⇪
RED HAT SALES TRAINING: SELLER FUNDAMENTALS
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
TABLE OF CONTENTS
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 1: RED HAT STRATEGY [레드헷 전략]
⇒ Part 1. Red Hat's Open Source Mission - Community and Innovation [레드헷의 오픈소스 소프트웨어 철학 - 공동체 중심의 혁신] ⇐
⇒ Part 2. Red Hat Subscription - Overview [레드헷 구독 서비스 - 개요] ⇐
⇒ Part 3: Demystifying the Value of Red Hat [레드헷이 제공하는 가치] ⇐
⇒ Part 4: The 5Ws of Red Hat Security [레드헷 보안의 육하원칙 요소] ⇐
⇒ Part 5: Red Hat Selling With Partners [협력사와의 레드헷 공동 판매 전략] ⇐
⇒ Part 6: Subscription Education and Awareness Program [구독 서비스 이해도 향상을 위한 교육 프로그램] ⇐
UNIT 2A: SELLING RED HAT PRODUCTS - ORIGINAL SELLER CREDENTIALS [핵심 제품 판매 전략 - 초기 영업 자격 교육 과정]
⇒ Credential 1A. Red Hat Enterprise Linux - Product Overview [레드햇 엔터프라이즈 리눅스 - 레드헷 엔터프라이즈 리눅스 제품 개요] ⇐
⇒ Credential 1B. Red Hat Enterprise Linux - Positioning Red Hat Enterprise Linux to Win [레드햇 엔터프라이즈 리눅스 - 성사을 향한 포지셔닝] ⇐
⇒ Credential 1C. Red Hat Enterprise Linux - Engaging Red Hat Enterprise Linux Prospects [레드햇 엔터프라이즈 리눅스 - 유망 구매자에게 접근법] ⇐
⇒ Credential 2A. Red Hat OpenShift - The Red Hat Openshift Opportunity [레드햇 오픈시프트 - 시장 기회 분석] ⇐
⇒ Credential 2B. Red Hat OpenShift - Positioning Red Hat Openshift to Win [레드햇 오픈시프트 - 성사을 향한 포지셔닝] ⇐
⇒ Credential 2C. Red Hat OpenShift - Closing the Red Hat Openshift Sale [레드햇 오픈시프트 - 영업 마무리 및 계약 성사 전략] ⇐
⇒ Credential 3A. Red Hat Ansible Automation Platform - The Ansible Automation Platform Opportunity [레드햇 안시블 자동화 플랫폼 - 비지니스 기회 파악] ⇐
⇒ Credential 3B. Red Hat Ansible Automation Platform - Positioning Ansible Automation Platform to Win [레드햇 안시블 자동화 플랫폼 - 성공을 향한 포지셔닝] ⇐
⇒ Credential 3C. Red Hat Ansible Automation Platform - Engaging Ansible Automation Platform Prospects [레드햇 안시블 자동화 플랫폼 - 유망 구매자에게 접근법] ⇐
⇒ Credential 3D. Red Hat Ansible Automation Platform - Red Hat Ansible Lightspeed: Overview [레드햇 안시블 자동화 플랫폼 - 안시블 라이트스피드 제품 개요] ⇐
UNIT 2B: SELLING RED HAT PRODUCTS - UPDATED SELLER CREDENTIALS [핵심 제품 판매 전략 - 최신 영업 자격 교육 과정]
⇒ Introduction A: Technology Decision Point Fundamentals - TDP Defined [기술 선택 기준의 기초 - 기술 선택 기준의 정의] ⇐
⇒ Introduction B: Technology Decision Point Fundamentals - Go-To-Market Priorities [기술 선택 기준의 기초 - 시장 공략 우선순위] ⇐
⇒ Credential 1A. Server / Cloud Operating System - Sales Play Introduction [서버/클라우드 운영체제 - 영업 시나리오 개요] ⇐
⇒ Credential 1B. Server / Cloud Operating System - Use Case Practice Activity [서버/클라우드 운영체제 - 활용 사례 실습 활동] ⇐
⇒ Credential 1C. Server / Cloud Operating System - RHEL Product Overview [서버/클라우드 운영체제 - 엔터프라이즈 리눅스 제품 개요] ⇐
⇒ Credential 2A. Mission Critical Automation - Sales Play Introduction [핵심 업무 자동화 - 영업 시나리오 개요] ⇐
⇒ Credential 2B. Mission Critical Automation - Use Case Practice Activity [핵심 업무 자동화 - 활용 사례 실습 활동] ⇐
⇒ Credential 2C. Mission Critical Automation - Red Hat Ansible Automation Platform - Overview [핵심 업무 자동화 - 안시블 자동화 플랫폼 개요] ⇐
⇒ Credential 3A. Virtualization - Sales Play Introduction [가상화 - 영업 시나리오 개요] ⇐
⇒ Credential 3B. Virtualization - Use Case Practice Activity [가상화 - 활용 사례 실습 활동] ⇐
⇒ Credential 3C. Virtualization - Red Hat Openshift Virtualization - Overview [가상화 - 오픈시프트 가상화 개요] ⇐
⇒ Credential 4A. Container Management - ________________ [컨테이너 관리 - __________________] ⇐
⇒ Credential 4B. Container Management - ________________ [컨테이너 관리 - __________________] ⇐
⇒ Credential 4C. Container Management - ________________ [컨테이너 관리 - __________________] ⇐
⇒ Credential 5A. Application Platform - ________________ [애플리케이션 플랫폼 - __________________] ⇐
⇒ Credential 5B. Application Platform - ________________ [애플리케이션 플랫폼 - __________________] ⇐
⇒ Credential 5C. Application Platform - ________________ [애플리케이션 플랫폼 - __________________] ⇐
⇒ Credential 6A. AI Platform - ________________ [인공지능 플랫폼 - __________________] ⇐
⇒ Credential 6B. AI Platform - ________________ [인공지능 플랫폼 - __________________] ⇐
⇒ Credential 6C. AI Platform - ________________ [인공지능 플랫폼 - __________________] ⇐
UNIT 3: SELLING RED HAT SERVICES [레드햇 서비스 판매 전략]
⇒ Part 1: Red Hat Services Fundamentals [레드햇 서비스 기초] ⇐
⇒ Part 2: Selling Red Hat Services [레드햇 서비스 영업 전략] ⇐
⇒ Part 3: Selling and Positioning Red Hat Training and Certification [레드햇 교육 및 자격증 영업 및 포지셔닝 전략] ⇐
UNIT 4A: SALES PROCESS AND SKILLS - BUILDING HEALTHY PIPELINE [영업 프로세스 및 기술 - 효과적인 파이프라인 구축]
⇒ Part 1: Introduction [개론] ⇐
⇒ Part 2: Account Intelligence [고객사 정보 분석 역량] ⇐
⇒ Part 3: Engaging Prospects [유망 고객 발굴 및 접점 형성] ⇐
⇒ Part 4: Accelerating Pipeline [파이프라인 가속화 전략] ⇐
