CUSTOMER EDUCATION STRATEGIES FOR COMPANY GROWTH
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SPEAKERS
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ABOUT SERVICEROCKET
Implementations
Support Training
ServiceRocket is a trusted partner that fulfills the whole product imperativeby helping enterprise customers realize the value of their software investments.
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Learndot Education Platform
• Learndot learning platform provides scalable education delivery
• Multiple education modalities to address various customer delivery models
• Lead generation capabilities targeted at interested learners
• Advanced analytics and reporting capabilities
• Customer branding, beautiful UX
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Software Companies Using Learndot
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AGENDA
• Key Metrics to Target with Customer Education• Package Training to Include with Software Deals• Pricing Strategies • Questions
METRICS TO TARGET
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KEY METRICS TO TARGET
• Educate the market• Public courses• Metric: Number of leads
Pre-Sales
• Speed up on-boarding• Increase product usage• Increase customer outcomes
Customer Performance
• Run Training as a P&L / Cost recovery model• Product upsell – User tiers or other products• Increase renewal rates
Revenue
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PRE-SALES: LEAD GENERATION
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ONBOARDING / ONGOING USE
• Speed up onboarding• Reduce time spent by Services to conduct training• Increase product usage• Increase customer outcomes
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INCREASE TRAINING REVENUE
• Run training business with a P&L• Cost recovery model• Upsell into higher user tiers• Upsell into other products (Land and Expand)• Increase renewal rates
PACKAGE / BUNDLE
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PACKAGE TRAINING – ONE TO MANY
By Delivery Method• eLearning• Virtual instructor-led• Instructor-led• Blended• Public• Private• Custom
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EXAMPLE: YOUR PRODUCT ADMIN 101
• Admin 101 – Self-paced eLearning• Admin 101 – vILT (public)• Admin 101 – vILT (private)• Admin 101 – vILT (custom)• Admin 101 – ILT (public)• Admin 101 – ILT (private)• Admin 101 – ILT (custom)
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BUNDLE MULTIPLE COURSES
By Customer Size• 2 course bundle, 5 course bundle, 10 course bundle
By Customer Role:• Admin course bundle• End user course bundle
By Product• Bundles for multiple products• Bundles for single product/different modules/functions
PRICING STRATEGIES
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VALUE CONTINUUM
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PRICING STRATEGIES
• Apply the value continuum• Bundle multiple courses• Paid training, use Coupon Codes• Early Bird Pricing• Training Credits• Subscriptions
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ROCKET REVIEW
• Target business goals that matter• Package training like products• Pricing strategies that generate demand
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UP NEXT
Demonstrate the Value of Customer Education Using Salesforce
Tuesday, October 25 @ 10am PT
Special Guest:Jesse Miller
Product Manager, Learndot Platform
bit.ly/SRWebinars
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QUESTIONS
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