eLearning

Editor's Notes

• #2: Introduction Framework Set stage (Training Etiquettes, Q&A Section, Quiz, Learner mindset Story or Quote or Question Say what you’re going to say (Topics) Presentation Set stage (Training Etiquettes, Q&A Section, Quiz, Learner mindset) Story – Upside Learning (Founder and Technology & Marketing Lead http://www.upsidelearning.com/us/amit-gautam.asp) Never heard about them, 190 employees, 100% employees in India & 1 Key Sales Person in Greater Minneapolis-St. Paul Area Generating $Millions of dollars from US market by selling Custom eLearning and LMS Interviewed them to deliver some of our future contracts that you’re planning They have the service offerings and product team, but no sales team, but we have a sales team Lessons: eLearning is huge area, we have to know the industry to grow the revenue within that industry Say what you’re going to say (Topics) Know the Industry to sell eLearning solutions I am going to analyze the eLearning market (size, competitors, types of competitors) What types of services we could offer Provide you “Product Launch Framework” since we’re going to open up new services for you How you will able to achieve financial freedom by selling eLearning services? I will also share 3 thoughts at the end Story – Upside Learning
• #3: Market Size What I believe You can market a product unless you understand the market place (Marketing Team) You can’t sell a product or service unless you understand the market place (Sales Team) You can deliver a product or service unless you understand the market (Operation Team) You can lead effectively unless you understand a market (Leadership Team) You should never be a CEO of company unless you understand it to the fullest? (CEO) What we will cover HR Life Cycle Market Size – eLearning Why eLearning? (Top 5 Drivers) IBM Survey about eLearning Competitors (Consumer) Competitors (Corporate) Competitors (Corporate) – 3 Types Research Education Industry - http://www.educationindustry.org/industry-trends-data
• #4: Source: IDC & BMO Capital Markets HR Management Life Cycle “Learning from CLO” | What I learned from those interviews Roseanna DeMaria – Former CLO of ML Daniel Mayer – CLO of Academica Heather Bennett – CLO of M5 (Shoretel) Jennifer Alesia - Former Head of L&D at Mizuho (Moved to GE now) Thomas Evans – CLO of PWC (CLO of the Year, 2014) What I wanted to find out from them What’s the role of CLO and CHRO? How did they get to the top? What it takes to build a Learning Organization? How do you build individualized Learning plan? Where does corporate training programs (sometime calls “Learning & Development” fall under? Where does corporate training programs (sometime calls “Learning & Development” fall under? All of them speaker the same language and giving same answers  Most of the time it’s reside within firm’s HR department HR budgets must be spread across the entire HR life-cycle, with “Learning and Development (LD” just one piece of the cycle According to IDC, Budget is split in 3 areas: Internal spending (61%), Tuition reimbursements (11%) and External Services (28%) What’s the role of the Chief Learning Office (CLO)? Similar titles – VP of Learning, Learning & Development Director Talent - quality, depth, succession, talent development, retention Capabilities - technology changes, globalization, public policy, retirement program etc Culture - big company challenges, M&A highest-ranking corporate officer in charge of learning management. Experts in corporate or personal training, with degrees in education, instructional design, business or similar fields. Drive the corporate strategy and align the development of people with the business goals of the organization. Reporting - The CLO may report directly to the CEO, but may also report to the Head of HR or Chief Talent Officer. What’s the roll of Chief human resources officer (CHRO)? (Almost same + broader) Similar titles - Chief People Officer, Chief Personnel Officer, Executive Vice President of Human Resources and Senior Vice President of Human Resources. Talent - quality, depth, succession, talent development, retention Capabilities - technology changes, globalization, public policy, retirement program etc Culture - big company challenges, M&A Source - According to an annual survey conducted over the past six years by the largest industry group for Chief Human Resource Officers, the HR Policy Association in the United State Thomas Evans, ClO of PWC CLO of the Year by CLO Magazine 184,000 people - PwC US helps organizations and individuals create the value they’re looking for. We’re a member of the PwC network of firms in 157 countries with more than 184,000 people. We’re committed to delivering quality in assurance, tax and advisory services 25 Years of experience: I’m a Corporate Learning and Development Leader with more than 25 years of experience in overseeing the development and implementation of organizational learning programs in the professional services industry. Throughout my career, I’ve focused on breaking down the walls of traditional classroom education and integrating learning into the workplace. I currently serve as PwC’s US Chief Learning Officer (CLO) and lead a team of more than 300 learning professionals to oversee the continuous development of the firm’s US talent. In addition, I’m the Global Development Leader for PwC West Cluster firms in Canada, Brazil and Mexico as well as other countries in Latin America and the Caribbean. In my tenure as the firm’s CLO, I’ve worked with my team to create an immersive and inclusive learning environment that keeps PwC’s staff challenged, motivated and inspired to invest in their development and that of others. This embodies my “whole leadership” philosophy – developing people who possess the right blend of technical, relationship and leadership skills.
