MSC Software Impact Program
Reseller Baseline Certification Workshop

Select a date and sign up for a workshop near you. Please indicate which days you plan to attend. Logistical details will be provided at a later date.

Available Dates:

Beijing, China

Specific workshop location TBD
November 1-2, 2007
I am registering for November 1 only (sales)
I am registering for both dates

Santa Ana, California

MSC Software Headquarters
November 13-15, 2007
I am registering for November 13 only (sales)
I am registering for all 3 dates
Name: *
Email: *
Company: *
Title: *
Phone Number: *
City: *
State: *
Country: *

The MSC global network of resellers provides our customers the expertise and solution set needed to achieve success within their local market. With a deep understanding of our customers' business needs, MSC certified resellers provide solutions, technical implementation, and product support for the small and medium enterprise manufacturers who require product lifecycle management tools.

To achieve this goal, MSC is offering a free workshop to launch the Reseller Certification Process. Note that completion of this workshop alone does not provide certication of your company. Other courses and activities are required to complete certification. This mandatory baseline workshop will cover basic sales and technical information, as well as describe the certification process. 

After you complete this workshop, you will be able to:

  • Craft compelling demonstrations and sales presentations that tie to customer business issues and motivate the customer to buy.
  • Clearly answer questions about the value of MSC engineering products and competitive differentiators.
  • Use the MSC Sales Process, along with Salesforce.com, during sales pursuits
  • Have sufficient technical expertise to support sales and delivery by installing, licensing, and demonstrating the products. You will also learn the technical support process, tools, and tips.

As a reseller, you must maintain at least one certified salesperson and one certified technical (pre-sales and post-sales support) person within your company. However, there is no limit to the number of employees you can send to the workshop.

Both sales and technical people will attend the first day. Days 2 and 3 are intended for technical people only; however, salespeople are welcome to attend these days as well.

There will be 7 workshops available this year. You may attend at any location that is convenient for you. Participation in the workshop is free of charge. Attendees must cover the cost of their own travel and accommodations.

Five of the workshops will be held in conjunction with the MSC Virtual Product Development (VPD) regional conferences. If you want more information about the conferences or want to register to attend, go to the 2007 VPD Conference website.

Workshop Agenda

 

Day 1 - Both Sales and Technical
Morning
Customer-facing demonstrations on MSC Engineering products - Nastran, Adams, Marc, Patran, SimOffice.
Afternoon
Available material to support sales and marketing (competitive differentiators, etc.)
SalesForce.com (overview - details in on-line course)
Sales Methodology 4 Steps

Application exercises:
Opportunity Entry in SF
VO Description for that Opportunity
Basic Positioning of the Products
Basic Positioning of MSC
Problems in the ESM Market Place

Application exercises:
Elevator Speech for one Product
Elevator Speech about the ESM Market


Day 2 - Technical
Morning
Technical support process, tools, and tips
Afternoon
Overview of licensing process: how to get one, how to install, etc.
SimOffice product installation
Engineering products installation


Day 3 - Technical
Morning
Installation of remaining products
SimOffice exercises
Afternoon
Goal: Prepare for and practice product demos.
Identify best demonstration(s) to match customer business issues
Present product demonstrations
Workshop close: evaluations, wrap up

 

Do you have questions? Please contact us by e-mail: mscimpact@mscsoftware.com