance. To pass that module: Report status honestly and briefly.)

Q9. A health check finds 40 of 100 licences unused three months before renewal. What do you do?

Model answer: Share the finding with the customer, find the reason such as training or poor fit, and agree an action plan. This builds trust and a fair renewal. (Covered in module 6: Adoption and customer success. To pass that module: Plan has measures and dates.)

Q10. In your capstone, how do you coach a peer well?

Model answer: Ask what they were trying to do, point to one strength and one specific improvement, and agree a next step. Keep feedback about the work, not the person. (Covered in module 8: Capstone: lead a mock engagement and coach a peer. To pass that module: Check that plan, estimate and design agree with each other, and that the peer can name one improvement made.)

levels L1 to L7

The ladder, slide by slide

Seven slides, one per level. Open each for the slide text and the speaker notes.

Slide 1 L1 Basic: L1 Basic: Know the words

Remember key terms: discovery, scope, estimate, change request and success measure. Say what each is for.

Speaker notes. Use a simple building project as the example. Check the learner can match term to meaning. Common mistake: mixing up scope and estimate.

Slide 2 L2 Awareness: L2 Awareness: See the project journey

Understand the journey from first call to renewal. Explain what a consultant does at each stage.

Speaker notes. Draw the journey on one page. Ask which step the learner thinks matters most and why. Common mistake: thinking the work ends at go-live.

Slide 3 L3 Foundation: L3 Foundation: Listen and show

Apply open questions in a mock discovery call and give a short story demo. Write a one-page summary.

Speaker notes. Watch a five-minute call. Check questions are open, not yes or no. Common mistake: talking more than listening.

Slide 4 L4 Practitioner: L4 Practitioner: Design and estimate

Apply a design on two pages and a work breakdown with a buffer. Analyse risks and assumptions.

Speaker notes. Give a case study and a deadline. Check exclusions are written. Common mistake: hiding assumptions to look confident.

Slide 5 L5 Specialist: L5 Specialist: Deliver in the open

Evaluate status, risks and changes in a steering meeting. Analyse whether quality gates are met.

Speaker notes. Run a mock status meeting. Check status is honest and short. Common mistake: reporting everything as green.

Slide 6 L6 Advanced: L6 Advanced: Grow customer value

Evaluate health checks and success measures. Create a success plan that links use to value and renewal.

Speaker notes. Review a plan for measures and dates. Check it names an owner. Common mistake: counting logins as value.

Slide 7 L7 Super expert: L7 Super expert: Build the practice

Create templates, a skills ladder and review habits that make good work repeatable. Evaluate other consultants' work and coach them.

Speaker notes. Ask for a playbook and a coaching session. Check a peer team can use the playbook. Common mistake: relying on heroes instead of methods.

jobs this leads to

Where this takes you

Solution consultant. Designs solutions with customers.
Pre-sales engineer. Runs demos and proposals.
Project manager. Delivers to scope, time and budget.
Practice lead. Builds repeatable methods.
Customer success manager. Makes value last.

Next courses: data skills, process improvement, a sector course for your target employer.

ten locations and global

Your place

Local law changes how you store customer data and issue invoices. Check it for your place first.

India (Bengaluru)

Language: English, Hindi, Kannada. Use INR for amounts. Personal data rule: Digital Personal Data Protection Act 2023. Skills frame to cite: National Skills Qualifications Framework (NSQF) and the national credit framework.

Netherlands (Eindhoven area)

Language: Dutch, English. Use EUR for amounts. Personal data rule: EU GDPR (Dutch: AVG), supervised by the Autoriteit Persoonsgegevens. Skills frame to cite: the Dutch qualification framework (NLQF) linked to the European Qualifications Framework.

UAE (Dubai and Abu Dhabi)

Language: Arabic, English. Use AED for amounts. Personal data rule: Federal Decree-Law No. 45 of 2021 (personal data protection). Skills frame to cite: the emirate education and training regulators (for example KHDA in Dubai) and the national qualifications framework.

Brazil (Sao Paulo)

Language: Portuguese (Spanish and English support). Use BRL for amounts. Personal data rule: LGPD (Lei Geral de Protecao de Dados). Skills frame to cite: the national technical-education catalogue and the national S-system training bodies.

Canada (Toronto)

Language: English, French. Use CAD for amounts. Personal data rule: PIPEDA, with provincial rules where they apply. Skills frame to cite: the provincial colleges framework and the national credential-recognition guidance.

United States

Language: English, Spanish. Use USD for amounts. Personal data rule: state privacy laws (for example California), and COPPA for children under 13. Skills frame to cite: state and community-college credit systems.

Singapore

Language: English, Mandarin, Malay, Tamil. Use SGD for amounts. Personal data rule: Personal Data Protection Act (PDPA). Skills frame to cite: the Singapore national skills frameworks and the national credit system.

Australia

Language: English. Use AUD for amounts. Personal data rule: the Privacy Act 1988 and the Australian Privacy Principles. Skills frame to cite: the Australian Qualifications Framework (AQF) levels.

Hong Kong (Eastern Asia)

Language: Chinese (Cantonese, Mandarin), English. Use HKD for amounts. Personal data rule: the Personal Data (Privacy) Ordinance. Skills frame to cite: the Hong Kong Qualifications Framework.

Georgia and Israel (Western Asia)

Language: Georgian, Hebrew, Arabic, English. Use GEL or ILS for amounts. Personal data rule: the personal data law of the country where the learner lives. Skills frame to cite: the national qualifications framework of that country.

Cayman Islands (Caribbean)

Language: English. Use KYD for amounts. Personal data rule: the Data Protection Act. Skills frame to cite: the local education and training framework.

Mexico

Language: Spanish, English. Use MXN for amounts. Personal data rule: the federal law on personal data held by private parties. Skills frame to cite: the national competency certification system and the education ministry levels.

Draft

Draft course. Written in our own words from our own training outlines; no third-party text is used. Not live.

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