• #5: Corporate Learning Market Size 2015 (Source: GSV Education Fact book 2012 | IDC, ASTD, Training Industry, BMO Financial Group) World wide spending - $449.3 Billion USA spending - $149.9 Billion It doesn’t include eLearning revenue
• #6: eLearning Market Size 2015 (Source: GSV Edu | IDC, ASTD, Training Industry, BMO Financial Group) 29% of worldwide spending are at USA (Total USA spending on eLearning is $49.1 Billion) K-12 eLearning – 9.3B Higher Ed eLearning – 18.6B Corporate eLearning – 11.2 Billion Other Points eLearning industry is growing year after year Before internet eLearning market share was $0 eLearning is a new category
• #7: (Source: Novation group survey supports the similar point) Why eLearning Industry is growing? Top 5 Drivers Cost – general budget constraints, efforts to reduce travel cost, reduce cost-per employee, affordable Time – Accessible 24 X 7 access Scale – scale the learning (mobile work force, gaming, social networking, interaction, performance measurements) Ease of use - modularized, easily maintained, customizable Retention – information retention, knowledge retention, complements classroom training Other – ROI, Preferences among users Why Choose e-Learning (This is what added Accessible - Unlimited lifetime access to the tool Convenient - Training available 24/7 Modularized - Quickly review topics and skills of interest Affordable - One-time licensing fee for your complete organization Easily Maintained - Content is hosted on-site; no usernames or passwords Scalable - Have training continuity over multiple locations with new hires Customizable - Customize existing content or create your own for specific needs
• #8: IBM Research According to a report released by IBM, companies who utilize e-Learning tools and strategies have the potential to boost productivity by up to 50%. For every $1 that a company spends, it's estimated that they can receive $30 worth of productivity. NetCom Learning website starts with this information Check fact here Top 10 e-Learning Statistics for 2014 Info graphic - http://elearningindustry.com/top-10-e-learning-statistics-for-2014-you-need-to-know
• #9: Service Types (3 Types) We need to ask these questions ! SWOT Analysis – what’s our strength? What’s our weaknesses? Positioning- How are we going to position us? Current competency – where are we strong now? Future competency – how we plan to build competencies in future? Fastest and smartest - What would be the fasted and smartest we can build those capacities? Let’s go over our capacities and capacity building plan over next 4 – 8 quarters
• #10: Content (Standard) - you might ask these questions Should we build on our own or show we white level them? (Computer products, Tie, Shirts etc) When would be right time to do it on our own? (Learning from Mistake: LearningGG) Should we fix it through internal investment or M&A? Content (Custom) Why it’s our core competency? (Margin, Sarder TV, Company Strategy for 3 years) What have we done so far? 1000+ Bites Learning Learning from CEO, CLO, CIO, Authors, Experts, Thought Leaders Journalistic quality – Bloomberg, Fox, CIO Authors Inc Magazine Video production Conferences (Microsoft Local Events & Customer is King) video production Custom content development (Monica’s client) WBT - self paced learning Closed captioning in different languages Complete recording in different languages 3) We have a Video Production Team – experienced and reliable 4) Pricing - $10K to $15K per hour Product List Microsoft Office Library Benefits Improved Productivity Reduced Help Desk costs Reduce training budgets Help accelerate deployments Mudit’s Notes Colleague interruption reduced - The lost time of an employee due to software problems is 16.8 minutes per day and 6.05 hours per month, based on an 8 hour work day, minus one hour for lunch, scheduled break time, small talk and things like that. The average hourly wage in the United States is approx. $25.00, so the time lost due to software problems will cost a company around $151.25 per month per employee. If the Instant Learning Server™ can reduce the lost time per day per employee by one third - ie from 16.8 minutes to 5.6 minutes - then a company with 1000 users, for example, can save more than $ 50,000 per month. helpdesk calls reduced one solution for all levels of learning needs - beginners to experts learning plans You can either learn by the task you want to perform, or pre-defined learning paths prescribe what you need to know to perform your work. Role specific learning paths help users learn only what they need, saving hours of time not having to sift through useless information. cost effective solution - balance with ILT needs Features Microsoft Ribbon Integration Powerful Search Capability Learning and Ongoing Support User Tracking and Reporting Exercise Files One Quiz per module Audio or sub-titled text Multi-language support Flash or HTML5 compatible Dynamic Bandwidth Management, dynamic streaming delivery Runs on mobile devices (iPad, iPhone, Android) Fully Customizable Interface (Logo, Colors,...)
