EDUCATION SERVICES Sessions

Tuesday 11:30 AM - 12:30 PM — Executive Panel on Education Services: Key Challenges and Responses

Wednesday 8:30 AM - 9:30 AM — P&L or Enabler: Making the Case for Education Services

Wednesday 9:45 AM - 10:45 AM — Growing Education Services Revenues in a Down Economy


Executive Panel on Education Services: Key Challenges and Responses Tuesday 11:30 AM - 12:30 PM
Location: Montego E
Moderator: Bo Di Muccio, PhD, Vice President, Research and Advisory, TPSA
Panel: Roslyn Jones, Vice President, Global Education Services, Informatica
Panel: Linda Moss, Vice President, Worldwide Educational Services, BMC Software
Panel: Shelley A. Olson, Vice President, Education Services, Symantec
Panel: Eric Berglund, Director, Worldwide Education, VMware
Learn:
  • About the key challenges facing Education Services executives today
  • What steps Education Services executives are taking to confront these challenges
  • How you can apply the lessons of Education Services from peer organization to your context and situation

Why You Need to Attend This Session:

This panel discussion presents attendees with a unique opportunity to hear from and interact with education services executives who are successfully navigating the challenges of the current economic climate. This session also will provide a preview of the additional sessions on this, TSW’s first, Education Services track. These sessions are targeted at helping those responsible for education services understand optimal business models and revenue growth strategies.

 

Presentation Abstract:

What are the most common challenges facing education services managers and executives today? What are the responses that have been the most effective in confronting these challenges? This panel discussion, involving a collection of education services executives from several prominent technology companies, will address these questions. The panel also serves as the kick-off session for the education services track that is taking place at TSW for the first time ever.

Bo Di Muccio, PhD About Bo Di Muccio, PhD:

Bo Di Muccio is responsible for developing and delivering research and advisory programs that are focused on helping executives build and optimize professional services in many of the world's leading technology companies. He has nearly 10 years of experience in technology industry research, analysis, and consulting, including experience in hardware, software, and services. Prior to TPSA, he was the program manager for consulting services research at International Data Corporation (IDC), had a lengthy tenure at Deloitte Consulting, where he worked in the areas of services strategy and marketing, market research, competitive intelligence, and client service, and held market research roles at AltaVista Company and Compaq Computer Corporation. Bo earned his master’s and doctoral degrees in international political economy from the School of International Relations at the University of Southern California and was a tenure-track faculty member of the University of Florida’s Department of Political Science.

Roslyn_Jones_1.jpg About Roslyn Jones:

Roslyn Jones is vice president of Global Education Services at Informatica Corporation where she is responsible for global strategy, sales, development and delivery solutions for Informatica customers and partners. She has more than 25 years in the Education Industry and is extremely passionate about all aspects of education and training. She has worked for Apple Computer, Amdahl Corporation, VERITAS Software, Salesforce.com and has hardware and software experience and background. She has played a key role in all aspects of education and started from the bottom up (instructor, course developer, sales manager, Regional Manager, and Director and VP).

Linda_Moss_1.jpg About Linda Moss:

Linda Moss is vice president of worldwide education services at BMC Software, Inc., where she is responsible for the strategy, selling, development, and delivery of solutions training for BMC customers. Moss has over 20 years of extensive training and development experience in the global IT industry. She has worked at a number of software companies, most recently Brocade Communications Systems, Inc., growing Brocade’s education business 300%. Prior to these positions in the U.S., Moss operated a successful training and management consultancy in Europe for 10 years, providing training at companies such as Deutsche Bank, KPMG, Black and Decker, and the U.S. Federal Government in Europe. Moss holds a BA in English from The University of Gloucester, England, an MBA with a specialization in managerial leadership from City University, and a PhD in gendered learning from The University of Kent, Canterbury, England.

Shelley_Olson.jpg About Shelley A. Olson:

As vice president of Education Services, Shelley Olson, oversees Symantec’s customer, employee and partner education organizations. She leads a team of security, storage and availability product training experts to maximize customer’s value from Symantec products, as well as build and manage resilient infrastructure. Shelley brings over 13 years of industry experience, and a very strong global background in IT education, certification, field training, and curriculum development. Shelley joined Symantec through the company’s merger with VERITAS software. At VERITAS, she was a senior director of America’s Education. Shelley joined VERITAS from PeopleSoft Inc., where she was vice president of PeopleSoft University, providing worldwide education to customers, partners and employees. During her 6 year career, she drove a $125M P&L and managed over 225 employees worldwide. Shelley has been featured in the Wall Street Journal, eLearning and Certification magazines for her thought leadership in technical education. Shelley holds a Master of Business Administration from Golden Gate University, and a bachelor’s degree in finance and economics from Central Washington University.

