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Page 1 | © 2011 ON24, Inc. All rights reserved. | ON24, Inc. Confidential
Building an Effective Virtual Sales Enablement Solution
Mark Bornstein
Page 2 | © 2011 ON24, Inc. All rights reserved. | ON24, Inc. Confidential
According to recent research from the IDC Sales
Advisory Service, salespeople spend 7 hours or more a
week looking for information to help them prepare for
sales calls (usually without success!). 50% of the
information needed by the sales organization is pushed
through email and only 10% of the information is made
available in a useful format.
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Sales reps are spending too much time searching for
information about prospects and customers rather than
engaging in true call prep activities. IDC calculates that
saving a single enterprise rep 60 minutes of prep time
per week can result in additional revenue generation of
$300,000 or more per rep!!
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Q: Thinking of your initial meeting, what percent of reps were:
Source: IDC Customer Experience Panel, January, 2009
Rep Preparation & Efficiency
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Sales Enablement Challenges:
Globally Dispersed Workforce
Increased CostsReduced Efficiency
Live training not scalable
Travel-to-train not effective Workflow Disruption
Localization Requirements
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Access to Expertise in Real-Time
• Timely / just-in-time access to the right knowledge• Knowledge From the Top Subject Matter Experts
– Sales Management & Top Sales Execs– Sales Engineers– Product Management and Engineering– Marketing
• In a format they can use– Searchable Video– PowerPoint's– Transcript Files– Mobile Video (.mp4s)
• At their finger tips– PC / Smart phones / Tablet Accessible
• The ability to share what they know– Email, Social Media, Communities
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Sales & Partner Recourse CentersHybrid Sales Events
Training & CertificationExecutive Town Halls
Sales Enablement 4 Key Applications
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1: Sales Enablement/Training Events
Definition:• Annual Sales Kickoffs• Mid Year & Quarterly
Sales Events• Training Roadshows
• Regional• International
• Partner / Channel Events• Customer Conferences
Challenges:• Costly to bring everyone
to single location• Event “experience” needs
to be delivered remotely• “Localize” events for
different GEOs• Extend the life of Content
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Virtual Sales Enablement Events
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Virtual Auditoriums
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Networking Lounges
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Virtual Classrooms – Job or Department Specific
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Virtual Classrooms – Geography Specific
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Sodexo –The “Living” SKO
• Sodexo needed a better way to train more than 4,000 sales reps around the world, while keeping them in the field.
• Sodexo’s solution was an in-person SKO combined a virtual “Living” SKO.
• More than 4,500 Sodexo reps across the world received training virtually.
• New employees can access on demand training sessions.
• $1.4 million in savings compared to previous training alternatives.
Virtual President’s
Club
Virtual President’s
Club
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2. Executive / Sales Leader Town Hall
• End of Quarter / FY Earnings Reviews• Strategic Direction Announcements
• Acquisitions• Restructuring• New Hires
• Sales Team Meetings• Forecast/Pipeline Reviews• Employee Recognition• Win/Loss Reports• Competition Discussions• Compensation / Benefits Package General Reviews
• Sales Ops Procedure changes/updates• New Product Announcements• Tribal Knowledge & Sharing of Best Practices
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Virtual Sales Meeting/Town Hall
• Replaces the boring phone or web conferencing tools and engages the sales team
• Using a simple webcam, VP of Sales can communication to the entire team in a interactive, scalable and cost-effective way
• Sales can access from any device including mobile and tablets• Real-time interaction and feedback • All content available for on demand viewing
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“All Hands” Town Hall Meetings
Meet the CEO
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3. Persistent Training Environments
Definition:• Sales Training Centers• Partner Training Centers• Regional Training
Centers• Customer Learning
Centers
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Virtual Sales Resource Center
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Partner Enablement & TrainingAutodesk – Virtual Partner Training Center
Audience• IT Directors, IT Managers, Sales engineers at Autodesk partners
Highlights
• Replaced a series of 20 separate online learning classes
• Over 3,000 training webcasts viewed
• Average trainee visit length: over four hours (251 minutes)
• Seamlessly integrated with Autodesk’s existing LMS system
Goal: Provide thousands of channel partners with up-to-date product information and training that equips them for greater success.
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4. Virtual Classrooms
• Product Training• Sales Methodology Training• Demonstrations• Competitive Overviews• Weekly Updates• Classrooms & Testing• Professional Certification
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Sales, Partner and SE Training
Customers
ILT
• Sales, Partner & SE Certification Programs• Partner Certification• Employee Continuing Education
Sales & SEs
Partners
VILT
Access from any device
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On-Demand Training & Certification
• Sales Leader mandated product training• Completion required to sell new product & to attend 2012 SKO• Utilizes CE Module
• Mandatory polling questions & test at webcast completion• 100% attendance & passing achieved• Sales Methodology Training
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Virtual Classrooms
Training MaterialsInteractive Tools
Multi-MediaCustomized Console
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Virtual Sales Enablement:
• Protect Business Continuity
• Leverage Institutional Knowledge
• Engage Social Learning• Real-Time Coaching• Teach + Demonstrate• On-demand but still
interactive• Integrate with LMS• Increase training ROI
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Virtual Sales Enablement ON24 Case Study
Mike Nelson
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Challenges for Sales Leadership:
• 1. Reps are working in isolation and lack opportunities to collaborate.
• 2. Reps cannot or will not take initiative to properly retain data points and messaging.
• 3. Reps find training sessions on new products overwhelming and overly complex.
• 4. Reps are being asked to sell in an increasingly complex business environment.
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ON24 Sales Resource Center: Persistent Learning
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Providing Instant Access to Product Training
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Sharing Tribal Knowledge
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Virtual Sales Kickoff / Living SKOON24 SKO Resource Center
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New Hire On-Boarding
• New heavy hitter selling methodology introduced at 2011 SKO• Training recorded for on demand consumption post event• Excellent on boarding course for new reps
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ON24 Sales Enablement Program Keys:
• “Anytime, anywhere” availability of sales tools and resources
• Live and on-demand product training sessions
• Sharing “tribal knowledge” to increase productivity
• Hybrid SKO to extend life of event and content for future on-boarding
• Providing training while protecting business continuity
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Q&A
Mark BornsteinMike Nelson