Sales Kit: Pearson Learning Centers

March 1, 2016

Selling Learning Centers SALES KIT FOR PEARSON BUSINESS DEVELOPMENT TEAM

Table of Contents Background .................................................................................................................................................... 1 Value of Learning Centers ............................................................................................................................ 2

Target Audience ........................................................................................................................................ 2 USE Case #1 ................................................................................................................................................ 2 USE Case #2 ............................................................................................................................................... 3 USE Case #3 ................................................................................................................................................ 3 USE Case #4 .............................................................................................................................................. 4 USE Case #5............................................................................................................................................... 4

Qualifying Questions .................................................................................................................................... 5 Common Concerns, Objections and Resolution ........................................................................................ 5 Competition ................................................................................................................................................... 7 Resources and Support ................................................................................................................................ 8

Background Pearson has partnered with Knoitall to bring to market a web-based platform for human capital development. Through the partnership, Pearson customers can leverage the Knoitall platform to align the needed skills within their organizations to the full spectrum of internal and external learning opportunities. As part of the partnership, Pearson learning content that is targeted for adult learners is available including MyFoundations Lab, Propero, Pearson Education Gallery, Get A Real Degree, Gender Intelligence, Worforce Education, Career Success Lab, Student Success Lab and Presence. This content can be combined with other third party content and with the client’s internally developed training to deliver a single point of entry to all of the training needed to develop the human capital of the organization. The solutions, branded as Pearson Learning Centers, help employees connect to people, content, and learning opportunities that enhance their engagement and build world-class learning cultures. The Knoitall platform maps the competency needs of a specific organization to a network of learning providers, experts, advisors, and other resources...both those that reside inside the organization and those from leading third party learning brands. Knoitall is mapping all of the

Pearson content to our proprietary competency map so that Pearson content may be highlighted within each learning center. Through the set up process, Pearson can help an organization create and then manage it’s own learning supply chain. Suppliers can be dynamically added to the organization’s supply chain based upon the skills needs of your client and you can choose which suppliers to keep and which ones to remove to better highlight certain Pearson products that may be of particular relevance to a client.

All internal and externally delivered learning is organized around competencies, location, format, learning type, and user reviews…then brought into a single view for the employee.

Value of Learning Centers Pearson Learning Centers help employers to develop their staff. They include access to learning resources such as classes, programs and certifications as well as advisors and coaches. As a result, employers are confident their training and education investments are targeted, engaging, and relevant. Key benefits of Pearson Learning Centers include:

Reduced cost for managing learning Develop the needed skills for an organization Provide access to greater network of learning and continuing education suppliers Improve transparency on learning outcomes Support internal initiatives such as performance management

TARGET AUDIENCE The target audience for Pearson Learning Centers are organizations over 5000 employees. Depending upon the size of the organizations, the target buyer may be a Human Resources Executive or a function within HR such as Talent Management, Workforce Development, or Learning and Development. Typically, a director role or above is necessary to sponsor this type of solution. A unique feature of the Knoitall platform is the ability for you to sell multiple learning centers within a single client. A sales VP may have a particular need for sales and compliance training, the VP of Engineering may be seeking to develop specific technical skills, and HR may be looking for a learning center to help employees access programs covered under their tuition assistance program. The platform can support all three of these use cases through separate learning centers. This gives you multiple points of access into an organization. USE CASE #1 Single Location to Discover and Compare Learning Options OVERVIEW: The company already offers multiple training and education offerings. However, employees do not have a single location to discover and compare learning options (internal training, external learning and accredited education programs) There is a desire to bring all of these offerings into a single, consolidated learning center for employees. SOLUTION: Private learning center that provides consolidated view into learning options supported by the company.

a. Integration with existing LMS to pull out internal offerings and populate the corporate learning center

b. Providing a channel to the company’s external training providers to post and manage training content

c. Providing a channel to the company’s the external accredited education providers company is using for tuition assistance benefit. This includes degree, certificate, and individual course offerings.

d. Mapping of the learning offerings to the skills required by the company e. Populating the learning center with the mapped learning content f. Providing a password-protected gateway for employees

USE CASE #2 Multiple Learning Centers to Develop Specific Skills Across the Organization OVERVIEW: The Company has a need to develop specific skills sets to support key jobs or functions within the organization. This could include training for managers, leadership development, IT professionals or the sales team. The company seeks to engage Pearson to create multiple learning centers that map the skills required in the organization to the appropriate education offerings. SOLUTION: Multiple private learning centers to support the development of different functional roles in the organization.

a. Mapping the accredited educational offerings to the skills sought by the Company b. Populating the learning centers with the mapped learning content c. Providing access to the learning providers to post and manage their educational offerings d. Providing a password-protected gateway for employees

USE CASE #3 Multi-national company wants to aggregate regional and online degree-completion offerings across the country for its franchise operations OVERVIEW: Company has a franchisee population that they wish to support by offering limited educational benefits to this population. The company wants to limit choice but provide viable opportunities for employees to complete their GED or associate degrees. The company seeks to provide a learning center to franchisees and their employees where online and face-to-face offerings are organized towards degree completion. SOLUTION: Public learning center for franchisees

a. Providing access to approved educational partners that support GED and associates degree completion opportunities, both face-to-face and online

b. Providing a “Public-access” learning center for franchisee employee access to view, assess and interact with these providers

c. Access to free resources to help employees understand adult education options, credit transfer, and how to balance education with work

d. Maintain a dynamic learning plan for each learner based upon the skills they are seeking.

