Oracle Corporation is an enterprise software company. The Company develops, manufactures, markets, distributes and services database and middleware software, applications software and hardware systems, consisting primarily of computer server and storage p...
Oracle was represented by Toby Emerson, senior director of Oracle University Americas, and Cisco was represented by Tom Kelly, vice president, Internet Learning Solutions.
Toby Emerson made some of the following key points:Oracle University handles the course deployment for Oracle product training, but course development is handled by the company's product groups.Contrary to what one would expect, however, more than 80% of the courses are instructor-led training in class (70% is delivered by Oracle, and 30% by authorized partners), and only about 10% is in the form of eLearning.Partner and reseller training, however, has embraced eLearning more than have customers (some analysts blame this low eLearning adoption on the way the Oracle are structured and delivered eLearning courses).To the question Does Training Sell Product?, Toby noted that most customers purchase software without taking training, but many existing Oracle customers take training to make their decision about upgrading (upgrading and maintenance contracts represent significant revenue sources for most software companies, although a growing number of customers are now looking for cheaper options that are available in the marketplace).Toby emphasized that customer training and internal training are "very different animals" and made it clear that she reports to the president's office and that she has "very aggressive" performance (sales-growth and margin-requirement) objectives and has her own direct sales force that sells Oracle training.
Toby Emerson, OracleToby Emerson is a Senior Director at Oracle Corporation in the education line of business, Oracle University.Oracle University is responsible for training all customers, employees and partners on Oracle's software products.Ms. Emerson has direct responsibility in the Americas region for marketing Oracle's training services to customers, driving the sales of Oracle's technology-based training products, and ensuring salesforce readiness. Ms. Emerson has been employed by Oracle for 10 years in a variety of marketing, business development and curriculum planning positions.Prior to Oracle, she worked at Amdahl Corporation as a business planner responsible for developing service strategies, and finally as a product manager managing the selling of technology-based training products to customers.
Calendar of Events - 2004-09-13 - Silicon Valley/San Jose Business Journal