UnisysDrivesEnablementAdoption withInnovativeLaunch

Challenges• Out-of-date sales training• Manually assigned courses and

curriculums• Spreadsheet-based tracking

system• Too many opportunities for

human error

About Unisys• A worldwide information

technology company that provides a portfolio of IT services, software, and technology that delivers successful outcomes for the most demanding business and governments

• Among the largest government IT contractors, serving local, state, and federal agencies, as well as foreign governments

Solution• New Readiness launch with

game-based “Race to Hutto” competition

• Automated course assignment and tracking

• Centrally managed hub for all readiness content

• Detailed reporting for each line of business

Impact• 100% participation by go-to-

market team• Initial launch completed in ⅔ the

allotted time• Universal accolades from the

field• Leadership buy-in and

engagement

Unisys is a worldwide information technology company that provides a portfolio of IT services, software, and technology that delivers successful outcomes for the most demanding business and governments. As the company has grown, so has the complexity of their go-to-market teams and the training that’s required to keep them on track. Unisys’s Global Enablement Team made launching a mobile-friendly online training platform a priority for 2020.

“Training was very manual and all over the place”

“We tracked training through manual processes using spreadsheets,” said Debbi Varela, Director of Sales Training and Content. “Our team did training through many different platforms, sometimes managed on someone’s computer or through our Unisys University Group. We had one person on the team who was managing a monster spreadsheet loaded with pivot tables, but it left

Reimagining a manual training process

Sales Enablement can draw a clear correlation between

training and results

Individual managers can identify unique success

factors for lines of business

CASE STUDY

“For us, using MindTickle has been really great because it

proves the benefit of what we’re trying to accomplish in

global enablement.”

Amy Lord,Senior Analyst, Unisys

so much room for human error. Training was very manual and all over the place,” added Varela.

In addition, all of their training assignments and reminders had to be done manually, which was cumbersome and inconsistent. The Global Enablement team reimagined their sales training process, researched solutions and gained leadership buy-in to implement a new online training program.

MindTickle was being used by the Unisys HR department but had not been implemented in their sales training. The platform provided solutions to the training issues, with the automation and reporting that both the sales training team and leadership needed. With leadership’s support, Global Enablement began the process of moving training to the MindTickle platform.

The first initiative was to move existing content from a third-party sales training company to MindTickle. Working with MindTickle and the third party, they were able to port the training quickly and begin migrating training users to the new platform. That process was seamless and successful, but many users still weren’t aware of MindTickle--so they decided that a bigger launch was needed.

Using MindTickle for a new training approach

“We didn’t just want to send out an email about a new tool with training videos….”

In order to get adoption from over 900 go-to-market team members, they knew that a successful implementation required innovative thinking. “We didn’t just want to send out an email about a new tool with training videos because that would be boring. Instead, we wanted to do something fun.” With that in mind, the team developed “Race to Hutto,” a training launch that introduced MindTickle to the team in an engaging way that would immediately spur interest. Here’s how it worked:

• The enablement team sent out a series of emails containing five puzzle pieces prior to the launch, and then a final email during launch day that directed all participants to MindTickle for the next step

• Once the launch occurred, team members were asked to watch a total of 15 or 30 minutes of video training about MindTickle. If they reached 100% completion of all training modules within 3 weeks, Eric Hutto, Unisys President and COO, agreed to be hit in the face with a pie on a live stream for all to see--hence, the Race to Hutto

The launch was a huge success. Not only was Unisys able to achieve 100% participation, they were able to do it within two weeks instead of three. And Eric accepted the pie reward with aplomb.

Ensuring a big splash for MindTickle’s launch

MindTickle’s ease of use was quickly apparent. “I had not been familiar with MindTickle, but I thought the system was easy to understand, and building the Race to Hutto was a really simple process,” said Amy. For their go-to-market team members, it was also smooth as silk. “It was easy for people to complete their training and move on with their work.” Another big benefit is how easy it is to manage all of their team’s enrollment and assignments within the system, so that custom training is automatically assigned based on role.

