---
title: Getting Channel Sell Through - Video Case Study
description: This short 8-minute video describes the evolution of whiteboard storytelling into a powerful enablement tool and technique for channel sales enablement.
image: https://www.whiteboard-storytelling.com/hubfs/Imported_Blog_Media/shutterstock_2114395676-1.jpg
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Mark Gibson
October 4, 2025
visual storytelling
# Getting Channel Sell Through - Video Case Study
This short 8-minute video describes the evolution of whiteboard storytelling into a powerful enablement tool and technique for channel sales enablement.
[Mark Gibson](https://www.shift90.partners/shift90-blog/author/mark-gibson)
Dec 16, 2022
---
Storytelling, Visual Storytelling, and asking insightful questions are three of the most important skills for all customer-facing professionals for learning, retaining, and engaging buyers in conversation around their issues. They are equally important for conveying your story to prospects and customers in a way that makes an impact on them and that they are likely to remember.
At Centrify, we developed 6 whiteboard stories during my tenure and innovated in the capture and delivery of each new story.
The following 8-minute video case study produced with my former colleague Brian Krause, highlights the use of various visual storytelling techniques at Centrify to accelerate the CDW cybersecurity sales team's learning through a one-hour immersive role-playing workshop that was fun and practical. We used the identical method for training direct sales teams at new-hire and in ongoing field training.
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We developed a whiteboard story to capture our Zero Trust story. This story encoded a best practices "Challenger" engagement script, diagnostic questions, objection resolution, a customer "Who-we've-helped" story, and the consequences of not changing. In the workshop, we innovated on the ways of roleplaying the story using a whiteboard story with a script, a whiteboard animation and a [visual confection](https://www.whiteboard-storytelling.com/visual-confections).
In the 1-hour workshop, channel sales reps drew, read, observed, role-played and were actively immersed in the story for 10 repetitions.
We have run training workshops with 25 partners in the past 4 months and the deal registrations on the back of the training have set new records.
[visual storytelling](https://www.shift90.partners/shift90-blog/tag/visual-storytelling) [story](https://www.shift90.partners/shift90-blog/tag/story) [whiteboard storytelling](https://www.shift90.partners/shift90-blog/tag/whiteboard-storytelling)
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## Keep reading
### [ SKO Your 2027 Sales Kickoff Has One Job: Change What Sellers Do](https://www.whiteboard-storytelling.com/blog/your-2027-sales-kickoff)
### [ ๐ฌ๐ผ๐๐ฟ ๐ฆ๐๐ข ๐๐ต๐ผ๐๐น๐ฑ ๐ด๐ถ๐๐ฒ ๐๐ฎ๐น๐ฒ๐๐ฝ๐ฒ๐ผ๐ฝ๐น๐ฒ ๐ฎ ๐๐๐ผ๐ฟ๐ ๐๐ต๐ฒ๐ ๐ฐ๐ฎ๐ป ๐๐๐ฒ ๐ผ๐ป ๐ ๐ผ๐ป๐ฑ๐ฎ๐](https://www.whiteboard-storytelling.com/blog/sko-whiteboard)
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