What does 98% have to do with COVID?

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

Transcript

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!