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What does 98% have to do with COVID?

What does 98% have to do with COVID?

Uttam Reddy, Vice President of Global Sales Enablement, Rackspace
Sales Enablement Festival 2020

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Sales Enablement Collective

February 24, 2021
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  1. TM Uttam Reddy October 2020 Sales Enablement Festival What does

    98% have to do with Covid?
  2. Privileged and Confidential 2 2 A brief introduction VP, Global

    Sales Enablement & Strategy
  3. Privileged and Confidential 3 3 Key Learnings Diamonds are Created

    Under Pressure 1 Great is the Enemy of Good – No One Wins Alone 2 3 Leaders Matter 3
  4. Privileged and Confidential 4 4 4 Sales Enablement At Rackspace

    The CEO | Fanatical Customer Experience
  5. 5 Small but Mighty ~7K R a c k e

    r s G l o b a l l y E n a b l e m e n t C u s t o m e r s 950 R e g i o n s A m e r i c a s E M E A A P J 3 1998 125k C u s t o m e r s C o m p a n y F o u n d e d 2500+ 4400+ 20+ Cloud Engineers Industry Certifications Years Managed Services Experience ~$2.4B A n n u a l R e v e n u e s Sales Academy Team 5 3 1 Program managers Sales Partners Communications Operations Coordinator 1
  6. Privileged and Confidential 6 6 Challenges Rackspace Enablement Response Race

    To Win Program Scope No regional consistency Executive engagement and global evangelizing Rackers Rackspace offices shut down globally Rapidly pivot to 100% online instruction Gamification No global platform or budget Evaluate and select a vendor Stakeholders Aligned Scope Creep on audience and content Create two tracks & engaged 70 SMEs Measure Tracking Progress globally for ~950 Rackers Weekly scorecard / tracking to CEO IPO Unprecedented convergence of events Enablement needed to support growth Maniacal focus on driving business outcomes
  7. Privileged and Confidential 7 7 Optional Optional Optional Continuing Advanced

    Mastery Mandatory Foundational Race to Win Levels  Business Acumen  System & Tools  People & Process  Sales Motion  Portfolio Core competencies
  8. Privileged and Confidential 8 8 Leaders Matter Ability to drive

    completion Ability to drive adoption Leaders Activators Laggards Individual Achievers X Y X axis shows % of Rackers that have started Racer Y axis shows % of Rackers that have completed Racer Gilbert
  9. Privileged and Confidential 9 9 9 Results A LOOK INSIDE

    THE NUMBERS A LOOK INSIDE THE NUMBERS Months spent researching, planning and building out the programs Rackers involved in helping create content 4 75 Distinct learning tiers including distinct onboarding tracks for CSMs and Sales 150 Unique learning objects created 4 Competencies used as the framework for the ongoing enablement program 5 # of learning modules completed # of training hours completed # of Rackers participating in Racer # of Rackers completing onboarding 37,176 18,262 950 82 Sales 400 CSM 270 Tech 160 Leaders 120 COMPLETION 98%
  10. Privileged and Confidential 10 10 “I love the programs gamification

    aspect. We all love a little competition.” – A.S., LATAM GM “There are great nuggets in all the training, you can take something away for every module.” – R.G., Ent Sales “I found the Race to Win modules extremely helpful.“ – J.R., MM Sales "I loved the business acumen and sales motion competency sections. It’s good to refresh on the basics... this gets me fired up.“ - G.L., Sales Manager “The TEDx talks are great. The curated content is perfect for the role, and they are introduced in a way that I have context and know how this applies to my role.“ - G.S., Customer Success Manager “Your efforts on Race to Win have had a direct impact on one of our key priorities” – A.J., HR Internal Learner Feedback “I found the program to be hugely beneficial to a new recruit especially the CSM related content.” - G.V.W., Customer Success Manager “Tremendous depth of content. Wow there is a lot there! It gives you a real sense of respect for the other functions within the business, what they do and provide to enable sellers to operate in an effective manner.” – I.P., EMEA Sales Manager “This is the best onboarding training I have been a part of” – C.H., Amer Sales “Excellent foundational training that will set us all up for great success” – L.S., CSM Manager “Even as a Racker of 10-years I found it to be an excellent refresher on the basics” – K.B., EMEA CSM Manager “As a 13-year Sales Racker, I can honestly say that we have arrived.” – C.P., Onboarding Manager “I found it useful and logical – the way the modules are connected made the perfect storytelling experience possible.“ - S.T., Senior Learning Partner - UK “The training was a great refresher, easy to navigate, and I really enjoyed the TedTalks to provide a different perspective.” – A.G., Amer Sales Manager “The training was a great refresher, easy to navigate, and I really enjoyed the TedTalks to provide a different perspective.” – A.G., Amer Sales Manager
  11. Privileged and Confidential 11 11 Key Learnings Diamonds are Created

    Under Pressure 1 Great is the Enemy of Good – No One Wins Alone 2 3 Leaders Matter 11
  12. Privileged and Confidential 12 Privileged and Confidential 12 Questions?

  13. Privileged and Confidential 13 Privileged and Confidential 13 Thank you!