Advance et proofofconceptpresentation-2

The Advance e-TrainingExperience

Edited Concept

Launch Presentation

COMMERCIAL IN CONFIDENCE

Welcome and Introductions

The Team


Welcome and Introductions

Agenda

Background

Our vision and challenges

Business and personal benefits

Bringing the vision to life

Creating the content and the academy community

Next steps


Our Vision

Background

World changing fast

More demanding – less time, less money

Developing sales skills critical to all organisations …

Without sales there is no business

Advance passionate about supporting business growth

– especially B2B

Been investigating new strategies to empower the sales community


Our Vision


Our Vision

Vision

Multidimensional e-training experience

Classroom transformed to online

Benefits of the physical classroom

Additional benefits delivered, enabled by

today’s technology

Fully featured LMS

Online/offline mentoring and coaching

Global social and business networking


The Challenges


The Challenges

To replicate the classroom experience

Deliver the assignment

Allow feedback and discussion

Monitor progress and access success

“Words of wisdom”

A-ha! Moments

Storytelling

Team debate, group interaction and questions

Broader dialogue around the subject

Use of tools and templates

Deliver the “mentor”COMMERCIAL IN CONFIDENCE

Business and

Personal Benefits


Financial and Lifestyle Benefits

Employers

Make cost and admin savings

Keep field-based people on the road

Actively support the green agenda

Compelling ROI

Employees

Save travel time (field-based people)

Work at times that suit them

Influence their own personal development

Sales skills that people can deploy immediatelyCOMMERCIAL IN CONFIDENCE

Opportunities for You


Large organisations- own-branded academies for your people

Associations- own-branded academies for your members

SMEs, micros and individuals- low cost, 24/7 access to content

Associates- sales development and account management- enhancements to the experience- supporting services (e.g. mentoring, coaching)

Content partners- sales and non-sales related content provision- competitive content- licensed content

Opportunities for You

Depends on who you are, why you came …


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Delivering your ROI


Return On Investment

The ROI case is compelling

Effectiveness

Individual’s learning time down 40 - 60% Individual learner satisfaction up 30 - 85% Knowledge retention up 25 - 75% Consistency of learning up 25 - 80% Consistency of delivery 100%

Cost Cost of provision down 30 - 80%

Elapsed time Time to train a group down by 95%

e-Training versus e-learning The above ROI summaries are based on e-learning cases The Advance e-Training Experience will beat these results

Main sources of information above: Karl M Kapp, e.learning age, THINQ

Return On Investment

The ROI case is compelling

Ernst & Young condensed 2,900 hours ofclassroom training into 700 hours web,200 hours distance and 500 hours classroom– a 35% cost and 52% time saving (Hall 2000)

BT delivered e-business training to 23,000employees in 3 months at a cost of £5.9m,compared to £17.8m over 5 years for classroom training – a 67% cost saving and a 95% elapsed time saving! (Taylor 2002)

What’s the biggest pay-off?

The impact on business speed and agility delivered by using e-training strategically to facilitate change and growth


Bringing the Vision to Life


• Changing consumer perceptions of e-training

From – Dull, boring, isolating, lonely, disappointing

• Emulate positive perceptions from classroom;Inclusive, exciting, collective, interactive

• Ensure the course content is clearly absorbed and retained

• Create e-training that is completely immersive

• Create e-training that requires minimal instructions for use!

Key issues for us….


Construction of the

Platform


Features

Our Platform – Artes181

What is it?

Infrastructure, intellectual property, training needs analysis, resource centre, community support, development and progress recording …

In sum, a repository for sales skills training – and much more

What does it do?

