lessons learned by e-bda deploying programmes in Europe and WW

1. Best practices: training your Channel sales force worldwide Jean-Richard Bloch Founder e-bda www.e-bda.com www.e-bda.com

2. Training your Channel sales force worldwide What are your business objectives? What are your learning objectives? How will you measure the impact of your Channel training? Easy seminar methodology to reduce risk, time to market and maximize results. Some experiences Some bad experiences ( lessons learned) Contact us for more information www.e-bda.com

3. What are your business objectives? You introduce a new product / service You engaged a new Channel to sell your offerings You want your channel to actively promote your products with their services www.e-bda.com

4. What are your learning objectives? We usually translate your business objectives into “learning objectives” What do we need to have them knowing at the end of the seminar? New products’: Features and benefits How to sell to the new target market segments May vary per region / country BP: It usually takes a full one day workshop to build these learning objectives with your marketing and sales team. www.e-bda.com

5. How will you measure the impact of your Channel training? Number of reported new opportunities through you CRM/SFA. Net new Orders. BP: To maximize a one off seminar we often recommend follow-up activities that may include: Lead generation campaigns Sales coaching (remote or local) Dedicated community web site created Incentives www.e-bda.com

6. Easy seminar methodology to reduce risk, time to market and maximize results. Easy seminar is e-bda methodology to drive faster, safer and cheaper your Channel training campaign from A to Z. Leverages 50+ programmes designed and delivered in EMEA, APAC, USA, LATAM. Helps achieve 8 weeks time between initial kick-off workshop and pilot seminar. Anticipates many of the roadblocks ( visible and invisible ones) Evidences: Helps train up to 2500 sales reps in 41 countries, 11 languages in less than 7 months. Up to 7 seminars a day in different geographies Provides communication to the countries and reporting to the central team Includes programme management office and registration process outsourcing www.e-bda.com

7. Some experiences www.e-bda.com

8. Some bad experiences ( lessons learned) Case #1: business objectives and content designed, trainers trained to deploy in Europe, communication didn’t come soon enough , local management didn’t consider the opportunity training their local channel partners. Bad registration level measured. “you were not on our radar screen soon enough, it’s always like this with HQ!!”. Lessons learned: Start communicating very early ( easy seminar helps) Bring in the design team some local ( and reluctant) stakeholders to transform them into heroes !! www.e-bda.com

9. Contact us for more information Jean-Richard BLOCH Phone : +33 1 49 66 89 16 Mobile. : +33 6 15 77 06 98 jrbloch@e-bda.com www.e-bda.com www.e-bda.com