TECHNICAL READINESS & TRAINING articles/Webinars/Key Ways to Dri… · • Training for profit • User incentives • • 90 day free trial - •“Try before you buy” • Discount

TRITON STOPS MORE THREATS. WE CAN PROVE IT.

TECHNICAL READINESS

& TRAINING

KEY WAYS TO DRIVE REVENUE THROUGH PARTNER & CUSTOMER TRAINING

2

Key Ways to Drive Revenue Through Partner & Customer Training

5

Your Speakers:

Robert Garrett & Tom Brandon

Unified Comprehensive Solution

6

Recruit & Onboard

Develop & Connect

Perform & Pay

Succeed & Extend

Candidates

Recruiting

Cloud

Learning

Cloud

Performance

Cloud

Extended Enterprise

Cloud

Customers &

Partners

Employees

Collaboration

Enabling Your Entire Ecosystem

7

Extended Enterprise Cloud

Enable your Extended Networks

Partner enablement

Customer engagement

Training for profit

Volunteer management

Reach the Right Audiences

Customers

Partners

Resellers and franchisees

Members/ trade organizations

Volunteers

Revenue Drivers

8

Grow Revenue

Increase product

Sales

More demand and faster adoption

Increase brand awareness

Increase client loyalty

Generate training revenue

Improve channel

partner sales

Gather client intelligence

Standalone revenue or

bundled

Cost Reduction Drivers

9

Reduce Costs

Reduce Support Costs

Educated clients require less support

Communities support each

other

Partners operate more consistently

Reduce Training

Costs

Administration

Distribute informal content

from the field

Reduce partner time to

productivity

Extended Enterprise Client Examples

American Bankers Association provides training to 2,000 member banks and 140,000 users. Each bank has its own branded portal

California Chamber of Commerce sells compliance training to its members

Liberty Mutual has an Agent Training and Customer training site to educate users on their products and services

Pearson trains teachers across the nation on its products and services. 5 business units, 1,000 courses per week.

Case Study: Aprimo

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Overview: Marketing Automation Software company, division of Teradata.

Business Need: Enable customers and partners on Aprimo software products. Shift

from an ILT-driven organization into more blended learning offerings.

Customer Solution:

• Create Subscription Model • Annual option Vs. Pay-as-you-go

• Certifications • Training for profit

• User incentives • 90 day free trial - “Try before you buy”

• Discount on ILT with subscription

• Bulked up Online Training Offerings • Created 300 courses/solution tools in 6 months

• 10% increase in catalog every quarter

Partner Solution:

• Two-Tiered Model • Full Service & Resellers

• Determines pricing/certification needs

• One Partner Course Library

• Certifications • Formalized process and more accurate

tracking

Results

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• Increased speed to productivity

• Gained efficiency from formalized processes

• Tracking and reporting made much easier

• Self registration controls user population

• Training for profit

• Certifications and subscriptions for customers

• Partner certifications renewals

What works for Extended Enterprise

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• Determine market value of your offering • Competition, Networking, Seminars

• Proper inventory • Don’t launch with empty shelves

• Subscriptions vs. Pay as you go • Make your offer compelling

• Certifications • Initial and recurring

• Tracking enables accuracy

• Give them a taste • People love free stuff

• Make it simple (as you possibly can) • Easier for the customer/partner

• Easier for you - maintenance

Websense Certification Overview

Types of Training Offered

Sales

Technical

Audience

Internal

Partner

Customer

Delivery

Authorized Training Centers (ATC)

Over 30 ATC

Servicing over 100 countries world-wide

Websense Certification Overview

Levels of Training Offered

101

201

301

Certifications Offered

101

201

Olympian

Gladiator

Benefits of External Training

Websense

Increase brand awareness

Ensure consistency in messaging

Ensure consistency in service delivery (deployment/configuration)

Reduce support calls/cases/escalations

Identify “go-to” partners for service delivery

Additional revenue stream

Benefits of External Training

Partners

Validate proficiency/mastery of technology

Stand apart from the competition

Deliver Websense services more efficiently

Up to 30% greater efficacy by well-trained partners

Receive recommended processes/procedures direct from vendor (Websense)

Potential for additional revenue streams

Certified TRITON Integrator

Authorized Training Center

Benefits of External Training

Customers

Bring IT staff up to speed on new technology quickly

Ensure products installed/configured properly

Receive recommended processes/procedures direct from vendor (Websense)

Ways to Increase Revenue Through Training

Reduce Support costs

Increase sales force

Build brand awareness / loyalty

Build a new revenue stream

Services

Add-on sale opportunities

Provide partners additional revenue streams

CTI

ATC

Questions?

On behalf of TrainingIndustry.com, thanks to:

Today’s Speakers: Robert Garrett & Tom Brandon

Today’s Sponsor: Cornerstone On Demand

All of you for attending

Questions or Comments? Please contact Nabeel Jaitapker:

[email protected]

Thank You