19 Business Model Canvas courses delivered Live Online

Duration 2 Days 12 CPD hours This course is intended for This course is intended for intermediate business and requirements analysts who are looking to improve their business case development and presentation skills. This course is also a great fit for project managers and product owners who work closely with business analysts or who perform some form of business case work themselves. Overview Understand the role of the business analyst within the business case process Understand the main professional associations and standards that support business analysts in the industry Discuss the benefits of business case creation Explore how to define the business need Describe the role of the business analyst in supporting the enterprise to determine how to optimally invest in the right project initiatives Explain how to identify stakeholders and the significance to the pre-project activities Discuss the importance of analyzing the enterprise Describe and explore the activities performed to assess the current business environment Explain how a business analyst describes a ?future? state environment including how to identify gaps in enterprise capabilities Present and explore how to define the scope of a solution Describe the activities performed and techniques used to determine viable solution options Explore various techniques for evaluating solution options including feasibility and risk analysis Thoroughly understand the purpose of conducting a feasibility assessment Discuss and practice a number of business analysis techniques that support the business case process Explore the components of a business case Describe how the business case supports decision makers in making go/no-go decisions Demonstrate how to assemble the output from pre-project activities into a well-structured business case Present techniques for presenting business cases to top level managers and obtaining buy-in Discuss methods for preparing for challenges during business case delivery Students learn the steps to effective business case development and support your strategic business recommendations with sound budgeting and financial back-up. The one course you need to make high-impact recommendations and receive full management support for your ideas. INTRODUCTION * Module Learning Objectives * What is Business Analysis * Polling Question * International Institute of Business Analysis * BABOK© Guide Components * Project Management Institute * Business Analysis for Practitioners: A Practice Guide * BABOK© Guide Knowledge Areas * Benefits of Business Analysis * Polling Question * A Business Analyst can Influence Project Success Factors * Challenges of Business Analysis * Polling Question * Purpose of a Business Case * Exercise 1a: What Should a Business Case Include * Define the Business Case Elements * What to Look Out For * Who is Involved * Exercise 1b: Review Business Case Outline * Module Learning Objectives PRE-PROJECT ACTIVITIES & THE BUSINESS ANALYST * Module Learning Objectives * The Definition of a Business Analyst * The Role of a Business Analyst * Responsibilities of a BA * BA Role vs. PM Role * Business Analysis vs. Systems Analysis * Business Analysis Competencies * Polling Question * Business Analyst Role and Stakeholders * Exercise 2a: Review the Case Study * What is a Stakeholder? * The Importance of Stakeholders * Stakeholder Identification * Tips for Identifying Stakeholders * Other Stakeholder Tips * Stakeholder Identification/Analysis * Exercise 2b: Identify Roles and Responsibilities * Stakeholder Map * Stakeholder Matrix & Onion Diagrams * A Stakeholder Map * Onion Diagram * Exercise 2c: Why do we Need to Understand the Enterprise? * Why Study the Enterprise? * What is Enterprise Architecture? * What is Strategy Analysis? * About Strategy Analysis * Purpose of Strategy Analysis * When to Perform Strategy Analysis * Strategic Planning * Module Summary THE NEEDS ASSESSMENT PROCESS * Module Learning Objectives * Business Need Defined * Define Business Need * The Needs Assessment Process * Problem or Opportunity * Exercise 3a: Problem/Opportunity Identification * Understanding Why * Situation Statements * Business Need and Current State * Determine the Stakeholders * Polling Question * Goals and Objectives * Polling Question * Exercise 3b: Give 3 Examples of Business Goals * Define Business Need Techniques * Exercise 3c: Identify the Business Need * Definition of Strategy Analysis * When Business Strategy is not Driving Project Definition * Typical Project Profile * The Executive Paradox * Solution to the Paradox * Exercise 3d: Describe 3 Outcomes You Would Expect from