Create a sense relevancy among Customers to drive momentum towards DT

Drive positive learning outcomes via training offerings to grow technical skills

IT project manager, IT administrator, security or compliance roles, IT help desk, End-user support

Eliminate customer confusion with unified GTM motion across partner and WWL motions to drive skills

Role in decision:
Sponsor, supporter

Role in decision:
Solves challenges, reduces risk for org, decreases IT burden; greatest influence in decision-making

Role in decision:
IT administrator, manages rollout, troubleshoots with IT

Engages when:
Architect or Visionary surfaces opportunity to improve business value by leveraging training materials

Engages when:
There is an opportunity to solve business problems with technology solutions and reduce risk for the organization.
Needs to prove ROI to Exec and needs to understand the skills gaps from Implementer.

Engages when:
Architect engages them. Makes initial recommendations about what is needed and looks for ways to streamline deployment across all workloads.

Talk to them about:
Business value

Talk to them about:
Solutions

Talk to them about:
Procedures

Needs:

• Positive revenue impact
• Confirmation of low risk
• Proof of efficiencies in process
• Increased productivity

Needs:

• Content that is customizable
• Training for problematic use cases
• Smooth, informed transition/adoption
• Reusable, relevant training materials
• Material that helps identify/track success
• Favors extra consulting and content

Needs:

• Less time cleaning up messes
• Strategic, phased implementation
• Help identifying who and what
• Reduced burden on IT
• Technical side of deployment
• Executing programs focused on rollout