scalable growth: how splunk new hires get to president’s club … · 2017-12-18 · confidential...
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Confidential - Not for Distribution
Scalable Growth: How Splunk New Hires Get to President’s Club Faster
Kym Wood
Director, Global Field Enablement
Splunk
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Kym Wood, Splunk
• Director, Global Field Enablement
• 4 years with Splunk; 16 years with BMC Software
• 2013 ATD Award Winner in Sales Enablement
• 2015 Qvidian Playbooks Revolutionary
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Talking Points
• Splunk’s Enablement Practice
• Why Are New Hires So Important?
• How Do Playbooks Get AMs to Club Faster?
• Metrics
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Global Field Enablement Practice
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Enablement Methodology
Onboard
Observe/Assess
Publish
Continue
Lead
Evaluate
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Onboard Ten day, role-based, virtual onboarding and enablement path. Covers core topics like: Culture, Sales Tools, Products and Premium Apps, Use Cases, SFDC, Pricing, Licensing, Quote to Order and Getting Paid.
Observe/Assess Five-day workshop geared at new hires to practice the knowledge and tools learned in the virtual onboarding. The new hires are observed and measured via Skill/Will on their capabilities assimilating that information.
Publish Results from virtual onboarding and practical workshop are fed back to the leadership team so they can continue to reinforce strengths and coach to weaknesses. Results also shared with Field HR for manager partnership.
Continue Ongoing virtual and infield continuous education is required. Field employees, both sales and technical are asked to become certified. The same certification content is offered to the global partner community.
Lead Leaders are expected to attend the curriculum as outlined for contributors in addition to attending a Leadership Baseline Program. All leadership content is geared toward coaching and developing based on the Splunk selling methodology and tools.
Evaluate Leaders evaluate their contributors based on a role based Skill/Will profile focused on the same content and tools introduced in onboarding and the workshop that reinforces the skills, tools, knowledge and company culture introduced to all field employees from Day 1. Leaders evaluated with same tool and process
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Field Onboarding Field New Hire
Training Certification
SKO & Partner Summits
Execution Situational Leadership
New Hire Enablement
Continuous Enablement
Leader Reinforcement and Execution
Weekly VEC / TEC / PEC Calls
Skill | Will
Global Enablement / Partner Portal
Field Sales Tools CBC
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Why Are New Hires So Important?
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It’s all about…
• Time
• Scalability
• Consistency
• Culture
• Validation
• Productivity
• Bass
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JANUARY FEBRUARY MARCH APRIL
M T W T F S S M T W T F S S M T W T F S S M T W T F S S
31 1 2 3 4 5 6 28 29 30 31 1 2 3 25 26 27 28 1 2 3 1 2 3 4 5 6 7
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28 29 30 31 1 2 3 25 26 27 28 1 2 3 25 26 27 28 29 30 31 29 30 1 2 3 4 5
4 5 6 7 8 9 10 4 5 6 7 8 9 10 1 2 3 4 5 6 7 6 7 8 9 10 11 12
MAY JUNE JULY AUGUST
M T W T F S S M T W T F S S M T W T F S S M T W T F S S
29 30 1 2 3 4 5 27 28 29 30 31 1 2 1 2 3 4 5 6 7 29 30 31 1 2 3 4
6 7 8 9 10 11 12 3 4 5 6 7 8 9 8 9 10 11 12 13 14 5 6 7 8 9 10 11
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27 28 29 30 31 1 2 24 25 26 27 28 29 30 29 30 31 1 2 3 4 26 27 28 29 30 31 1
3 4 5 6 7 8 9 1 2 3 4 5 6 7 5 6 7 8 9 10 11 2 3 4 5 6 7 8
SEPTEMBER OCTOBER NOVEMBER DECEMBER
M T W T F S S M T W T F S S M T W T F S S M T W T F S S
26 27 28 29 30 31 1 30 1 2 3 4 5 6 28 29 30 31 1 2 3 25 26 27 28 29 30 1
2 3 4 5 6 7 8 7 8 9 10 11 12 13 4 5 6 7 8 9 10 2 3 4 5 6 7 8
9 10 11 12 13 14 15 14 15 16 17 18 19 20 11 12 13 14 15 16 17 9 10 11 12 13 14 15
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30 1 2 3 4 5 6 4 5 6 7 8 9 10 2 3 4 5 6 7 8 30 31 1 2 3 4 5
2013
9
260 Business Days Weekends
Our Vacation Holidays/ Corporate
Holidays Sick Days
Spring Break Club SKO
Customer Vacation Other meetings
Customer Kickoff Other customer
stuff EMEA Holidays
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Scalability: Self Paced and Virtual
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Consistency: Role Based
• Onboarding Learning Paths for
• Sales (Inside, Outside, Channel)
• Technical (pre sales, post sales)
• Education
• Operations
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Culture: Accountability, Yet Fun
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• Knowledge Checks
• Practical Evaluation
• Feedback
• Certification
Validation: Quizzing, Certification, etc.
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Productivity: Portals and Playbooks
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Bass: Ok, not really
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How Do Playbooks Get AMs to Club Faster?
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Same Content Served in Different Ways
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Learning in Context
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Leadership Coaching
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Metrics Matter
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Metrics We Analyze
• Onboarding Compliance Rate
• Ramp-To-Revenue (Compliant vs. Non- Compliant)
• Time to Generate First >$100K Opportunity
• Amount of First >$100K Opportunity
• Time to Book First >$100K Opportunity
• % of Compliant Reps Who Qualified for President's Club In Their First Year Eligible