CERTIFIED MANAGED PRINT SERVICES SELLER TM SALES TRAINING & CERTIFICATION PROGRAM 2009

Transcription

1 CERTIFIED MANAGED PRINT SERVICES SELLER TM SALES TRAINING & CERTIFICATION PROGRAM 2009 NEXT PROGRAM September 16-18, 2009 Philadelphia Airport Marriott Hotel One Arrivals Road Philadelphia, Pennsylvania USA PROFESSIONAL DEVELOPMENT PROVIDER The Water Training Institute is a Professional Development Provider in the State of New Jersey. Eligible participants for whom professional development hours are applicable will receive a certificate of attendance and the appropriate number of professional development hours.

2 THE DEMAND CERTIFIED MANAGED PRINT SERVICES SELLER SALES TRAINING & CERTIFICATION PROGRAM SUMMARY Our customers are frustrated by the time, money, and effort they and their sales teams expend on Managed Print Services (MPS) sales training that does not prepare them to actually sell the solutions any better than they did before entering the training programs. Companies demand a MPS training program that accomplishes the following: Provides a program that is delivered by accomplished professionals who are experts in the field and have actually sold MPS deals Helps the participants understand Managed Print Services Trains the participants on how to actually sell MPS solutions from a practical standpoint, not a theoretical one Provides expert analysis and feedback of each participant s performance, including expert opinion on the participants MPS sales acumen, where they are deficient (if that is the case), what they can do to overcome the deficiencies (a performance plan), and whether or not the participant meets a minimum standard for effectively selling MPS and assisting customers in their pursuit of Imaging & Output optimization. THE SOLUTION The Water Training Institute s Certified Managed Print Services Seller Sales Training & Certification Program gives sales professionals the knowledge and skills necessary to effectively and confidently sell Managed Print Services. To earn Certified Managed Print Services Seller certification the participant must complete a program that consists of: an introductory MPS overview webinar; pre-class preparation (self study); a 2.5 day in-class certification training seminar; Certified Managed Print Services Seller Certification Exam preparation; and the Certified Managed Print Services Seller Certification Exam. THE WATER TRAINING INSTITUTE Our associates have real-world track records of success in all aspects of sales and every aspect of closing Managed Print Services deals. We have assembled a team of experts who are authorities on the topics of sales and Managed Print Services, and know how to prepare sellers to sell MPS more effectively and increase their deal-closure percentage rates. Collectively, the team of experts whom have created and will deliver the Certified Managed Print Services Seller training program curriculum have sold approximately $1,000,000,000 (one Billion dollars) in Managed Print Services deals over the years (total contract value). This is a record of real-world accomplishment that The Water Training Institute is proud to have the luxury of sharing with you for your development. CERTIFIED MANAGED PRINT SERVICES SELLER CERTIFICATION Earning the CMPSS certification distinguishes the sales professional as a recognized practitioner in the sale and provisioning of Managed Print Services solutions. Becoming a CMPSS -certified sales professional validates that you, the sales professional, have the ability to effectively navigate the MPS deal-pursuit process and earns you the recognition by your peers, customers, and managers as a practitioner who is capable of selling and consulting on Managed Print Services solutions. THE WATER TRAINING INSTITUTE PAGE 1

