Learning to Differentiate by leveraging

Tableau Partner Readiness Program

Alex Lee | Partner Readiness Manager

Updated on Jan 2017
Agenda
• Why Tableau is different? 30-second speech test
• Key success tactics
• How Partner Readiness programs contribute to the success tactics?
• Critical partner skills roadmap and program details
• Actions you can take now
 Tableau Partner Readiness Roadmap Overview
(with suggested 120 days timeline)
Also a 60-day
Sales and Marketing resources RAMP Plan in PRC!
Access LMS for Sales
Training

Access LMS for Fundamental Prepare for Access LMS/PRC for Advanced Product Training and prepare for Intermediate Sales
Product Training Foundation Demo Test
Demo test
Advanced (Gold) Sales Demo test
    Jedi training
30 60 90 120 Certified Professional exam
 Sales OPI
  Technical  
Access LMS for Fundamental Access LMS/PRC for Advance Product Training and prepare for
OPI
Product Training and Intermediate Sales Demo Test
prepare for Foundation
 Partner onboarding call
Intro to PRC and LMS
Demo Test. Presales team Identify sales & presales resources
also take the Sales Training Prepare for Desktop QA Certification  Sales Accreditation Exam (SAE)
and SAE.
 Foundation Demo Test (Bronze)
 Intermediate Demo Test (Silver)
Prepare for Server QA Certification
 Desktop Qualified Associate
Certification
 Server Qualified Associate

Technical & Presales resources Certification

Onsite Partner Immersion workshop
OPI
Q1 – What is Tableau?
Q1 – What is Tableau?
Clue: Don’t use any word like “Analytics”, “BI”, “Report”, “Query”, “Visualization”,
“Dashboard”
Q2 – Why is Tableau different?
Why Tableau do it?
Business Users
• Ease of Use
Capability • Time to Value
• Interactivity & Discovery
• Collaboration &
Communication

Analytics Expert
• Ease of Use
• Self-Reliance
• Deployment & Publishing
• Visual Best Practices
• Data Access & Metadata
Management

IT Champion
• Governance & Compliance
• Architecture & Integration
• Security & Scalability
• Performance
Standards • Total Cost of Ownership
Key success tactics Demo Evaluate Buy
Buy
more

• Customer call to setup meeting – To make them CURIOUS and EXCITED to

SEE TABLEAU DEMO – 30 SECOND SPEECH
• Standard Demo (in call or in meeting) – sales people do to differentiate and
win against competitors
• Discovery meeting (whiteboard or PPT) to set scope of custom demo and
Guided Evaluation
• Custom Demo to confirm scope of guided eval – sales/presales people do
to demo Unique Tableau value!
• Guided Eval – to confirm buying value and set Urgency (ROI of ROI), also
defend against competitors! Also get more people/department download
and eval.
• Get PO!
How Partner Readiness programs contribute
to the success tactics?
Sales Champions
• Sales accredited (SAE)
• Foundation & Intermediate demo skill
• Data story telling skill
• Build customer champions
• Tableau Enterprise Sales certified

Technical Champions
• Foundation, Intermediate & Advance demo skill
• Tableau Doctor trained
• Tableau Jedi or Zen Master skills to groom followers
• Data story telling skill
• Tableau Drive methodology and Enterprise
deployment skill
• Tableau QA and CP certified

Partner Leadership
• Sales accredited (SAE)
• Foundation demo skill
• Data story telling skill
• Build customer champions
• Tableau Drive methodology to transform
analytic culture
Growing in Tableau
What resources do we provide?

• Partner Resource Center (revamped)

• Learning Management System (Mindflash)
• Sales Accreditation
• Demo Coaching and Mentoring (Foundation, Intermediate, Advanced)
• Sales and Technical Bootcamp (OPI, Server Day etc.)
• Technical Certification (QA, CP)
• Partner Sales Summit (may consider Technical Summit)
• Developer Community
• Partner Hotline and Office Hours
• Access to Partner
Resource Center (PRC)
can be granted by
designated Partner Portal
Administrator.
Tableau Learning Management System (LMS)

Click “Get Started” or “Resume Course” to begin/resume a course.

Data Sets and Scripts are in Handouts.
Progress, Activity Level, Retake and Score.
Series and the Courses within them.
How to access Tableau LMS?
• Login to Partner Resource
Center;
• Click button from
within Partner Training section;
• Enter your work profile info;
• Your should receive an email
once your access is approved
(usually 2-3 business days).
• NOTE: LMS credential is different
from PRC
Tableau Sales Accreditation Exam (SAE)
• Mandatory for all sales and presales role.
• Even if you have passed prior SAE before 2016, you are required
to retake new format SAE in LMS.
• Will be used for compliance to new Partner Program in 2017.
• SAE consists of 2 parts:
• SAE Segment 1 (Sales Training exam, about 45 questions)
• SAE Segment 2 (Product Training exam, about 51 questions)
• Need a minimum of 80% in each exam to pass.
• Suggest you complete all courses in the Sales Training and
Product Training before taking SAE.
• Recommended as your 1st milestone in the
readiness roadmap (within 30 days).
Demo Coaching & Mentoring
• Good Tableau Demo is 50% success! Demo with “Flow”
is an important skill!
• All Sales people should demo (see Success Tactics). All
Sales people should attain Foundation & Intermediate
skill level.
• All Presales/Technical should attain Foundation,
Intermediate & Advanced skill level.
• Also mentoring Partner Technical champions to become
internal proctor.
• Demo preparation and study guides in LMS.
• We have invested over 500 hours to train over 300
people in APAC! Are you one of them?
OPI workshop and why is it important to you?
• OPI is a 3 day onsite partner immersion bootcamp, similar to Tableau internal bootcamp.
• Why OPI? OPI can make immediate impact to your sales productivity! We incorporated many
excellent Tableau sales tactics to make you sell more and sell faster. If Tableau is a big part of
your sales quota, OPI is a must for you.

