We conducted a collaborative “Choose Your Own Adventure Webinar” to explore challenges, ideas, and best practices for implementing Git with Atlassian Stash through our expert panel. These are the presentation slides used in the webinar.

1. © 2014 ServiceRocket Inc.
to Grow Your Enterprise Software
Business with Training5 WAYS

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Where in the World?

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Bill Cushard
About the Speaker
Training Lead @Servicerocket
15 years experience building training de-
partments, focused on enterprise software
Author, Critical Skills All Learning Profes-
sionals Can Put to Use Today

4. © 2014 ServiceRocket Inc.
About
ServiceRocket

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Help fast growing software companies scale
140+
across 5 offices:
Palo Alto, Sydney, Kuala Lumpur, Santiago,
London
employees
Founded in 2001
Training, Support, Implementation, Tools
Training company at our core
in Sydney, Australia.

6. Our Customers
© 2014 ServiceRocket Inc.

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8. Reduce churn
Increase renewals
1
2 Yield more revenue
5
Increase Customer
Success3
4
Increase Adoption
© 2014 ServiceRocket Inc.

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What is the No. 1 Priority In Your Business?
Poll:

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The Question
Training is critical for product adoption and
engagement which lead to revenue growth, so
why do most organizations consider training as
a cost center?

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5
6
7
8
4
Strategic alignment
Content development
Delivery
Diagnostics
Reporting and analysis
Technology integration
Administrative services
Portfolio management
Source: Harward, D., & Taylor, K. (2014). What makes a great training organization?: a handbook of best practices. Upper Saddle River, NJ: Pearson Education, Inc.
Training is Hard
You must be great at these
eight key process capabilities
of great training organizations

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CustomerSuccess
Training Maturity
Reacting Performing Scaling Optimizing
Where are you in the Maturity Model?

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What is the Opportunity/Why do it?

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Turn training from cost center
to profit center
THE OPPORTUNITY

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The Five Ways
Educate
the Market
Generate Leads
and Move People
Along the Sales
Cycle
Speed Up
Customer
On-Boarding
Increase and
Maintain
Adoption
Selling Training

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Purpose: To educate the marketplace about the underlying technology of your product or about
how your product changes how your customers operate or will otherwise change their balance
sheet
Particularly important for open source technologies Example
Educate the Market

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Purpose: Reduce the time it takes to close deals.
Speed Up Sales Cycle
Educate prospects during the sales
cycle.
Establish credibility by demonstrating
expertise and service level prospects
can expect from you as a customer.
- ServiceRocket Jam Sessions
- Live one hour webinar-style product
demos
- Scripted demo + Live Q&A
- Sales team schedules prospects into
these sessions $99 / session
- Coupon codes
- Offer value to prospects
Example

18. © 2014 ServiceRocket Inc.
Purpose: Shorten the time it takes your customers to get up-to-speed on your
products.
Speed Up Customer On-boarding
Every moment you spend on-boarding one custom-
er is time spent not on-boarding other customers
Particularly important when you have:
- Large enterprise customers
- Complex product
Example
Developed a courses that specifically
addresses the implementation process.

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Purpose: Provide the support needed for customers to maintain skill using your
product.
Increase and Maintain Adoption
Continued adoption of existing employees
- Refresher and continued training on new releases
Employee Turnover
Support gradual increase in use over time
Example
Atlassian - Frequent product releases
Continuous need to update training content
- Customers need training on new versions
- Customers are on different product versions
Our customers have a strategic and continu-
ous need to come back to us for more train-
ing

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Purpose: Run a profitable training business that not only supports itself, but contributes profits
and positive cash flow to the consolidated financial statements.
Free software
Make money on services, support, and training
Example
Sell Training

21. © 2014 ServiceRocket Inc.
The Five Ways
Educate
the Market
Generate Leads
and Move People
Along the Sales
Cycle
Speed Up
Customer
On-Boarding
Increase and
Maintain
Adoption
Selling Training

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How ServiceRocket Can Help
TrainingRocket
– White-label training platform for running your training business
Training Business Strategy
Curriculum Design and Development
Training Delivery and Coordination

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servicerocket.com