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Todd vatalaro oracle 2003
 

Todd vatalaro oracle 2003

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  • Specialty topics and topics that expand inClass material make up most of OUOL content
  • Limited Time Membership – “ about a month ” from class end, depending on the length of the course (38 days after the start of an inClass course, with access 7 days before class for Oracle students). 180-day Premium Online Library Membership $500 Currently for those who speak Korean or Japanese fluently! Take courses from one of three different certification tracks: These courses cover the same material as found in our most popular in-class courses that lead to certification. Oracle 9i Database Administrator Certified Associate Oracle 9i Database Administrator Certified Professional Oracle 8i Database Administrator Certified Professional OLN offerings gone after May 2003 Oracle University Professional Subscription: $349.00 US / One year subscription 11i E-Business Suite for End Users: $149 US / One year subscription Self-Study Online: $339 per eClass for 3 months access
  • 3 main targets for OUOL … 1 “ Premium ” market in Korea, Japan
  • Cover three or four: I don't have time to train online (take more training) The beauty of the OU Online Library is that it is available 24/7. You can learn in the middle of the night if you need to. Course progress is tracked down to the topic, so you can study in small increments. Course topics are provided, so you can skip the chapters you don ’t need, and focus your training on just the topics you need to learn, saving time. Continued education can help improve productivity and save you time!   I don't care about the topics offered Has your customer reviewed the list of categories lately? If not, see list of courses at url [link to static list] New courses are added every month, and you will automatically get access to the new additions. Many new courses can be of value. For example, the “new features” courses show customers what current product updates have to offer. Many customers like to extend their knowledge beyond their specialty. The Online Library provides an inexpensive, convenient way to do that. Offer the customer a chance to suggest a new topic for online instruction. Create an SR…   Too expensive For less than $20 a month you can have a whole year's access to hundreds of courses, ready when you want them. Dozens of Oracle products and job roles are covered (five books will only cover 5 topics) The Online Library is ALWAYS up to date. Your membership ensures access to the latest updates to online training courses, which reflect changes in the Oracle product being taught (by contrast, a book is “timely” only on the date it’s published) The Online Library is available everywhere you can connect to the Internet (while you ’d have to carry the book around).   No instructor interaction (I can ’t ask a question) You can post questions to Forums monitored by subject experts. The Online Library is “self-study,” which allows you to access online training courses 24 hours a day. While there is no instructor interaction, OU online courses are created using proven course design techniques to make the experience as rewarding as possible.   What can I show for it? As you complete courses (and even modules within courses), OU Online Library will automatically track your progress. A personalized printable transcript is available at any time to show courses completed. If you are studying along one of our certification tracks, a certification exam is a great way to prove you ’ve mastered the content.   I don ’t have good access to the Internet A 56K modem is the minimum recommendation. Course development standards are sensitive to access issues (courses don ’t include gratuitous features). Many courses are organized and provided in chunks, so you access individual modules at a time. You can turn off video features to get faster access.   I don ’t like to learn online This is a common concern, but customers who use OUOL say ___Lance have anything? __ Access is very convenient, and training is always available. Online Library courses are created using proven online course design techniques to make the experience as rewarding as possible. The library and course interface is easy to understand and navigate. Courses offer quizzes to gauge your understanding. Refer customer to ILT if online training is not for them. (For organizations…) How do I ensure that my end users actually take the training? If accountability is a challenge at your company, you can always position the online subscription as a pre-requisite for a shortened, custom, onsite instructor-led engagement.
  • FAQ is a “ live ” document – often changing – posted at http://files.oraclecorp.com/content/AllPublic/Workspaces/OU_Online_Learning-Public/project_web_site/faq.html
  • Stand-alone – 1 year membership
  • Updated presence on external website Alongside inClass courses (phase 1) Integrated in course Search (phase 1) 3 diff home pages, depending on state of users o.com login and oln status
  • Demo (Amy Abatangle) Show the support page Show a demo of how to log a service request in OLN
  • Integration into Sales Assistant (check timing) Follow up email (eventually integrated into Proposal System, check timing)

Todd vatalaro oracle 2003 Todd vatalaro oracle 2003 Presentation Transcript

  • Copyright © Oracle Corporation, 2001. All rights reserved. Online Library Sales Training Todd Vatalaro Sales Manager 2003
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-2 OU Online Library Agenda • OUOL – What is it? – Formats, Categories, Offerings •Target Markets •Key Sales Massages •Objection Handling •Top FAQ •Sales Opportunities •Web / Marketing •Support •Resources •Questions?
