Thriving vs. Surviving: Thriving vs. Surviving: Increasing your strategic Increasing your strategic value with custom videovalue with custom video

© ej4 LLC, 2010.© ej4 LLC, 2010.

Key questions

“How do I get people to take training?”

“How to I get our leaders to appreciate training’s value?”

Key questions

"The overall finding of the meta-analysis is that classes with online learning (whether taught completely online or blended) on average produce stronger student learning outcomes than do classes with solely face-to-face instruction." (pg.18)

U.S. Department of EducationMay 2009

Agenda

1. Improving execution

2. Your new role

3. How to do it

4. Examples

Institutional knowledge

HR/Legal

Marketing

Sales

Consumers

Training

The Great DivideThe Great Divide

HR/Legal

Marketing

Sales

Consumers

Training

Employees

Distributors

Retailers

Consumers

Field SalesNatl Accts

Partners

The Great DivideThe Great Divide

HR/Legal

Marketing

Sales

Consumers

Training

Employees

Distributors

Retailers

Consumers

Field SalesNatl Accts

Partners

““Framework for Execution”Framework for Execution”

It’s all about the linesIt’s all about the lines

HR/Legal

Marketing

Sales

Consumers

Training

Employees

Distributors

Retailers

Consumers

Field SalesNatl Accts

Partners

FeaturesFeatures

R&

DR

&D

ProductsProducts

IndustryIndustry

MarketingMarketing ProgramsPrograms

CommunicationsCommunications

StrategyStrategy

Supply ChainSupply Chain

Management Management DevelopmentDevelopment

Tra

inin

gT

rain

ing

Sales Sales TrainingTraining

RecruitingRecruiting

ej4ej4 ej4ej4Brand ManagersBrand Managers

R&DR&D

ExecutivesExecutives

RSMRSM

Sal

esS

ales

SalesSales

TechTech

CustomersCustomers

Parent Co.Parent Co.

HRHR

ITIT

Marketing/ Marketing/ CommunicationCommunication

Operations &Operations &DistributionDistribution

DistributorsDistributors

DealersDealers

ManagementManagement

Sub

sidi

ary

Sub

sidi

ary Bus Devt Bus Devt

TeamTeam

SalesSales

EmployeesEmployees

VARsVARs

OEMsOEMs

Cus

tom

ers

Cus

tom

ers

Natl AcctsNatl Accts

ConsultantsConsultants

ProspectsProspects

ConsumersConsumers

AnalystsAnalysts

Cha

nnel

Cha

nnel

Agenda

• Improving execution

• Your new role

• How to do it

• Examples

Your new role

• You are the expert that makes the Framework work

• Justification business

– Increase/lower

• Ang Lee of content

– Action content director

The Training value proposition

“It’s all about the unmet need…”

“Show us the needleyou want moved,and we’ll help youmove it.”

Start with strategic initiatives

• Increase:

– Market share

– Distribution

• Reduce

– Returns

– Cost of goods

Move Scorecard needles

• Increase:

– Number of customers

• New customers

– Number of Gold Resellers

• Decrease

– Product returns

– Rework

Your to-do

Turn your department into a strategic business partner

– Focus on the goals of your company

– Become the expert on “must-see TV”

– “Own” the Framework

Agenda

• Improving execution

• Your new role

• How to do it

• Examples

Technologies

Where’s the “sweet spot?”Cost

0.0 1.0 2.0 3DTV

We’re professionals

Professional video works• Video greatly enhances the communication

message quality and experience

• Content delivered with video has a much higher retention rate

• Consumer market video trends effect users’ perception of video

– Increased comfort creating video

– Increased interest watching video

ExecutionExecution

ResultsResults

What is Maxecution video?

• Look and feel of in-person training

– Short form video

– <10 minutes

• Action vs. content based

– Tactics vs. stories

• Right I.D. for the new medium

– Instructionally sound

– Engaging

– Changes behaviors

The “five way play”

Sales + Channel Mktg/Comm

Products

CustomersEmployees

Create once, deploy many

Multi-Purposed™ Content

Initiallearning

Meetings

Coaching

Refresh

Performancesupport

Widespread applications

Runs on the “five screens”

Agenda

• Improving execution

• Your new role

• How to do it

• Examples

Employee Training

Employee Training

Sales and Channel

Sales and Channel

Sales and Channel

Marketing Communications

Marketing Communications

Marketing Communications

Customers

Other

To Do’s

• Understand your framework

• Become strategic

– Link to measureable goals

• Needles

• Drain their brain (SMEs)

• Capture, post, repeat

• CONTENT IS KING!!

– If it:

• Makes people/company more money

• Reduces operating expenses

• Saves time/effort on the job

– They WILL come!

Agenda

1. Improving execution

2. Your role

3. How to do it

4. Examples