Business driven learning solution particularly suitable for sales-oriented organizations
First Claim
1. A computer-based system for producing a business driven learning solution, the system comprising:
- a processor; and
computer-readable medium encoding instructions for automated production of the business driven learning solution for training members of a sales-based organization, the training centering on business needs of an external customer of the sales-based organization, said learning solution comprising modules of interrelated and interdependent business processes for execution by the processor, including;
a business strategy alignment module configured to recognize and prioritize business driven learning needs of said organization and to implement learning efforts to meet said business driven learning needs within budget and logistical constraints;
wherein the business strategy alignment module is configured to receive a request that identifies a first learning need and to make an initial determination of a manner of addressing the request,wherein the manner comprises at least one of the following;
denying the request, requiring a more detailed request, and accepting the request; and
wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need;
a content management module configured to design, procure, and manage learning content to implement said learning efforts and at least one knowledge object that furthers an approach oriented around at least one customer solution for the business needs of the external customer,wherein the at least one customer solution comprises a group of products of the sales-based organization,wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution, andwherein said at least one knowledge object comprises at least one of the following;
a value propositions object for developing an understanding of a value proposition offered by the at least one customer solution, anda cost justification tools and techniques object for presenting instruction on justifying cost for the external customer, including identifying when cost justification may be required for the external customer;
a delivery module configured to coordinate delivery of learning solution resources for instructing said members across a plurality of training media in a cost-effective manner; and
a learning administration module configured to contain related processes for managing and tracking availability, delivery and results of the learning efforts in relation to said members or departments within said organization, the related processes including at least one of the following;
registrar processes for tracking training records of a learner or availability of course offerings, curriculum management processes, course registration processes, course fulfillment support processes, and training results record keeping processes.
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Accused Products
Abstract
Disclosed is a business driven learning solution and related methods for managing the learning and training needs of a sales-oriented organization in a manner that is responsive to dynamic business needs. The invention employs modules of interrelated and interdependent business processes for the identification and prioritization of learning needs, the selection of learning approaches, the development of learning content, the coordination and delivery of learning instruction, and the overall management and administration learning efforts. Embodiments of the inventions disclosed include sales training objects to provide a template for sales training that is focused on a solution, and how to position and sell the solution, rather than on the products that make up the solution. As a result, the sales force is educated, understands the customers'"'"' business requirements, and is able to craft specific value propositions to a given customer with respect to that solution. Thus, the training is customer-centric as opposed to product-centric.
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Citations
77 Claims
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1. A computer-based system for producing a business driven learning solution, the system comprising:
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a processor; and computer-readable medium encoding instructions for automated production of the business driven learning solution for training members of a sales-based organization, the training centering on business needs of an external customer of the sales-based organization, said learning solution comprising modules of interrelated and interdependent business processes for execution by the processor, including; a business strategy alignment module configured to recognize and prioritize business driven learning needs of said organization and to implement learning efforts to meet said business driven learning needs within budget and logistical constraints; wherein the business strategy alignment module is configured to receive a request that identifies a first learning need and to make an initial determination of a manner of addressing the request, wherein the manner comprises at least one of the following; denying the request, requiring a more detailed request, and accepting the request; and wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need; a content management module configured to design, procure, and manage learning content to implement said learning efforts and at least one knowledge object that furthers an approach oriented around at least one customer solution for the business needs of the external customer, wherein the at least one customer solution comprises a group of products of the sales-based organization, wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution, and wherein said at least one knowledge object comprises at least one of the following; a value propositions object for developing an understanding of a value proposition offered by the at least one customer solution, and a cost justification tools and techniques object for presenting instruction on justifying cost for the external customer, including identifying when cost justification may be required for the external customer; a delivery module configured to coordinate delivery of learning solution resources for instructing said members across a plurality of training media in a cost-effective manner; and a learning administration module configured to contain related processes for managing and tracking availability, delivery and results of the learning efforts in relation to said members or departments within said organization, the related processes including at least one of the following;
registrar processes for tracking training records of a learner or availability of course offerings, curriculum management processes, course registration processes, course fulfillment support processes, and training results record keeping processes. - View Dependent Claims (2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 14, 15, 16, 17, 18, 19, 20, 21, 22, 23, 24, 25, 26, 27, 28, 29, 30, 31, 32, 33, 34)
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35. A computer-implemented method for aligning learning efforts of a sales force of a sales-oriented organization with strategic business goals and priorities of the sales-oriented organization, said method comprising:
