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www.genuity.com |
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Streamlining business practices translates to all areas of the organization, not just
those that touch customers. From human resources to training, companies can use the
Internet to optimize their workforce and make themselves more agile in response to
rapidly changing market conditions. Electronic-based learning, or e-learning, is one critical
Internet application that yields significant results for Genuity Inc., a newly independent
Internet service provider (ISP), formerly a division of the GTE Corporation. |
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Genuity faced a training challenge in April 1998 due to the sweeping
changes brought on by the GTE acquisition. The company’s sales force
was expected to grow from 200 to 1,000 and was now responsible for
selling a new product set and a full spectrum of Internet services.
Not only was the sales team rapidly expanding, but it was also moving
into new worldwide territories. Genuity had to quickly find an efficient,
scalable solution that would reduce time spent in a classroom and
increase effectiveness with customers.
Genuity leveraged the power of the Internet and created an e-learning
solution with the assistance of the GTE Learning Systems group’s 30
years of experience in training government agencies and corporations.
In July 1998, Genuity launched Virtual University, which allowed salespeople
to obtain real-time virtual instruction along with the latest product
information on their highly secure Web site. Genuity had an end-to-end
Cisco network that was immediately deployed to support the multimedia-rich
applications based on integrated data, voice, and video networking
technologies.
To measure the effectiveness of Virtual University, Genuity trained
a pilot sales group on the new e-learning system and another group
using traditional instruction. The benefits were immediately evident.
Those trained using the e-learning system made their first sale 25
percent faster than those who didn’t, and their revenue numbers were
twice the dollar amount of the “traditional” group. Virtual University
was so effective that the company is planning more Internet-optimized
learning programs to increase productivity. As far as Genuity is concerned,
empowering employees through e-learning allows them to do the best
job possible. It has had a clear effect on sales, productivity, and
customer satisfaction.
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