the Case Study * The Four ?Ares? * Understand How to Create a Business Model * Business Model Example * Exercise 3e: Create a Business Model * The Business Case Approach * Financial and Strategic Measurement Tools * Module Summary DETERMINING THE REQUIRED CAPABILITIES & DEFINING SOLUTION SCOPE * Module Learning Objectives * Business Need and Current State * Purpose of Analyzing the Current State * Analyzing Current Capabilities and Process * Capabilities Defined * Techniques for Analyzing the Current State * Define the Future State * Techniques for Defining the Future State * Assess Capability Gaps * Stakeholders Involved when Reviewing Capability Gaps * Discussion: Assessing New Capabilities * Defining Solution Scope * Determining Scope Boundary * How to Define Solution Scope * Defining Solution Scope * Project Scope and Product Scope * Scope Modeling * Techniques Used to Define Scope * Define Scope Boundaries * Modeling Scope: Context Diagram * Exercise 4a: Create a Context Diagram from the Case Study * Communicating Solution Scope to Stakeholders * Stakeholders Participating in Scope Activities * Exercise 4b: Discuss Managing Expectations * Module Summary ASSESSING FEASIBILITY & PROPOSING SOLUTION OPTIONS * Module Learning Objectives * Financial Analysis * Purpose of Financial Analysis * Costs versus Benefits * Financial Models * Timing for Assessing Financial Benefits * Risk * Assessing Risks * Risk Process * Exercise 5a: Identifying Risks * Risk Analysis * Capturing and Categorizing Risks * Risk Strategies * Tolerance for Risk * Determining Solution Options * Solution Option Process * Determining and Analyzing Solution Options * Brainstorming * Conducting an Outcomes Focused Brainstorming Session * Stakeholders Involved in Determining Solution Options * Exercise 5b: Determining Solution Options * Feasibility Analysis * Discussion: Ranking Solution Options * Discussion: Recommending the Most Viable Option * Exercise 5c: Assess the Most Viable Options * Solution Approach Definition * Exercise 5d: Review the Business Case Templates * Module Summary PACKAGING & PRESENTING THE BUSINESS CASE * Module Learning Objectives * Circumventing a Business Case * Documenting the Business Case * Value of the Business Case Process * Business Case Components * Business Case Techniques * Build a Convincing Business Case * Discussion: Identifying Decision Criteria * Exercise 6a: Supporting a Go/No Go Decision * Packaging the Business Case * Planning Business Case Delivery * Discussion: Planning Stakeholder Buy-in * Information and Communication Needs in the Business Case Process * Presenting your Business Case * Exercise 6b: Anticipating and Responding to Challenges * Module Summary COURSE WRAP UP * Course Summary * Questions * Additional Resources * Thank You * ADDITIONAL COURSE DETAILS: Nexus Humans BA03 - Writing Effective Business Cases training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the BA03 - Writing Effective Business Cases course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 0.5 Days 3 CPD hours This course is intended for This course is intended for: Line of Business (LoB) owners, IT leaders, and executives Overview In this course, you will learn to: Explain the role of information technology (IT) in an organization for business transformation Explain the customer value proposition for using the cloud across industries Define key characteristics of cloud computing Explain the cloud business model Identify key security practices of cloud computing Frame the cloud business value using the Cloud Value Framework In this course, you will learn the fundamental concepts of cloud computing and how a cloud strategy can help companies meet business objectives. It explores the advantages and possibilities of cloud computing. It also introduces addresses concepts such as security and compliance to help facilitate better discussions with line of business (LOB) professionals, information technology (IT) LoB, IT leaders, and executives. MODULE 1: COURSE INTRODUCTION * Course Introduction MODULE 2: INFORMATION TECHNOLOGY FOR BUSINESS TRANSFORMATION * Role of IT in an organization for business transformation * Brief history of IT * Legacy approach to IT * What drives customers to move from traditional infrastructure to the cloud MODULE 3: CLOUD COMPUTING * Define cloud computing * Key characteristics of cloud technology * The cloud business model * Key security practices within the cloud MODULE 4: BUSINESS VALUE OF THE CLOUD * The customer value proposition * Identify who is using cloud computing * Industry trends * Customer examples MODULE 5: THE CLOUD VALUE FRAMEWORK * Introduction to the Cloud Value Framework * Cost Savings * Staff Productivity * Operational Resilience * Business Agility MODULE 6: BUSINESS VALUE ACTIVITY * Business Value Activity ADDITIONAL COURSE DETAILS: Nexus Humans AWS Cloud Essentials for Business Leaders training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the AWS Cloud Essentials for Business Leaders course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 2 Days 12 CPD hours This course is intended for Project Managers, Business Analysts, Business and IT stakeholders working with analysts Overview Provide a solid foundation for applying business process modeling principles and best practices with BPMN Demonstrate how to solve practical business problems using BPMN Business Process Diagrams (BPDs) Students will learn to map business processes easily and efficiently using the industry standard - BPMN which stands for Business Process Modeling Notation from the Object Management Group (OMG). Students will learn the best practices in process mapping using the latest industry standards (BPMN) so that both the business and IT stakeholders will be able to understand the models and map processes consistently through-out their organization. INTRODUCTION * What is Business Process Modeling? * What is Business Process Modeling Notation (BPMN)? * Benefits of BPMN AN OVERVIEW OF GOVERNANCE * An overview of governance * Key governance questions to ask * What happens if you don?t have effective governance? MAPPING THE BUSINESS PROBLEM * Define a strategic outcomes map * Define a Business model and relevant processes MODELING SIMPLE BPMN STRUCTURES * When do you use BPMN? * What are simple BPMN structures? * AS-IS vs. TO-BE modeling MODELING COMPLEX BPMN STRUCTURES * What are complex BPMN structures * When to use complex BPMN structures ANALYZING PROCESS MODELS * Identifying poor process models * Creating process models that everyone can understand * Identify criteria for a well-defined process PROCESS MAPPING VS. PROCESS MODELING * Determine when to create a process map * Determine when to create a process model * Asking the four ?Ares? ADDITIONAL RESOURCES * Learning about BPMN 2.0 * More useful BPMN links * BPMN 2.0 free editors

Duration 5 Days 30 CPD hours This course is intended for Application DevelopersBusiness AnalystsBusiness Intelligence DeveloperData ModelersData Warehouse AdministratorData Warehouse AnalystReports DeveloperTechnical Consultant Overview Build and run analyses to test and validate a repositorySet up query logging for testing and debuggingSet up a multiuser development environmentUse the Administration Tool wizards and utilities to manage, maintain, and enhance repositoriesEnable usage tracking to track queries and database usage, and improve query performancePerform a patch merge in a development-to-production scenarioDescribe Exalytics machine and the Summary Advisor tool used in the machineBuild simple and calculated measures for a fact tableCreate logical dimension hierarchies and level-based measuresCheck the model and then model aggregate tables to speed query processingModel partitions and fragments to improve application performance and usabilityUse variables to streamline administrative tasks and modify metadata content dynamicallyUse time series functions to support historical time comparison analysesSet up security to authenticate users and assign appropriate permissions and privilegesBuild the Physical, Business Model and Mapping, and Presentation layers of a repositoryApply cache management techniques to maintain and enhance query performance This Oracle BI 11g R1: Build Repositories training is based on OBI EE release 11.1.1.7. Expert Oracle University instructors will teach you step-by-step procedures for building and verifying the three layers of an Oracle BI repository. This Oracle BI 11g R1: Build Repositories training is based on OBI EE release 11.1.1.7. Expert Oracle University instructors will teach you step-by-step procedures for building and verifying the three layers of an Oracle BI repository. ADDITIONAL COURSE DETAILS: Nexus Humans Oracle BI 11g R1 - Build Repositories training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Oracle BI 11g R1 - Build Repositories course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 2 Days 12 CPD hours This course is intended for This basic course is for persons needing an introductory knowledge of DB2, and persons preparing for advanced and specialized DB2 education. Overview List and describe the major components of IBM's relational database, DB2 Explain the characteristics of a DB2 table Relate the basic concepts of data modeling Comprehend the processing instructions given to DB2 via simple SQL