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providing a system comprising at least one memory to store instructions, at least one processor having a plurality of software modules for accessing the instructions stored in the at least one memory, wherein the plurality of software modules comprise a business strategy alignment module, a content management module, a delivery module, and a learning administration module, and a central repository embodied on computer-readable medium for storing in electronic form at least one knowledge object, for furthering an approach oriented around at least one customer solution for business needs of an external customer, and learning content to focus on a business strategy of the external customer and to implement said learning efforts, wherein the knowledge object is acted upon by at least one of the software modules, the central depository comprising a data storage device, and executing the instructions by the at least one processor to perform; recognizing and prioritizing business driven learning needs of said organization by the business strategy alignment module; receiving a request, by the business strategy alignment module, that identifies a first learning need that requires a new or modified learning effort; and making an initial determination of a manner of addressing the request, the manner comprising at least one of the following;
denying the request;
requiring a more detailed request; and
accepting the request, wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need;implementing the learning efforts to meet said business driven learning needs within budget and logistical constraints, the learning efforts comprising training for members of the organization, with the training centered on the business needs of an external customer of the organization; designing, procuring and managing the learning content and the at least one knowledge object, wherein designing, procuring and managing is performed by the content management module, wherein the at least one customer solution comprises a group of the products of the sales-based organization, wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution, wherein the at least one knowledge object comprises at least one of the following; a value propositions object for developing an understanding of a value proposition offered by the at least one customer solution, and a cost justification tools and techniques object for presenting instruction on justifying cost for the external customer, including identifying when cost justification may be required for the external customer; and wherein the designing, procuring and managing the learning content further comprises creating, managing and operating the central repository; coordinating, by the delivery module, learning solution resources for instructing said sales force across a plurality of training media in a cost-effective manner; and managing and tracking availability, delivery and results of the learning efforts in relation to said sales force, by the learning administration module performing at least one of the following actions;
tracking training records of a learner or availability of course offerings, managing curriculum, performing course registration, performing course fulfillment support, and keeping records of training results. - View Dependent Claims (36, 37, 38, 39, 40, 41, 42, 43, 44, 45, 46, 47, 48, 49, 50, 51, 52, 53, 54, 55, 56, 57, 58, 59, 60, 61, 62, 63, 64)
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65. A computer program embodied on a computer readable medium for aligning learning efforts of a sales force of a sales-oriented organization with strategic business goals and priorities of the sales-oriented organization, wherein the computer program instructs at least one processor to:
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access instructions for a plurality of software modules, access at least one knowledge object for furthering an approach oriented around at least one customer solution for business needs of an external customer, and access learning content focusing on a business strategy of the external customer and implementing the learning efforts; wherein the instructions are stored in at least one memory; wherein the plurality of software modules comprise a business strategy alignment module, a content management module, a delivery module, and a learning administration module; wherein the at least one knowledge object is stored in electronic form in a central repository comprising a data storage device and embodied on computer-readable medium; and wherein the knowledge object is acted upon by at least one of the software modules; and execute the instructions by the at least one processor to; recognize and prioritize business driven learning needs of the organization by the business strategy alignment module; receive a request, by the business strategy alignment module, that identifies a first learning need that requires a new or modified learning effort; make an initial determination of a manner of addressing the request, the manner comprising at least one of the following;
denying the request;
requiring a more detailed request; and
accepting the request, wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need;implement the learning efforts to meet the business driven learning needs within budget and logistical constraints, the learning efforts comprising training for members of the organization, with the training centered on the business needs of an external customer of the organization; design, procure and manage the learning content and the at least one knowledge object, wherein designing, procuring and managing is performed by the content management module, wherein the at least one customer solution comprises a group of the products of the sales-based organization, wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution, wherein the at least one knowledge object comprises at least one of the following; a value propositions object for developing an understanding of a value proposition offered by the at least one customer solution, and a cost justification tools and techniques object for presenting instruction on justifying cost for the external customer, including identifying when cost justification may be required for the external customer; and wherein the designing, procuring and managing the learning content further comprises creating, managing and operating the central repository; coordinate, by the delivery module, learning solution resources for instructing the sales force across a plurality of training media in a cost-effective manner; and manage and track availability, delivery and results of the learning efforts in relation to the sales force, by the learning administration module performing at least one of the following actions;
tracking training records of a learner or availability of course offerings, managing curriculum, performing course registration, performing course fulfillment support, and keeping records of training results. - View Dependent Claims (66, 67, 68)
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69. A computer-based system for producing a business driven learning solution, the system comprising:
