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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.
2016 All Rights Reserved | Confidential | #
Whats Wrong with Traditional Sales Enablement and Training?Introduction to Mobile Video Sales LearningRed Hat Case StudyQ&AAgenda
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HOURS OF SALES CONVERSATIONSPER DAYJUST 30% ON MESSAGE
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Trained but Not Retained84%of learned knowledge is forgotten within 90 days
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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.
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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
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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
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OPENSOURCELEADER#190%MORE THANFORTUNE500of theusePRODUCTS & SOLUTIONS. *RED HAT* Red Hat client data, 201585OFFICES35COUNTRIESSOLUTIONSAWARD-WINNING500S&PCOMPANYRHTNYSE:
~9,300EMPLOYEES
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9/28/161111
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
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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
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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
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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
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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?
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DAVID SOMERSDirector, Global Sales Enablement and Development ProgramsRed HatLAURIE LONGVice President, Customer SuccessAllego
llong@allego.comhttps://www.linkedin.com/in/lauriealong
dsomers@redhat.comhttps://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!
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THANK YOU
@SMAssociation#SFPCslsm.gt/Facebookslsm.gt/LinkedInslsm.gt/Google
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