• #11: How many people are using Microsoft Office? (Zdnet) About that 1 billion Microsoft Office figure ... 1 Billion computer users total according to this article, but I believe the 1 billion figure is several years old, according to wikipedia, the number of computer users is now 2 billion. Jun 16, 2010 According to Training Magazine Hard Skills are more popular than soft skills when it comes to Top 3 Hard skills Compliance IT & System Training Desktop application Training Industry specific 3) Soft Skills Management & Supervisory Interpersonal skills Customer Service Exec Development Sales
• #12: What do we need to expose to be in eLearning service sector? Bersin Associate – following his path, part of Deloitte, Face of the company Thought leadership – Learning book, Learning Movement, CLO Interviews, Strong Foundation Learning Advantage – 2 years of hard work, 2 decades of experience and study, tool to enter the service sector
• #13: Learning CMS 6.5M+ spending Strong Foundation and understand the sector Acquire, Merge or Partner with one main vendor Bersin and Associates, 2012 Sum Total – 9% Skill Soft - 3% (Acquired Sum Total) SAP (all) – 8% Oracle – 7% Cornerstone On Demand – 4% Saba – 4% Acs (Xerox) – 3%
• #15: Beginning: Synchronized execution is the keys to new product success! Marketing (generate demands) Product - A product is seen as an item that satisfies what a consumer demands. The marketer must also consider the product mix. Positioning - Although there are so many different definitions of brand positioning, probably the most common is: identifying and attempting to occupy a market niche for a brand, product or service utilizing traditional marketing placement strategies Price - The amount a customer pays for the product. The price is very important as it determines the company's profit and hence, survival. When setting a price, the marketer must be aware of the customer perceived value for the product. Promotion - All of the methods of communication that a marketer may use to provide information to different parties about the product. Promotion comprises elements such as: advertising, public relations, sales organization and sales promotion. Place (Distribution) -Place refers to providing the product at a place which is convenient for consumers to access. Various strategies such as intensive distribution, selective distribution, exclusive distribution and franchising can be used by the marketer to complement the other aspects of the marketing mix. Sales Tools Website (eLearning Page, Video samples, All services) Catalog (Service Sections) Webinar (eLearning Thought Leadership) White Paper (eLearning Thought Leadership) Case Study (eLearning Success Story) Email Template Sales (generate revenue) Goals – what our eLearning revenue goal? Accounts – which accounts are going to target? How are going to attract, retain and grow those accounts using this add-on products? Sales Process – how can I apply our existing “Purpose driven selling method” to generate elearning revenue? Activities – what’s our expectations? (Prospecting, Proposals, Pipeline, Visits) Delivery (generate repeat business) Quality – how can I ensure quality? How can I plan it ahead? Resources – what resources do I need to proactively build? Pre-sales support – how can provide pre-sales support to close more deals? Post-sales support – how can provide post-sales support? Ending: Synchronized execution is the keys to new product success! Unity is strength!
• #16: Summary Market Analysis – Be an expert of eLearning industry to market, sell or deliver eLearning products and services effectively Service Types – understand that we want to offer now and what we plan to offer in future Product Launch Framework – We need synchronized execution to capture eLearning market share Financial freedom – you will be able to achieve financial freedom if you refine your skills and learn how to sell eLearning solutions 3 Final thoughts Cannibalization – Is eLearning going to cannibalize the classroom training? eLearning is going to complete the classroom training, not going to kill it (data driven and market driven conclusion) Don’t fear cannibalization. If we don’t do it, someone else will. eLearning is going to complement the classroom training. Size of Corporate & Govt. Learning is 270% bigger than eLearning sector Learning Method - Which learning method is most effective? The most effective learning method is Blended Learning solutions. You can operate an effective learning organization without a blended model. Learning companies with Blended solutions will eventually will become the biggest player in Learning industry. Lifelong Learning – why lifelong learning is important? Technology change, Business Model Change, Job Role Change, Intense Competition A best run organization is a learning organization Informal learning will get recognition soon (MOOC, eLearning) and will be integrated with formal learning Individualized learning will become norm in future and the challenges will be solved The moment we think we know it all, we stop growing. Develop the passion for Learning. Be a lifelong Learner!
• #18: Source: GSV Education Fact book Is eLearning going to cannibalize the instructor-led training? Is I-pad going to eliminate the need for Laptop or Desktop completely? Why Microsoft Surface or other products are going to combine Laptop and i-Pad? Do you see Laptop, Desktop and pad coexist? Cannibalization I see cannibalization as a huge opportunity for NetCom Learning Our core philosophy is to never fear cannibalization. If we don’t do it, someone else will. One of our core values is to build a “Innovation Culture”, we have to change or we will die Prediction Size of Corporate & Govt. Learning is 270% bigger than eLearning sector eLearning sector is going to grow way faster eLearning is going to complete the classroom training, not going to kill it (data driven and market driven conclusion)
• #19: Which learning method is most effective? The most effective learning method is Blended Learning solutions. It’s already in action if you look at the data You can operate learning organization just without a blended model
• #20: Why lifelong learning is important? Technology change, Business Model Change, Job Role Change, Intense Competition Informal learning will get recognition soon (MOOC, Self Directed Learning) and will be integrated with formal learning Individualized learning will become norm in future and the challenges will be solved If you want to grow, if you want to be on the top, if you want ….be a life longer!