⇒ Part 5: Managing Pipeline [파이프라인 관리 전략] ⇐
UNIT 4B: SALES PROCESS AND SKILLS - ACCOUNT PLANNING [영업 프로세스 및 기술 - 고객사 기반 전략 수립]
⇒ Part 1: Introduction [개론] ⇐
⇒ Part 2: Know the Customer [고객에 대한 깊은 이해] ⇐
⇒ Part 3: Know Our Fit [레드햇 솔루션의 적합성 파악] ⇐
⇒ Part 4: Build and Run Your Strategy [전략 수립 및 실행] ⇐
UNIT 4C: SALES PROCESS AND SKILLS - SALES PROCESS EXCELLENCE [영업 프로세스 및 기술 - 영업 프로세스 완성도 향상]
⇒ Part 1: Opportunity Qualification (MEDDPICC) [영업 기회 검증 구조] ⇐
⇒ Part 2: Opportunity Management [영업 기회 관리 전략] ⇐
UNIT 4D: SALES PROCESS AND SKILLS - CONSULTATIVE SELLING SKILLS [영업 프로세스 및 기술 - 컨설팅형 영업 방식]
⇒ Part 1: Building Customer Value [고객 가치 중심 접근법] ⇐
⇒ Part 2: Presence and Relating [고객에게의 신뢰 관계 형성] ⇐
⇒ Part 3: Questioning and Listening [효과적 질문과 경청 기술] ⇐
⇒ Part 4: Positioning and Checking [포지셔닝 및 피드백 확인] ⇐
⇒ Part 5: Resolving Objections [고객 반론 처리 및 해소 전략] ⇐
UNIT 4E: SALES PROCESS AND SKILLS - BUSINESS VALUE FUNDAMENTALS [영업 프로세스 및 기술 - 비즈니스 가치 기초]
⇒ Part 1: Introduction [개요] ⇐
⇒ Part 2: Value Discovery [고객 니즈 및 가치 발굴] ⇐
⇒ Part 3: Red Hat Differentiation [레드햇의 차별화 설명] ⇐
⇒ Part 4: Quantitative Benefits [정량적 효과 및 수익성 제시] ⇐
⇒ Part 5: Past Successes [고객 성공 사례 활용 전략 제시] ⇐
⇒ Part 6: Close [거래 마무리 및 계약 체결 전략] ⇐
UNIT 4F: SALES PROCESS AND SKILLS - CRM BASICS [영업 프로세스 및 기술 - 고객 관계 관리 기초]
⇒ Part 1: Quickstart [개요] ⇐
⇒ Part 2: Accounts [고객사] ⇐
⇒ Part 3: Leads and Contacts [잠재 고객 및 연락처] ⇐
⇒ Part 4: Opportunities [영업 기회] ⇐
⇒ Part 5: Quotes, Agreements, and Orders [견적서, 동의서, 주문서] ⇐
⇒ Part 6: Renewals (Lifecycle Selling) [갱신 (수명주기 기반 영업)] ⇐
⇒ Part 7: Dashboards & Reports [대시보드 및 보고서] ⇐
⇒ Part 8: Insights [인사이트 기반 의사결정] ⇐
⇒ Part 9: Account Planning [고객사 기반 전략 수립] ⇐
UNIT 5: SALES FUNDAMENTALS SALES ACCELERATOR [영업 기초 교육 가속화 과정]
⇒ Part 1A: Sales Accelerator - Use Case #1 Prep [영업 기초 가속화 과정 - 첫번째 사례 준비] ⇐
⇒ Part 1B: Sales Accelerator - Use Case #2 Prep [영업 기초 가속화 과정 - 두번째 사례 준비] ⇐
⇒ Part 1C: Sales Accelerator - Use Case #3 Prep [영업 기초 가속화 과정 - 세번째 사례 준비] ⇐
⇒ Part 2A: Seller Fundamentals Sales Accelerator - Case #1 [영업 기초 가속화 과정 - 첫번째 사례] ⇐
⇒ Part 2B: Seller Fundamentals Sales Accelerator - Case #2 [영업 기초 가속화 과정 - 두번째 사례] ⇐
⇒ Part 2C: Seller Fundamentals Sales Accelerator - Case #3 [영업 기초 가속화 과정 - 세번째 사례] ⇐
UNIT 6 - INCREASING PRODUCT AND PORTFOLIO KNOWLEDGE [제품 및 포토폴리오 전문성 강화]
⇒ Part 1A: Selling More With Red Hat's Key Security Differentiators - The 5Ws of Red Hat Security [레드햇 보안의 육하원칙 요소] ⇐
⇒ Part 1B: Selling More With Red Hat's Key Security Differentiators - Red Hat's Strong Security Foundation [견고한 레드햇 보안 기반] ⇐
⇒ Part 1C: Selling More With Red Hat's Key Security Differentiators - Implementing Software Supply Chain Security With Red Hat [소프트웨어 공급망 보안 구현] ⇐
⇒ Part 1D: Selling More With Red Hat's Key Security Differentiators - Automating, Managing, and Securing a Hybrid Cloud With Red Hat [클라우드 자동화 및 보안] ⇐
⇒ Part 2A: Red Hat Cloud Services - The OpenShift Cloud Services Opportunity [레드햇 클라우드 서비스 - 오픈시프트 클라우드 서비스 시장 기회 이해] ⇐
⇒ Part 2B: Red Hat Cloud Services - Positioning OpenShift Cloud Services to Win [레드햇 클라우드 서비스 - 오픈시프트 클라우드 성사을 향한 포지셔닝] ⇐
⇒ Part 2C: Red Hat Cloud Services - Engaging OpenShift Cloud Services Prospects [레드햇 클라우드 서비스 - 오픈시프트 클라우드 유망 구매자에게 접근법] ⇐
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 1: RED HAT SELLING STRATEGY
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Part 1: Red Hat's Open Source Mission - Community and Innovation
⇒ The values which Red Hat targets to offer throughout open source software development and the Red Hat value beyond free community alternatives. ⇐
Part 2: Red Hat Subscription - Overview
⇒ The customer benefits of Red Hat subscription model [i] on their efficiencies on total cost of ownership and [ii] solution and service in subscription. ⇐
Part 3: Demystifying the Value of Red Hat
⇒ The Red Hat business model and how products and solutions are differentiated in the market by addressing 3 main categories of customer problems. ⇐
Part 4: The 5 Ws of Red Hat Security
⇒ The role security plays in Red Hat strategy including key security stakeholders, challenges in security, and approaches to open hybrid cloud security. ⇐
Part 5: Red Hat Selling With Partners
⇒ How Red Hat partner ecosystem works including [i] how to work with different type of partner and [ii] how partners and customers mutually benefit. ⇐
Part 6: Subscription Education and Awareness Program
⇒ How to deal with common types of non-compliant customers and how to process Subscription Education and Awareness Program (SEAP) opportunity.⇐
