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Conference Presentation

Knowledge Skills Assessment: Converging the Education and Sales Process

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IT skills gaps are a concern and risk for our clients, and this is likely to continue as technologies become more complex. As Education Services providers, we know that training is critical to closing these gaps and delivering value to our customers. An ongoing challenge is helping our sales colleagues understand this. At VMware, we have introduced a Knowledge Skills Assessment (KSA) tool that has not only helped our customers identify knowledge gaps, but has increased Education attach at the same time. We will walk you through how we developed the KSA and share samples of customer deliverables. We'll also highlight recent customer wins showcasing how the KSA has helped drive Education sales and product adoption.

Presented By:

Brent Casey

Senior Director of America's Sales & Delivery, VMware

Publish Date: May 2, 2017

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