Conference Presentation

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

This report is for Customer Success members only

Get Access to Member Content

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%.

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

Experience Our Community

Our thriving community of 35,000 services leaders rely on TSIA insights every day.