TABLE OF CONTENTS
⇒ Part 1: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 3: ____________________ | ____________________ | 3 CATEGORIES OF CUSTOMER PROBLEMS | ____________________ ⇐
⇒ Part 4: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 5: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 6: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
PART 1: RED HAT'S OPEN SOURCE MISSION - COMMUNITY AND INNOVATION
PART 2: RED HAT SUBSCRIPTION - OVERVIEW
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 2A: SELLING RED HAT PRODUCTS - ORIGINAL SELLER CREDENTIALS
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Credential 1A: Red Hat Enterprise Linux - Product Overview
⇒ An overview of Red Hat Enterprise Linux including the general purpose, value of RHEL, major features and components, and capabilities. ⇐
Credential 1B: Red Hat Enterprise Linux - Positioning Red Hat Enterprise Linux to Win
⇒ An overview of RHEL market opportunities along with use cases focusing on strategic initiatives, customer challenges, and business value. ⇐
Credential 1C: Red Hat Enterprise Linux - Engaging Red Hat Enterprise Linux Prospects
⇒ An overview on [i] how to handle common objections related to selling RHEL and [ii] understanding a sales cycle and key decision points. ⇐
Credential 2A: Red Hat OpenShift - The Red Hat Openshift Opportunity
⇒ The value of Red Hat OpenShift to field and partner seller and how to identify [i] the market and segment and [ii] potential target account. ⇐
Credential 2B: Red Hat OpenShift - Positioning Red Hat Openshift to Win
⇒ Basic product concepts and terminologies definitions and the positioning of Red Hat OpenShift in the open hybrid cloud (OHC) framework. ⇐
Credential 2C: Red Hat OpenShift - Closing the Red Hat Openshift Sale
⇒ Identification of key buyer personas and contacts in an account, how to handle objections, sales cycle, sales play, and value-added services. ⇐
Credential 3A: Red Hat Ansible Automation Platform - The Ansible Automation Platform Opportunity
⇒ Ansible opportunity is about enabling customers to automate the IT infrastructure and solution with standard, governance, and management ⇐
Credential 3B: Red Hat Ansible Automation Platform - Positioning Ansible Automation Platform to Win
⇒ The value resonances of Red Hat AAP with executive leadership and technical members who are looking to standardize, automate, and save. ⇐
Credential 3C: Red Hat Ansible Automation Platform - Engaging Ansible Automation Platform Prospects
⇒ How to prove out values on a small scale on the network, then expanding the messages across teams from on premises to the cloud and edge. ⇐
Credential 3D: Red Hat Ansible Automation Platform - Red Hat Ansible Lightspeed: Overview
⇒ Key terminologies and technological concept associated with Ansible Lightspeed by covering relationship with IBM watsonx Code Assistant. ⇐
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 2B: SELLING RED HAT PRODUCTS - UPDATED SELLER CREDENTIALS
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Introduction A: Technology Decision Point Fundamentals - TDP Defined
⇒ How to leverage sales plays and sales tactics to win customer Technology Decision Points (TDPs) with Red Hat portfolio on value selling framework. ⇐
Introduction B: Technology Decision Point Fundamentals - Go-To-Market Priorities
⇒ Sales plays with AI platform, virtualization, server/cloud operating system, container management, application platform, mission critical automation. ⇐
Credential 1A: Server / Cloud Operating System - Sales Play Introduction
⇒ How to manage increasingly complex IT environment by adopting a single server operating system providing uniform approach to deploying workloads. ⇐
Credential 1B: Server / Cloud Operating System - Use Case Practice Activity
⇒ Effectively communicating a customer success story to build credibility and help potential customers to see how their own challenges should be resolved. ⇐
Credential 1C: Server / Cloud Operating System - RHEL Product Overview
⇒ An updated course to include features aligned with RHEL 10, covering [i] competitive advantages, [ii] consumption model, [iii] position within portfolio. ⇐
Credential 2A: Mission Critical Automation - Sales Play Introduction
⇒ The Ansible Automation Platform as a unified solution combining security, features, integrations, and flexibility needed to scale automation strategically. ⇐
