Recorded Webinar: Customer Education Strategies For Company Growth
[Watch Recording] http://learndot.servicerocket.com/customer-education-strategies-that-increase-company-growth At a time when enterprise software demand is slowing, customer education could be a way to increase sales. In the last few months, I have been hearing quite consistently from early stage enterprise software companies that their number one company priority is to increase one of three metrics: sales pipeline, average sales price (ASP) per deal, or average recurring revenue (ARR). This is not surprising considering the softening enterprise software marketing. Demand is slowing, valuations are falling, and funding events are few are far between. Now, more than ever, customer education professionals need to come up with and execute strategies that improve the overall growth of the business. Fortunately, there are many ways in which enterprise software companies use customer education as a means for increasing company growth. In this webinar, you will learn: Key business growth metrics you can target with customer education. How to price and package your training to generate demand for your training. How to use pricing strategies and price discrimination to sell more course to customers who wouldn't normally buy courses. The goal of this webinar is to have you leave with fresh ideas and examples to help you offer customer training in a way that helps growth your overall business.
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Recorded Webinar: Customer Education Strategies For Company Growth
- 4. 4 © ServiceRocket ABOUT SERVICEROCKET Implementations SupportTraining ServiceRocket is a trusted partner that fulfills the whole product imperative by helping enterprise customers realize the value of their software investments.
- 5. 5 © ServiceRocket Learndot Education Platform • Learndot learning platform provides scalable education delivery • Multiple education modalities to address various customer delivery models • Lead generation capabilities targeted at interested learners • Advanced analytics and reporting capabilities • Customer branding, beautiful UX 5© ServiceRocket 2016
- 6. Software Companies Using Learndot 6© ServiceRocket 2015
- 7. 7 © ServiceRocket AGENDA • Key Metrics to Target with Customer Education • Package Training to Include with Software Deals • Pricing Strategies • Questions
- 9. 9 © ServiceRocket KEY METRICS TO TARGET • Educate the market • Public courses • Metric: Number of leads Pre-Sales • Speed up on-boarding • Increase product usage • Increase customer outcomes Customer Performance • Run Training as a P&L / Cost recovery model • Product upsell – User tiers or other products • Increase renewal rates Revenue
- 10. 10 © ServiceRocket PRE-SALES: LEAD GENERATION
- 11. 11 © ServiceRocket ONBOARDING / ONGOING USE • Speed up onboarding • Reduce time spent by Services to conduct training • Increase product usage • Increase customer outcomes
- 12. 12 © ServiceRocket INCREASE TRAINING REVENUE • Run training business with a P&L • Cost recovery model • Upsell into higher user tiers • Upsell into other products (Land and Expand) • Increase renewal rates
- 13. PACKAGE / BUNDLE
- 14. 14 © ServiceRocket PACKAGE TRAINING – ONE TO MANY By Delivery Method • eLearning • Virtual instructor-led • Instructor-led • Blended • Public • Private • Custom
- 15. 15 © ServiceRocket EXAMPLE: YOUR PRODUCT ADMIN 101 • Admin 101 – Self-paced eLearning • Admin 101 – vILT (public) • Admin 101 – vILT (private) • Admin 101 – vILT (custom) • Admin 101 – ILT (public) • Admin 101 – ILT (private) • Admin 101 – ILT (custom)
- 16. 16 © ServiceRocket BUNDLE MULTIPLE COURSES By Customer Size • 2 course bundle, 5 course bundle, 10 course bundle By Customer Role: • Admin course bundle • End user course bundle By Product • Bundles for multiple products • Bundles for single product/different modules/functions
- 19. 19 © ServiceRocket PRICING STRATEGIES • Apply the value continuum • Bundle multiple courses • Paid training, use Coupon Codes • Early Bird Pricing • Training Credits • Subscriptions
- 20. 20 © ServiceRocket ROCKET REVIEW • Target business goals that matter • Package training like products • Pricing strategies that generate demand
- 21. 21 © ServiceRocket UP NEXT Demonstrate the Value of Customer Education Using Salesforce Tuesday, October 25 @ 10am PT Special Guest: Jesse Miller Product Manager, Learndot Platform bit.ly/SRWebinars
Editor's Notes
- Use this title slide used when talking to ENTERPRISE PERSONA
- There are several things that set us apart from the hundreds of other LMS products on the market, the first being our focus. We have chosen to focus on technology companies because they have unique needs – they tend to be highly iterative in their product offerings, they like to have more controls of their web experience, they put more focus on concepts like search engine optimization, on a new breed of business applications. Addressing their unique requirements is something we have prioritized. We are an open platform. We have a published API that provides programmatic access to the platform. We’ve also built, in concert with our partners, applications that interface with the platform to provide extensibility and best of breed services to extend the capabilities of the platform. We have developed advanced analytics and reporting capabilities. From a branding standpoint, we’ve taken great strides to ensure that the platform does not constrain your ability to create a consistent experience with the rest of your customer facing web properties. We provide significant design flexibility while preserving the experience across multiple device types including mobile devices and tablets. And our greatest differentiator, our people, that are committed to customer success and the development of long standing partnerships with our customers.
- This model has been recognized by the most innovative companies in the industry – companies that share our vision of how applications should be architected and how learning should be delivered. These customers represent the new breed of enterprise business applications and we are extremely proud to be partnered with every one of them (on this partial list)