3 MANAGERS WANT TO KNOW WHETHER OR NOT THEIR SALES REPRESENTATIVES ARE FUNDAMENTALLY- SOUND MANAGED PRINT SERVICES SELLERS. AND IF THEY ARE NOT, MANAGERS WANT TO KNOW WHY AND WHAT IT WILL TAKE TO GET THEM THERE. The Water Training Institute s Certified Managed Print Services Seller Sales Training & Certification Program 65% OF SALES MANAGERS SURVEYED ACKNOWLEDGE THAT THE MANAGED PRINT SERVICES SALES TRAINING SEMINARS THEIR SALES TEAMS ATTENDED DID NOT HELP THEIR SALES REPS LEARN HOW TO SELL MPS SOLUTIONS ANY MORE EFFECTIVELY. IN ADDITION, THE SALES MANAGERS DIDN T LEARN THIS WAS THE CASE UNTIL MONTHS AFTER THE TRAINING MBI Survey of Sales Managers whose sales representatives have attended a MPS sales training seminar Before enrolling your sales team in a Managed Print Services sales training seminar, ask the following questions of the seminar s facilitators: What is your sales background and the sales backgrounds of the other trainers conducting the seminar? If they haven t carried a bag for the world s most admired companies, walk away; save your money. If they have, then ask: Have you ever sold a Managed Print Services deal that includes printers, MFPs/digital copiers, supplies & consumables, consulting, professional services, support, software applications, and print servers/appliances combined? If the answer is No, walk away; save your money. If the answer is Yes, then ask the question: What is the total contract value of the Managed Print Services deals (as described above) your MPS training team has closed? If the answer is less than $500Million, walk away; save your money. If the answer is greater than $500Million, then ask the trainers/consultants: Please list some of the companies you have actually sold Managed Print Services solutions to. If the list does not include any companies you have ever heard of, walk away. Finally, ask the question: When was the last time you actually engaged in the sale of a MPS deal and when was the last time you actually helped closed one? The answers to these questions should give you a clear indication of whether or not the sales trainers and consultants conducting the Managed Print Services seminar are credible and whether or not they can actually train your sales reps on how to do something they themselves have limited, current, real-world experience with. THE WATER TRAINING INSTITUTE PAGE 2

4 THE MANAGERS DILEMMA As a manager, it is easy to become disenchanted by the thought of subjecting your sales team to yet another popular-yet-ineffective Managed Print Services (MPS) sales training seminar that in the end still leaves the sales representatives unsure about how to actually sell the solution in the real world? All managers agree that MPS sales training is beneficial, but finding actionable sales training is a challenge. So what do you do? Do you not train your sales team or do you send them to a mediocre MPS sales training seminar because it s the only game in town? Therein lay the dilemma. The reality is that many of the MPS training programs offered today are facilitated by consultants whom have in many cases never actually sold a managed print services deal. Sure, they can educate you on the trends in the market for MPS or offer some theoretical sales techniques for selling MPS, but their practical body or work is sparse and often uninspiring. In these tough economic times, companies don t have the luxury of spending money on sales training seminars that leave the sales representatives asking the question: OK, that was interesting, but how do I actually sell this stuff? Sales managers want to know that their sales representatives can use the knowledge gained through the training & coaching programs to help them increase the close rate of MPS deals and to basically sell more stuff! Period. In other words they want the confidence of knowing whether or not their sales representatives truly understand MPS, how to position it, how to sell it, and how to work with their customers in a consultative manner to close a higher percentage of MPS deals. The Certified Managed Print Services Seller (CMPSS ) Sales Training & Certification program is designed to provide that confidence. COLLECTIVELY, THE TEAM OF EXPERTS WHOM HAVE CREATED AND WILL DELIVER THE CERTIFIED MANAGED PRINT SERVICES SELLER TRAINING PROGRAM CURRICULUM HAVE SOLD APPROXIMATELY $1,000,000,000 (ONE BILLION DOLLARS) IN MANAGED PRINT SER- VICES DEALS OVER THE YEARS. WHY THE WATER TRAINING INSTITUTE? Simply put, because we have real-world track records of success in all aspects of sales and every aspect of closing Managed Print Services deals. We have assembled a team of experts who are authorities on the topics of sales and Managed Print Services. A team whose MPS knowledge, real-world selling experience, deal-closure rate, and unparalleled insight we provide you the benefit of sharing in order to make you more effective at selling and closing MPS deals. Collectively, the team of experts whom have created and will deliver the Certified Managed Print Services Seller training program curriculum have sold approximately $1,000,000,000 (one Billion dollars) in Managed Print Services deals over the years (total contract value). This is a record of real-world accomplishment that The Water Training Institute is proud to have the luxury of sharing with you for your development. We bring to bear on the program the real-world experience, accomplishments, and insight of our acclaimed team of associates: Executive Vice President of a Fortune 34 corporation Corporate Executive (of Sales) of a Fortune 15 corporation Vice President of Sales for a #1 services company Vice President of Sales for a $112B technology company Vice President of Sales for an industry-leading software company Sales Manager for a Fortune 200 corporation Business Development Manager for a Fortune 6 corporation Managing Partner of an acclaimed sales-focused consultancy Managed Print Services Senior Consultants Managed print Services Sales Representatives Managed Print Services Solution Architects and Technical Consultants Our team is prepared and qualified to help sellers become more effective at selling Managed Print Services solutions. We are also poised to provide each candidate with a comprehensive evaluation of how prepared we believe he/she is to effectively sell MPS solutions. THE WATER TRAINING INSTITUTE STARTED THE CMPSS CERTIFICATION PROGRAM IN RESPONSE TO CUSTOMER DEMAND FOR PRACTICAL MPS TRAINING, DELIVERED BY EXPERTS, AND SOME WAY OF KNOWING JUST HOW PREPARED THEIR SALES REPRESENTATIVES ARE TO SELL MPS EF- FECTIVELY. THE WATER TRAINING INSTITUTE PAGE 3