Credential 2B: Mission Critical Automation - Red Hat Ansible Automation Platform - Overview
⇒ How to deliver the concise and compelling customer success story of Red Hat AAP tailored to key personas by following five step storytelling framework. ⇐
Credential 2C: Mission Critical Automation - Overview
⇒ The key features of Ansible Automation Platform, how it fits into the Red Hat portfolio of products, and how/why organizations should adopt this product. ⇐
Credential 3A: Virtualization - Sales Play Introduction
⇒ The open virtualization infrastructure solutions which allows organizations to migrate and modernize infrastructure by moving off of VM into containers. ⇐
Credential 3B: Virtualization - Use Case Practice Activity
⇒ How to deliver a concise and compelling customer success story of virtualization tailored to key personas by following five steps storytelling framework. ⇐
Credential 3C: Virtualization - Red Hat Openshift Virtualization - Overview
⇒ A high-level look at OpenShift Virtualization covering key terminologies, basic technological concepts, and foundational technologies associated with it. ⇐
Credential 4A: Container Management - ________________
⇒ ____________ ⇐
Credential 4B: Container Management - ________________
⇒ ____________ ⇐
Credential 4C: Container Management - ________________
⇒ ____________ ⇐
Credential 5A: Application Platform - ________________
⇒ ____________ ⇐
Credential 5B: Application Platform - ________________
⇒ ____________ ⇐
Credential 5C: Application Platform - ________________
⇒ ____________ ⇐
Credential 6A: AI Platform - ________________
⇒ ____________ ⇐
Credential 6B: AI Platform - ________________
⇒ ____________ ⇐
Credential 6C: AI Platform - ________________
⇒ ____________ ⇐
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 3: SELLING RED HAT SERVICES
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Part 1: Red Hat Services Fundamentals
⇒ The offering of Red Hat Services ranging [i] Red Hat Training and Certification, [ii] Red Hat Consulting, [iii] Red Hat Technical Account Management. ⇐
Part 2: Selling Red Hat Services
⇒ How to position Red Hat Services such as [i] the target customers, [ii] key personas, [iii] applicable business value, [iv] messaging of Red Hat Services. ⇐
Part 3: Selling and Positioning Red Hat Training and Certification
⇒ How to position Red Hat Training and Certification by providing value to customers of mitigating risks and challenges which they face without offerings. ⇐
TABLE OF CONTENTS
⇒ Part 1: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 3: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
CONTENT
CONTENT
CONTENT
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 4A: SALES PROCESS AND SKILLS - BUILDING HEALTHY PIPELINE
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Part 1: Introduction
⇒ A set of pipeline best practices to be used to [i] engage with prospects, [ii] identify pain, [iii] accelerate opportunities, and [iv] improve conversion rates. ⇐
Part 2: Account Intelligence
⇒ A starting point to prioritize sales outreach and conversations to increase the likelihood of further qualifying opportunities and creating the pipeline faster. ⇐
Part 3: Engaging Prospects
⇒ The engagements with prospective customers across various areas and channels to [i] generate qualified opportunities, and therefore [ii] close more deals. ⇐
Part 4: Accelerating Pipeline
⇒ The implementations intended to [i] shorten sales cycle time, [ii] ensures technical win, [iii] increase win rates, and [iv] accelerate customer time to value. ⇐
Part 5: Managing Pipeline
⇒ A tracking of accounts and opportunities which [i] helps to have an accurate picture of overall progress toward goals and [ii] build healthy sales pipelines. ⇐
TABLE OF CONTENTS
⇒ Part 1: SALES PIPELINE DEFINED | Practices of Pipeline Management | NEW PIPELINE DEFINED | New Pipeline Practices | Roles and Responsibilities ⇐
⇒ Part 2: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 3: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 4: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 5: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
PART 1: INTRODUCTION
SALES PIPELINE DEFINED
⇒ Sales Pipeline: The sales pipeline includes all of the active opportunities where new opportunities consistently enter and closed deals exit. ⇐
