Learning Management Systems

For LMS, instead of a having nothing, Workday chose to identify quality LMS partners, primarily Saba and Cornerstone, to provide that piece of the solution if LMS was important to the opportunity.

An LMS vendor must derive the majority of its revenue from association clients, and publish top-notch client case studies on its website as proof of excellence in serving member-based organizations.

Association LMS systems are similar to employee LMSs but have richer features sets to attract voluntary learners and members, build a community, integrate with an AMS and sell complex continuing education.

These organizations have proven that educating their channel provides a measurable return on investment and more importantly a significant competitive advantage, and as a result, these organizations treat channel learning as an ongoing mission-critical initiative.

The nominated LMS solutions all have varying degrees of sophistication in core channel functionality including domain segmentation, ecommerce, social learning, globalization, broad content support, integration, analytics, mobile delivery, dynamic audience grouping and ease of use.

Avoid sticky situations and reduce inter-reseller conflict with educational resources that cover these topics; for example, you'll want to clarify the rules of engagement, how to register customer opportunities and how to resolve disputes when two or more partners claim the right to call upon a customer.

In my estimation they do most everything right -- prepare, understand business needs, know their solution at all levels, engage the audience, tell great stories and win.

In the accounting industry, most accounting firms set up a National Association of State Boards of Accountancy (NASBA) license and grant continuing professional education (CPE) credit based on the NASBA standards, rather than maintain the complex CPE rules of each state

I concluded that it will take too long to teach 700+ LMS vendors the new anti-acronym trick and the easiest path would be to create a living, one-sentence, non-techie dictionary of LMS acronyms for learning systems buyers.

Many sales reps and solution architects take the demo step lightly because they have done the same presentation so many times that they think they have seen it all and know it all; as a result, they prep too little, make a vanilla impact with the customer and get lost in the herd of possible LMS solutions.