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a processor; and computer-readable medium encoding instructions for automated production of the business driven learning solution for training members of a sales-based organization, the training centering on business needs of an external customer of the sales-based organization, said learning solution comprising modules of interrelated and interdependent business processes for execution by the processor, including; a business strategy alignment module configured to recognize and prioritize business driven learning needs of said organization and to implement learning efforts to meet said business driven learning needs within budget and logistical constraints; wherein the business strategy alignment module is configured to receive a request that identifies a first learning need and to make an initial determination of a manner of addressing the request, wherein the manner comprises at least one of the following;
denying the request, requiring a more detailed request, and accepting the request; andwherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need; a content management module configured to design, procure, and manage learning content to implement said learning efforts and at least one knowledge object that furthers an approach oriented around at least one customer solution for the business needs of the external customer, wherein the at least one customer solution comprises a group of products of the sales-based organization, and wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution; a delivery module configured to coordinate delivery of learning solution resources for instructing said members across a plurality of training media in a cost-effective manner; and a learning administration module configured to contain related processes for managing and tracking availability, delivery and results of the learning efforts in relation to said members or departments within said organization. - View Dependent Claims (70, 71)
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72. A computer-implemented method for aligning learning efforts of a sales force of a sales-oriented organization with strategic business goals and priorities of the sales-oriented organization, said method comprising:
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providing a system comprising at least one memory to store instructions, at least one processor having a plurality of software modules for accessing the instructions stored in the at least one memory, wherein the plurality of software modules comprise a business strategy alignment module, a content management module, a delivery module, and a learning administration module, and a central repository embodied on computer-readable medium for storing in electronic form at least one knowledge object, for furthering an approach oriented around at least one customer solution for business needs of an external customer, and learning content to focus on a business strategy of the external customer and to implement said learning efforts, wherein the knowledge object is acted upon by at least one of the software modules, the central depository comprising a data storage device, and executing the instructions by the at least one processor to perform; recognizing and prioritizing business driven learning needs of said organization by the business strategy alignment module; receiving a request, by the business strategy alignment module, that identifies a first learning need that requires a new or modified learning effort; and making an initial determination of a manner of addressing the request, the manner comprising at least one of the following;
denying the request;
requiring a more detailed request; and
accepting the request, wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need;implementing the learning efforts to meet said business driven learning needs within budget and logistical constraints, the learning efforts comprising training for members of the organization, with the training centered on the business needs of an external customer of the organization; designing, procuring and managing the learning content and the at least one knowledge object, wherein designing, procuring and managing is performed by the content management module, wherein the at least one customer solution comprises a group of the products of the sales-based organization, and wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution; and wherein the designing, procuring and managing the learning content further comprises creating, managing and operating the central repository; coordinating, by the delivery module, learning solution resources for instructing said sales force across a plurality of training media in a cost-effective manner; and managing and tracking availability, delivery and results of the learning efforts in relation to said sales force, by the learning administration module. - View Dependent Claims (73, 74)
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75. A computer program embodied on a computer readable medium for aligning learning efforts of a sales force of a sales-oriented organization with strategic business goals and priorities of the sales-oriented organization, wherein the computer program instructs at least one processor to:
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access instructions for a plurality of software modules, access at least one knowledge object for furthering an approach oriented around at least one customer solution for business needs of an external customer, and access learning content focusing on a business strategy of the external customer and implementing the learning efforts; wherein the instructions are stored in at least one memory; wherein the plurality of software modules comprise a business strategy alignment module, a content management module, a delivery module, and a learning administration module; wherein the at least one knowledge object is stored in electronic form in a central repository comprising a data storage device and embodied on computer-readable medium; and wherein the knowledge object is acted upon by at least one of the software modules; and execute the instructions by the at least one processor to; recognize and prioritize business driven learning needs of the organization by the business strategy alignment module; receive a request, by the business strategy alignment module, that identifies a first learning need that requires a new or modified learning effort; make an initial determination of a manner of addressing the request, the manner comprising at least one of the following;
denying the request;
requiring a more detailed request; and
accepting the request, wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need;implement the learning efforts to meet the business driven learning needs within budget and logistical constraints, the learning efforts comprising training for members of the organization, with the training centered on the business needs of an external customer of the organization; design, procure and manage the learning content and the at least one knowledge object, wherein designing, procuring and managing is performed by the content management module, wherein the at least one customer solution comprises a group of the products of the sales-based organization, and wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution; and wherein the designing, procuring and managing the learning content further comprises creating, managing and operating the central repository; coordinate, by the delivery module, learning solution resources for instructing the sales force across a plurality of training media in a cost-effective manner; and manage and track availability, delivery and results of the learning efforts in relation to the sales force by the learning administration module. - View Dependent Claims (76, 77)
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Specification