statements List and describe several ways to build (write) and execute SQL statements List and describe steps needed to imbed SQL statements in an application program Explain some of the functions performed by, and the responsibilities of, database and system administrators Establish a base for more specialized DB2 education This course provides information about the functions of IBM's DB2, a relational database manager which may be installed under a variety of operating systems on many hardware platforms (e.g., z/OS, VM, Linux, UNIX, Windows, etc.) UNDERSTANDING A TABLE * Identify the advantages of a relational database Define a relation Name the language used to talk to a relational database manager (RDBM) List three characteristics assigned to each column Define the tasks performed by DB2 when running an application Defi DATA MODELING AND DATABASE DESIGN * State the purpose of a business model Identify an Entity-Relational Diagram (ERD) model List several DB2 column data types Identify non-standard column and table names Identify the characteristics of a primary key and a foreign key State the purpose of re HOW DOES A USER USE DB2? * List several ways to talk to DB2 List multiple ways to generate an SQL statement List several ways to ADD, REMOVE, or CHANGE table rows List several ways to READ data and produce reports HOW DOES A PROGRAMMER USE DB2? * List the steps needed to create a test environment List the necessary steps to coding SQL in a program Describe the purpose of SQL delimiters Describe the purpose of an SQLCA List the steps involved in preparing a program for execution State the differenc WHAT DOES AN ADMINISTRATOR DO IN DB2? * List some of the tasks performed by a DB2 System Administrator: Identifying the DB2 product, Installing DB2, Creating subsystems/instances, databases and table spaces, Authorizing, and Monitoring List some of the tasks performed by a DB2 Database Administ INFORMATION MANAGEMENT WITH DB2 * List several planning considerations for distributing data List some of the skills required to successfully distribute data Differentiate between remote unit of work, distributed unit of work, and distributed request List some of the security concerns whe

Duration 2 Days 12 CPD hours This course is intended for The course is designed for individuals who want to gain in-depth knowledge and practice in the discipline of Business Analysis (Business Analysts, Requirements Engineers, Product manager, Product Owner, Chief Product Owner, Service Manager, Service Owner, Project manager, Consultants) Overview Students should be able to demonstrate knowledge and understanding and application of Business Analysis principles and techniques. Key areas are: The breath of the role of a Business Analyst The processes and techniques of strategy analysis Investigation of an organization's business systems Techniques used within stakeholder analysis and the need for analyzing perspectives Conceptual modelling and business activity models Business improvements through gap analysis The Business case within the business change lifecycle The Business Analyst role analyzes, understands and manages the requirements in a customer-supplier relationship and ensures that the right products are delivered.The course provides in-depth knowledge and practice in Business Analysis COURSE INTRODUCTION * Let?s Get to Know Each Other * Course Overview * Course Learning Objectives * Course Structure * Course Agenda * Introduction to Business Analysis Practice * Exam Details * Business Analysis Certification Scheme RATIONALE FOR BUSINESS ANALYSIS * The role of the BA throughout the stages of the Business change lifecycle * The scope of the BA role within the context of the range of analysis activities * Three areas of competencies UNDERSTANDING THE STRATEGIC CONTEXT * Techniques in practice: * MOST * Resource audit * PESTLE * Porter's Five Forces * SWOT analysis * CSF, KPI and Performance target * Balanced Business Score Card UNDERSTANDING THE CURRENT SITUATION * Identification of stakeholder categories * Identification of relevant investigation techniques * The rationale for taking a holistic view * Rich pictures, Mind Maps and Fishbone diagrams STAKEHOLDER ANALYSIS AND MANAGEMENT * Power/interest and level of interest * Appropriate stakeholder management strategy * Stakeholder perspectives and CATWOE technique ANALYSING AND MODELLING BUSINESS ACTIVITIES * Conceptual models of a business situation * Five types of high level activity * Planning activities * Enabling activities * Doing activities * Monitoring and control activities * Three types of business events * The consensus business activity model IDENTIFYING POTENTIAL