Page,> I don't see training revenue as NetApp's
Page,> major benefit from customer training;
Hitz's response and mine crossed yesterday, but we
were consistent on this point...
>Also, it seems like NA could reduce the cost of the
>class by holding classes in Santa Clara instead of
>shipping NetApps and trainers around the country.
Most of our classes are at our corporate office. We
hold field classes when/where we get customer
requests. It is more expensive for NetApp, but as
long as we have a minimum # of students, we can strike
a balance of our costs and the savings for the customers
(and the benefits of offering training to customers who
will not come to California).
The most cost effective training route in the field is by
taking advantage of the multiple student discount,
(new as of about Dec.) the web registration discount
and the multiple class discount. It's pretty
cost effective. We also offer classes at customer
sites (minimum # of students required), which many
customers are choosing.
Ruth...
-----Original Message-----
From: Jay Soffian [mailto:jay@cimedia.com]
Sent: Thursday, April 22, 1999 9:16 PM
To: ruth.page(a)netapp.com
Cc: mds(a)gbnet.net; beepy(a)netapp.com; toasters(a)mathworks.com
Subject: RE: Y2K: Any one rolled a filer forward & backwards? (&courses)
"Page," == Page, Ruth <ruth.page(a)netapp.com> writes:
Page,> I don't see training revenue as NetApp's major benefit from
Page,> customer training; rather (I see the benefit as) the
Page,> customers' increased proficiency with the product.
Page,> Residual benefits include fewer calls to TS, the likelihood
Page,> of more purchases and referrals (result of customer
Page,> satisfaction) and more face time with the customer for
Page,> feedback/input.
We just had this argument with our NA salesperson.
If NetApp really believes this, why do they charge so much for the
training courses? Why not include a coupon with each NetApp sold that
is good toward one training class? Don't want to give a class away?
The value of the coupon could be based on the cost of the filer
purchased. NA should at least offer the course at something close to
cost. Afterall, it benefits NA as much as it benefits the customer, as
you just said.
Also, it seems like NA could reduce the cost of the class by holding
classes in Santa Clara instead of shipping NetApps and trainers around
the country. Half the people that attended the class here in Atlanta
recently had to fly in anyway, so it doesn't appear you are saving the
customer much money by holding regional classes.
j.
--
Jay Soffian <jay(a)cimedia.com> UNIX Systems Administrator
404.572.1941 Cox Interactive Media