Communicating with Advanced end customer stakeholders - RFP Response
Effective communication with both end customer stakeholders and Milestone representatives is crucial when trying to deliver a winning VMS bid. In this course, you navigate an example of the enterprise buying cycle with an end customer with numerous stakeholders.
After completing this course, system integrator salespeople will be able to:
- Navigate the enterprise buying cycle with an end-customer with numerous stakeholders.
- Effectively communicate with various end customer stakeholders.
- Effectively communicate with local Milestone representatives in preparation for RFP response.
- Prepare a Request for Proposal response based on end customer requirements and specifications.
BEGINNER
Plan and Implement an XProtect End Customer Pilot
A successful pilot demonstration of Milestone XProtect at an end customer site can be the deciding factor in winning a bid for a project. In this course, you actively engage with end customer stakeholders and Milestone in designing a pilot installation at the end customer.
After completing this course, you will be able to:
- Target stakeholders closely involved in the pilot.
- Review features and add-ons included in a pilot based on Request for Proposal documentation.
- Review impact features and add-ons configured for the pilot had on targeted stakeholders
Working with Milestone Professional Services
Milestone Professional Services is a portfolio of system deployment and optimization services designed to unlock the full potential of Milestone installations and optimize system performance for a problem-free and stable operation. In this course you learn about the services offered and will see real-world examples of Milestone Professional Services deployed at end customer sites.
After completing this course, partners will be able to:
- State the portfolio of deployment and optimization services Milestone Professional Services offers.
- Review real-world examples of the application of various services.
Communicating with Business-Ready end-customer stakeholders
When engaging with customer stakeholders, system integrators need to understand the motivating factors for end customers when it comes to a VMS. Larger customers will likely have separate functions for IT, Security, Finance, Legal, and Procurement. For smaller customers, all needs must be balanced with one, or a few, stakeholders.
After completing this course, system integrator salespeople will be able to:
- Understand the various concerns an end-customer with a single stakeholder may have.
- Complete a discovery phase of a potential end-customer.
- Relate end customer needs to Milestone features and functions.
- Select the correct XProtect product based on end-customer needs.
- Create a proposal based on end-customer needs.
- Discuss proposal with end-customer while relating to identified needs.
Engaging with Milestone as a Reseller
As a Milestone Partner, you can deploy world-leading video technology in your solutions, grow your business and count on us to help you deliver the best to your customers. In this course, you follow along as a security system integrator business joins the Milestone Partner Program (MPP). They explore the value of working with Milestone, join the MPP, identify who to contact in Milestone for help and support, and begin selling Milestone products and services as an Authorized Partner.
After completing this course, prospective Milestone partners will be able to:
- Apply, qualify, and receive approval to join the MPP.
- Get started as a reseller partner.
- Explore the benefits of the MPP.
- Sell and deploy a Milestone solution as an Authorized Partner.
Engaging Milestone Technical Support
The ability to troubleshoot problems and quickly solve technical issues is a top priority for many end customers. In this course, you use key Milestone support resources and support tools for troubleshooting technical issues. You also walk through the steps of creating a new support case with Milestone Technical Support.
After completing this course, Partner integrators and learners in a support role will be able to:
- Locate popular Milestone support resources.
- Use key Milestone support tools.
- Create a technical support case with the Milestone Support team.
Exploring Value and Features of Milestone Store
The Milestone Store provides a simplified, intuitive way to perform common ordering tasks. This course covers the basics of how to manage orders, licenses, subscriptions, and quotes.
After completing this course, customer-facing distributors will be able to:
- Place new orders.
- Trade in SLCs.
- Add configurations to existing SLCs.
- Renew Care Plus subscriptions.
- Manage quotes.
Working as a Tech Partner: Exploring the MIP Driver Framework
The MIP Driver Framework supplements the dedicated and generic device drivers available from Milestone Systems. Using the MIP Driver Framework, you can create fully featured device drivers, similar to the way you create MIP plug-ins to extend the features of the Smart Client and the Management Client. In this course, you learn about the MIP Driver Framework.
After completing this course, technology partners will be able to:
- Determine when using the MIP Driver Framework is appropriate.
- Describe the benefits and capabilities of the MIP Driver Framework.
- Explain the process of building and deploying a driver.
- Describe how to distribute a driver to XProtect VMS users.
INTERMEDIATE