Do Our “Go to Market†Channels Understand the Value of - CEdMA
CEDMA Update – Course Materials WS 1306 NetApp.pdf · Student guides cannot be printed NetApp...
Transcript of CEDMA Update – Course Materials WS 1306 NetApp.pdf · Student guides cannot be printed NetApp...
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Jo Gunnell
June 11 2013
CEDMA Update Course Materials
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“World’s Best Multinational Workplaces 2012”
Annual revenue (EMEA 30%)
worldwide
Competitors are ,
NetApp at a Glance
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Storage solutions
for efficient data
management,
seamless scale
and non-disruptive
operations
Main Products
FAS with Data ONTAP
E-Series with SANtricity
Flash Array
, , and
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NetApp University
Create and manage NetApp-
specific learning programs for
NetApp employees, partners
and customers
Manage learning platforms
and learning management
tools
Main focus employee and
partner enablement, but focus
on customer increasing
120 FTE worldwide, mainly in US.
About 50% content developers.
EMEA = 9 FTE + 1 contractor – Business partnering with NetApp
field and Channel
– Program Management for
employees and partners
– Training Operations, including 4
EMEA-based instructors
– Authorized Learning Partner
management
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NetApp University Business Model
NetApp cost centre
ALPs (6 in EMEA) deliver core
technical courses to customers
and partners
Sell training units, but customers
can buy direct from the ALP or
pay NetApp by credit card
Revenue model with ALPs – % of TU list price
– % royalty from direct sales
FY13 sales figures – $6m+ EMEA TU bookings, actual
price
– Plus royalties from ALPs
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Online Learning Model
Format – 70% WBL (Brainshark + internal)
/ 30%WBT (Sify)
– Consistent templates drive ease
of use
– Rapid Deployment Process for
WBL – part of managed portfolio
approach
– Evaluating QuestionMark for
assessments
Consumption – Access to individual courses
mainly via a learning map
– Curricula available for employees
and partners
– Online learning managed in
LearningCenter (Saba)
– Learning Resource App enables
offline access
Business model – Sell individual courses to
customers (TU or credit card
payment) but most e-learning is
FOC.
– No subscriptions
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WBL Example (Brainshark)
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WBT Example (Sify)
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Customer Learning Map
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Curriculum Example
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Learning Resource App Sits on your desktop
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Multiple Packages Course Materials Diverse Media
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Course Materials Delivery
PDF delivery through
Learning Resource App for
employees and partners
Student guides cannot be
printed
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In EMEA lab guides printed
and shipped through Gilmore
(not emerging areas)
ALPs must print and ship
hard copies through Gilmore
(under review for virtual live
delivery)
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Training Localisation Strategy
All localization handled in
Marketing (Globalization
Program Strategy Office), not
NetAppU
Critical issue for APAC,
Chinese, Japanese, Korean
Low level in EMEA, French and
Russian
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Focus on Channel
– Foundational Channel Sales
courses and exams
– Key launch material, pre-sales
product and sales focussed
(new)
Low consumption of localized
exams in EMEA
Low consumption of German
For classroom, combine English
content with local language
facilitation and interactivity
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