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-3 OU Online Library An extensive library of online courses covering three key areas 1. Specialty topics or product courses that are not covered by OU inClass courses (“Core” and “Apps”) – Example: “Interfacing RMAN with Tape Management Tools” 1. Topics that expand on material covered inClass or offer information related to inClass subjects (Mostly “Core”) 1. Examples: More practice exercises, certification preparation materials, “Tips & Tricks” 2. Topics that duplicate inClass course content (“Core” and “Apps”) 1. Some eBusiness Suite OUOL content 2. Premium Membership courses duplicating some O8i and O9i Certification courses (Japanese and Korean only)
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-4 OU Online Library • Over 400 online courses (900+ hours)! • Typical formats: Powerpoint, HTML, streaming video • Many courses are interactive: assessments, quizzes, hands-on practice exercises • Intuitively categorized by Product, Job Role, and related Instructor-Led Class • In general, the Online Library is designed to add value to – not duplicate – the inClass experience – Exception: some Applications offerings, Premium offerings
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-5 OU Online Library Course Categories include: Database Administration • Oracle8i, Oracle9i, Oracle9iAS • Data Server Internals • Data Warehousing, Large Scale Databases • Database Applications Development • Internet Networking and Distributed Systems • New Technology and Features • Performance Management • Security Management • eBusiness Continuity • And more! SQL, PL/SQL, Java, XML Application Development Web Administration Portal Development Business Intelligence Data Warehousing Certification Preparation • Oracle7.3 to Oracle8i Upgrade • Oracle8i • Oracle9i eBusiness Suite End User • Financials • Inventory • Order Fulfillment • Sales eBusiness Suite Implementer • Applications Database Administration • Applied Technology • Contracts • Sales, Marketing • Financial Management • 11i Application Foundation • Human Resources • Manufacturing • Release 11i Migration • Order Fulfillment • Public Sector • eCommerce • And more!
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-6 • Limited-Time Membership $0 – No cost, lasts about a month from class end – Included with every inClass, instructor-led-online, private event, and FastTrack course • One Year Membership $280 – Not price-indexed; subject to current exchange rate – Normal discounting applies: Learning Credit/EPPC, VPA, eBusiness Discount, etc. – Oracle Partner Network (OPN) members receive free membership – 15% Off ($238) if buy before Limited-Time Membership expires (thru November 2003) • 180-day Premium Online Library Membership $500 – Korean and Japanese content – Certification preparation for O9i OCA, O9i OCP, O8i OCP, 9i PL/SQL Developer OCA • Demo Membership – limited content for customer trial OU Online Library Offerings Both provide Access to all Online Library content
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-7 Online Library Target Markets • Great for OU inClass students (and OU SSCD students) who want to: – Drill deeper into a course subject – Get more practice – See more examples – Prepare for Certification – Broaden their knowledge to related topics – Cover more than one Oracle product • Most inClass courses have related content on the Online Library Target Market #1 OU inClass Students
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-8 Online Library Target Markets • “Specialty” Students: – If there’s no inClass course, it may be available on the Online Library – Examples: – Oracle Internet File System: Administration – Oracle9i JDeveloper: BI Beans Fundamentals – Oracle9i OCI Enhancements – Oracle9iAS Personalization: Installation and Administration – Oracle9iAS: Discoverer 4i Plus New Features – 11i General Ledger Management Advanced - Advanced Journal Entries – 11i Implement Lease Management – Accounts Payable Clerk Target Market #2 “Specialty” Students
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-9 Online Library Target Markets • eBusiness Suite students who require online alternative: – Many eBusiness Suite courses duplicate inClass courses, such as: – 11i Procure to Pay Fundamentals – 11i General Ledger Management Fundamentals – 11i Order to Cash Fundamentals – Courses available for Implementers and End Users • More Target information: http://www.oracle.com/education/oln/olnsupport/index.html? track_theme_help.html Target Market #3 eBS Students
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-10 Online Library Target Markets • Korean and Japanese students who’d like translated Certification preparation for – Oracle9i OCA – Oracle9i OCP – Oracle8i OCP – Oracle9i PL/SQL Developer OCA • More Target information: http://www.oracle.com/education/oln/olnsupport/index.html? track_theme_help.html Target Market #4 Certification Students in Japan and Korea
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-11 Online Library Key Sales Messages Extend what you learned in class (or SSCD): • Reinforce comprehension of specific topics • Extend training experience • Focus on areas of greatest personal interest Reinforce key lessons • Reviewing concepts online can help students retain knowledge • Additional examples and further details reinforce learning Further your Certification preparation • Over 150 course modules cover certification content and practice questions on Oracle 7.3 to Oracle8i Upgrade, Oracle8i, Oracle9i, and Oracle Developer!
