In the Oracle space, you will hear reference to training in the format of Product Familiarization Training (PFT), Conference Room Pilots (CRP) and/or Configuration Familiarization Training (CFT). These sessions are often more like demo sessions than training sessions. Let us look at why and how we can increase their effectiveness.
A product demo is an effort to persuade the customer that your solution fits the pain that they are experiencing to move forward in the purchasing process. The CRP, CFT and PFT sessions I mentioned do not take place prior to purchase. Training is designed to help someone acquire a new ability. These sessions are not about learning to accomplish a task, but about understanding the product capabilities, standard framework, potential solutioning, and power of the software.
Familiarization sessions occur after the purchase has already been agreed upon and FAR AHEAD of the time for Training. Familiarization is a hybrid approach that leans heavily on the demo model while capitalizing on specific training elements is the best way to go. These are functional prototype workshops.
To increase engagement, enhance knowledge retention, and elevate contextual understanding of the product.
So where do you begin?
Start with a clear reasonable agenda for the session. Make sure you have allowed adequate time for multiple short breaks and a meal (in the case of an all-day session). Only include start and end times on your agenda. Time needs to be allocated to specific topics but publishing those time constraints will make participants uneasy if the timing gets thrown off.
Establish basic ground rules for the session:
Taking an entire group off track can be confusing to participants. Avoid rabbit holes by using a parking lot if a question comes up that is not relevant to the day’s agenda. Discuss it at the end or explain that it will be covered in a different session if applicable. Also, do not try to answer questions ad hoc if you are not prepared. Add those issues to the parking lot and visit after preparation, i.e., break, next day or if needed, send the answer in an email later.
Include participants in the session. Ask questions instead of constantly telling and showing. “What do you believe comes next?” “What do you think goes in this field?” Periodically ask, “What process do you currently do that aligns with this?”
You should understand the “Client” Implications of scenarios shown.” If showing an existing scenario, have the exact knowledge how it would correlate/translate to the customer’s needs.
Your participants should have access to a test environment, prepare a few exercises for them, so that they can try independently and report back their results. There are many exercises which can be created. Some simple suggestions:
Start each day with a short accounting of what was covered in prior sessions. This allows participants to recognize what they missed and ask questions if needed.
Following these recommendations will lead to more effective use of the pre-training efforts. With the goal of helping a well-prepared, well-informed client.