Sales Training Programme for CyberASAP

We are looking to commission a service provider to design and deliver individually customised sales training to a number of University teams that are in the process of building a cybersecurity proof of concept (PoC) product, good or service.

The service provider should, through direct engagement with each University team, develop a customer persona for their product, good or service.

It is anticipated that the introductory session and main sales training workshop will be delivered in-person & Innovate UK KTN will arrange and provide suitable venues in London. Content should be adaptable for online delivery if in-person delivery is not possible.

It is anticipated that between 10 to 15 University teams will be taking part in the PoC phase of CyberASAP including this Sales Training Programme. The exact number of University teams will not be known until early September.

Where appropriate we would also expect the service provider to provide ad-hoc mentoring for the teams around start-ups, development of MVPs and investment planning.

2.1 Design Design and development of course materials. Should include presentation slide material in electronic and printed form (bound in A4 or A5 format) for distribution to all delegates at the planned in-person sessions. 2.2 Delivery • Introductory Session: Deliver an introductory in-person briefing (approx. 1-1 ½ hours) to all teams in the CyberASAP cohort explaining the sales training approach. This will include training on how to produce a short brief for an appointment-setting agency, which will be needed for the follow-up individual team meetings. • Individual team meetings: 60-90 minute online meetings with each team involving staff engagement to better understand their product, good or service so that a customer persona can be developed by the service provider. • Sales training workshop: One day whole cohort sales training workshop on 9th November and one day sales practice workshop on 10th November. The customer personas for each project will be used in the sales practice workshop in a series of role-play meetings with each project team in front of the whole CyberASAP cohort.

2.3 Feedback & Evaluation Provide feedback directly to individual projects on their performance in the sales practice workshop including suggestions for improvements. Provide consolidated feedback to Innovate UK KTN containing all individual project reports and a summary of outcomes from the training. This should also include recommendations on how the process could be enhanced in future years and direct feedback from the teams.

The response to the ITT should be emailed to [email protected] and [email protected] before noon on the 19th August 2022. A final decision is due to be made by 9th September.