Presentation Transcript

1. Enablement Case Study: Blue Coat Systems

   October 2011
2. WELCOME
3. The Right Methodologies Sales Training Content Replication – content development framework for learners and trainers BCSI customer buying process BCSI sales process Value-based selling Management operating rhythm 18 month curriculum Mantra Objective Approach Desired outcomes
4. Examples Solution Workshops WAN Optimization Web Security Skills Workshops Value-Based Selling White Boards CBT Modules and Accreditation Exams Sales Leadership Development Program 12 month management curriculum for RSDs +1
5. Blue Coat University – 18 Month Curriculum
6. The Right Tools Core Sales Training Materials Timely knowledge transfer of new and updated portfolio knowledge and skills training Blend of tools:
7. Case Study Exercise Worksheets in your workbook Work alone or with a partner There are two case studies. The instructor will assign which case study you will complete. Masters Engineering is the Blue Case Study A3 Stores – is the Green Case Study Please read the information at the top of your assigned case study and then respond to the questions in the lower half of the page. You will have approximately 15 minutes to complete this – and you can use your Playbook and the Navigator to help you if needed. We will do a group review to see who has identified the best information and developed the most complete strategy.
8. Case Study: Masters Engineering Masters Engineering – is a specialized bridge design and engineering company based in Hong Kong. They have 3,000 employees (designers, engineers, CAD technicians, project managers, inspectors, and administrative staff) who work across 30 regional design centers and project sites worldwide. You met the Network Architect and he says he will look at your recommendations to fix a performance problem they are having with SharePoint. Their designers and engineers share CAD files in a virtual design studio–which requires moving large files. Users in the regional design centers are constantly complaining about access to applications and designs. Regional design centers are far awayfrom each other and bandwidth costs vary widely, around the globe – with some regions being very expensive. He also says that his boss – the Network Director has doubled bandwidth in the past year and it has not improved performance and now collaboration delays between design centers is causing them to miss promised deadlines. The Network Architect says that it is important to him to find the right infrastructure to fix this problem – but they are still identifying the exact requirements and are not sure exactly what the ultimate solution should be. They want to keep a small footprint in the remote office and they are even evaluating a move to cloud delivered SharePoint Service (SaaS) in the next 18 months.
9. Case Study: Masters Engineering Masters Engineering – is a specialized bridge design and engineering company based in Hong Kong. They have 3,000 employees (designers, engineers, CAD technicians, project managers, inspectors, and administrative staff) who work across 30 regional design centers and project sites worldwide. You met the Network Architect and he says he will look at your recommendations to fix a performance problem they are having with SharePoint. Their designers and engineers share CAD files in a virtual design studio–which requires moving large files. Users in the regional design centers are constantly complaining about access to applications and designs. Regional design centers are far awayfrom each other and bandwidth costs vary widely, around the globe – with some regions being very expensive. He also says that his boss – the Network Director has doubled bandwidth in the past year and it has not improved performance and now collaboration delays between design centers is causing them to miss promised deadlines. The Network Architect says that it is important to him to find the right infrastructure to fix this problem – but they are still identifying the exact requirements and are not sure exactly what the ultimate solution should be. They want to keep a small footprint in the remote office and they are even evaluating a move to cloud delivered SharePoint Service (SaaS) in the next 18 months.
10. Case Study: A3 Stores A3 Stores – is a high tech retailer with over 20,000 employees. A3 sells their parent company’s PCs, Laptops, Tablets and Audio/Video devices. They have 7 large distribution centers and 315 stores world wide with about 30 employees in each store, as well as an online store. A3 has a reputation for the best technology and customer experience – that is very important to them. The Director of Networks has released an RFP to address performance issues with centralized file shares and inventory systems – and the need to constantly upgrade bandwidth. He is going to evaluate two vendors (Riverbed and Blue Coat) and their ability to accelerate performance as well as deliver the most competitive price. He has invited you in to meet with him – he says that A3 has a budget and the deadline to complete their decision is December 31st. Slow file share and inventory systems performance are causing delays in purchasing and ordering parts for warranties and repairs. This also impacts the experience of in-store customer service as well as customer product training. It can also cause failures for A3 online purchase transactions. A3 has doubled bandwidth 3x in the past year and it has not improved performance. A3 also has a project for product and sales training via on-demand video – but it is not part of this project. There is concern that WAN resources could become severely constrained by training video directly before new product launches – as it will be a requirement for all in-store associates to certify in advance.
11. Case Study: A3 Stores A3 Stores – is a high tech retailer with over 20,000 employees. A3 sells their parent company’s PCs, Laptops, Tablets and Audio/Video devices. They have 7 large distribution centers and 315 stores world wide with about 30 employees in each store, as well as an online store. A3 has a reputation for the best technology and customer experience – that is very important to them. The Director of Networks has released an RFP to address performance issues with centralized file shares and inventory systems – and the need to constantly upgrade bandwidth. He is going to evaluate two vendors (Riverbed and Blue Coat) and their ability to accelerate performance as well as deliver the most competitive price. He has invited you in to meet with him – he says that A3 has a budget and the deadline to complete their decision is December 31st. Slow file share and inventory systems performance are causing delays in purchasing and ordering parts for warranties and repairs. This also impacts the experience of in-store customer service as well as customer product training. It can also cause failures for A3 online purchase transactions. A3 has doubled bandwidth 3x in the past year and it has not improved performance. A3 also has a project for product and sales training via on-demand video – but it is not part of this project. There is concern that WAN resources could become severely constrained by training video directly before new product launches – as it will be a requirement for all in-store associates to certify in advance.