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The Advance e-Training
Experience
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”

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 immediately

Opportunities for
You


Opportunities for You

Depends on who you are, why you came …
 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


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 of
classroom 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 23,000
employees 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


Key issues for us….

• 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!


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 24/7
 Collaborative learning


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 MEMBER content PERSONAL content
EXPERT COMMUNITY SELF
authored authored authored

RESOURCES SELECTED FOR THE PERSONAL LEVEL

Expert level Community Level Personal level
Competition Collaboration Control
PREFERENCE FILTER

Ecommerce Confidentiality Customisation

PROFILE FILTER
Case studies Co-operation Creation
Expert content Contexts Privacy
Downloads Discussions RSS feeds
Advertising Participation Widgets
Sponsorship Polls and surveys Records
Licensing Blogs Blog
Affiliation and referrals Project Spaces File-store
Learning Resources Learning Spaces Learning Modules

CONTENT RISES TO THE EXPERT LEVEL

External Environment Internal Environment Personal Environment


Support for trainees
Synchronous Premium
Students supporting each other
e.g. “the coffee room”
• Video-conferencing
Online = twitter / facebook /IM etc. • Instant messaging to tutor
OR OUR social learning platform • Face-to-face
Offline = however they choose
Unsupported Supported
Pastoral and technical
subject matter
• Unsupported DIY learning • Forums for discussion
• Off the shelf • Web-quests
• One size fits all • Resource building e.g. wiki
• Just-in-time • Email support
• Low cost • Service Level Agreement

Basic Asynchronous


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


Supporting Mobile applications

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 COMMERCIAL IN CONFIDENCE

Features of Advance Performance Support

Sign in Topic review Past entries

Users have individual Topics can be reviews either at Users can review past entries
accounts, linking to the already the start of the application or in order to monitor their own
developed elearning whilst inputting information. progress. Further
applications The mobile phone allows developments here would allow
for computer based learning constant access to the learning employers to monitor users
content while users are away progress to establish that the
from their computers sales process is being
performed correctly.

Over to you..
Have a go!


Our Future Plans


Future Plans
Phased development covering all selling skills,
sales and sales process management


Future Plans

Spring 2011 – Foundation Programme

Embryonic Community

Phase 1 – Key verbal skills

Future Plans

Autumn 2011 – Winning the Sale

Phase 2 – Add key planning skills

The Way Forward

From Winter 2011

Thriving
Community
Phase 3 – 20+ modules completed

Future Plans
Then – over to you

Thriving
Community
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Further developments guided by client needs

Future Plans

We have a mass of IP to transform:

 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

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 …

collaboration

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