⇒ Goals of Active Pipeline Management: To [i] help optimizing resources and [ii] drive most opportunity [iii] for the best customer outcomes. ⇐
⇒ Role of a Field Seller: [i] To Find New Business [ii] To Make Existing Business Bigger [iii] To De-Risk Deals [iv] To Convert Opportunities ⇐
⇒ Effective Pipeline Management Benefits: [i] find new opportunities [ii] maintain existing customers [iii] balance activities within and outside current quarter [iv] focus the efforts on strategic team decision to accelerate pipeline. [v] To achieve sales goals fast and effective [vi] reduce customer time to value [vii] improve sales forecast accuracy. ⇐
Practices of Pipeline Management
⇒ Practice #1 - Account Intelligence: A step starting before the opportunity begins, coming out of a value discovery research conducted in account planning. ⇐
⇒ Data About Customer: [i] Environmental Landscape [ii] Key Stakeholder Engagement [iii] Customer Business Landscape [iv] Customer Technical Landscape. ⇐
⇒ Practice #2 - Engaging Prospects: A step to engage with stakeholders found in Account Intelligence to confirm their challenges and value of RH solution. ⇐
⇒ Key Ways of Engagement: [i] Referrals [ii] Direct Engagement [iii] Indirect Engagement [iv] Account Engagement [v] Event / Program Driven by Marketing. ⇐
⇒ Practice #3 - Accelerate Pipeline: A step to combine value-selling approaches along with the technical differentiations to progress faster and meaningfully. ⇐
⇒ Drive Pipeline Using Business and Technical Value: Progress into the Validate Stage with [i] Business Value [ii] Technical Validation [iii] Advanced Discovery. ⇐
⇒ Practice #4 - Managing Pipeline: A step to identify and address gaps which emerge in pipeline hygiene, quality, health, and progress of sales opportunities. ⇐
⇒ Three Metrics of Assessing Healthy Pipeline Management: [i] Pipeline Hygiene, i.e., keeping RHSC CRM up to date [ii] Pipeline Quality [iii] Pipeline Health. ⇐
NEW PIPELINE SOURCES - NEW NEW PROSPECTS
⇒ 3 Main Sources of New Opportunities Entrance: [i] Net New Prospects [ii] Existing Customers [iii] Co-Sell Customers ⇐
⇒ Net New Prospects: The acquisition of companies, business units, or individuals being converted to Red Hat customers for a first time. ⇐
⇒ Net New Criteria: [i] Account or contact representing RH market opportunity [ii] Fits attributes of our ideal customer profile [iii] Have means to buy. ⇐
⇒ Whitespace #1 - New New Whitespace: Any account where RH has not made global sales to any country or domestic sales within a specific country. ⇐
⇒ Whitespace #2 - Red Hat Customer Whitespace: Any other non-customer sites, if at least one site of a global or domestic ultimate is a RH customer. ⇐
NEW PIPELINE SOURCES - EXISTING CUSTOMERS
⇒ Existing Customers: The active Red Hat contacts which open up new opportunities for expansion including cross-selling and upselling. ⇐
⇒ Existing Customers Criteria: A customer who have signed a contract with RH or in the process of implementing and using a RH solution. ⇐
⇒ Expansion Opportunity - Upselling: A practice of selling above and beyond an existing product subscription for an existing renewal opportunity. ⇐
⇒ Expansion Opportunity - Cross-Selling: A practice of selling a product from a different product family, being attached to the renewal opportunity. ⇐
NEW PIPELINE SOURCES - CO-SELL CUSTOMERS
⇒ Co-Sell Customers: The opportunities for Red Hat created through customer's business partners, with whom Red Hat formed a selling partnership. ⇐
⇒ Scalability: Partners possess [i] access to decision-makers and economic buyers, [ii] a wealth of account intelligence, and [iii] established relationships. ⇐
New Pipeline Practices - Sales Plays
⇒ Sales Plays: A customer-centric motion tied to a specific customer challenge with specific Red Hat (or Red Hat and Partner) solution in mind. ⇐
⇒ Sales Plays Functionality #1 - Evergreen: A sales team to be trained and capable of executing a repeatable set of proven successful sales tactics. ⇐
⇒ Sales Plays Functionality #2 - Focused Sales Play: To execute the generated set of steps in coordination with a particular time-bound campaign. ⇐
New Pipeline Practices - Opportunity Management
⇒ Opportunity Management [MEDDPICC]: A framework to help with "what" information to collect from prospect to progress the deals forward. ⇐
⇒ MEDDPICC Defined: Metrics - Economic Buyer - Decision Criteria - Decision Process - Paper Process - Identify Pain - Champion - Competition ⇐
New Pipeline Practices - Business Value Practice
