Allego Red Hat for Sales Force Productivity 10.18.16 final

T2300 Company Presentation BASIC 16:9

BUILT TO SCALE: CREATING A CONSISTENT VALUE MESSAGE ACROSS RED HATS GLOBAL SALES TEAMPresented by :DAVID SOMERS, Red HatLAURIE LONG, Allego

2016 The Sales Management Association. All rights reserved.Sales Force Productivity Conference 24-26 October 2016 Atlanta Ritz-Carlton Buckhead

2016 All Rights Reserved | Confidential | #

OUR PRESENTERSDAVID SOMERSRed Hat

David leads the team at Red Hat responsible for enabling and developing competent, confident, consultative sellers to achieve global sales objectives. During his eight years at Red Hat, David has held positions including director of marketing & sales effectiveness, strategic marketing initiatives director, manager of North America commercial field marketing, and program marketing manager. LAURIE LONGVice PresidentCustomer SuccessLaurie leads Allegos customer success team, responsible for the onboarding, training and ongoing support of customers worldwide. With more than 20 years of high tech client services leadership experience, she is focused on building and scaling services teams to support the ongoing success of customers while growing revenue for the company.

DirectorGlobal Sales Enablement and Development ProgramsAllego

Sales Force Productivity Conference Copyright 2016 The Sales Management Association. All rights reserved.


Whats Wrong with Traditional Sales Enablement and Training?Introduction to Mobile Video Sales LearningRed Hat Case StudyQ&AAgenda


HOURS OF SALES CONVERSATIONSPER DAYJUST 30% ON MESSAGE


Trained but Not Retained84%of learned knowledge is forgotten within 90 days


Most Sales Training is Not Effective

No Interest UntilDeal TimeNo Practice orPeer FeedbackMillennials LearnDifferentlyOutdatedInformationInformation isInaccessible

60-70% of content in b-to-b organizations goes unused. The reason? Irrelevance.


Sales Teams Must Support the New Buying ProcessEmbrace New TechnologyShare InnovativeIdeasPractice To BuildConfidenceCollaborateEffectivelyLeverageThe Data

Video already represents 57% of all internet traffic today, and is on target to account for up to 90% of all traffic by 2017Enterprise mobility provides access to information, increased productivity, greater flexibility


For VP Sales7

3 Types of Learning in SalesCurriculum LearningJust-In-Time LearningStructured lessonsOnboarding essentialStatic textbook approachLessons that resonatePractice, coaching & feedbackOngoing collaboration

Reinforcement LearningBoost retained information Emphasize integral knowledgeBolster areas of weakness


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IMPACT ON SALESWhen you combine all 3, the results are impressive

Curriculum LearningJust-In-Time LearningReinforcement Learning

Formal TrainingPulled by RepsPushed to Reps


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Red Hat Case Study


OPENSOURCELEADER#190%MORE THANFORTUNE500of theusePRODUCTS & SOLUTIONS. *RED HAT* Red Hat client data, 201585OFFICES35COUNTRIESSOLUTIONSAWARD-WINNING500S&PCOMPANYRHTNYSE:

~9,300EMPLOYEES


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Red Hats open source technologies allowed us to solve problems with a real understandingof what is available to us rather than just taking a vendors sales pitch.JOHN LIPTAK, principal architect, CenturyLinkWe offer a range of mission-critical software and services covering:

THE BENEFITSCLOUDMIDDLEWAREAPP DEV MOBILEOPERATING SYSTEMVIRTUALIZATIONSTORAGEBetter securityassurance

Shared development: Acceleratedinnovation

Open collaboration: Products thatmeet customer needs

Flexibility

Faster technology innovation

Better quality

Better price/performance

Long-term deployment

WHAT WE DO


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Communicate consistently help sales professionals around the globe articulate a consistent and compelling Red Hat value messageApply learning - provide sales professionals a safe way to practice in private to build confidenceEnable managers to be better coaches invest in training to develop and enable global sales managers to build confident, competent sellers

What were Red Hats goals for the Allego implementation?


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Selected and deployed Allego earlier this year2,683 Total UsersPrimarily made up of members of Red Hats Sales, Services and Marketing teamsGlobal presence APAC, EMEA, LatAm, North America3/4 of all sales managers have been trained on the toolOver 50% of the global sales team has logged into the tool8 channels established for all global sales professionals based on sales feedback

Scope of Deployment


Telling the Red Hat Story Inconsistent value propositionsGrowth in portfolio breadth and depthEMEA Red Hat OpenShift Certification 53 pre-sales reps3 hours to complete trainingTranscending Geographic Barriers across APAC8 time zones, geographically dispersed, multi-lingual teams Managers can own training in their native languageGives managers access to reps and vice versa, despite geographic locationUse Cases




Secure executive sponsorship and supportTrack progress of key success metrics against goalsTake the time to build a robust change management planAppoint regional advocates to ensure success across geographiesIdentify early adopter champions and highlight their successesStart with the end in mind as you consider all target audiences, channel set-up and maintenance

Implementation and Best Practices


Key Stats17,930 views since formal rollout in September 2016918 videos shared over the same period1,902 pieces of feedback provided on videosIntro Message AssignmentLaunched in September 2016137 users have completed exercise, with goal of 80% completion by end of FY1/3 of videos came in the last week, so we are seeing good momentum

Success with Allego


Integration into new 90-day sales onboardingExtend message consistency beyond the intro message Customer challenges, thought leadership topics, new product announcements, etc.Organic, manager-led utilization expansionIncorporate into the Sales Kick-Off experienceSkills training (e.g. objection handling)

Whats Next for Red Hat?


DAVID SOMERSDirector, Global Sales Enablement and Development ProgramsRed HatLAURIE LONGVice President, Customer SuccessAllego

[email protected]://www.linkedin.com/in/lauriealong

[email protected]://www.linkedin.com/in/davidcsomers

Sales Force Productivity Conference Copyright 2016 The Sales Management Association. All rights reserved.

Q & APLEASE BE SURE TO SPEAK INTO THE MICROPHONE. WERE RECORDING!


THANK YOU

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Allego Red Hat for Sales Force Productivity 10.18.16 final

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