A Highly Engaging Enterprise MOOC Built in Record Time
A multinational technology organization was done with boring, ineffective, and slow-going training programs for their sales teams. Before connecting with Prime 8, they were training their technical sales teams using well-worn tools like slide decks and live ILT (instructor-led training) courses. Learners simply weren’t as engaged as the organization knew they could be.
The company didn’t just need a modern learning solution, they needed a corporate MOOC (massive open online course) that could excite learners, scale up to accommodate large teams across the globe, and ultimately increase sales for the organization — and they needed it fast.
Enterprise Sales Training Woes
When the client approached Prime 8 Consulting, their main concern was time. They needed to design and launch a MOOC for their sales reps that was both engaging and effective, an endeavor that would normally take six months or longer to complete.
They needed a MOOC that would give sales reps:
Technical information in a fun, digestible format
An explanation of various sales plays
The know-how to deliver flawless pitches
The ability to track customers from initial lead to deployment of the software
Hands-on experience managing sales objections and challenges
The organization also required sales teams to log a specific number of hours of training per quarter, which was difficult to enforce and track with existing training methods.
Finally, the client also wanted a MOOC that was creative and engaging. They didn’t want to inundate their teams with drab quizzes, lectures, and purely informative eLearning — they wanted something that pushed the boundaries of sales content by introducing gamification and a little bit of fun.
The Prime 8 Approach to the Corporate MOOC
The Prime 8 digital learning team sprung into action to meet the tight deadline. They designed and hosted an eight-part MOOC on Intrepid, a user-friendly learning platform, with these things in mind:
Scalability. By beginning with a powerful, scalable platform, Prime 8 ensured that the client would have no trouble launching this course at scale and updating it with ease over time.
Accessibility. Being a MOOC, the course was now accessible to learners across the globe from nearly any device.
Creativity. Prime 8 chose a “Mission Impossible” theme, complete with themed music, interesting characters, and missions that required learners to report back to headquarters upon completion.
Innovation. The MOOC featured sophisticated capabilities that drove both engagement and learner outcomes. It included interactive demos, pitching scenarios, objection handling, and a combination of simple and complex assessments (from multiple choice to complex questions with built-in logic).
Speed. Prime 8 was able to launch the MOOC in just seven weeks’ time — significantly faster than the industry standard of six months.
An Engaging MOOC in Seven Weeks’ Time
The company was delighted with the engaging theme and blown away by the speed of delivery: what they’d expected would take months took only seven weeks from start to finish. “We can’t believe you were able to meet our highly unrealistic, beyond-industry-standard timeline,” the client stated. The company now had:
A functional and scalable MOOC for their global sales teams
An engaging course that resonated with learners and empowered them to put their learnings into practice
The foundation in place for the client to take a more data-driven approach to corporate training. They would now be able to track how many hours their sales teams spent learning per quarter, review practice pitches and solution architecture along with other key metrics that would allow them to strengthen their future training programs.
Prime 8 enabled the company to do more with their training program, providing a solution that both fit their time constraints and met the needs of their technical sales teams. The ultimate value to the business was an empowered sales team that was confident and prepared to bring in more revenue for the business.
Project Snapshot
Industry: Technology
Location: Washington, US
Company Size: 150,000+
Critical Business Issues: An enterprise sales training program needed a complete digital overhaul within a short timeframe in order to get representatives up to speed on sales tactics and drive revenue for the organization.
Solution: Prime 8 developed a scalable corporate MOOC with an engaging theme to improve learner retention and accessibility from around the world.
The Method: Prime 8 collaborated with the client to gain an understanding of their KPIs, and then designed an eight-part multimedia course for learners.
The Outcome: The client was able to launch the course to empower their sales force to be more effective and increase sales. They also now have the ability to measure and improve their learning outcomes using data-driven technologies.
