Sales Training Programme for CyberASAP 10

Description of work
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 Business Connect will arrange and provide suitable venues in London. Content should be adaptable for online delivery if in-person delivery is not possible.
It is expected that 14 University teams will be taking part in the PoC phase of CyberASAP including this Sales Training Programme.
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
• 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 4th November 2026 and one day sales practice workshop on 5th November 2026. 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...