todd vatalaro oracle 2003

Copyright © Oracle Corporation, 2001. All rights reserved.

Online Library

Sales Training

Todd Vatalaro

Sales Manager

2003


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OU Online LibraryAgenda

• OUOL – What is it?– Formats, Categories, Offerings

•Target Markets

•Key Sales Massages

•Objection Handling

•Top FAQ

•Sales Opportunities

•Web / Marketing

•Support

•Resources

•Questions?


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OU Online Library An extensive library of online courses

covering three key areas

1. Specialty topics or product courses that are not covered by OU inClass courses (“Core” and “Apps”)– Example: “Interfacing RMAN with Tape Management Tools”

2. Topics that expand on material covered inClass or offer information related to inClass subjects (Mostly “Core”)1. Examples: More practice exercises, certification preparation

materials, “Tips & Tricks”

3. Topics that duplicate inClass course content (“Core” and “Apps”)1. Some eBusiness Suite OUOL content

2. Premium Membership courses duplicating some O8i and O9i Certification courses (Japanese and Korean only)


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OU Online Library

• Over 400 online courses (900+ hours)!

• Typical formats: Powerpoint, HTML, streaming video

• Many courses are interactive: assessments, quizzes, hands-on practice exercises

• Intuitively categorized by Product, Job Role, and related Instructor-Led Class

• In general, the Online Library is designed to add value to – not duplicate – the inClass experience– Exception: some Applications offerings, Premium offerings


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OU Online Library

Course Categories include:

Database Administration• Oracle8i, Oracle9i,

Oracle9iAS• Data Server Internals• Data Warehousing, Large

Scale Databases• Database Applications

Development• Internet Networking and

Distributed Systems• New Technology and

Features• Performance Management• Security Management• eBusiness Continuity• And more!

SQL, PL/SQL, Java, XML

Application DevelopmentWeb AdministrationPortal DevelopmentBusiness IntelligenceData WarehousingCertification Preparation• Oracle7.3 to Oracle8i Upgrade• Oracle8i• Oracle9i

eBusiness Suite End User• Financials• Inventory• Order Fulfillment• Sales

eBusiness Suite Implementer

• Applications Database Administration

• Applied Technology• Contracts• Sales, Marketing• Financial Management• 11i Application Foundation• Human Resources• Manufacturing• Release 11i Migration• Order Fulfillment• Public Sector• eCommerce• And more!


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• Limited-Time Membership $0– No cost, lasts about a month from class end– Included with every inClass, instructor-led-online,

private event, and FastTrack course

• One Year Membership $280– Not price-indexed; subject to current exchange rate– Normal discounting applies: Learning Credit/EPPC, VPA,

eBusiness Discount, etc. – Oracle Partner Network (OPN) members receive free membership– 15% Off ($238) if buy before Limited-Time Membership expires (thru

November 2003)

• 180-day Premium Online Library Membership $500– Korean and Japanese content – Certification preparation for O9i OCA, O9i OCP, O8i OCP, 9i PL/SQL

Developer OCA

• Demo Membership – limited content for customer trial

OU Online Library Offerings

Both provide Access to all Online Library content


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Online Library Target Markets

• Great for OU inClass students (and OU SSCD students) who want to: – Drill deeper into a course subject– Get more practice– See more examples– Prepare for Certification– Broaden their knowledge to related topics– Cover more than one Oracle product

• Most inClass courses have related content on the Online Library

Target Market #1OU inClass Students


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• “Specialty” Students:– If there’s no inClass course, it may be available

on the Online Library– Examples:

– Oracle Internet File System: Administration– Oracle9i JDeveloper: BI Beans Fundamentals– Oracle9i OCI Enhancements– Oracle9iAS Personalization: Installation and Administration– Oracle9iAS: Discoverer 4i Plus New Features– 11i General Ledger Management Advanced - Advanced

Journal Entries– 11i Implement Lease Management– Accounts Payable Clerk

Target Market #2“Specialty” Students


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• eBusiness Suite students who require online alternative:

– Many eBusiness Suite courses duplicate inClass courses, such as:– 11i Procure to Pay Fundamentals

– 11i General Ledger Management Fundamentals

– 11i Order to Cash Fundamentals

– Courses available for Implementers and End Users

• More Target information: http://www.oracle.com/education/oln/olnsupport/index.html?track_theme_help.html

Target Market #3eBS Students


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• Korean and Japanese students who’d like translated Certification preparation for

– Oracle9i OCA

– Oracle9i OCP

– Oracle8i OCP

– Oracle9i PL/SQL Developer OCA

• More Target information: http://www.oracle.com/education/oln/olnsupport/index.html?track_theme_help.html

Target Market #4Certification Students in

Japan and Korea


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Online Library Key Sales Messages

Extend what you learned in class (or SSCD): • Reinforce comprehension of specific topics• Extend training experience• Focus on areas of greatest personal interest

Reinforce key lessons• Reviewing concepts online can help students retain

knowledge• Additional examples and further details reinforce learning

Further your Certification preparation• Over 150 course modules cover certification content and

practice questions on Oracle 7.3 to Oracle8i Upgrade, Oracle8i, Oracle9i, and Oracle Developer!


