Partner Enablement Training PRESENTED BY: TABLEAU PARTNER TEAM

Transcription

1 Partner Enablement Training PRESENTED BY: TABLEAU PARTNER TEAM

2 Welcome On behalf of Tableau s Global Channel, we welcome you to Tableau s Partner Enablement Training! It is because of you that this program exists and we are excited to have you here. It is through our channel organization that Tableau s ground-breaking solutions reach the farthest extent of the globe and the deepest levels of vertical markets. We will provide you with effective training so you can sell and position Tableau as a leader in business intelligence that enables everyone to quickly analyze, visualize and share information. Over the course of the next few days we will work together to show you how our Tableau approaches the sales and product sides of Tableau s business. We ll cover the following: How to give an amazing Tableau demo Hands-on work with both Tableau Desktop and Tableau Server Reasons why customers buy Tableau The competitive landscape Leveraging the concept of white board selling to engage prospects Strategies for landing and expanding accounts You will also have the opportunity to ask questions along the way. Be vocal. This is a great opportunity to learn from our skilled instructors, who are actual field-based folks and not classroom trainers! Overview of Sessions INTRODUCTION TO TABLEAU A quick introduction to Tableau s mission, what appeals to our customers, Tableau s origins, Gartner s magic quadrant, and why Tableau is a successful product. This session closes with a demonstration of Tableau Desktop and Server. TOP 10 REASONS WHY PEOPLE BUY TABLEAU Why do our customers buy Tableau? What are the common themes that are on customers minds when they are making purchasing decisions. We will discuss each of the top 10 reasons and lay out a simple case for how Tableau addresses these challenges. DRIVING THE LAND AND EXPAND SALES STRATEGY What is Tableau s Land and Expand sales model and how does it work? We will explain why it is successful vs. old-school selling, discuss the terms land and expand, examine techniques to drive success, and lays out a case for how land and expand reduces risk. PRICING What is Tableau s pricing model? How many pages are there in the PDF for pricing? We will walk through the products Tableau offers and see how they are priced. TABLEAU BUSINESS WHITEBOARD Have you ever struggled to get mental shelf-space with senior staff at a prospect? Learn a simple whiteboard technique using a give and take conversation based on the value propositions of Tableau. This whiteboard discussion helps brings out the buying signals you need from your customers. WORKING WITH TABLEAU Learn about Tableau s sales organization globally and how you can leverage sales, pre-sales and marketing resources from Tableau. Have an opportunity? Use information from this session to help you be successful. THE COMPETITIVE LANDSCAPE What is the competitive landscape for business intelligence? What are Tableau s key strengths and competitive differentiators vs. new business intelligence vendors (data discovery & small independents) and traditional BI (the mega vendors, large independents, and open source). PRODUCT ENABLEMENT WALKTHROUGH Do you have co-workers who could not attend this training? How will they learn Tableau? Have no fear. This session covers the various methods that your teams, both sales and technical, can learn about Tableau as a product. We will walks through self-paced learning material as well as discussing all the resources available to help those who could not be here. WHY CUSTOMERS BUY TABLEAU SERVER Tableau Server is a key revenue-driver at our customers. Why do they buy it? Learn from our years of experience about why customers are interested in Tableau Server, why is it important, benefits and features, architecture, security and administration at a sales level. TABLEAU DESKTOP HANDS-ON The bulk of day 2 is spent giving attendees hours of hands-on time with Tableau Desktop. Emphasis is placed on business thinking with individuals figuring out how to solve common problems using Tableau, all with the guidance of a qualified instructor. TABLEAU SERVER HANDS-ON The bulk of day 3 is spent giving your staff hours of hands-on time with Tableau Server. Emphasis is placed on the most common challenges and features that your staff will encounter in the field, all with the guidance of a qualified instructor.

