Reseller Training
Tracks:
There are two tracks that will be taught – Sales and Technical. VARs are encouraged to attend the track that most closely suits their job description and personal skills. There is no option to attend some sections of each track.
Equipment:
VARs attending the technical track must bring a laptop suitable for installing and configuring the Laserfiche VAR Kit on it. Because a fully functional VAR Kit loaded on a laptop is a necessity for selling Laserfiche, this is a mandatory requirement. VARs attending the technical track should also bring their VAR Kit software.
The Laptop should meet the following minimum requirements:
- Windows 2000 or XP Professional installed (please bring your install CD)
- 1 GHz or better processor
- 256 MB Ram
- 2 GB Free Disk Space
VAR Kits will not be loaded on laptops running an operating system other than those listed above. It’s mandatory that your VAR Kit is running on a supported platform to ensure you will receive technical support in the event you run into a problem in the future.
Additionally, having installed SQL Server is highly recommended. While the VAR Kit includes and will run on MSDE, it is not preferred. SQL Server includes a database management utility called Enterprise Manager that makes the task of registering and managing databases significantly easier. Because you will be attaching databases and learning how to schedule backups in class, this is really a necessary tool. Furthermore, most of your customers will be implementing on the SQL platform and learning how to administer Laserfiche repositories with Enterprise Manager is a requirement for a successful implementation.
Core Product Knowledge - This section will teach VARs how to use and demonstrate the core Laserfiche products. Training will occur in a computer lab and attendees will use the software to complete hands on exercises and present the software to their colleagues.
Vertical Solutions - Laserfiche has been especially successful in the Local and Municipal Government, Financial Services and Health Care industries because our marketing efforts and educational efforts have been very targeted. This section is designed to outline our past successes, provide our roadmap for the future and offer detailed information on how to be successful selling into these markets.
Problem Analysis - This section utilizes proven methodologies to teach VARs valuable analytical and decision management skills that can help them have more productive sales meetings, better meet their customers’ needs and shorten the sales cycle.
Price Sheet - This section teaches you how the Laserfiche price sheet works and what you need to know about configuring a system to provide your prospects with an accurate price quote.
Consultative Selling - This section illustrates how you can follow the principles of consultative/solution selling as a Laserfiche VAR. It includes practical ways to become a trusted expert, perform useful analysis as well as present and defend your findings.
Working with Laserfiche - This section outlines the processes and procedures you need to know about to do business with Laserfiche. From getting quotes to submitting orders and paying your bills, this section covers all of the business interactions you will have with Laserfiche.
Finding your Niche - This section builds on the Consultative Selling section to help you identify and evaluate sales opportunities as you hone your expertise and focus your efforts. Through hands on examples, you will learn how to identify which market specialties will help maximize your success as a Laserfiche solution provider.
Presentation Training - This section is focused on helping you develop professional and effective presentation skills and tools. Putting everything together in an effective presentation can be the critical last step in closing a deal.
Installation and Configuration - This section will cover installing and configuring the main products in the VAR Kit. The intention is to have a Laptop that can be used to demonstrate the Laserfiche suite of products by the close of the section. Special attention will be given to the hub of the Laserfiche system, the Laserfiche Client and Server.
Implementing and Supporting Laserfiche - This section will cover how to consult with clients during the initial implementation of the system so as to insure a good foundation for the system. Also covered will be general trouble-shooting techniques, as well as best-practices when working with Laserfiche’s Technical Support staff.
Backup - This section covers how Laserfiche backs up its own Laserfiche system in house.
Putting It All Together - This section will delve more deeply into setting up a real-world Laserfiche system. Particular attention will be paid to the initial database setup, and security configuration.
Solution Design - This section focuses on the importance of distilling what your potential customers need based on what they ask for. With the epidemic of new buzzwords and recycled requirements, figuring out what organizations need based on what they ask for has become a necessary skill.
Situational Role Plays - The situational role plays are the culmination of the training class. Attendees will be put into groups as vendors and prospects and given a case study (and specific information based on role). Using what they have learned, the groups must develop an effective demonstration of an appropriate solution to their peers playing the role of prospect. The case studies are based on real situations and the role plays will mimic a real sales meeting as closely as possible.
Schedule:
The Basic VAR Class begins at 9:00 AM Monday and runs through 4:00 PM Friday. All attendees are expected to be ready to go by 9:00 AM each day and stay until class is done at 4:00 PM. Lunch will be provided daily.
Click here to view a list of hotels in the Long Beach area.