Provides a sales academy that helps people identify their training needs

Delivers world class and accredited sales skills training online or on the move

Offers ability to brand, customise and add to content

Which means that you have:

Access to £1m intellectual property, an infrastructure and hosting for the cost of a few days’ project management, branding and low priced training modules

Ability to add SCORM-compliant content to reflect your values, culture and needs

Best of breed sales skills e-training


Features

Multimedia

Video

Animation

Audio

Text

LMS

Online/offline mentoring and coaching

Social and business networking

Collaborative learning

24/7


Functions

We have a mass of IP to transform:


Multidimensional interaction


The Technical Platforms

LMS


Examples of the Advance LMS

What it will look like


Creating the Community


Community to drive cross sell and up sell

Public content

EXPERT

authored

MEMBER content

COMMUNITY

authored

PERSONAL content

SELF

authored

CONTENT RISES TO THE EXPERT LEVEL

External Environment Personal EnvironmentInternal Environment

Personal levelControl

Customisation

Creation

Privacy

RSS feeds

Widgets

Records

Blog

File-store

Learning Modules

Expert levelCompetition

Ecommerce

Case studies

Expert content

Downloads

Advertising

Sponsorship

Licensing

Affiliation and referrals

Learning Resources

Community LevelCollaboration

Confidentiality

Co-operation

Contexts

Discussions

Participation

Polls and surveys

Blogs

Project Spaces

Learning Spaces

PR

EF

ER

EN

CE

FIL

TE

RP

RO

FIL

E F

ILT

ER

RESOURCES SELECTED FOR THE PERSONAL LEVEL



Synchronous

Asynchronous

Unsupported Supported

Pastoral and technical

subject matter

Basic

Premium

• Unsupported DIY learning

• Off the shelf

• One size fits all

• Just-in-time

• Low cost

• Video-conferencing

• Instant messaging to tutor

• Face-to-face

• Forums for discussion

• Web-quests

• Resource building e.g. wiki

• Email support

• Service Level Agreement

Students supporting each other

e.g. “the coffee room”

Online = twitter / facebook /IM etc.

OR OUR social learning platform

Offline = however they choose

Support for trainees


Instructional Design

Instructional Design Theory

Gagnes 9 events of instruction

Maslows Hierarchy of needs

Blooms taxonomy

Etienne Wenger community of practice

Honey & Mumford learning styles

Cable & Whiteheads cohesion model


Support on the move

m-Training


Mobile usage ubiquitous with daily life

Klopfer et al (2002) identified 5 properties

of mobile devices support learning

1. Portability

2. Social Interactivity

3. Context Sensitivity

4. Connectivity

5. Individuality

Supporting Mobile applications


Sign in Topic review Past entries

Users have individual

accounts, linking to the already

developed elearning

applications

for computer based learning

Topics can be reviews either at

the start of the application or

whilst inputting information.

The mobile phone allows

constant access to the learning

content while users are away

from their computers

Users can review past entries

in order to monitor their own

progress. Further

developments here would allow

employers to monitor users

progress to establish that the

sales process is being

performed correctly.

Features of Advance Performance Support


Over to you..Have a go!


Our Future Plans


Phased development covering all selling skills,

sales and sales process management

Future Plans


Spring 2011 – Foundation Programme

Future Plans

Phase 1 – Key verbal skills

Embryonic Community


Autumn 2011 – Winning the Sale

Future Plans

Phase 2 – Add key planning skillsCOMMERCIAL IN CONFIDENCE

Thriving

Community

From Winter 2011

The Way Forward

Phase 3 – 20+ modules completedCOMMERCIAL IN CONFIDENCE

Thriving

Community

Then – over to you

Future Plans

Slide 39Further developments guided by client needsCOMMERCIAL IN CONFIDENCE

Future Plans

Bespoke modules and programmes

Train the trainer facilitators’ guides

Deal planning, account planning and problem solving models

Downloadable apps

Sales management, sales process management programmes

Multi-lingual versions as dictated by demand

Accredited diplomas and master classes – CPD

We have a mass of IP to transform:

And more – by end 2012, we plan to be at the centre of

the most comprehensive sales e-training community


Summary so far

The sum of the parts …

collaborationCOMMERCIAL IN CONFIDENCE