5 WHY MANAGED PRINT SERVICES SALES CERTIFICATION REMAIN RELEVANT Mounting pressures to improve business performance has made it critical for companies that sell Imaging & Output-related solutions to have a high-performing sales team in place in order to ensure the companies long-term relevance and viability as the industry shifts from transactional printer and MFPbased deals to complete Managed Print Services solution (MPS) deals deals which require a change in the sellers sales paradigm. And sales professionals with the acumen to sell, win, and close complex MPS deals have become and will continue to be critical assets to their companies and in the marketplace. PLAY A CRUCIAL ROLE IN YOUR ORGANIZATION The Water Training Institute s Certified Managed Print Services Seller (CMPSS ) Certification program helps sales professionals develop the understanding and skills necessary to effectively navigate the Managed Print Services sales cycle; it also provides a higher degree of confidence that the Certified Seller has demonstrated a level of proficiency in selling MPS. Whether you are a seller selling to enterprise accounts, corporate customers, mid-market clients, or small businesses, the Certified managed Print Services Seller program can prepare you to be more effective in your job. Job postings with the term Copier Sales in the title have dropped approximately 30% since January 2007, while job postings with Managed Print Services have jumped 800% in that same timeframe. BE PREPARED! MPS Stages to the Sale DISTINGUISH YOURSELF WITH THE CERTIFIED MANAGED PRINT SERVICES SELLER CERTIFICATION The Certified Managed Print Services Seller program gives you the credentials to demonstrate your professional dedication and advanced Managed Print Services sales capabilities. This certification program prepares you to take the industry-first Certified Managed Print Services Seller Professional Exam administered exclusively by The Water Training Institute. Earning the CMPSS certification distinguishes the sales professional as a recognized practitioner in the sale and provisioning of Managed Print Services solutions. Becoming a CMPSS -certified sales professional validates that you, the sales professional, have the ability to effectively navigate the MPS deal-pursuit process and earns you the recognition by your peers, customers, and managers as a practitioner who is capable of selling Managed Print Services solutions. Certification can even help the sales professional advance his/ her career and increase their earning potential! BECOME CERTIFIED BECOME A CERTIFIED MANAGED PRINT SERVICES SALES PROFESSIONAL! By completing a training and testing curriculum that includes webinars, selfstudy, in-class training, and certification testing preparation, participants can earn a Managed Print Services Seller Certificate. Earning this certificate demonstrates a fundamental understanding of Managed Print Services and how the solution is positioned. Your Managed Print Services Seller Certificate acknowledgement prepares the sales professional for the Certified Managed Print Services Seller Professional Exam offered exclusively by The Water Training Institute. THE WATER TRAINING INSTITUTE PAGE 4