Salespeople love MindTickle too. They’ve told Lord that the platform is really easy to use, and they really appreciate the ability to house their training in one central hub. They also like MindTickle’s support to help answer questions and get them up and running.

Because of Race to Hutto’s success, managers now have access and knowledge to view team reporting and reduce reporting requests from the Global Enablement team. “The first week we launched, everyone would come to me. As a single person generating reports for everybody, it was becoming overwhelming. But we were able to encourage the managers to watch their own video training and then do reporting for their own teams. That has taken a lot of the time and pressure off of me as the one admin on the system,” said Lord.

Since the initial launch, they’ve started developing programs for boot camps, product launches, and messaging training. Some individual teams have adopted the platform for team-specific training, and have used Race to Hutto content to introduce new Unisys employees to the MindTickle platform.

Building on success to drive further adoption

“I think what was really key was that we had executive leadership buy-in.”

Amy Lord, a Senior Analyst at Unisys who became the MindTickle administrator just prior to the launch, said that executive sponsorship was important to its success. “I think what was really key was that we had executive leadership buy-in.” By launching MindTickle this way, they were able to engage with learners quickly and demonstrate the value of the platform. For example:• MindTickle drove participation through its robust reporting. The Sales Training and Content team sent

reports to high leadership, showing each team’s progress roll-ups all the way from individual teams to senior leaders. According to Amy, “Reporting was really key for the participation.”

• Reports were delivered automatically to managers every Wednesday and Friday, and all participants on the go-to-market team received a leaderboard every Friday. This information kept MindTickle front-of-mind and encouraged friendly competition.

Lord said that “Even now, people still talk about how it was a fun and interactive way to learn about a system very quickly. And now they know what they need to do moving forward.”

It’s still early in their implementation, but there have been promising results so far

• Unisys has been able to draw a line between training and results, identifying upticks in Salesforce for salespeople who participate in more training. “For us, using MindTickle has been really great because it proves the benefit of what we’re trying to accomplish in global enablement,” said Lord

• Reporting has made a big difference for managers. They’re still determining the key metrics they’ll follow, but she says that since managers are now able to access reporting, they’re able to drive content completion and identify success factors for individual teams, improving results and lessening the burden on the Global Enablement team.

Positive effects of the new training approach

mindtickle.com | US: +1 (800) 231-5578 | APAC: +91.83.7883.7118 | EMEA: +44.20.8103.5545 | sales@mindtickle.com

About MindTickleMindTickle provides a comprehensive, data-driven solution for sales readiness and enablement that fuels revenue growth and brand affinity. Its purpose-built applications, proven methodologies, and best practices are designed to drive effective sales onboarding and ongoing readiness. With MindTickle, company leaders and sellers can continually assess, diagnose and develop the knowledge, skills, and behaviors required to effectively engage customers and drive growth. Companies across a wide range of industries use MindTickle's innovative capabilities for on-demand, online training, bite-sized mobile updates, gamification-based learning, coaching and role-play to ensure world-class sales performance. MindTickle is a global, privately-held company headquartered in San Francisco, CA.

“As a client, we feel like we’re working with a strong team that wants to make us successful.”

A key part of their successful implementation has been the partnership with MindTickle. For example, MindTickle co-hosted one of the training team’s “Cup of Joe” biweekly sessions during the Race to Hutto launch, answering questions and providing tips. According to Amy, “That was great because it helped people address any questions they had about getting into the system.”

Unisys is really thankful for MindTickle’s help and participation. “They’ve made it a really easy process. The system is great but then the people are also great. People can get answers to questions or issues--through live chat, their Customer Success Manager, the help desk, or even the knowledge base. As a client, we feel like we’re working with a strong team that wants to make us successful,” added Lord.

Unisys and MindTickle: Partners in Success

In the short term, they’re in the process of moving training from other sources onto the MindTickleplatform, and plan to start launching new remote selling initiatives that use coaching and role-plays. They’re also planning to incorporate MindTicklecontent into their rolling virtual kickoff, which has replaced a one-day event with rolling quarterly updates. Finally, they plan to roll out a new MindTickle-based onboarding program in 2021.

Integrating MindTickle into future programs