• We may evolve it to be part of the roadmap to become Certified Tableau Sales Professional.
OPI Framework (30% theory, 70% practice)
Day 1
LAND Strategy
GENERAL • 2016 Partner LAND strategy
• Pricing to WIN! (include Pricing scenario
exercise and negotiation skills)
SALES & • BOOST you Pipeline! Strategy for 3x
MARKETING pipeline
• A day in a life of an Acquisition SAM - How
to drive a LAND in 30 days?
• Tableau Sales methodology Part 1 (Deal
Stages /BUNT/TripTik)
• Live Call Shadowing with Acquisition
SAM/E-SAM - Observing
• Tableau Sales methodology Part 2
(Capstone LAND exercise)
PRESALES & • Running a Partner Test Drive session
TECHNICAL • IT Whiteboarding Exercise
• Effective POC best practices - Guided
Evaluation, Visual Analytics top tips, "Do
Not Replicate" approach
• Tableau Desktop Advanced topics
especially LOD, Join vs Blending, Advance
Table Calculation examples, performance
tunings.
Day 2
EXPAND Strategy
• 2016 Partner EXPAND strategy
• Competitive Sharing
• Tableau 10 Highlights
• Building your Tableau Customer
Champion
• 1st 180 day deployment strategy - sales
and customer success track
• A day in a life of an EB SAM - How to
EXPAND efficiently?
• Live Call Shadowing with EB SAM/E-SAM -
Observing
• Tableau Sales methodology (Capstone
EXPAND exercise)
• Running a Partner Tableau Day session
• Deployment Advisor program
• Expand with Tableau Server - how to
demo Server effectively?
• Server HA / DR Architecture Deep Dive
• Tableau Drive methodology
Day 3+
Shadowing and Mentoring
Flexible theme based on quarterly
objective e.g. for Q2 – Quick Win
selling the Tableau Way
• Call Shadowing with Tableau Reps –
1-to-1 Planning and Practice to call
down on the leads/opp that Partner
bring.
• From there identify up to 4 qualified
opps to nominate for the sales
contest
• Presales Guided Eval Capstone
Workshop
• Server Sizing accreditation
• Viz Contest
Tableau Technical Certification
Tableau 10 Desktop Tableau 10 Server
Certification Exam
 +Best Practices
 Skills: data discovery
and presentation
 Can be taken online
Qualification Exam
 Comprehensive
functionality
 Skills: efficiency and
accuracy
 Can be taken online
Certification Exam
 Enterprise environment
 Skills: design,
implementation and
troubleshooting
 Only onsite
Qualification Exam
 Single-machine
environment
 Skills: administration
 Can be taken online
• Dedicated summit for Partners in
each Tableau region
• 2017 focus on Partner Leadership
team
• Focus on new stage of growth
with new products in 2017!
• Singapore event is 1-3 March
2017
• Registration is open now
Partner Hotline & Office Hours
• A pool of Presales team in key regions to support Partners
• Dedicated email alias apacpartnersupport@tableau.com to tap the
support of entire APAC presales team
• Dedicated hotline “office hours” to address any urgent issues or
common technical questions.
• Monthly skill pill webinars (like this one).
 Tableau Partner Readiness Roadmap Overview
(with suggested 120 days timeline)
Also a 60-day
Sales and Marketing resources RAMP Plan in PRC!
Access LMS for Sales
Training

Access LMS for Fundamental Prepare for Access LMS/PRC for Advanced Product Training and prepare for Intermediate Sales
Product Training Foundation Demo Test
Demo test
Advanced (Gold) Sales Demo test
    Jedi training
30 60 90 120 Certified Professional exam
 Sales OPI
  Technical  
Access LMS for Fundamental Access LMS/PRC for Advance Product Training and prepare for
OPI
Product Training and Intermediate Sales Demo Test
prepare for Foundation
 Partner onboarding call
Intro to PRC and LMS
Demo Test. Presales team Identify sales & presales resources
also take the Sales Training Prepare for Desktop QA Certification  Sales Accreditation Exam (SAE)
and SAE.
 Foundation Demo Test (Bronze)
 Intermediate Demo Test (Silver)
Prepare for Server QA Certification
 Desktop Qualified Associate
Certification
 Server Qualified Associate

Technical & Presales resources Certification

Onsite Partner Immersion workshop
OPI
2017 Partner Program compliance (indicative)
Gold partner : 4 SAE, 4 QA
Silver partner : 3 SAE, 3 QA
Bronze partner: 2 SAE, 2 QA
Alliance partner: 1 SAE, 1 QA

Important Note:
Complied early and get promoted!
Readiness Checklist
Sales Role Presales/Technical Role
• Pass SAE? • Pass SAE?
• Pass Foundation Demo? • Pass Foundation Demo?
• Pass Intermediate Demo? • Pass Intermediate Demo?
• Attend Sales OPI? • Attend Technical OPI?
• Host Tableau Test Drive? • Obtain Tableau QA
• Host Tableau Day? • Pass Advanced Demo?
• Obtain Tableau CP
• Host Tableau Test Drive?
• Host Tableau Day as Tableau Doctor?
• Be Tableau Zen Master
Any other question?

Please contact Alex Lee at aymlee@tableau.com

Thank you.

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