USE CASE #4 Company wants to combine an advising center and external education options to support a tuition reimbursement benefit OVERVIEW: The company has a large and mature tuition assistance program with its own relationships with colleges and universities. The company seeks to provide additional services to help employees and their managers make informed choices with regards to the education required to advance in their careers. A learning center connects employees, their managers, learning providers, and online advising services into a single view for employees. Requirements include:

a. Enable learning providers to upload and manage their learning offerings b. Enable third-party advising service to load and manage their advisors and offerings c. Enable manager approval process when employee request advising session. d. Enable the scheduling of Corporate employees into advising sessions e. Map educational offerings from preferred providers to the skills needs of the Company f. Present these offerings through a learning center where both employees and managers can

search and find approved offerings g. Allow for employee reviews of the educational offerings h. Provide transparency to pricing, learning outcomes, location, and duration for the offerings

presented i. Map academic advisors to the offerings presented (both advisors within the universities as

well as third party advisors) j. Maintain a dynamic learning plan for each learner based upon the skills they are seeking. k. Provide a single sign on solution to the Company.

USE CASE #5 Company wants to develop and deliver training content to its extended enterprise (sales channel, customer base, key stakeholders) OVERVIEW: The company seeks to retain Pearson to help it develop and deliver training content to its extended enterprise that may include customers, business and channel partners and other key stakeholders. Pearson engages with client to build the learning content, and then creates a

public-facing learning center on the Knoitall platform to distribute this content to the client’s external audience. Requirements:

a. Create/publish learning content unique to the client b. Create a public-facing learning center for this client through Knoitall c. List this content into the Client Learning Center d. Present these offerings through a learning center where external stakeholders can view and

consume the learning offerings (can either be a public or private learning center) f. Allow for reviews of the educational offerings g. Enable the booking of training sessions, webinars, and consumption of free resources h. Map advisors to the offerings presented i. Track my customers/followers.

Qualifying Questions Are there any skills gaps within your workforce? Do you have any challenges building skills and competencies within your team? Are there different learning needs within your workforce? How are you managing learning today? Is it centralized or is each department responsible for training? Do you create your own learning content, purchase external content or use both? How are employees finding external education today? Do you want to have greater visibility and control over the learning your employees access? How do you pay for learning? Do you have a tuition assistance program?

Common Concerns, Objections and Resolution 1. Why do I need a learning center?

Learning Centers provide the following value to an organization: Reduced cost for managing learning Develop the needed skills for an organization Provide access to greater network of learning and continuing education suppliers Improve transparency on learning outcomes Support internal initiatives such as performance management

2. I already have an LMS, how does this help? The solution is not a replacement for an LMS. Rather, it sits in front of an LMS to ensure that your employees have a single location to access external and internal learning content. Any reporting information from the Pearson Learning Center can be exported and loaded into your existing LMS.

3. I don’t have any IT resources to do another project? No Information Technology resources are required to set up a Pearson Learning Center. The solution is cloud based, and the administrative interface is designed for business users, not IT professionals.

4. Can I add my own learning content? Yes, the learning center provides an administrative interface and tools for you to link to existing learning. If you have created a video-based training program for instance using Vimeo or YouTube you can link to that existing learning content.

5. What types of learning are supported? The solution supports 14 different types of learning including online and face-to-face programs, classes, degrees, certificate programs, self-directed learning, free learning resources (e.g. articles and webinars), learning products (E.g. test prep) and advising. If the content delivers learning outcomes, then it is supported.

6. What if I want other learning content besides Pearson? The breadth of Pearson learning content is significant. None-the-less, if you need to access and include additional content, other learning providers are supported.

7. Does this integrate with my tuition assistance benefit? Yes, for instance an employer’s tuition assistance policy may restrict learning options to only accredited providers. The platform supports the ability to select specific learning providers and thereby include only accredited programs. In addition, and employer can include information on the tuition reimbursement program in the learning center for employees to access.

8. Does this integrate with my talent management system?

Upload tools allow for learning content to be distributed into the Pearson Learning Center and data to be distributed back into the talent management system.

9. What kind of reports are available? Reports are available that provide information on which employees have accessed the learning center, learning items employees selected and employee reviews.

10. Does this solution support single sign-on? Yes, the solution support industry-standard SAML 2.0 integration for an additional fee.

11. What competencies are you mapping? The platform uses a proprietary competency map that includes over 1000 learning categories.

12. Can I use my own competencies? The current competency map is quite robust and most likely has the skill set you are seeking. However, if you have a competency that is missing, we can add it to the platform. We cannot however replace the existing competency map with a different set.

Competition Who is the competition and how to position against them.? There are organizations that sell curated learning content such as Skillsoft, Udemy and Coursera. In addition, there are free resources for learning content including YouTube and Wikipedia. There are also numerous organizations providing a Learning Management System (LMS) which is a learning platform. More recently, companies that curate content and provide a learning platform have emerged including Grovo, Pathgather and Degreed. Through our partnership, we are covering a breadth of solutions that is not possible with other options.

Our big differences:

We cover the entire learning supply chain which includes formal and informal learning as well as accredited education.

Competency mapping technology to create individual learning center(s) for each employer. Support for all learning formats including online, face-to-face and self-directed. Access to learning resources such as academic advisors and coaches. Employee reviews that help an organization assess the quality of the learning.

Resources and Support For demonstrations and technical support, you first stop is your Pearson Learning Business Partner. In addition, the following individuals from Knoitall are available: John Zappa - [email protected], Jeff Creighton - [email protected]

Sales Kit: Pearson Learning Centers

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Transcript of Sales Kit: Pearson Learning Centers