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From Seats To Solutions    Terry Vyas    BMC Educational ServicesCEdMA Spring Conference 2011
The BMC Challenge        SUMMER 2009       Economy was in a        free fall       Education revenues        were down y...
Market Data        INDUSTRY TRENDS                                  Most Important Factor For Realizing Value       Custo...
Our Approach        SOLUTION ADOPTION           FRAMEWORK       Rebuilt the entire        education framework        and ...
The Business Transformation         ORGANIZATIONAL            IMPACT       Every organization        within Educational  ...
Sales Team Alignment          SALES TEAM       Split sales team in        two parts:           Transactional           ...
Sales Team Enablement        ENABLEMENT FOCUS       Focused on sales and        interview skills       Went to quarterly...
New Offerings    AWARENESS & ALIGNMENT       Prepackaged        communication plans        and collateral       Aligned ...
New Offerings        PROJECT TEAM    & END USER ENABLEMENT       Focus on alignment        of customer’s        processes...
New Offerings         MEASUREMENT         & VALIDATION       New offerings areas       Validating skills and        adop...
New Delivery Capabilities            EDUCATION        ADVISORY SERVICES        “Consulting” Offerings        Hired consu...
Marketing          MARKETING       Shifted focus from        individual classes to        holistic learning        progra...
Current Waypoint                                 YOY RESULTS                                Signings   28%                ...
Question & Answer                               14CEdMA Spring Conference 2011
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Enterprise Adoption Framework Case Study

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Case study on the results of launching a holistic adoption framework to help increase software adoption for large enterprise customers.

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Enterprise Adoption Framework Case Study

  1. 1. From Seats To Solutions Terry Vyas BMC Educational ServicesCEdMA Spring Conference 2011
  2. 2. The BMC Challenge SUMMER 2009  Economy was in a free fall  Education revenues were down year over year  Market buying patterns had changed  Customer discretionary spending hit rock bottom What do we need to do get Education back on the tracks? -- Warm Regards Your New Impatient Boss 2CEdMA Spring Conference 2011
  3. 3. Market Data INDUSTRY TRENDS Most Important Factor For Realizing Value  Customers still saw value in education and more importantly in adoption  The value placed in adoption is significant  Sales were starting to see this as well with failed adoption projects and shelf- ware © 2010 Achieving Enterprise Software Success (TSIA) 3CEdMA Spring Conference 2011
  4. 4. Our Approach SOLUTION ADOPTION FRAMEWORK  Rebuilt the entire education framework and go to market strategy  Fully Holistic story on adoption 100% 4CEdMA Spring Conference 2011
  5. 5. The Business Transformation ORGANIZATIONAL IMPACT  Every organization within Educational Services would be Delivery impacted  Some organizations Marketing would have to be Offerings destroyed and rebuilt from scratch  Had to keep growing Sales while we rebuilt  Realized this would take us 12-18 months to accomplish 5CEdMA Spring Conference 2011
  6. 6. Sales Team Alignment SALES TEAM  Split sales team in two parts:  Transactional  Programmatic  Created clarity in roles  Compensation linked PROGRAMMATIC TRANSACTIONAL to what individuals brought in vs. passive  Large deals (SOW or  Built internal Inside sales selling Credits) team  Highly leveraged  Call campaigns to target compensation plans product download lists, customer support cases,  Recruited sales individuals previous students not service desk  Hired search engine  Required a new team – 70% optimization vendor turnover in one year 6CEdMA Spring Conference 2011
  7. 7. Sales Team Enablement ENABLEMENT FOCUS  Focused on sales and interview skills  Went to quarterly sales training cadence  Built sales tools to Needs Assessment Sales Playbook support Solution Adoption Strategy Customer Value Cards 7CEdMA Spring Conference 2011
  8. 8. New Offerings AWARENESS & ALIGNMENT  Prepackaged communication plans and collateral  Aligned per solution area E-Mails Posters Presentations  Branded Per Customer  Fixed Priced 8CEdMA Spring Conference 2011
  9. 9. New Offerings PROJECT TEAM & END USER ENABLEMENT  Focus on alignment of customer’s processes to technology training  Offering custom e- learning and staff Custom E-Learning Process Alignment Education augmentation services Posters Branded Job Aid 9CEdMA Spring Conference 2011
  10. 10. New Offerings MEASUREMENT & VALIDATION  New offerings areas  Validating skills and adoption  Education HealthChecks for additional education opportunities Skills Assessment Adoption Assessment Customer and User Satisfaction 10CEdMA Spring Conference 2011
  11. 11. New Delivery Capabilities EDUCATION ADVISORY SERVICES  “Consulting” Offerings  Hired consultants not instructors  Focus on capturing high ground with customer  Thought leadership Communications Governance Adoption Planning Framework Custom Learning Path Development Training Rollout Planning 11CEdMA Spring Conference 2011
  12. 12. Marketing MARKETING  Shifted focus from individual classes to holistic learning programs  Executed thought leadership strategy – Whitepapers, Web Marketing Banners & Pages Thought Leadership Articles Podcasts, etc.  Built high quality sales aids Sales Aids Podcasts 12CEdMA Spring Conference 2011
  13. 13. Current Waypoint YOY RESULTS Signings 28% Revenue 27% Margin $ 64% Non-ILT $ 75% 13CEdMA Spring Conference 2011
  14. 14. Question & Answer 14CEdMA Spring Conference 2011

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