1. © 2004 Punctuation Media CORPORATE eLEARNING A REVENUE GENERATING MODEL Lenny Schloss Principal, Punctuation Media Jim Bozman Principal, Punctuation Media

2. © 2004 Punctuation Media INTRODUCTION 1999 Motorola University announced cost cutting strategy Training Manager partnered with four companies to bankroll the development of a $1,000,000 training program Motorola’s cost 200k Savings of 800k to Motorola

3. © 2004 Punctuation Media OUR PERSPECTIVE Training required 400k to develop internally Loss of 600k revenue Lost license and distribution rights

4. © 2004 Punctuation Media STRATEGY FOR FAILURE Outsourcing to save money vs. value added Reduction of budget Elimination of over 95% of the organization within 36 months Lower quality work Loss of competency for the corporation

5. © 2004 Punctuation Media GENERATE REVENUE Created department at Motorola University that generated $2M per year Funds used to offset training development costs

6. © 2004 Punctuation Media KEY PERSONNEL Project Management Business Development Media Development Media Design Instructional Design

7. © 2004 Punctuation Media STRATEGY FOR SUCCESS Self funding Not tied down by budget constraints Entrepreneurial philosophy Business within business Brand company within Motorola organization

8. © 2004 Punctuation Media STRATEGY FOR SUCCESS Authority based on expertise Team approach to projects ‘Best in Class’ mentality

9. © 2004 Punctuation Media CUSTOMIZED PROJECTS Product SupportCompliance TrainingCorporate Initiative

10. © 2004 Punctuation Media FIND A NICHE Direct line of sight to job performance or bottom line Market to people with funding Support sales and customer relationship Corporate initiatives Call center training

11. © 2004 Punctuation Media RECOGNIZE OPPORTUNITIES Example: Marketing group wanted to put PowerPoint slides up on a client extranet We sold them on robust soft simulation (Silver award – Invision). Following year we did all products for cell phone division of Motorola, $1.2 million.

12. © 2004 Punctuation Media BENCHMARK How much would an outside vender charge for comparable product? Match or beat that price

13. © 2004 Punctuation Media ADVANTAGE OVER VENDORS Proprietary knowledge Process People Culture Spoke same language

14. © 2004 Punctuation Media BECOME THE EXPERTS WBT 2000 Teach Farm / find talent

15. © 2004 Punctuation Media PROMOTE SUCCESS Awards and other recognition Be the best at what you do

16. © 2004 Punctuation Media FIND A CHAMPION Recognizes value of your work Recognized in organization