⇒ Business Value Practice: Four key outcomes which help prospects uncover their challenges and drive urgencies by highlighting business value. ⇐
⇒ Four Key Outcomes Defined: [i] Revenue Growth / Mission Achievement [ii] Cost Optimization [iii] Strategic Improvements [iv] Risk Avoidance ⇐
New Pipeline Practices - Consultative Selling Excellence
⇒ Consultative Selling Excellence: A guide which helps with "how" to move a deal forward with main focus on solution and trusted relationship. ⇐
⇒ Six Critical Consultive Selling Skills: Presence, i.e., Sources of Trust - Listening - Relating - Positioning, i.e., Tailoring - Questioning - Checking ⇐
Roles and Responsibilities - Marketing
⇒ Marketing: A role of conducting demand generation activities and marketing to qualify both inbound and outbound leads. ⇐
⇒ Market Development Representative [MDR]: [i] Inbound and outbound prospecting aligned with marketing campaigns [ii] Lead qualification into opportunities. ⇐
⇒ Account-Based Marketing [ABM] Field and Partner Marketing: [i] Plan and execute marketing programs and campaigns [ii] Nurture with the low touch efforts. ⇐
Roles and Responsibilities - Sales Team
⇒ Sales Team: A role of owning end-to-end account activities and outcomes, i.e., identifying, developing, building opportunities. ⇐
⇒ Account Team: [i] Identify new opportunities [ii] Develop and prove the value of solutions [iii] Build and grow customer relationships [iv] Positions: AE, SA, PSE. ⇐
⇒ Sales Specialists: [i] Progress opportunities by selling the value of Red Hat solutions [ii[ Identify and drive net new business and expansions [iii[ SSP, SSA, MOBB. ⇐
Roles and Responsibilities - Services and Customer Success
⇒ Services and Customer Success: A role of driving emerging and growing business by focusing on technical adoption and consumption. ⇐
⇒ Customer Success Architect: Provides hands-on technical engagements to implement the success plan in migration or increase in the volume of existing business. ⇐
⇒ Customer Success Executive: Conducts customer success planning and technical engagements; often working with SR Exec, Enterprise Architect, IT Developers. ⇐
⇒ Telecommunications Delivery Executive: Works directly with Telco engineering on prioritization on issues, RFEs, and Support Exceptions necessary for a project. ⇐
Roles and Responsibilities - Partner Ecosystem
⇒ Partner Ecosystem: A role of building partner networks to sell and deliver complete customer solutions that leverage RHPortfolio. ⇐
⇒ Partner: All routes-to-market help to building healthy pipeline by [i] actively driving opportunity identification and [ii] doing joint account planning and execution. ⇐
⇒ Partner Ecosystem: Builds capabilities of partner ecosystem to add value to offerings and scale the reach of Red Hat to a broader set of customers, e.g., PAM, ESA. ⇐
PART 2: ACCOUNT INTELLIGENCE
PART 3: ENGAGING PROSPECTS
PART 4: ACCELERATING PIPELINE
PART 5: MANAGING PIPELINE
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 4B: SALES PROCESS AND SKILLS - ACCOUNT PLANNING
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Part 1: Introduction
⇒ A strategic customer-centric process capturing strategies for account growth and action plan in order to execute over the short, medium, and long term. ⇐
Part 2: Know the Customer
⇒ To discover value by gathering account intelligence from many sources on categories such as industry, company strategy, and organizational landscape. ⇐
Part 3: Know Our Fit
⇒ To use account intelligence and account planning tactics to map customer business problems to check fit for impactful and profitable Red Hat solutions. ⇐
Part 4: Build and Run Your Strategy
⇒ To plan execution by taking all account intelligence and growth planning, helping to determine execution timeline and task assignments within the team. ⇐
TABLE OF CONTENTS
⇒ Part 1: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 3: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 4: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
CONTENT
CONTENT
CONTENT
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 4C: SALES PROCESS AND SKILLS - SALES PROCESS EXCELLENCE
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Part 1: Opportunity Qualification (MEDDPICC)
⇒ How opportunity qualification leveraging MEDDPICC throughout the sales lifecycle supports pipeline health and how to capture them in sales cloud. ⇐
Part 2: Opportunity Management