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Broaden your knowledge• Over 400 course on key Oracle topics, including:

– Database Administration– Application Development– Web Administration– Portal Development– Business Intelligence– Data Warehousing– Certification Preparation– SQL, PL/SQL, Java, XML– eBusiness Suite End User– eBusiness Suite Implementer

• If inClass is more than you need, you can choose precisely the topics (or chapters even!) you need from the library


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Learn at your convenience• OU Online Library is always available via the

Internet

Get specialized training• OU Online Library offers courses on Oracle

topics not covered anywhere else

All for a low annual price• US $280. That’s about US $20 a month


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Online Library Objection Handling

See the Sales Info Sheet for answers to the following:• I don't have time to train online (take more training)

• I can't be bothered

• I don't care about the topics offered

• It’s too expensive

• No instructor interaction (I can’t ask a question)

• What can I show for it?

• I don’t have good access to the Internet

• What if the system goes down?

• I can’t keep it forever

• I don’t like to learn online

• I travel a lot and need training I can review on a plane

• The training is not guaranteed

• How do I ensure my end users actually take the training?


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Online Library Top FAQ

• Account Set Up for Limited Time Membership:1. Activation email sent automatically to student when classroom

order is confirmed (no earlier than 7 days before class).

2. Student will receive email alert, separate from their confirmation letter, with instructions on activating their membership.

3. Account access (and brief tour) reviewed by instructor in classroom event

4. Login through OU Online Library http://www.oracle.com/education/oln

• For full instructions on activating membership account, see “Activations” in the FAQ.

• Support for problems activating accounts– Call or email support

Do Nothing! Account set up is Automatic!


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Online Library Top FAQ http://files.oraclecorp.com/content/AllPublic/Workspaces/OU_Online

_Learning-Public/project_web_site/faq.html

• Can I put my membership on hold? No– Extensions may be granted (use OLN Support)

• Can I combine memberships? No– The customer receives a second, separate, limited-time

membership, which runs concurrently with the first membership

– We will not implement any “chaining” of existing memberships for limited-time memberships

• Transcripts? Yes – View and print out transcripts showing courses completed

– Accessed from the Profile tab

• System requirements? Yes– 28.8Kpbs modem or better (56k modem highly recommended)– http://www.oracle.com/education/oln/olnsupport/index.html?

ouoll_access_content.html


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Online Library Sales Opportunities

• Upsell Online Library (it enhances the inClass and CD content)

• Upsell inClass

• Renew Membership

• Upsell inClass

• Renew Membership

• Upsell inClass

• Upsell Annual Membership

Limited-Time Members

Current OUOL Members

Seminar Attendees

InClass and SSCD Students


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Online Library Web/Marketing

• Online Library on OU Customer Website– inClass course details say “Online Library Limited-

Time Membership included”

• Online Library site– View courses by Job Role, inClass Course, Product

• Online Library integrated into corporate campaigns

• Current global promotion: 15% Off ($238) if buy before Limited-Time Membership expires (thru November 2003)

All Oracle Employees have access to

the Online Library (Check it out!)


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Online Library Support

• All support for the Online Library should be routed through OLN/Online Library Support – Self service information– Live telephone support– Email form

• http://www.oracle.com/education/oln/prof_sub/index.html?oln_help.html


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Online Library Resources • OU Online Library Home Page:

http://www.oracle/com/education/oln

• Content list: http://www.oracle.com/education/oln

• Support:http://www.oracle.com/education/oln/prof_sub/index.html?oln_help.html

• Login through OU Online Library http://www.oracle.com/education/oln

• OU Online Library information on Global Exchange:Global Exchange > Oracle University Marketing Folder > Online Library

– Sales Info Sheet

– Current Global Promotions

– Internal Contacts

– Training Materials

– Marketing Materials

– Sales Tools:Live” FAQIntegration into Sales Assistant Follow up email copyDatasheetCustomer presentation


Questions & Answers

Thank You!