Yes! Enterprise Software Can

Increase Product Sales

@billcush

Bill CushardHead of TrainingServiceRocket

Sarah E. Brown

(moderator)ServiceRocket

@SEBMarketing

Where in the World?

About ServiceRocketHelping 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,

Santiago Kuala Lumpur

Recent WebinarsTopic:

Date:Getting Started Building Training

March 31, 2015Keeping Content Up With Software Changes

April 21, 2015Data-Driven Approach to Training

May 19, 2015Org Structures/Roles of Great Training Functions July 14, 2015 Training to the Tech Adoption Lifecycle

August 11, 2015

*Recordings and Registration available: http://bit.ly/SR-Webinars

Agenda

The Buying Process Has ChangedWhy Training Can Help SellWho’s Doing It?How to Use Training in Sales Process

“Nothing happens until a sale is made.”

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 LearningResearch reportsWhite PapersBlogsWebinarsFriends / Colleagues

Why Not Training?

60% Time

Training to Increase Product Sales

1.Educate the Market2.Speed Up Pre-Sales Process3.On-going Training to Improve Renewals and

Upsells

1. Educate the Market“Inbound marketing training”“OpenStack training”“Big Data training”Google these phrases

Wasted OpportunitiesProject Management TrainingSales Training

Google these phrases - No software companies come up on first page.

2. Speed Up Sales ProcessOffer Paid Training to High Probability

Prospects……….. but ………..

Account Execs Have Coupon Codes

3. On-Going TrainingHelp Customers Use Product Better

Answer the question:“My customers would perform so much

better if only they used __________________.”

Case Study: For every $1 spent on training, customers

spent $12 on new product sales.

- Technology Services Industry Association (TSIA)

“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

Rocket RecapBuying process has changed. Help buyers make

decisions (60% time).

Educate the marketingSpeed up Pre-Sales ProcessOn-going Training

@billcush

Bill CushardHead of TrainingServiceRocket

Sarah E. Brown

(moderator)ServiceRocket

@SEBMarketing

The Next Webinar...Tuesday, October 6 10am PT

Performance-based Certifications: How to do Certifications Right

Special Guest: Frederick “Suizo” MendlerCo-Founder & CEO @ TrueAbility

Register: http://bit.ly/SR-Webinars

Thank youservicerocket.com@ServiceRocket