© 2014 ServiceRocket Inc.
to Grow Your Enterprise Software
Business with Training5 WAYS
© 2014 ServiceRocket Inc.
Where in the World?
© 2014 ServiceRocket Inc.
Bill Cushard
About the Speaker
Training Lead @Servicerocket
15 years experience building trainin...
© 2014 ServiceRocket Inc.
About
ServiceRocket
© 2014 ServiceRocket Inc.
Help fast growing software companies scale
140+
across 5 offices:
Palo Alto, Sydney, Kuala Lumpu...
Our Customers
© 2014 ServiceRocket Inc.
© 2014 ServiceRocket Inc.
Reduce churn
Increase renewals
1
2 Yield more revenue
5
Increase Customer
Success3
4
Increase Adoption
© 2014 ServiceRocke...
© 2014 ServiceRocket Inc.
What is the No. 1 Priority In Your Business?
Poll:
© 2014 ServiceRocket Inc.
The Question
Training is critical for product adoption and
engagement which lead to revenue grow...
© 2014 ServiceRocket Inc.
5
6
7
8
4
Strategic alignment
Content development
Delivery
Diagnostics
Reporting and analysis
Te...
© 2014 ServiceRocket Inc.
CustomerSuccess
Training Maturity
Reacting Performing Scaling Optimizing
Where are you in the Ma...
© 2014 ServiceRocket Inc.
What is the Opportunity/Why do it?
© 2014 ServiceRocket Inc.
Turn training from cost center
to profit center
THE OPPORTUNITY
© 2014 ServiceRocket Inc.
The Five Ways
Educate
the Market
Generate Leads
and Move People
Along the Sales
Cycle
Speed Up
C...
© 2014 ServiceRocket Inc.
Purpose: To educate the marketplace about the underlying technology of your product or about
how...
© 2014 ServiceRocket Inc.
Purpose: Reduce the time it takes to close deals.
Speed Up Sales Cycle
Educate prospects during ...
© 2014 ServiceRocket Inc.
Purpose: Shorten the time it takes your customers to get up-to-speed on your
products.
Speed Up ...
© 2014 ServiceRocket Inc.
Purpose: Provide the support needed for customers to maintain skill using your
product.
Increase...
© 2014 ServiceRocket Inc.
Purpose: Run a profitable training business that not only supports itself, but contributes profi...
© 2014 ServiceRocket Inc.
The Five Ways
Educate
the Market
Generate Leads
and Move People
Along the Sales
Cycle
Speed Up
C...
© 2014 ServiceRocket Inc.
How ServiceRocket Can Help
TrainingRocket
– White-label training platform for running your train...
© 2014 ServiceRocket Inc.
servicerocket.com
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5 Ways to Grow Your Enterprise Software Business with Training - WEBINAR

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We conducted a collaborative “Choose Your Own Adventure Webinar” to explore challenges, ideas, and best practices for implementing Git with Atlassian Stash through our expert panel. These are the presentation slides used in the webinar.

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

  1. 1. © 2014 ServiceRocket Inc. to Grow Your Enterprise Software Business with Training5 WAYS
  2. 2. © 2014 ServiceRocket Inc. Where in the World?
  3. 3. © 2014 ServiceRocket Inc. Bill Cushard About the Speaker Training 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
  4. 4. © 2014 ServiceRocket Inc. About ServiceRocket
  5. 5. © 2014 ServiceRocket Inc. Help fast growing software companies scale 140+ across 5 offices: Palo Alto, Sydney, Kuala Lumpur, Santiago, London employees Founded in 2001 Training, Support, Implementation, Tools Training company at our core in Sydney, Australia.
  6. 6. Our Customers © 2014 ServiceRocket Inc.
  7. 7. © 2014 ServiceRocket Inc.
  8. 8. Reduce churn Increase renewals 1 2 Yield more revenue 5 Increase Customer Success3 4 Increase Adoption © 2014 ServiceRocket Inc.
  9. 9. © 2014 ServiceRocket Inc. What is the No. 1 Priority In Your Business? Poll:
  10. 10. © 2014 ServiceRocket Inc. The Question Training is critical for product adoption and engagement which lead to revenue growth, so why do most organizations consider training as a cost center?
  11. 11. © 2014 ServiceRocket Inc. 5 6 7 8 4 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 Hard You must be great at these eight key process capabilities of great training organizations
  12. 12. © 2014 ServiceRocket Inc. CustomerSuccess Training Maturity Reacting Performing Scaling Optimizing Where are you in the Maturity Model?
  13. 13. © 2014 ServiceRocket Inc. What is the Opportunity/Why do it?
  14. 14. © 2014 ServiceRocket Inc. Turn training from cost center to profit center THE OPPORTUNITY
  15. 15. © 2014 ServiceRocket Inc. The Five Ways Educate the Market Generate Leads and Move People Along the Sales Cycle Speed Up Customer On-Boarding Increase and Maintain Adoption Selling Training
  16. 16. © 2014 ServiceRocket Inc. 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
  17. 17. © 2014 ServiceRocket Inc. 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
  18. 18. © 2014 ServiceRocket Inc. 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.
  19. 19. © 2014 ServiceRocket Inc. 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
  20. 20. © 2014 ServiceRocket Inc. Purpose: Run a profitable training business that not only supports itself, but contributes profits and positive cash flow to the consolidated financial statements. Free software Make money on services, support, and training Example Sell Training
  21. 21. © 2014 ServiceRocket Inc. The Five Ways Educate the Market Generate Leads and Move People Along the Sales Cycle Speed Up Customer On-Boarding Increase and Maintain Adoption Selling Training
  22. 22. © 2014 ServiceRocket Inc. How ServiceRocket Can Help TrainingRocket – White-label training platform for running your training business Training Business Strategy Curriculum Design and Development Training Delivery and Coordination
  23. 23. © 2014 ServiceRocket Inc. servicerocket.com
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