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Blackboard Collaborate - SaaS Sales to CxO, Role Play (Jan 2012)


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This presentation was prepared and delivered by Massimo Gentili, Director of Market Development @ Blackboard Collaborate, Jan 2012. The goal of this ROLE-PLAY was to train Channel Partner's Sales Teams from all over the international markets to prepare for high level meetings and sales pitch of Blackboard Collaborate SaaS solutions in their own market/country of reference.

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Blackboard Collaborate - SaaS Sales to CxO, Role Play (Jan 2012)

  1. 1. Massimo Gentili Director of Market 1
  2. 2. Role-Play Setup Presenting to Senior Mgmt (Vice-chancellor, Head of IT Services, some key influencers) of a European University with 50K FTE in 3 campuses. They rely on public funding, currently being dramatically reduced. Currently not using collaboration & communication technology. Through my homework done prior to mtg I’ve found out that: - They want to become more competitive within HE space, - They need increase student retention/outcome, - They must increase $$$ revenue to compensate for budget cuts. My GOAL Today: 1) positioning my company’s value proposition, 2) establishing some credibility, 3) a bit of “evangelical and visionary” approach, 4) generating interest and demand, 5) Giving the feeling that I can be their Trusted Adviser. Wrap up an Action Plan. 2
  3. 3. Our Mission To Build a Better Education Experience 3
  4. 4. Our PlatformWeb Based Real Time Multi-Modal Campus Education MobileTeaching & Classrooms & Alerts & Commerce & Analytics & Access & Learning Collaboration Notifications Security Reporting Connectivity Strategic Consulting Student Services & Supp. Managed Hosting 4
  5. 5. Blackboard Collaborate • Enables teachers to hold real time courses online including chat, whiteboard, audi o and video • Add-on modules include: • Instant Messaging for Education • Voice Module • Over 950 clients and 6 million users. 5
  6. 6. Collaboration is not about the Technologywhere does learningand collaborationhappen? 6
  7. 7. Collaboration is all about People where does learning and collaboration happen? 7
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  11. 11. Data Points Percentage of European universities financial structures that are reliant on public funding, and where cuts in government 75% spending due the economic crisis can have a big impact.Source: EUROPE: EUA warns over impact of economic crisis,by Brendan O’Malley, 16 January 2011URL: 11
  12. 12. The Strategic Benefits ofCollaboration for all Stakeholders Increase Reach & RevenueAttract students Improve Outcomes & retention Reduce Costs 12
  13. 13. The Blackboard Collaborate™Platform web conferencing enterprise instant voice authoring messagingVirtual Impromptu Personalizedclasses, webinars, profess meetings, one-to-one coaching, Facilitateional collaboration, student language study, voicedevelopment, blended help and services feedbacklearning LMS, CMS and Custom Integrations 13
  14. 14. Online/Blended Sessions: BbCollaborate WebconferencingPolycom / Tandberg 14
  15. 15. Sync Group Work & Support Services:Ent. Inst. Msg (EIM) 15
  16. 16. Wide Spectrum of CollaborationMore collaboration choices for everyone 16
  17. 17. 8 of the top 16 universities in the world 5 of the top 10 UK universities7 of the top 10 Australian universities10 of the top 18 public US universities 5 of the top 6 educational publishers JB 17
  18. 18. Murdoch University, AustraliaMurdoch University’s Goals Enable veterinarians in remote areas of Australia to attend monthly professional development sessions without having to leave their workplaces and travel to Perth each month Find better alternative to inconvenient and expensive hardware based video conferencing units Foster communication among 3 campuses: Perth, Dubai, & Singapore.Results with Blackboard Collaborate Vets receive practical, relevant continuing education on a regular basis in the convenience and comfort of their clinics or homes Built international vet community (Switzerland, Malaysia, Hong Kong, etc.) Increased attendance of professional development sessions Busy vets save time and money not traveling 18
  19. 19. University of Oviedo, SpainClient’s Goals:• Enhance the Moodle-based Blended and Online Programs withcollaborative technology.• Provide engaging and interactive online courses across all faculties.• Become more competitive in the Spanish HE market and sell courses toLatin American students through Online-based Programs.Highlights of the Solution:• From demand-creation to budget allocation: coordinated a strategic plan atVice-Chancellor-level, and created a campus wide consensus (Academics).• Success factors : produced a comprehensive simulation within the client’slive environment to show feasibility and ease-of-use.• Positioned a comprehensive solution of Blackboard Collaborate• Provided seamless integration with their Moodle environment 19
  20. 20. James Estrin/The New York Times 20
  21. 21. Implementation –Software as a Service (SaaS) • Partnership with clients to ensure success • Identify institutional goals for Collaboration – Student engagement – Critical business initiatives – Cost savings • Define clear success metrics • Support and Drive adoption – Identify multiple initiatives • Easy to use • Easy to implement – Up and running quickly – No infrastructure to setup – End user support included 21
  22. 22. Blackboard Collaborate SAS Deployment Ensuring the Successful Delivery of your Bb Environment 24x7• State-of-the-art Datacenter• Highly secure – biometric authentication, video surveillance, 24/7 security guards• Highly redundant systems protect against power outages, fire, internet outages• Direct connection to multiple internet backbones• Scheduled onsite & offsite backups w/Disaster Recovery plan• Full encryption of all network traffic 22
  23. 23. Blackboard CollaborateProfessional Services 1Our goal is to help you maximize your investment byproviding solutions that incorporate: – Mentorship – Education – Knowledge management• Services Offerings Include: – Professional Services • Implementation Services • Learning Services • Technical /Media/Custom Services – Hosting Services – Customer Support Services 23
  24. 24. Blackboard Collaborate 11 Building a Better Education Experience AdministrativeInformal 1:1 Classroom and team meetings Student Faculty Professional Lectures and Services Development 1-to-many events 24
  25. 25. Q&A Massimo Gentili Director of Market Development 25