5 Ways to Grow Your Enterprise Software Business with Training - WEBINAR

© 2014 ServiceRocket Inc.

to Grow Your Enterprise SoftwareBusiness with Training5 WAYS


Where in the World?


Bill Cushard

About the SpeakerTraining Lead @Servicerocket

15 years experience building training de-partments, focused on enterprise software

Author, Critical Skills All Learning Profes-sionals Can Put to Use Today


AboutServiceRocket


Help fast growing software companies scale

140+across 5 offices:Palo Alto, Sydney, Kuala Lumpur, Santiago, London

employeesFounded in 2001

Training, Support, Implementation, Tools

Training company at our core

in Sydney, Australia.

Our Customers



Reduce churn

Increase renewals

1

2 Yield more revenue5

Increase CustomerSuccess3

4

Increase Adoption



What is the No. 1 Priority In Your Business?Poll:


The QuestionTraining is critical for product adoption and engagement which lead to revenue growth, so why do most organizations consider training as a cost center?


5

6

7

84

Strategic alignment

Content development

Delivery

Diagnostics

Reporting and analysis

Technology integration

Administrative services

Portfolio management

Source: Harward, D., & Taylor, K. (2014). What makes a great training organization?: a handbook of best practices. Upper Saddle River, NJ: Pearson Education, Inc.

Training is HardYou must be great at these eight key process capabilities of great training organizations


Cus

tom

er S

ucce

ss

Training Maturity

Reacting Performing Scaling Optimizing

Where are you in the Maturity Model?


What is the Opportunity/Why do it?


Turn training from cost centerto profit center

THE OPPORTUNITY


The Five Ways

Educatethe Market

Generate Leadsand Move PeopleAlong the SalesCycle

Speed UpCustomerOn-Boarding

Increase andMaintainAdoption Selling Training


Purpose: To educate the marketplace about the underlying technology of your product or about how your product changes how your customers operate or will otherwise change their balance sheet

Particularly important for open source technologies Example

Educate the Market


Purpose: Reduce the time it takes to close deals.Speed Up Sales Cycle

Educate prospects during the sales cycle.

Establish credibility by demonstrating expertise and service level prospects can expect from you as a customer.

- ServiceRocket Jam Sessions- Live one hour webinar-style product demos- Scripted demo + Live Q&A- Sales team schedules prospects into these sessions $99 / session - Coupon codes- Offer value to prospects

Example


Purpose: Shorten the time it takes your customers to get up-to-speed on your products.

Speed Up Customer On-boarding

Every moment you spend on-boarding one custom-er is time spent not on-boarding other customers

Particularly important when you have: - Large enterprise customers- Complex product

Example

Developed a courses that specifically addresses the implementation process.


Purpose: Provide the support needed for customers to maintain skill using your product.

Increase and Maintain Adoption

Continued adoption of existing employees- Refresher and continued training on new releases

Employee Turnover

Support gradual increase in use over time

Example

Atlassian - Frequent product releases

Continuous need to update training content- Customers need training on new versions- Customers are on different product versions

Our customers have a strategic and continu-ous need to come back to us for more train-ing


Purpose: Run a profitable training business that not only supports itself, but contributes profits and positive cash flow to the consolidated financial statements.

Free softwareMake money on services, support, and training

Example

Sell Training


The Five Ways

Educatethe Market

Generate Leadsand Move PeopleAlong the SalesCycle

Speed UpCustomerOn-Boarding

Increase andMaintainAdoption Selling Training


How ServiceRocket Can HelpTrainingRocket– White-label training platform for running your training business

Training Business Strategy

Curriculum Design and Development

Training Delivery and Coordination


servicerocket.com