Confidential - Not for Distribution

Scalable Growth: How Splunk New Hires Get to President’s Club Faster

Kym Wood

Director, Global Field Enablement

Splunk

Confidential - Not for Distribution

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

Confidential - Not for Distribution

Talking Points

• Splunk’s Enablement Practice

• Why Are New Hires So Important?

• How Do Playbooks Get AMs to Club Faster?

• Metrics

Global Field Enablement Practice

Confidential - Not for Distribution

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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Confidential - Not for Distribution

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

Why Are New Hires So Important?

Confidential - Not for Distribution

It’s all about…

• Time

• Scalability

• Consistency

• Culture

• Validation

• Productivity

• Bass

Confidential - Not for Distribution

JANUARY FEBRUARY MARCH APRIL

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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

Confidential - Not for Distribution

Scalability: Self Paced and Virtual

Confidential - Not for Distribution

Consistency: Role Based

• Onboarding Learning Paths for

• Sales (Inside, Outside, Channel)

• Technical (pre sales, post sales)

• Education

• Operations

Confidential - Not for Distribution

Culture: Accountability, Yet Fun

Confidential - Not for Distribution

• Knowledge Checks

• Practical Evaluation

• Feedback

• Certification

Validation: Quizzing, Certification, etc.

Confidential - Not for Distribution

Productivity: Portals and Playbooks

Confidential - Not for Distribution

Bass: Ok, not really

How Do Playbooks Get AMs to Club Faster?

Confidential - Not for Distribution

Same Content Served in Different Ways

Confidential - Not for Distribution

Learning in Context

Confidential - Not for Distribution

Leadership Coaching

Metrics Matter

Confidential - Not for Distribution

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

Confidential - Not for Distribution

Questions?

Kym Wood

kwood@splunk.com

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