Meeting the 5 Moments of Need

MEETING THE 5 MOMENTS OF NEEDHigh impact sales enablement through virtual learning environments

TICE 2016 sessionErika Robertson, Global Field & Partner Readiness, VMWare

Mike Cieri, Sales University, SAP

TICE 2016

WHAT WILL YOU GET OUT OF THIS SESSION Describe the typical sales enablement challenges that virtual learning

environments help to address Identify specific approaches to align virtual learning events with each 'moment of

need' Apply targeted best practices to the structuring, promotion, execution, and

measurement of virtual learning environment-based events.

TICE 2016

JUST SO WE KNOW WHO HAS ALREADY LEVERAGED A VIRTUAL LEARNING

ENVIRONMENT? YES NO

IN WHAT CAPACITY? DESIGNER PARTICIPANT

FOR WHAT REASON HAVE YOU USED A VLE?

TICE 2016

5 MOMENTS OF NEED

• Learning for the first time

Need

• Just-in-time

• Expand learning

More

• Use what was learned

Apply

• Content changes

• New role

Change

• Need Help

Solve

TICE 2016

VIRTUAL LEARNING ENVIRONMENT USE CASES

Let’s take a tour

TICE 2016

COMMUNICATIONCascade model

Keep to the theme

Promote It

"Know Before You Go"

TICE 2016

MEASUREMENT USE CASE 1WORLDWIDE VIRTUAL SALES KICKOFF

REACTION

LEARNING

IMPACT

RESULTS

ROI

TICE 2016

MEASUREMENT USE CASE 2GLOBAL LEARNING EVENT

25-30%• Industry Avg

Attendance

40-50%• Organization

al Attendance

TICE 2016

LEARNER FEEDBACK

Incredible pitch.

Good transparency, direction, and structure

Great contentfrom leaders across the

organization

This is the best kickoff ever!No need to run from room to room.

Great outside presenters!

New hire here,great company,

great culture. Glad I joined.

The vision is compelling, exciting and we are ready for the audacious goal!

Leaders reference content and I can

download it immediately

We can download relevant material

and chat while people are presenting.

Integrity in the house!

I found the virtual expo booths quite

useful

Shout out to all the leaders that helped bring this

together

Great success stories – we

need more of these changing lives and the world stories

Love the Sales Briefcase!

I love this new platform, this is awesome

“It's a great format. We need to encourage colleagues to

collaborate virtually.”

“Excellent GCO Innovation virtual day, great way to learn about SAP's latest innovations, solutions and skills overall!”

Thanks. Sell Sell Sell !!!

“Great content in the Keynotes I attended. Look forward to the seeing similar content in future

as well”“White board videos are

brilliant. Crisp and to the point”

This was great and I thought it was really well

done

Awesome way to motivate the team!

“I thought the way in which the information was made available

through this gateway - was phenomenal.”

Very good content and strategically organized,

this is the right time beginning of Q2 for

these learning sessions.”

Q&A

THANK YOU