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-12 Online Library Key Sales Messages Broaden your knowledge • Over 400 course on key Oracle topics, including: – Database Administration – Application Development – Web Administration – Portal Development – Business Intelligence – Data Warehousing – Certification Preparation – SQL, PL/SQL, Java, XML – eBusiness Suite End User – eBusiness Suite Implementer • If inClass is more than you need, you can choose precisely the topics (or chapters even!) you need from the library
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-13 Online Library Key Sales Messages Learn at your convenience • OU Online Library is always available via the Internet Get specialized training • OU Online Library offers courses on Oracle topics not covered anywhere else All for a low annual price • US $280. That’s about US $20 a month
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-14 Online Library Objection Handling See the Sales Info Sheet for answers to the following: • I don't have time to train online (take more training) • I can't be bothered • I don't care about the topics offered • It’s too expensive • No instructor interaction (I can’t ask a question) • What can I show for it? • I don’t have good access to the Internet • What if the system goes down? • I can’t keep it forever • I don’t like to learn online • I travel a lot and need training I can review on a plane • The training is not guaranteed • How do I ensure my end users actually take the training?
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-15 Online Library Top FAQ • Account Set Up for Limited Time Membership: 1. Activation email sent automatically to student when classroom order is confirmed (no earlier than 7 days before class). 2. Student will receive email alert, separate from their confirmation letter, with instructions on activating their membership. 3. Account access (and brief tour) reviewed by instructor in classroom event 4. Login through OU Online Library http://www.oracle.com/education/oln • For full instructions on activating membership account, see “Activations” in the FAQ. • Support for problems activating accounts – Call or email support Do Nothing! Account set up is Automatic!
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-16 Online Library Top FAQ http://files.oraclecorp.com/content/AllPublic/Workspaces/OU_Online _Learning-Public/project_web_site/faq.html • Can I put my membership on hold? No – Extensions may be granted (use OLN Support) • Can I combine memberships? No – The customer receives a second, separate, limited-time membership, which runs concurrently with the first membership – We will not implement any “chaining” of existing memberships for limited-time memberships • Transcripts? Yes – View and print out transcripts showing courses completed – Accessed from the Profile tab • System requirements? Yes – 28.8Kpbs modem or better (56k modem highly recommended) – http://www.oracle.com/education/oln/olnsupport/index.html? ouoll_access_content.html
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-17 Online Library Sales Opportunities • Upsell Online Library (it enhances the inClass and CD content) • Upsell inClass • Renew Membership • Upsell inClass • Renew Membership • Upsell inClass • Upsell Annual Membership Limited-Time Members Current OUOL Members Seminar Attendees InClass and SSCD Students
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-18 Online Library Web/Marketing • Online Library on OU Customer Website – inClass course details say “Online Library Limited- Time Membership included” • Online Library site – View courses by Job Role, inClass Course, Product • Online Library integrated into corporate campaigns • Current global promotion: 15% Off ($238) if buy before Limited-Time Membership expires (thru November 2003) All Oracle Employees have access to the Online Library (Check it out!)
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-19 Online Library Support • All support for the Online Library should be routed through OLN/Online Library Support – Self service information – Live telephone support – Email form • http://www.oracle.com/education/oln/prof_sub/inde x.html?oln_help.html
  • Copyright © Oracle Corporation, 2003. All rights reserved.1-20 Online Library Resources • OU Online Library Home Page: http://www.oracle/com/education/oln • Content list: http://www.oracle.com/education/oln • Support:http://www.oracle.com/education/oln/prof_sub/index.htm l?oln_help.html • Login through OU Online Library http://www.oracle.com/education/oln • OU Online Library information on Global Exchange: Global Exchange > Oracle University Marketing Folder > Online Library – Sales Info Sheet – Current Global Promotions – Internal Contacts – Training Materials – Marketing Materials – Sales Tools: Live” FAQ Integration into Sales Assistant Follow up email copy Datasheet Customer presentation
  • Copyright © Oracle Corporation, 2001. All rights reserved. Questions & Answers Thank You!