how training helps people buy your enterprise software
TRANSCRIPT
How Training Helps People Buy Your
Enterprise Software
@billcush
Bill CushardHead of Training
ServiceRocket
Sarah E. Brown
(moderator)ServiceRocket
Steli EftiCEO
Close.io
@steli
@SEBMarketing
Where in the World?
About ServiceRocket
Helping people get the most out of their software
TRAINING TrainingSUPPORT UTILIZATION- Founded in Sydney, Australia 2001
- Palo Alto, CA HQ since 2010
- 180 employees across 4 global offices:
- Palo Alto, Sydney, Kuala Lumpur, Santiago
#TrainingIs Customer Success SeriesTopic:
Date:Getting Started Building Training
March 31, 2015Keeping Content Up With Software Changes April 21, 2015Data-Driven Approach to Training
May 19, 2015Training in Pre-Sales to Help Sell Product June 16, 2015Org Structures/Roles of Great Training Functions July 14, 2015
*Recordings and Registration available: http://bit.ly/SR-Webinars
Agenda
● The Buying Process Has Changed
● Why Training Can Help Sell
● Who’s Doing It?
● How to Use Training in Sales Process
“Nothing Happens until a sale is made.”
o Tom Watson Sr. IBM Founder
“Nothing happens until someone buys something.”
-Jack Collis, Author of When Your Customer Wins, You Can’t Lose
“Nothing happens until someone learns something.”
-Rob Castaneda, Founder/CEO ServiceRocket
57% of the sales process is done before a buyer speaks to sales.
Corporate Executive Board
Poll
Buyers Are Learning● Research reports● White Papers● Blogs, Webinars● Friends / Colleagues….. What else are they doing?
Rocket Recap● The buying process has changed.
● Companies must figure out how to help
buyers make decisions (in the 60% time).
● Many ways to use training during the 60%
time to help buyers make decisions.
@billcush
Bill CushardHead of Training
ServiceRocket
Sarah E. Brown
(moderator)ServiceRocket
Steli EftiCEO
Close.io
@steli
@SEBMarketing
Questions!
The Next Webinar...
Tuesday, July 14 10am PTOrganization Structures and Roles
of Great Software Training FunctionsSpecial Guest: Danielle Tomlinson
Sr. Director, Global Education @ Hortonworks
Register: http://bit.ly/SR-Webinars
Thank youservicerocket.com@ServiceRocket
Appendix
“I have 9 customers that would be million dollar accounts if only I had
training to give them.”
- VP of Customer Success of SaaS company
Case Study: For every $1 spent on training, customers
spent $12 on new product sales.
- Technology Services Industry Association (TSIA)
How to Use Training in Pre-Sales
● Educate the market● Help people make decision● Generate leads● Be known for something
Who’s Doing It?
● “Inbound marketing training”● “OpenStack training”● “Big Data training”
Google these phrases
Wasted Opportunities
● Project Management Training● Sales Training
Google these phrases - No software companies come up on first page.
Methods
● Demo videos / eLearning● Live, Virtual office hours● Live, virtual demos● Intro training● Live events
Thank youservicerocket.com@ServiceRocket