Tailored Training Preps New Hires to Maximize Revenue for Tech Giant
Client
Globally Integrated Technology and Consulting Company (GITCC)
GITCC has operations in more than 170 countries, developing and selling software, systems hardware and infrastructure, cloud and consulting services. The innovation-focused technology company provides businesses, governments and non-profits with a competitive edge.
Situation
Improve Mainframe Server Sales for New Hires in Montpellier, France
GITCC servers have continued to evolve to meet the requirements of the latest IT trends in cloud computing, operational analytics and mobile enterprise. Personnel shortages in GITCC's Montpellier, France, office were hindering the company's efforts to maximize revenue and raise awareness about its platform's latest innovations and improved capabilities with operating systems, data storage and open-source programming.
The GITCC team needed to quickly expand its technical sales group and train new hires on the latest upgrades. The technologies involved included IBM Mainframe, IBM System z Operating System (z/OS), IBM Customer Information Control System (CICS), IBM DB2 database software, IBM WebSphere MQ and IBM Information Management System (IMS).
Solution
Customized Training and Learning Portal for GITCC Mainframe New Hire Academy
GITCC chose Global Knowledge because of our existing partnership as a GITCC Global Training Provider and our history of creating successful enablement programs for major technology companies worldwide. The Global Knowledge instructional design team customized existing courseware on IBM system administration to serve the technical sales team's needs.
In collaboration with the GITCC project manager, we created a 75-day blended training path mixing technical training and sales and marketing enablement. We also developed a customized, secure online learner portal to deliver course materials, presentations, exercises, evaluations and a student forum. Global Knowledge training was delivered on-site in Montpellier, France, through our private group training program at a remote lab, providing students with enhanced access to exercises.
Results
Onboarding Program Positions GITCC Sellers for Future Mainframe Wins
By customizing technical courses from the IBM portfolio and designing the program for technical sales, Global Knowledge was able to eliminate non-essential exercises and reduce training time from six months to three months. As a result, GITCC was able to get new hires trained and producing revenue faster. The Mainframe New Hire Academy is now up and running. To date, 11 new hires have been trained and are set to complete specialist certification tests. Each technical sales new hire has the potential to bring in an additional $500,000 to $1 million a year for GITCC.