Slide 1

Report
Best Place to Learn—On Boarding
Program Overview
Melisa Powers
Director Sales Learning and Development
Agenda
Who is McAfee
Program Overview
Results
Who is McAfee
The McAfee Cause
McAfee lives for the
challenge of protecting
and liberating our customers
by staying ahead of the
bad guys in our obsessive,
relentless search for safe.
Every Day
McAfee identifies 3,000 new malicious websites
Every Week
McAfee identifies 469,000 unique malware samples
Every Month
McAfee identifies 11,310,000 new zombie computers
McAfee and Intel
POWER
EFFICIENT
PERFORMANCE
INTERNET
CONNECTIVITY
SECURITY
About McAfee
Founded in 1987, McAfee is now the world’s largest dedicated
security company
Global research for real-time threat intelligence
Integrated solutions and services
Compliance processes built into solutions
Single management platform for optimized security
McAfee Facts
125 million McAfee users
180+ million mobile devices shipped with McAfee
5 million single largest McAfee deployment
10 Gartner Magic Quadrants that feature McAfee
480 McAfee patents, more pending
110+ McAfee Security Innovation Alliance partners
7,250 McAfee employees globally*
120 countries that make up the McAfee global footprint
$2.2+ billion annual revenue
*As of September, 2012.
Why McAfee - Unprecedented Opportunities:
World’s Largest Dedicated Security Company
NETWORK SECURITY
Next Generation Firewall
Intrusion Prevention
Access Control
Network User Behavior Analysis
INFORMATION SECURITY
Email Security
Web Security
Data Loss Prevention
Encryption
SECURITY MANAGEMENT
Security Operations Console
Policy Auditing & Management
Vulnerability Management
Risk Management
Compliance
SIEM
ENDPOINT SECURITY
Malware Protection
Device Encryption
Application Whitelisting
Desktop Firewall
Device Control
Email Protection
Network Access Control
Endpoint Web Protection
Host Intrusion Protection
Server and Database Protection
On Chip (Silicon-Based) Security
Smartphone and Tablet Protection
Virtual Machine and VDI Protection
Embedded Device Protection
On Boarding Program
Learn about us
5 GEO’s
4 Quarters
3
Audiences
2 Different
Businesses
1 Lean
L&D Team
APAC
EMEA
LTAM
Japan
NA
11
McAfee Confidential—Internal Use Only
Program at a Glance
12
Who
•
What
•
Blended learning approach
When
•
Quarterly
Why
•
•
Reduce time to ramp up
Effective/Efficient sales reps
Target Audience is Sales
o
Supporting roles also invited
The Road There…
THE PROCESS –
Start where you want to end up…
13
Started with the End in Mind
MEASUREMENT –
Measure Against Your Expectations…
14
Setting the Direction…
Enterprise
Business
Objective
Desired
Outcome
Win New Business
• Be able to differentiate
McAfee on a strategic
level
• Be able to present the
Corporate pitch
• Know how to run a
Sales Play
• Be able to create an
actionable attack plan
Consumer
Ensure that partner &
retail agreements are
profitable
• Be able to differentiate
McAfee on a strategic
level
• Be able to present the
CMSB Corporate pitch
• Be able to complete
profitable Financial
Model
Inside
Sales
Win New Business
• Be able to differentiate
McAfee on a strategic
level
• Be able to present the
Corporate pitch
• Know how to run a
Sales Play
• Be able to create an
actionable attack plan
Defining the Path…
Enterprise
Targets
• Pass post-test by 90%
or better, show
increase in knowledge
• Pass Corporate pitch
with 4.0 or higher
• Attack Plan will lead to
Identified solutions
and/or Wins
Consumer
• Pass post-test by 90%
or better
• Pass Corporate pitch
with 4.0 or higher
• Complete a profitable
Financial Model over a
3 year period
Inside
Sales
• Pass post-test by 90%
or better, show increase
in knowledge
• Pass Corporate pitch
with 4.0 or higher
• Hit targeted number of
outbound calls
• Blended Learning Approach
Approach
• Welcome Packet
• Prework--eLearning and webinars (10-30 hours) is done prior to instructorled sessions to give equal foundation
• Instructor led workshop—includes role plays, sales play mapping, on-the-job
training, mentoring, and case studies.
