In order to establish consistency across all workshops 2 surveys templates were created that are or soon will be used across all workshops. The first survey focuses on what customers (or other attendees) thought of a particular workshop, the proctor and the content. It also allows for raw input about what one likes and where one feels we could improve. This survey is meant to be a way for us all to learn and improve or adjust the workshops and proctoring styles in order to meet our customers where they are.
The second survey is really a sales lead mechanism. All our security products are listed in 2 categories. The first question asks if the customer would like to Trial/POV one or more products, these should be considered hot leads that the sales teams should be following up on with 48 hours of the workshop. Tens years of workshops has shown overall that when we wait longer than 48 hours (2 business days) customers often forget they went to the workshop and definitely forget how they filled out the survey. The second question lists the same products but just asks if the customer would like more information about these products. These should be considered warm leads and followup needs to happen within a week or less. The last question focuses on Cisco solutions again these are warm leads and should be followed up within a week.
Historically when the original Threat Hunting Workshops were being run we averaged over 90% of people filing out the surveys. Traditionally between 5-30% of people actually fill out surveys with 20-30% being considered very good results. So how did we get 90%+. The answer is the SEs MUST ask for them. Sincerely ask. My close on surveys was close to 95%. Before the last lab was complete by anyone, I would ask for everyone's attention and I built my case like this:
"Can I get everyone's attention for a moment. I would like to thank everyone for coming out today and attending this workshop. I love putting on these workshops and hope you all enjoyed as much as I did. So I have a favor to ask, If you enjoyed these workshops I really need to guys to fill out a survey for me. The reason for the survey is to let me know what you thought of the workshop, presentation and my proctoring style along with giving me raw feedback on what you liked and what you think we can do to improve. These surveys are very important and I actually read every survey. So if you guys could do this for me to help me out I would greatly appreciate it"
This is all it took be sincere be honest and mainly just ask..not in passing but truly mean what you say when you ask for the survey. This is all on your SEs. This is one of the best ways you can help drive pipeline growth and help close deals in your territory.
So your customers have filled out the survey and you want to see them so you can follow up here is how you can get the surveys and share them with your seller.
Course Assessment Survey
- In the course scroll down to find the first survey (typically called Course Assessment). Click the link to get into it (click the name Course Assessment)
- In the blue menu bar near the top look for the link called Responses, and click it.
- Find the dropdown called Separate Groups, click the drop down and select your course group. Note you can ONLY see your course groups and no one else's groups
- You can now view the responses to the Course assessment on the screen. Note you will need to scroll right in order to see more of the survey results
- You can also download the result by clicking the Download table data as dropdown and selecting the format you wish then click the Download button
Product Information Request Survey
- In the course scroll down to find the Product Information Request survey. Click the link to get into it (click the name Product Information Request)
- In the blue menu bar near the top look for the link called Responses, and click it.
- Find the dropdown called Separate Groups, click the drop down and select your course group. Note you can ONLY see your course groups and no one else's groups
- You can now view the responses to the Course assessment on the screen. Note you will need to scroll right in order to see more of the survey results
- You can also download the result by clicking the Download table data as dropdown and selecting the format you wish then click the Download button
Congratulations! You have success accessed and maybe even downloaded your workshop surveys.