3 Agenda 9:00-9:10am 9:10-10:00am 10:15-10:30am 10:30-11:00am 11:00-11:45am 11:45-12:15pm 12:15-1:15pm 1:15-2:30pm 2:30-3:00pm 3:15-4:15pm SALES TRACK DAY 1 * Welcome Introduction to Tableau/Tableau Demo Pricing Top 10 Reasons Why People Buy Tableau Driving the Land and Expand Sales Strategy Working with Tableau Tableau Business Whiteboard Why Customers Buy Tableau Server The Competitive Landscape Wrap-up of Day 1 Who Should Attend Tableau Partner Enablement is segmented into functional categories to allow for participants to attend only the days that are appropriate for their role. Please refer to the information below in order to determine what days are appropriate for various roles: ROLE IN YOUR ORGANIZATION KEY CONTENT TO ATTEND REQUIRED DAYS RECOMMENDED DAYS Sales Sales & Desktop Training Day 1 Day 2 Technical Sales Sales & All Product Training Day 2 & 3 Day 1 Consultant All Product Training Day 2 & 3 8:30-9:00am 9:00-10:00am 10:15-12:00pm 12:00-1:00pm 1:00-1:30pm 1:30-3:00pm 3:15-4:00pm 4:00-4:15pm 8:30-9:00am 9:00-10:00am 10:15-12:00pm 12:00-1:00pm 1:00-3:00pm 3:15-4:00pm 4:00-4:15pm DESKTOP PRODUCT TRACK DAY 2 * Registration Tableau Desktop Hands-on Product Enablement Walkthrough Understanding Tableau s Desktop Certification Wrap-up of Day 2 SERVER PRODUCT TRACK DAY 3 * Registration Tableau Server Hands-on Understanding Tableau s Server Certification Wrap-up of Day 3 and closing *The specific agenda for your training may differ slightly from the agenda shown above in the interest of time, material, or skill-level of the group.

4 Know Before You Go PREREQUISITE SOFTWARE INSTALLATION The expectation is that you will come prepared for the course as described below: 1. Download and install both Tableau Desktop and Tableau Server from 2. Test both products to ensure that the installation was successful. TABLEAU DESKTOP After starting Tableau Desktop click on Connect to data Select Microsoft Excel from the list of data sources Select a spreadsheet named Sample - Superstore Subset (Excel). Click on Ok to select the Orders table. Select Connect Live. If you see the dimensions and measures for the Superstore in the left hand side of the screen, similar to this image, congratulations! You are ready for the Desktop training. TABLEAU SERVER Open a browser on your machine In the address bar, type localhost or localhost:[port] where [port] equates to the port number you entered for the app server during installation. Input the administrator username and password that you selected during installation and press enter. If you are taken to a view of the various visualizations on the server, congratulations, you are ready for the Server training! Your view will be similar to, but not exactly match this image. HELP! I CANNOT COMPLETE THE TASKS ABOVE! If you do not get the tasks above completed successfully then you are not ready for the course. But don t panic; we can help. Please partnersupport@tableausoftware. com for assistance in getting your machine ready for the training. After the Training The most important step after this training session is to lock down the knowledge you have learned by using it in a real-world situation. We recommend doing the following: SALES Begin using the sales techniques immediately. Find a live opportunity to pursue as a land Deliver the whiteboard to co-workers and then to a prospect PRODUCT Identify and connect to a dataset at your work. Explore the data using Tableau. Set up hierarchies, calculated fields and user-friendly data names. Create some meaningful visualization. Attempt to duplicate some of the challenges from this training on your work data set. Finally, identify and solve a real-world business problem using the skills you just learned. A link to the training material used in this session will be shared with all attendees with valid address shortly after the session. Partner Resources Tableau Product Enablement Plan Username: tableaupartner@yahoo.com Password: tableau4all OTHER PREPARATION If you wish to be fully prepared, we recommend watching a short tutorial (21 minutes) called Getting Started with Tableau. Watching the video is not required, but can help jumpstart your understanding of Tableau prior to your arrival.

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