⇒ How opportunity management and sales stages fit with buyer's journey and work with MEDDPICC as well as the BCA consultative selling framework. ⇐
TABLE OF CONTENTS
⇒ Part 1: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
CONTENT
CONTENT
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 4D: SALES PROCESS AND SKILLS - CONSULTATIVE SELLING SKILLS
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Part 1: Building Customer Value
⇒ To build strong relationships and open dialogue with customer based on value, focusing on challenges and goals rather than on products and solutions. ⇐
Part 2: Presence and Relating
⇒ To build trust and credibility with clients by mastering how to project confidence, share empathy, and use conversational tactics to enrich connections. ⇐
Part 3: Questioning and Listening
⇒ To explore and define customer needs by asking open-ended questions to reach a clearer definition of needs and find meaning in what the client shares. ⇐
Part 4: Positioning and Checking
⇒ To build on the foundation of shared understanding by making a compelling case for a tailored and differentiated solution and check to elicit feedbacks. ⇐
Part 5: Resolving Objections
⇒ To consider the sequence of resolving objections as an opportunity to learn and find new insights as seller builds relationship of trust with the customer. ⇐
TABLE OF CONTENTS
⇒ Part 1: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 3: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 4: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 5: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
CONTENT
CONTENT
CONTENT
CONTENT
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 4E: SALES PROCESS AND SKILLS - BUSINESS VALUE FUNDAMENTALS
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Part 1: Introduction
⇒ The importance of leading with business value in customer engagements by prioritizing key value drivers with the Red Hat Business Value Framework. ⇐
Part 2: Value Discovery
⇒ The process of finding customer goals which RH can deliver tangible values, [i] from defining a value hypothesis [ii] to validating it with stakeholders. ⇐
Part 3: Red Hat Differentiation
⇒ To establish Red Hat as a technology-enabling partner by using the business value map to showcase how solutions enable strategic business objectives. ⇐
Part 4: Quantitative Benefits
⇒ How to quantify the potential impact of Red Hat solutions using customer metrics and KPIs, applying extracted value to build and tailor the value brief. ⇐
Part 5: Past Successes
⇒ How to select and present compelling and relatable customer success stories along with quantitative benefits for added persuasiveness in business case. ⇐
Part 6: Close
⇒ The importance of closing customer interactions in a way that compels action by progressing the deals forward and prompting key decisions of the deal. ⇐
TABLE OF CONTENTS
⇒ Part 1: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 3: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 4: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 5: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 6: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
CONTENT
CONTENT
CONTENT
CONTENT
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 4F: SALES PROCESS AND SKILLS - CRM BASICS
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Part 1: Quickstart
⇒ The information on Red Hat Sales Cloud prior to launch such as [i] how to set up the CRM, [ii] how to navigate the homepage, and [iii] submit a ticket. ⇐
Part 2: Accounts
⇒ How to work with accounts including [i] adding a new account without duplicates and [ii] navigating through the account page and territory structure. ⇐
Part 3: Leads and Contacts
⇒ How to work with leads and contacts including [i] creating a lead, [ii] creating new contact from lead, and [iii] creating contact with different methods. ⇐
Part 4: Opportunities
⇒ How to work with opportunities including [i] adding partners, [ii] checking credit, [iii] conducting MEDDPICC, and [iv] using The Relationship Map. ⇐
Part 5: Quotes, Agreements, and Orders
⇒ How to work with quotes, agreements, and orders including how to create the [i] quotes, [ii] agreements in DocuSign, and [iii] the orders and contracts. ⇐
Part 6: Renewals (Lifecycle Selling)
⇒ How to work with renewal stages which correspond to the opportunity sales stages, but differs in guidance for success activities than a new opportunity. ⇐