Agenda Overview
Executive Welcome
• Important to the
Company
• Set Expectations
Lay the Foundation
Sales Plays
Tools/Process
• Culture
• Where to focus
• Internal Resources
• Corporate Pitch
• Solution Knowledge
• How to get your job done
• Selling Process
Case Study
• Tools to use
Corporate Pitch Certification
• Apply knowledge to real customer
• They pitch
• Appropriate Action during Sales process
• We score
Challenges
Knowledge Transfer
• What do they need to KNOW
• What do they need to FIND
Subject Matter Experts
• Consistent Message
• Teaching vs. Telling
Extraneous Topics
• Tools
• Various Programs
Our Solutions
Challenge
What We Did
Teach Back
Knowledge Transfer
Work sheets
Assessments
Subject Matter Experts
Flipped Classroom
Games
Assessments
Extraneous Topics
Poll Everywhere
Knowledge Transfer
21
Write
Present
Coach
Pre and Post
Assessment
Present,
Present, Present
Poll Everywhere
March 2012
Corporate Pitch
Pre and Post
Assessment
Strategic Differentiators
Value Proposition
What they Need to KNOW
Present
Evaluate
Pass/Fail
Flipped Classroom
Flipped Classroom
Three-pronged approach to reinforce Product Knowledge and Sales Play performance
1. Videos recorded by SEs specific to Sales Plays
•
Students review these videos as homework prior to class
•
Fill out worksheet
•
Send Picture of Worksheet
2. Sales Play Map
•
Completed during class, students collaborate and write WHO they should talk to, WHAT questions
they should ask, and HOW to best present the value and uniqueness of McAfee
3. Role Plays
•
Students are then presented with a Role Play where they can practice asking the questions
they developed in the Sales Play map in a safe environment.
1
2
3
The Map
On-Boarding Web site
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March 2012
Extraneous Topics
Poll Everywhere
www.polleverywhere.com
27
March 2012
Games
McAfee’s in
Can you save us?
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March 2012
Case Study
29
March 2012
Results
30
McAfee Confidential—Internal Use Only
2012 Program Metrics
Progress on Attack Plan
Level 1: Reaction
• 92.26% of attendees rated the course
as either Good or Very Good
Level 2: Learning
• Average Knowledge Gain: 32 points (achieves goal)
• Average Pitch Score: 4.42 (achieves goal)
160
140
120
100
80
60
40
20
0
Level 3: Behavior
• The majority of attendees believe that the course
has improved their overall job performance by 70%
or more.
• Attendees are using resources after returning to job
(achieves goal)
• Average utilization of Sales Plays: 4-6 times
• Average utilization of Sales and Marketing portal:
7-10 times
RESULT
•
•
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Program meets/exceeds Desired Outcomes
Program Attack Plan linked to business results:
• Resulted in 49 Technical Wins and
35 Business Wins
July 20, 2015
Accomplishments
Attack Plan
•
•
32
49 Technical Wins
35 Business Wins
Case Study/Financial
Model
•
Re-vamp of Direct Sales
Lead Identification
•
Lead generation critical to
business success
Learning tied to
Learning tied to
Learning tied to
Direct Business Wins
Improvements within the
Business
Increase in Prospective
Customers
July 20, 2015
Reporting Results to the Business
Micro Learning Scorecard Template
Program Title
Target Audience
Number of Participants
Duration
Business Objectives
StarTrac
Field sales new hires
26
40
Reduce ramp up time
Increase efficiency
Results
Satisfaction
Learning
4.3
↑
26% increase
↑
Application
Tangible Benefits
> 80% (less than 90%)
↑
Intangible Benefits
Attack Plans resulting in over
Business Impact $2M
Productivity increase 79.5%
Leads number increase 62.9%
Sales reps feel
prepared and
confident to tackle
their territories
Macro Scorecard Template
Course Title
Business Objectives
Alignment with Organizational
Strategy
Average
Satisfaction
Results
Average
Learning
Results
Reduce ramp up time
Enterprise
Inside Sales
Reduce ramp up time
Consumer
Reduce ramp up time
Increase efficiency
4.3
26%
Over $2M
4.8
70%
Over 90%
Hitting call
target
4.6
26%
90%
Exceeding
Expectations
Focus on People
Increase efficiency
Business
Impact
> 80% (less than
90%)
Focus on People
Increase efficiency
Average
Application
Results
Focus on People
What Participants Say.
34
Had a customer meeting this
morning (one of the national TV
companies here in Belgium) and
could immediately refer to what we
learned last week
The training was well structured and
very relevant. It was not just a set of
slides which often just goes over
your heads, but it was interactive
and credible.
I have worked for both HP and
Cisco before McAfee and had
similar induction courses but this
was by far the most relevant and
useful as a new starter. Thanks.
I am writing you because when we
went to the StarTrac in Amsterdam I
prepared my corporate pitch based
in Grifols. This mail is just to inform
you that we won the deal (+150 k)
displacing TrendMicro from 4.000
nodes,
Just wanted to let you know I've
used just about every handout and
tips & tricks you gave us. All very
helpful and making it easier for me
to do my job.
“I found the training interesting and
good, but when faced with real life
situations it definitely shows it’s
value !
I did my first corporate presentation
and the result was very good.
As the comment there, the
presentation went to the PDI and as
a result of it, We have generated
two opportunities that will develop
this year.
“Great content, assimilated via field
examples on how opportunities were
won, how positioned, what
resources leveraged, how objections
addressed, what won the deal.”
“Thank you for everything! As a new
comer, I found that the information
was very valuable to my work role.”
March 2012
On Going Support
• Battlecards
• eBooks
• JIT podcasts
35
March 2012
Charge Ahead
36
March 2012
The McAfee Sales L&D Team
* A few members are not shown because a picture was unavailable.
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