SOLUTIONS * Different categories of business rules * Gap analysis (through conceptual business activity model and as-is business situation) * Components of a new business model BUILDING THE BUSINESS CASE * Rationale for the development of a business case * Contents of a business case * Identification of tangible/intangible costs and benefits, risks and impacts * Rationale for the financial case and appraisal techniques * Business case review in the business change lifecycle ADDITIONAL COURSE DETAILS: Nexus Humans Business Analysis - Practice training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Business Analysis - Practice course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 3 Days 18 CPD hours This course is intended for This hands-on course is geared for experienced DBAs already working with Oracle. Overview This course combines expert lecture, real-world demonstrations and group discussions with machine-based practical labs and exercises. Working in a hands-on learning environment led by our expert facilitator, you'll learn how to: Implement backup and recovery settings and perform backup operations to the media of your choice. Move data between databases and files Use Oracle Database recovery processes to recover from media and other failures. Diagnose and repair data failures Use flashback technologies and data duplication to complement backup and recovery procedures Secure the availability of their database using backup and recovery strategies Geared for DBAs and other technical support staff, Oracle Database 19c Backup and Recovery is a hands-on course that allows you to develop appropriate backup and recovery procedures to address their business model and requirements. Throughout the course you?ll explore how to implement basic backup and recovery procedures, move data between databases and files, and employ basic monitoring procedures. You?ll also learn how to secure the availability of a database by using appropriate backup and recovery strategies, how to how to perform backup and recovery operations using RMAN, and how to use Flashback features to recover from human error. This course combines expert lecture, real-world demonstrations and group discussions with machine-based practical labs and exercises. Working in a hands-on learning environment led by our expert facilitator, you?ll learn how to:Implement backup and recovery settings and perform backup operations to the media of your choice.Move data between databases and filesUse Oracle Database recovery processes to recover from media and other failures.Diagnose and repair data failuresUse flashback technologies and data duplication to complement backup and recovery proceduresSecure the availability of their database using backup and recovery strategies BACKUP METHODS * User Managed Backups * Oracle Managed Backups Types of Failures * Types of Recoveries RECOVERY CONFIGURATION * Configuring the Database for Archivelog * Configuring the Database for No-Archivelog * Configuring the Flash Recovery Area CONFIGURING RMAN * RMAN Default Settings * Command Line * Enterprise Manager RMAN BACKUPS * Full RMAN Backup * Compressed Backups * Uncompressed Backups * Partial RMAN Backup * Incremental Backups * Change Tracking File MANAGING BACKUPS * Backup Reports * Backup Maintenance * Backup Catalog * Backup Crosscheck RMAN COMPLETE RECOVERY * RMAN Complete Recovery * Database Recovery * Tablespace Recovery * Datafile Recovery RMAN IN-COMPLETE RECOVERY * Time Based Recovery * Sequence Based Recovery * SCN Based Recovery NON-DATABASE FILE RECOVERY * Spfile Recovery * Controlfile Recovery * Incremental Recovery * Flash Recovery Area for a Fast Recovery USER MANAGED BACKUP * Configuring User Managed Backups * Perform a User Managed Backup USER MANAGED RECOVERY * User Managed Complete Recovery * User Managed Incomplete Recovery CONFIGURING FLASHBACK * Flashback Query * Flashback Drop * Flashback Database PERFORMING FLASHBACK RECOVERIES * Flashback Query * Flashback Drop * Flashback Transaction Query * Flashback Versions Query PERFORMING FLASHBACK DATABASE * Determining the FRA Size * FRA Retention * Performing a Flashback Database RMAN DUPLICATE COMMAND * Setting up for a Duplicate Database * Creating the Duplicate spfiles * Performing the Duplicate Command. RMAN RECOVERY CATALOG * Configuring for the Recovery Catalog * Creating the Recovery Catalog BACKUPS WITH THE RECOVERY CATALOG * Registering the Database with the Recovery Catalog * Performing Backups with the Recovery Catalog RECOVERIES WITH THE RECOVERY CATALOG * Identifying Type of Recoveries with the Recovery Catalog * Performing Recoveries with the Recovery Catalog RECOVERY CATALOG