6 PROGRAM BENEFITS The Water Training Institute s Certified Managed Print Services Seller program gives sales professionals the knowledge and skills necessary to effectively and confidently sell Managed Print Services. To earn Certified Managed Print Services Seller certification the participant must complete a program that consists of: an introductory webinar > pre-class preparation (self study) > in-class certification training seminar > Certified Managed Print Services Seller Certification Exam preparation > the Certified Managed Print Services Seller Certification Exam. [See the list of Segments below]. Upon completion of Segments 1 through 4, the participants will receive a certificate that serves as a valuable credential and an important milestone. More importantly, however, Segments 1 through 4 of the program qualifies the participant to sit for the Certified Managed Print Services Seller Certification Exam which is Stage 5 or the CMPSS certification process. Successful completion of Segment 5 of the process then qualifies the participant to progress to Segment 6: a review of the candidate s individual overall performance by the Water Training Institute s Managed Print Services Certification Committee. Successful completion of all six stages of this curriculum in conjunction with a personal individual evaluation by the program s Certification Committee will determine whether or not each individual participant has met the stringent qualifications necessary to be confirmed as a Certified Managed Print Services Seller. Please note: You should expect that not all participants will meet the stringent qualifications to earn the Certified Managed Print Services Seller designation. Based on experience, we anticipate a percentage of participants will earn this distinguished designation on the first attempt. FOR MANAGERS Access to a vehicle for new-hires or those charged with selling Managed Print Services that will enable them to learn about Managed Print Services, learn how to sell it, and receive validation of whether or not they are fundamentally capable of selling MPS to a certain standard. The confidence to know that your sales representatives are fundamentally sound at selling Managed Print Services The benefit of receiving a comprehensive review of the potential and preparedness of each of your sales representatives to effectively sell MPS solutions The benefit of receiving individual reports on each participant, providing you with such information as: whether or not they have successfully qualified for CMPSS certification; where they are strong; where they are deficient; what they can do to improve their performance; and tailored recommendations for their improvement. A customized report per representative that can be used as part of an individual s performance review. FOR SALES PROFESSIONALS Earn the professional credential of Certified Managed Print Services Seller. This credential will give you an added degree of credibility with your customers and peers, and it will make you more marketable. Gain a thorough understanding of Managed Print Services, including the sales process for pursuing a MPS seal and the relevant aspects Managed print Services including Total Cost of Ownership (TCO). Learn how to position and sell Managed Print Services from some of the most knowledgeable, battle-tested professionals in the world in the fields of sales and selling Managed Print Services. Gain practical knowledge (not theoretical) of how to actually move through the MPS deal-pursuit process, with a concentration on how to improve your odds of closing MPS deals. Become more consultative in your sales approach and learn how to build a business case for MPS opportunities. Sell more stuff! FOR YOUR CUSTOMERS Provides an increased degree of confidence that the Certified Managed Print Services Seller is prepared to help them make good decisions related to their interest in Managed Print Services. Provides an increased degree of confidence that the Certified Managed Print Services Seller will not waste their time. EARN THE PROFESSIONAL CREDENTIAL OF CERTIFIED MANAGED PRINT SERVIC- ES SELLER. THIS CREDENTIAL WILL GIVE YOU AN ADDED DEGREE OF CRED- IBILITY WITH YOUR CUSTOMERS AND PEERS, AND IT WILL MAKE YOU MORE MARKETABLE. THE WATER TRAINING INSTITUTE PAGE 5

