SALES TRAINING & CERTIFICATION PROGRAM
2009
NEXT PROGRAM September 16 - 18, 2009 Philadelphia Airport Marriott Hotel
One Arrivals Road
Philadelphia, Pennsylvania 19153 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
SALES TRAINING & CERTIFICATION PROGRAM
SUMMARY
THE DEMAND
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 enter-ing the trainenter-ing programs. Companies demand a MPS trainenter-ing 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 practi-•
cal 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 deficien-cies (a performance plan), and whether or not the participant meets a mini-mum 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
knowl- edge and skills necessary to effectively and confidently sell Managed Print Ser-vices. To earn Certified Managed Print Services Seller™ certification the par-ticipant must complete a program that consists of: an introductory MPS over-view 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 approxi-mately $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 rec-ognized practitioner in the sale and provisioning of Managed Print Services solu-tions. 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.
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.
2008 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 facilita-tors:
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 Ser-•
vices 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 Man-aged 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.
As a manager, it is easy to become disenchanted by the thought of sub-jecting your sales team to yet anoth-er 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 the-oretical “sales techniques” for selling MPS, but their practical body or work is sparse and often uninspiring. In these tough economic times, com-panies don’t have the luxury of spend-ing money on sales trainspend-ing 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 represen-tatives truly understand MPS, how to position it, how to sell it, and how to work with their customers in a consul-tative manner to close a higher per-centage of MPS deals. The Certified Managed Print Services Seller™ (CMPSS™) Sales Training & Certifi-cation program is designed to provide that confidence.
WHY THE WATER TRAINING INSTITUTE?
Simply put, because we have real-world track records of success in all as-pects 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, accomplish-ments, 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 MANAGERS’ DILEMMA
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.
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.
REMAIN RELEVANT
Mounting pressures to improve business performance has made it critical for companies that sell Imaging & Output-related solutions to have a high-per-forming sales team in place in order to ensure the companies’ long-term rel-evance and viability as the industry shifts from transactional printer and MFP-based 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 under-standing and skills necessary to effectively navigate the Managed Print Ser- vices sales cycle; it also provides a higher degree of confidence that the Certi-fied 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™ pro-gram can prepare you to be more effective in your job.
DISTINGUISH YOURSELF WITH THE CERTIFIED MANAGED PRINT SERVICES SELLER™ CERTIFICATION
The Certified Managed Print Services Seller™ program gives you the creden-tials 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 Servic-es 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 Ser-vices 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, self-study, in-class training, and certification testing preparation, participants can earn a Managed Print Services Seller Certificate. Earning this certificate dem-onstrates 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 Profes-sional Exam™ offered exclusively by The Water Training Institute.
Job postings with the
term “Copier Sales” in
the title have dropped
approximately 30%
since January 2007,
while job postings with
“Managed Print
Servic-es” have jumped 800%
in that same timeframe.
BE PREPARED!
MPS Stages to the Sale
WHY MANAGED PRINT SERVICES SALES CERTIFICATION
The Water Training Institute’s Certi-fied Managed Print Services Seller™ program gives sales professionals the knowledge and skills necessary to effectively and confidently sell Man-aged Print Services. To earn Certi- fied Managed Print Services Seller™-certification the participant must complete a program that consists of: an introductory webinar > pre-class preparation (self study) > in-class cer-tification training seminar > Certi-fied 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 re-ceive a certificate that serves as a valuable credential and an important milestone. More importantly, how-ever, 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™ cer- tification process. Successful comple-tion of Segment 5 of the process then qualifies the participant to progress to Segment 6: a review of the candi-date’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 Com-mittee – will determine whether or not each individual participant has met the stringent qualifications nec-essary to be confirmed as a Certified Managed Print Services Seller™. Please note: You should expect that not all participants will meet the strin- gent qualifications to earn the Certi-fied Managed Print Services Seller™ designation. Based on experience, we anticipate a percentage of par-ticipants will earn this distinguished designation on the first attempt.
PROGRAM BENEFITS
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 Ser-vices, 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 fundamen-•
tally sound at selling Managed Print Services
The benefit of receiving a comprehensive review of the potential and pre-•
paredness of each of your sales representatives to effectively sell MPS solutions
The benefit of receiving individual reports on each participant, provid-•
ing 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 tai-lored 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.
WHO SHOULD ENROLL
The Certified Managed Print Services Seller™ program is de-signed 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 consul-tants, sales trainers, and business analysts to name a few. 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 •
This is followed by a Water Training Institute Cer- tification Committee review of all participants’ per- formance to determine certification. A tailored As-sessment Report of all candidates’ performance will then be developed and issued to participants and/or their managers.
All participants who
successfully meet the CMPSS™ qualifications for certification will receive a registered certificate
REPORTING
A comprehensive assessment report will be prepared for each participant in the Certi-fied Managed Print Services Seller™ pro-gram. The purpose of the assessment report is to provide the participants and their man-agers with timely feedback on their perfor-mance 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 individu-•
al participant’s performance in the pro-gram (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 im-•
provement
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 Certi-fied 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 profes-sionalism.
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 struc-ture 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+ $500
TOTAL BY INDIVIDUAL SEGMENTS
TUITION PACKAGE RATE
$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 ser-vice members. Please contact us for more information.
WWW.H2O15.COM
REGISTER TODAY AT
WWW.H2O15.COM
Next Program
September 16 - 18, 2009
Philadelphia Airport Marriott Hotel One Arrivals Road
Philadelphia, Pennsylvania 19153 USA Phone: 1-215-492-9000