MAINTENANCE * Registering Additional Databases with the Recovery Catalog * Cataloging Additional Backups with the Recovery Catalog * Recovery Catalog Scripts DATAPUMP * Configuring Datapump * DataPump Exports * DataPump Imports TUNING RMAN * RMAN Sessions * RMAN Channels * RMAN Job Progress ADDITIONAL COURSE DETAILS: Nexus Humans Oracle 19c Database Backup and Recovery (TTOR21619) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Oracle 19c Database Backup and Recovery (TTOR21619) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Software comes in a variety of guises - application software, firmware, middleware, system software. Increasingly, however, it doesn't necessarily present that way, especially as the boundaries between software, data and source code are becoming more and more blurred. And as software becomes more complex and more difficult to disentangle, so it becomes harder to manage and to value. But as it becomes more integral to every aspect of a business, so it is ever more important to keep on top of the technical, legal and commercial issues that arise, issues such as: To address these issues, organisations need a process for evaluating their current situation from all perspectives and for identifying the key actions they need to take to ensure holistic management of their software. This very practical programme will help set your organisation on the right path. Note: this is an indicative agenda, to be used as a starting point for a conversation between client and consultant, depending on the organisation's specific situation and requirements. This programme is designed to give you a deeper understanding of: * The technical, legal and commercial risks associated with software development, procurement, use and commercial exploitation * The most appropriate processes and responsibilities for managing those risks Note: this is an indicative agenda, to be used as a starting point for a conversation between client and consultant, depending on the organisation's specific situation and requirements. 1 SOFTWARE BUSINESS MODEL * What is the software business model? * What options exist? * Has the software business model been thoroughly reviewed to ensure its viability? This means fully understanding the market opportunity, the business environment and customer and end-user expectations. 2 TECHNOLOGY * What are the technologies? * How has the technology selection been validated considering the competitiveness, structure, and potential for future innovation? 3 UI AND UX * What is the UI and UX? How to best articulate this? * Has the user interface and user experience been studied from both a subjective and objective view to give insight into customer behaviour? 4 LEGAL FRAMEWORK / COMMERCIAL ASPECTS * Has the necessary legal framework or commercial aspects that may impact upon use or operation of the software been understood and risks identified and mitigated? 5 SOFTWARE DEVELOPMENT * What is the software development process? * Are both the business management and development team's processes resilient in order to improve the company's capability and the maturity of the software? 6 SOFTWARE QUALITY * What is quality? * What are the metrics around software quality? What is the maturity level, based around a qualitative and quantitative assessment? 7 INTELLECTUAL PROPERTY ASSOCIATED * What IP should be considered when it comes to software? * Does the company understand both the intellectual property risks and potential opportunities associated with this software? 8 SECURITY * What does software security mean in this context? * How is it being addressed? 9 AN HOLISTIC APPROACH * Review of roles and responsibilities to ensure appropriate management and protection

The Sales Accelerator programme is a fresh approach to improving business development productivity. It focuses on identifying and using a series of business productivity metrics in order to build a clear action plan for improving sales results - typically within 90 days. The metrics are grouped under three headings: The basic principle is that a small improvement in each area can lead to a significant increase in sales results and productivity. And the object of the programme is to show how best to achieve that. The programme therefore looks at each of these three areas in turn, spending a day on each. Suitable for any and all businesses and all levels of experience and expertise, this is a remarkably practical and hands-on programme. During the workshop, participants discuss, review and apply many proven sales and marketing techniques and personal selling ideas. The goal is to generate and commit to changes and actions that can lead to a 