Skip to main content

Partner Certification — Training Curriculum

Smartflow partner certification requires completion of five modules and an open-book scenario assessment. Total time: approximately 8 hours. Certification is valid for 12 months.

Overview​

Certified Smartflow partners are authorised to:

  • Conduct introductory Smartflow conversations with prospects
  • Run co-presented product demonstrations with Smartflow support
  • Submit deal registrations and receive commercial protections
  • Access co-branded collateral for approved prospect use

Certification is mandatory before any product demonstration, proposal, or pilot engagement.

Module 1 — Product Knowledge (2 hours)​

Learning objectives:

  • Describe what Smartflow does in plain English without using technical jargon
  • Explain the four core capabilities and their roadmap status (Q1/Q2/Q3 2026 and available)
  • Identify the 200+ structured fields extracted from a credit agreement
  • Explain the Human-in-the-Loop (HITL) workflow and its role in accuracy uplift
  • Describe edge deployment and what it means for data sovereignty
  • Explain the difference between automated accuracy (90%+) and post-HITL accuracy (95%+)
  • Identify what Smartflow does NOT do (generic NLP, non-loan documents outside scope, raw OCR)

Format: Self-paced reading + product walkthrough video (available in partner portal)

Assessment checkpoint: 10 multiple-choice questions. Score 80% to proceed.

Module 2 — Demo Skills (2 hours)​

Learning objectives:

  • Set up and navigate the Smartflow demo environment without assistance
  • Walk a prospect through the upload → extract → review → export flow in under 20 minutes
  • Describe what the prospect is seeing at each step without reading from a script
  • Handle common "what if" questions during a demo (what if the document is non-standard, what if a field is missing)
  • Execute the fallback plan when live demo fails (switch to recorded walkthrough or screenshots)
  • Close the demo with a concrete next step, not an open-ended question

Format: Live demo practice session with a Smartflow enablement coach (scheduled via partner portal)

Assessment checkpoint: Deliver a 20-minute demo to a Smartflow evaluator. Pass/fail based on assessment rubric.

Demo rubric criteria:

  • Set context correctly (prospect pain, not product features)
  • Followed the upload → extract → review → export narrative
  • Explained provenance and HITL without over-claiming accuracy
  • Handled at least one unrehearsed question correctly
  • Closed with a specific next step

Module 3 — Positioning and Objection Handling (1 hour)​

Learning objectives:

  • Deliver the standard opening talk track from memory (or close equivalent)
  • Identify which value proposition resonates with each buyer persona (Ops Lead, Risk Officer, CTO, CFO/COO)
  • Respond correctly to the four primary objections: "we're fine with our process", "we've tried OCR", "AI can't be trusted for regulated data", "we don't have IT capacity"
  • State clearly and confidently what NOT to promise (accuracy above ranges, custom features, pricing, roadmap commitments)
  • Know when to say "I'll confirm with the Smartflow team" — and actually do it

Format: Self-paced reading of partner-onboarding-guide.md and ../../battlecards/vs-manual-process.md, followed by a role-play exercise

Assessment checkpoint: Role-play: Smartflow evaluator plays a sceptical prospect. Partner handles two objections from the approved list correctly.

Module 4 — Discovery and Scoping (1 hour)​

Learning objectives:

  • Ask the five core discovery questions that surface Smartflow's fit: loan volume, hours per loan, FTE count, covenant monitoring approach, data residency constraints
  • Calculate a directional ROI estimate using the ROI model (roi-model/roi-assumptions.md)
  • Identify red flags that suggest Smartflow is not the right fit (non-APLMA/LMA instruments, no dedicated ops team, no LoanIQ or equivalent)
  • Complete a deal registration form accurately
  • Understand what makes a qualified vs. unqualified prospect

Format: Self-paced reading of ../../roi-model/roi-assumptions.md and deal-registration-process.md + a guided scoping exercise

Assessment checkpoint: Complete a scoping worksheet for a fictional prospect profile. Score 80% on accuracy of discovery questions, ROI calculation, and registration submission.

Module 5 — Assessment: Prospect Scenario (Open Book)​

Format: Open-book written assessment. Access to all partner enablement materials is permitted.

Instructions: You will be given a prospect profile. Based on the profile, you must:

  1. Identify fit: Score the prospect's fit (High / Medium / Low) and justify your reasoning in 3–5 bullet points.
  2. Select use cases: State which 1–3 Smartflow use cases are most relevant and explain why.
  3. Draft opening talk track: Write the first 2–3 minutes of your opening conversation with this prospect. Show problem framing, not product pitching.
  4. Handle one objection: The prospect says "We have a system for this already." Write your response.
  5. Propose next step: State the specific next step you would close with at the end of a first meeting.

Passing score: 80% or above across all five components.

Evaluation criteria:

  • Fit assessment is accurate and evidence-based
  • Use case selection matches the prospect's stated pain
  • Talk track leads with the prospect's problem, not Smartflow's features
  • Objection response is confident, honest, and does not over-claim
  • Next step is specific (time, action, owner) — not vague

Retakes: Partners may retake Module 5 once. A second retake requires completing Module 3 (Positioning and Objection Handling) again before resubmission.

Certification Award​

On passing all five modules and the scenario assessment:

  • Partner receives a Smartflow Certified Partner certificate (digital, valid 12 months)
  • Partner firm is listed in the Smartflow partner directory
  • Deal registration and co-branded collateral access is unlocked
  • Partner portal access is upgraded to full enablement tier

Recertification​

Certification expires after 12 months. Recertification requires:

  • Completing a 2-hour product update module (covering capabilities launched since last certification)
  • Passing a shortened scenario assessment (Module 5 only)

Recertification can be completed in a single session. Contact partnerships@marketnode.com to schedule.

Access and Scheduling​

Training modules are available via the Smartflow partner portal. To access:

  1. Confirm your partner agreement is signed and countersigned.
  2. Contact partnerships@marketnode.com to request portal access.
  3. Portal credentials will be issued within 2 business days.
  4. Schedule live sessions (Modules 2 and 3 role-play) via the portal booking system.

See assessment-guide.md for full assessment instructions and scoring rubric.