using cobit to grow your training business
TRANSCRIPT
Copyright © 2014 ITpreneurs. All rights reserved.
Growing Your Training Business With COBIT
Copyright © 2014 ITpreneurs. All rights reserved.
Welcome to
ITpreneurs
Copyright © 2014 ITpreneurs. All rights reserved.
Low Barrier & High Impact: How ITpreneurs can help increase revenues and save costs
Stay on the Cutting-Edge
Access a Comprehensive Library
Enjoy Convenience
Save content Costs by up to 80%
● No Content Development Costs
● No Content Maintenance Costs
● Lower costs with increased usage
● 1000+ Titles
● Across most IT Domains
● 12 Languages
● Anytime, Anywhere ordering
● Marketing Support
● Exam Services
● Accreditation
● Trainer Services
● First to Market
● Consistent Quality
● Various Delivery Formats
● Always Up-to-Date
● Partner Enablement
Copyright © 2014 ITpreneurs. All rights reserved.
Working with us is easy
Partner
A Full Service
Partner
B Use Your own trainer
Partner
C Only use our Courseware
Courseware Exams Services Trainers
Courseware Exams Services
Courseware Exams
Copyright © 2014 ITpreneurs. All rights reserved.
Using COBIT to Grow Your Training Business
Copyright © 2014 ITpreneurs. All rights reserved.
Moderator:
Corjan Bast
Products & Solutions Marketing, ITpreneurs
Presenter:
Gary Hardy
COBIT and IT Governance Expert and Product Architect
Today’s Speakers
Copyright © 2014 ITpreneurs. All rights reserved.*
Agenda
About COBIT - An IT Governance Framework
Business Needs - Position IT Strategically
Go-To-Market Strategy - Move up the Value
Chain
Get Started - Sell the Enterprise Benefits
Questions & Answers
Copyright © 2014 ITpreneurs. All rights reserved.
COBIT –
An IT Governance
Framework
Copyright © 2014 ITpreneurs. All rights reserved.
“Mother of all best practices” - “GPS of good practices”
Strategic: Drives Value and Reduces Risk
From Enterprise IT
Copyright © 2014 ITpreneurs. All rights reserved.
Business driven – connects IT to the enterprise
Strategic: Drives Value and Reduces Risk
From Enterprise IT
Copyright © 2014 ITpreneurs. All rights reserved.
• High level practice guidance
• COBIT drives WHAT needs to be done
• Other practices guide experts in HOW to do it
Strategic: Drives Value and Reduces Risk
From Enterprise IT
Copyright © 2014 ITpreneurs. All rights reserved.
Strategic: Drives Value and Reduces Risk
From Enterprise IT
• Management assessment tools and continual
improvement method
• Drives the need for mature process and specialized
skills development
Copyright © 2014 ITpreneurs. All rights reserved.
• Applicable to all enterprises
• Becoming a national mandate – liked by
governments and regulators
• Can be initiated from top management, CIOs,
Auditors, Consultants
• Not limited to technical specialists
• Not just to get personal skills
COBIT: IT Governance Framework
Copyright © 2014 ITpreneurs. All rights reserved.
Business Needs
Position IT (Training)
Strategically
Copyright © 2014 ITpreneurs. All rights reserved.
COBIT: Focuses on Business Drivers and
Risks
Copyright © 2014 ITpreneurs. All rights reserved.
COBIT: Identifies Management Concerns
Failed IT
investments
System
outages
Rising costsSlow speed
of change
Etc...
Copyright © 2014 ITpreneurs. All rights reserved.
COBIT: Identifies Root Causes
Copyright © 2014 ITpreneurs. All rights reserved.
COBIT: Communicates in Non-Technical
Language to Decision Makers
Copyright © 2014 ITpreneurs. All rights reserved.
• Generates the business case
• Demonstrates the value of up-skilling
• Aligns good practices to business drivers
COBIT: Creates Buy-In to Transforming and
Improving IT Capabilities
Copyright © 2014 ITpreneurs. All rights reserved.
Go-To-Market
Strategies
Copyright © 2014 ITpreneurs. All rights reserved.
Move Up The Value Chain with COBIT (1/3)
Build
relationships at
the right level
Discuss at Board
and EXCO, Risk
and Audit
Committees
Copyright © 2014 ITpreneurs. All rights reserved.
• Focus on the enterprise - not just
potential students to fill seats
• Deal with management not just the
HR / Training Dept.
• Students can be top management,
business execs and professionals(I have trained COOs. CIOs, Heads of Audit etc in
Foundation classes)
Move Up The Value Chain with COBIT (2/3)
Copyright © 2014 ITpreneurs. All rights reserved.
• In house classes capture
enterprise context
(I have run 5-10 classes in single
clients)
• Will lead to other classes –
ITIL, TOGAF, Cloud,
Security, etc
• Top management see the
value (often for the first time) –
creates trust in trainers
Move Up The Value Chain with COBIT (3/3)
Copyright © 2014 ITpreneurs. All rights reserved.
Get Started
Copyright © 2014 ITpreneurs. All rights reserved.
Sales Golden Rules:
No pain - no interest – identify IT pains and issues
Irresistible proposition – create a need to adopt
better practices
Close the sale – Interact with the buyer (CIO /
Management) not just the students / HR
Sell The Enterprise Benefits
Copyright © 2014 ITpreneurs. All rights reserved.
COBIT Training:
• More than just a personal development and “certificate”
• Enables strategic change and creates value
• Training exercises show the investment benefits and the cost of no action
• Highlights where more specialised training is needed
Sell The Enterprise Benefits
Copyright © 2014 ITpreneurs. All rights reserved.
TIP: Don’t overplay Risk and Compliance
these are grudge topics!
Copyright © 2014 ITpreneurs. All rights reserved.
COBIT Training:
• Integrate training with a broader consulting engagement
• Provide executive workshops and coaching
• Initiate further training based on understanding the business needs
Sell The Enterprise Benefits
Copyright © 2014 ITpreneurs. All rights reserved.
Use COBIT.. Become a Winner
Copyright © 2014 ITpreneurs. All rights reserved.
How to Start?
Copyright © 2014 ITpreneurs. All rights reserved.
How You Can Get Started 1/2
Classroom Courseware
eLearning Courseware
Instructors
Subject Matter Experts
Exams
We’ll help you book and
deliver all exams - online or
paper based.
Copyright © 2014 ITpreneurs. All rights reserved.
How You Can Get Started - 2/2
Visit the ITpreneurs.com Website
Review the Product of Interest
Get in touch either through the Contact
Form, send us an email, or call!
Copyright © 2014 ITpreneurs. All rights reserved.
P: +31 107.110.260
Contact Us
Corjan Bast
Products & Solutions Marketing
ITpreneurs | Rotterdam | The Netherlands
Copyright © 2014 ITpreneurs. All rights reserved.
Q&A