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Conference Presentation

Using Adoption to Affect Your Company's and Your Customers' Business Outcomes

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This session will share a customer case study to show how education services contributed to the adoption of Ciena's products and solutions. We drove adoption through the journey of free-to-fee using certifications paths to increase our conversion rate. Ciena used OPENCurriculum (free content) to educate Company X (telco) on a Ciena product. The momentum helped the Ciena sales team win the deal as dual vendor, therefore education was key to helping Company X feel more comfortable with Ciena's products and solutions. Because on Company X's feedback about the increase in their comfort level, they chose to increase their sales with Ciena. This was able to help us with conversion, using certification paths to increase their knowledge level. As a result, over the next couple of quarters, we saw a significant increase in favoritism toward Ciena's product with a sales increase of 300%.

Presented By:

Julianne Hemingway

Senior Director, Global Knowledge Solutions, Ciena

Publish Date: December 7, 2016

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