Part 7: Dashboards & Reports
⇒ How to work with [i] dashboards as visual display of key metrics and trends in organization and [ii] report as a list of records that meet defined criteria. ⇐
Part 8: Insights
⇒ One of the major improvements was where RHSC allows the direct integration with analytic tools Telesense and Aren, allowing to use insights with them. ⇐
Part 9: Account Planning
⇒ How to provide the CRM user with the information they need to locate the account plan and understand the core functions of an account planning object. ⇐
TABLE OF CONTENTS
⇒ Part 1: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 3: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 4: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 5: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 6: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 7: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 8: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 9: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
CONTENT
CONTENT
CONTENT
CONTENT
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 5: SALES FUNDAMENTALS SALES ACCELERATOR
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Part 1A: Sales Accelerator Use Case #1 Prep
⇒ ⇐
Part 1B: Sales Accelerator Use Case #2 Prep
⇒ ⇐
Part 1C: Sales Accelerator Use Case #3 Prep
⇒ ⇐
Part 2A: Seller Fundamentals Sales Accelerator - Case #1
⇒ ⇐
Part 2B: Seller Fundamentals Sales Accelerator - Case #2
⇒ ⇐
Part 2C: Seller Fundamentals Sales Accelerator - Case #3
⇒ ⇐
TABLE OF CONTENTS
⇒ Part 1A: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 1B: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 1C: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2A: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2B: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2C: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
CONTENT
CONTENT
CONTENT
CONTENT
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
UNIT 6 - INCREASING PRODUCT AND PORTFOLIO KNOWLEDGE
---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
CONTENT DESCRIPTIONS
Credential 1A: Selling More With Red Hat's Key Security Differentiators - The 5Ws of Red Hat Security
⇒ The role that security plays in Red Hat open hybrid cloud strategy including key security stakeholders and challenges that each stakeholder encounters. ⇐
Credential 1B: Selling More With Red Hat's Key Security Differentiators - Red Hat's Strong Security Foundation
⇒ How Red Hat provides strong security foundation with key security technologies built into platform products and how to communicate this to customers. ⇐
Credential 1C: Selling More With Red Hat's Key Security Differentiators - Implementing Software Supply Chain Security With Red Hat
⇒ How Red Hat helps the customers secure applications in a trusted software supply chain on top of an open hybrid cloud using DevSecOps best practices. ⇐
Credential 1D: Selling More With Red Hat's Key Security Differentiators - Automating, Managing, and Securing a Hybrid Cloud With Red Hat
⇒ The roles of automation and management in improving security and compliance across a hybrid cloud including various product lines owned by Red Hat. ⇐
Credential 2A: Red Hat Cloud Services - The OpenShift Cloud Services Opportunity
⇒ How to successfully position OpenShift cloud services to the customer specifically on Red Hat OpenShift Service on AWS and Azure Red Hat OpenShift. ⇐
Credential 2B: Red Hat Cloud Services - Positioning OpenShift Cloud Services to Win
⇒ How to position OpenShift Cloud Services as a solution to lower operational costs and gain greater efficiency and flexibility on the cloud for customers. ⇐
Credential 2C: Red Hat Cloud Services - Engaging OpenShift Cloud Services Prospects
⇒ How to co-sell OpenShift Cloud Services with AWS and Microsoft by applying committed spend and landing opportunities in new or existing accounts. ⇐
TABLE OF CONTENTS
⇒ Part 1A: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 1B: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 1C: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 1D: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2A: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2B: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
⇒ Part 2C: ____________________ | ____________________ | ____________________ | ____________________ | ____________________⇐
CONTENT
CONTENT
CONTENT
CONTENT