7 WHO SHOULD ENROLL The Certified Managed Print Services Seller program is designed for sales professionals involved in the sale of Managed Print Services or other Imaging & Output-related solutions. This can include (but is not limited to) sales representatives, sales managers, technical consultants, MPS consultants, MPS solution architects, Imaging & Output business process consultants, sales trainers, and business analysts to name a few. This is followed by a Water Training Institute Certification Committee review of all participants performance to determine certification. A tailored Assessment Report of all candidates performance will then be developed and issued to participants and/or their managers. UNDERSTAND THE END-TO-END PROCESS OF SELLING MANAGED PRINT SERVICES DEALS (Sample Outline) SEGMENT 1: INTRODUCTORY WEBINAR: MANAGED PRINT SERVICES PREFACE Overview the CMPSS Stages to Certification Overview the certification program curriculum The Managed Print Services Stages to the Sale Understanding Total Cost of Ownership SEGMENT 2: PRE-CLASS PREPARATION Managed Print Services Case Study Pre-admission Entrance Exam (on-line) Note: All participants must pass the entrance exam to be admitted into the in-class Certification Training Seminar SEGMENT 3: THE CERTIFICATION TRAINING SEMINAR Introduce The Great Water Training Institute Sales Challenge Review: The MPS Stages to the Sale The Product Sale vs. The Solution Sale The MPS Sales Ecosystem and its Effects on the MPS Sale The MPS Assessment Review: Total Cost of Ownership Value Mapping (SMB, Corporate, Enterprise) Calling on C-level Executives CIO Perspectives: Discussion with a CIO (TBC) The Chief Financial Officer Call Building The Business Case Including Cost-benefit Analysis The Managed Print Services Deal-Pursuit Process One-on-One Interviews to Discuss Sales and MPS The Great Debate Various Exercises, Role Play, and Case Studies SEGMENT 4: CERTIFICATION EXAM PREPARATION Review the CMPSS Learninigs Preparation for the CMPSS Exam SEGMENT 5: THE EXAMINATION The Certified Managed Print Services Seller Exam All participants who successfully meet the CMPSS qualifications for certification will receive a registered certificate THE WATER TRAINING INSTITUTE PAGE 5

8 REPORTING A comprehensive assessment report will be prepared for each participant in the Certified Managed Print Services Seller program. The purpose of the assessment report is to provide the participants and their managers with timely feedback on their performance in the program; this information can be used to build a development plan for the participants and can even be used as input into a performance plan. The report (which will be sent to the participants managers unless the participant has registered him/ herself) will provide: An overall assessment of each individual participant s performance in the program (provided by the Water Training Institute Certification Committee). Their strengths and weaknesses related to effectiveness in the MPS deal pursuit process Suggested strengths to build on Suggested areas for improvement A tailored, recommended plan for improvement Notification of whether the participant has successfully met the criteria for CMPSS certification, including the reasons why or why they have not met the certification criteria. An action plan for those participants who are unsuccessful at attaining CMPSS certification. VISIT THE WEBSITE FOR THE ACTUAL COURSE OUTLINE CERTIFICATION PROGRAM TUITION CERTIFIED MANAGED PRINT SERVICES SELLER PROGRAM TUITION Complete all five Segments of the Certified Managed Print Services Seller Sales Training & Certification program and receive your Certified Managed Print Services Seller certification certificate. Earning a CMPSS certificate demonstrates a solid understanding of how to navigate the MPS deal pursuit process and how to improve your odds of winning MPS deals. It also illustrates your dedication and professionalism. Sign up for all five Segments of this program and receive a discounted tuition rate of $2,490. That s $2,485 off the regular tuition price of $4,975 for all five Segments individually. Please note: signing up for all Segments and completing the program following the designated structure and sequence will improve preparedness for the program and, hence, your chances of earning certification. CMPSS SEGMENTS* Segment 1: Managed Print Services Overview Webinar $1,500 Segment 2: Pre-Class Preparation Exercises (Self-Study) $500 Segment 3: In-Class Certified Managed Print Services Seller Program (Can be Taken Separately as a Stand-alone Course) $1,975 Segment 4: CMPSS Certification Exam Preparation $500 Segment 5: The Certified Managed Print Services Seller Certification Exam+ TOTAL BY INDIVIDUAL SEGMENTS TUITION PACKAGE RATE $500 $4,975 $2,490 SAVINGS ($2,485) 50% * Modular offerings. Each Segment can be taken individually. However, some Segments have contingencies and/or pre-requisites + Must be combined with Segment 3: In-Class Certified Managed Print Services Seller Program MILITARY DISCOUNT Special discounts are available for active or former U.S. military service members. Please contact us for more information. Next Program September 16-18, 2009 Philadelphia Airport Marriott Hotel One Arrivals Road Philadelphia, Pennsylvania USA Phone: in Historic Philadelphia, Pennsylvania REGISTER TODAY AT THE WATER TRAINING INSTITUTE PAGE 6