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© Copyright 2018 BMC Software, Inc.BMC Confidential
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© Copyright 2018 BMC Software, Inc.
April 18th 2018
Grow Education Business withAssisted Self PacedMahesh Argade, Delivery Manager APAC
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Content• Overview about BMC and BMC Education• Challenge around ILTs• Planned outcome• Proposed solution• Execution of plan• Challenges and adjustments in Round 1• Measurement and impact of project• Top 3 learning points
$8B in R&D investment
470+ Patents
10,000+ Customers
Forbes Global
10092%
Trust BMC
BMC Solutions Architecture
Contemporary ServicesThe picture can't be displayed.
Cloud Artificial Intelligence Experience Developer
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Discovery Data Store Orchestration VisualizationFoundation Services
Modern Mainframe Optimization
Security Operations
Cognitive Service Management AIOps Digital Business
Automation
Applications DataInfrastructure IoTCloud
IT Service Management
Performance Management
DatacenterAutomation
WorkloadAutomation
Mainframe Management
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Customer & Partner Education Solution
Identify optimal solution for customer requirements:timeline, target audience, existing and required skills, preferred delivery format
EDUCATION PLAN
EVALUATION CERTIFICATIONACCREDITATIONSKILLS ASSESSMENTS
SPECIFIC LEARNING PATHS
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BMC BladeLogic ServerAutomation 8.xOverview(Free)
WBT 0.5 hrs
BMC BladeLogic ServerAutomation 8.xFundamentals – Part 1(.15 LPC)
WBT 1 hour
BMC BladeLogic ServerAutomation 8.xFundamentals – Part 2(5 LPC)
ILT 5 days
BMC BladeLogic ServerAutomation 8.xAdvanced Admin(5 LPC)
ASP 5 days
BMC BladeLogic ServerAutomation 8.xCertification(2.7 LPC)
CRT 4 days
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Training Delivery Options
Instructor-Led Training classroom and online(ILT/ILO)
Web-Based Training(WBT)
Assisted Self-Paced Training (ASP) – see this presentation
BMC takes a learner-centric approach to training through teaching methods that match your team’s preferred learning
style, budget, and time constraints.
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Purchasing Options
Individual Online Purchases
Licensing Subscriptions
Make the most of your training budget to maximize the value of your BMC solutions. BMC learners have several convenient options for purchasing training. Choose your preferred approach below.
Training Credits (Learning Pass Credits –
LPCs)
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Challenge around Instructor Led Courses• 300+ products, some with small group of customers,
who still need training• Parallel several product releases used by customers• Many customers prefer hands on practical experience• Many customer have time and travel budget
challenges• Training and customer project time schedules don´t
match-> Need to maintain and deliver over 100 instructor led
classes-> Classes cancelled with low fillrates, others offered
infrequently, what increased customer frustrations-> ILT business decreased
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Planned
• Possibility to deliver hands on training also for small number of students
• Training available on older releases w/o depending on delivery resources
• Provide self paced option with hands-on experience and instructor support
• Need 24x7 solution to address project time schedule needs and limited time and travel
• Solution which generates incremental revenue and more margin
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Proposed Solution: Assisted Self Paced (ASP)
1 day access per day content to Virtual Lab*
Up to ½ hr (virtual) coaching by instructor per day content
Q&A via BMC Product Community
Self paced
Video with complete training recording
Assisted
Full student book
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ASP: The best of two worldsInstructor led (ILT) Web based Training (WBT)
Tips & Tricks from instructors
Q&A with instructors and others
Hands on labs
No cancellations
24/7
Own pace: Skip/repeat
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Instructor led (ILT) Web based Training (WBT)
Tips & Tricks from instructors
Q&A with instructors and others
Hands on labs
No cancellations
24/7
Own pace: Skip/repeat
ASP: The best of two worlds
© Copyright 2018 BMC Software, Inc.BMC Confidential
Tips & Tricks from instructors
Q&A with instructors and others
Hands on labs
No cancellations
24/7
Own pace: Skip/repeat
Order today –start tomorrow
Recording, ebookand lab are 24/7
Full Class RecordingStudent ebook
½ hr 1:1 instructor time/training day
Full day access to Virtual lab/trg day
ES monitored Communities with 1k+ members
Community & instruc-tors globally distributed
ASP: The best of two worlds
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Execution of Plan: Phase 1Selection of
courses
• By ILT revenue, fillrates and margin data
• Courses at low/mid end retired or moved to ASP
• List of 25 courses
Developed content:
• Reused existing ebooks and virtual labs
• Recorded live online training
• Build WBT around recording
Processes
• Reused existing ILT processes to deliver ebook, access to the WBT and virtual lab
Timeframe
• Release 25 courses within 3 months
• First quarter as pilot with discount for customers
Marketing
• Specific communication and marketing campaigns
• Blogs, community postings, webpage promotions & many internal sessions
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Challenges and Adjustments in Phase 1• Delays due to missing recordings• Instructors not always prepared for
recording• Change and concern to instructors• Audio & video quality issues• Program released within 3 months but
with fewer courses• Challenge to stay within existing
ILT/WBT/processes
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Phase 2: Boost the ASP Program
Due to success of ASP program changed strategy
– Not only low/mid volume classes are offered as ASP but all courses
– Provide customers a choice between ILT and ASP, what increased our revenue and margin
– Increase from 30 to 60 ASP courses
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Impact of Project and MeasurementMeasurements:• Student #• Revenue• Margin• Customer sat
via student evals
0
50
100
150
200
250
300
350
400
Q3/FY17 Q4/FY17 Q1/FY18 Q2/FY18 Q3/FY18 Q4/FY18
Students
Largest partner business quarter in the last 2 yrsdrove also more ASP
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Impact of Project and Measurement
Fast decision: In only 1 month
between the initial idea and
project start
Fast revenue: only 3 months
between project start
and first revenue
Fast development:
Within 9 months
released 30 courses
High margin: same price as ILT and much lower costs
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Lessons learned
Audio/video quality is key
Course quality/
readiness matters
Virtual lab needs to be bullet proof
Manage change
with instructors
Instructor support
• Moved from course recording to dedicated recording
• Used high quality mics• Best practices material and training for
instructors to record• Added script, subtitles and search in
script
• Labs are reviewed for self paced usage
• Instructor workarounds in errata sheets or used to improve courses
• Change courses to modular approach and more details
• Students needs ALL details how lab access works• Detailed T&C doc, WBT to explain usage• Extended time to use labs and access instructor
(delayed revenue recognition)
• Significant change for instructors, concern to lose their job
• ILT and ASP business grew at the same time
• Job of instructors is enhanced not reduced and less travel for them
• Less time requested as expected and offered
• Mainly support for lab issues• Minimize with improved labs and
exercises
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Next steps• Professional recording in a
studio• Record also instructor eg
whiteboarding• Potentially dubbing instructor
with professional voice artist• Get virtual labs more flexible
to allow usage within longer time period
• Use SpeechToText and TextToSpeech to automate
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About BMC
BMC, BMC Software, the BMC logo, and the BMC Software logo, and all other BMC Software product and service names are owned by BMC Software, Inc. and are registered or pending registration in the US Patent and Trademark Office or in the trademark offices of other countries. All other trademarks belong to their respective companies. © Copyright 2017 BMC Software, Inc.
BMC – Bring IT to Life BMC digital IT transforms 82% of the Fortune 500®.
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