10-30% increase in the next three to six months. There's also a consultancy option, rather than the workshop-based programme. See below for details. DAY ONE - ACTIVITY Key objective This first module introduces the Sales Accelerator model. The goal here is to show participants how to increase their pro-active activity levels by around 10%. It covers all aspects of creating new business opportunities, from existing customers and non-customers alike, and is linked to personal activity improvement goals. Main elements * Improve the productivity, accuracy and effectiveness of your business approach by using new and unique models and techniques. * Different methods of creating and generating new business opportunities in the short, medium and long term. This includes sourcing new business, up-selling, cross-selling, warm calling and gaining referrals. * Using organised persistence to track and build new customer revenue. * Managing your sales time effectively. Key learning points * Sales productivity - understand the dynamics of increasing the combination of activity levels, deal value and conversion rate of proposals/quotations to orders and implement an improvement plan. * Sales goal setting: setting business development objectives for quantity and quality - plus tips and tricks of top performers. * Maintain a peak activity level, on a consistent basis using 'organised persistence' and structured business development tracking methodology. * How to prioritise opportunities and manage your time when sourcing new business. * Identify potential new customers - and particularly the decision-makers and influencers - with greater accuracy. * Make outbound business or appointment calls with improved confidence, control and results. DAY TWO - VALUE Key objective To be able to better anticipate, identify, create, and develop business opportunities using a customer / client-focused communication-based business model and consultative skills. Main elements * How to develop sales more effectively from new and existing customers; and managing the first appointment with a new customer. * Use structured and assertive drawing-out skills to identify, develop and formalise business opportunities and to gain commitment. * How to better position your company and your products and services against your main competitors. * Create and deliver persuasive business messages based on specific need areas, criteria and value. Key learning points * Advanced consultative selling - use a variety of structured and advanced questioning techniques to confidently and efficiently uncover opportunities, need areas and business criteria - confidently and efficiently. * Involve the customer/client at all times, and to a far greater degree, and keep better control of business development process. * Value message - differentiate your solutions clearly and accurately with customer/client-matched value statements. * Presenting the right USPs, features and benefits and making them relevant and real to the customer. Qualification and reading buying signals. DAY THREE (HELD AROUND FOUR WEEKS AFTER THE FIRST MODULE) - CONVERSION Key objective This module looks at how to improve the final qualification, progression and conversion of opportunities in your sales pipeline. Also includes price negotiation, overcoming objections and obstacles to gaining agreement. The module begins with a learning review, sharing participants' experiences over the last four weeks in applying the new techniques and skills acquired during the first two modules. This is an opportunity to revisit particularly challenging areas as well as to share and celebrate successes. Main elements * Structuring and preparing for negotiating a deal and knowing when and how to move into the 'end-game' mode. * Anticipate and answer customer objections and questions more confidently. * Build more credibility and proof into your business process to reduce 'buyer's remorse' and speed-up decision-making. * Being more assertive and developing better instincts and strategic thinking in progressing quotations and proposals. Key learning points * Smart ways to position price, emphasise value and be a strong player without being the cheapest. * Becoming more assertive in closing deals, and the importance of organised follow-up on the telephone. * Qualify pipeline opportunities with more accuracy, using a proven check-list. * Use an 'option generator' to simplify complex proposals, increase business value and close business faster. * Writing more effective sales proposal documents and quotations. * How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns. * Practical methods of asking for agreement and closing a sale