Eric_Berglund.jpg About Eric Berglund:

Eric Berglund is one of the three directors of the Worldwide Education team at VMware. Worldwide Education is responsible for technical and sales training of VMware customers, partners, and employees. Eric has been a VMware employee for six years, spending much of that time growing the VMware P&L from a team of 7 to a team of 150+ FTEs, and growing its direct-delivered revenue from $1M per quarter to $12M. His current responsibilities include management of the 1000+ lab servers used to deliver VMware hands-on training, the in-house Learning Management and Certification data systems, and VMware’s technical certifications. Prior to VMware, Eric held a series of IT management and consulting positions, including management roles at Netcentives, WebTV, and Synopsys. He holds a Master’s degree in Computer Science from Michigan State University.

P&L or Enabler: Making the Case for Education Services Wednesday 8:30 AM - 9:30 AM
Location: Montego B
Roslyn Jones, Vice President, Global Education Services, Informatica
Learn:
  • The definition of Profit and Loss (P&L) versus Enabler as it relates to running an education business
  • Why it is important to support both of these strategies to achieve and ensure customer satisfaction and revenue and margin expectations
  • How to effectively communicate realistic margin expectations to your CEO and CFO within your company

Why You Need to Attend This Session:

So often in the Services business C-level executives have unrealistic expectations about Education revenue growth and margin attainment and this session will share a few examples how to set expectations that are based on your companies goals and objectives. When determining margin targets it is important to know how to compare apples-to-apples and not be set up for failure and compare yourself to other companies when it may not be a true comparison.

 

Presentation Abstract:

Roslyn has been in the Education business for over 25 years and participated on a board of Education professionals consisting of over 70 companies. She is going to share with you some key take-a-ways to help plan for 2010 and to set clear and realistic expectations to senior management and your team. Predicting and forecasting the education business during these macroeconomic times is a challenge and Roslyn will share some recent information that could assist in your planning processes.

Roslyn Jones About Roslyn Jones:

Roslyn Jones is vice president of Global Education Services at Informatica Corporation where she is responsible for global strategy, sales, development and delivery solutions for Informatica customers and partners. She has more than 25 years in the Education Industry and is extremely passionate about all aspects of education and training. She has worked for Apple Computer, Amdahl Corporation, VERITAS Software, Salesforce.com and has hardware and software experience and background. She has played a key role in all aspects of education and started from the bottom up (instructor, course developer, sales manager, Regional Manager, and Director and VP).

Growing Education Services Revenues in a Down Economy Wednesday 9:45 AM - 10:45 AM
Location: Montego B
Linda Moss, Vice President, Worldwide Educational Services, BMC Software
Learn:
  • How having the right people and programs can enhance the sale of education
  • Why a market segmentation model for education is critical
  • What content and delivery options for education are resonating in the current economic climate

Why You Need to Attend This Session:

Revenue from educational services―as a discretionary spend―is typically one of the first to be impacted when tough economic climates occur. Attend this session to learn some of the strategies that have been deployed at one organization to assist not only in stemming falling education revenues, but also have resulted in growing the business.

 

Presentation Abstract:

The last 18 months have been a tough one for education organizations as the economy has shrunk and training has seen its revenues fall or flat at best. Some Education organizations, however, have continued to thrive and grow despite this. In this session Linda Moss, VP of WW Educational Services will share some of the strategies implemented at BMC as the Education department has gone about reinventing itself. The session will share experiences of how addressing Sales and Marketing strategies, re-evaluating Education Offerings as well as working more holistically with other elements of the Services organization can contribute to ensuring that Education is seen as providing value and can assist in continuing growth and success for training for ‘for fee’ Education organizations.

Linda Moss About Linda Moss:

Linda Moss is vice president of worldwide education services at BMC Software, Inc., where she is responsible for the strategy, selling, development, and delivery of solutions training for BMC customers. Moss has over 20 years of extensive training and development experience in the global IT industry. She has worked at a number of software companies, most recently Brocade Communications Systems, Inc., growing Brocade’s education business 300%. Prior to these positions in the U.S., Moss operated a successful training and management consultancy in Europe for 10 years, providing training at companies such as Deutsche Bank, KPMG, Black and Decker, and the U.S. Federal Government in Europe. Moss holds a BA in English from The University of Gloucester, England, an MBA with a specialization in managerial leadership from City University, and a PhD in gendered learning from The University of Kent, Canterbury, England.