Sales Training Programme for CyberASAP 10

Award Criteria

Evaluation criteria - Previous relevant experience (50%) - Methodology proposed (30%) - Costs (20%)

Description

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 Business Connect 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. Activity Timings & Output The delivery is set to commence on 10th September 2026 and final report to be completed by 15th December 2026, more details below. We expect the winning service provider to deliver the work described to the timeframes outlined below. Introductory Session: Delivery of an in-person (approx. 2 1⁄2 hours) workshop for Introduction & Preparation for Sales Training at the CyberASAP Phase 2 Bootcamp in London on 15th or 16th September 2026 Individual team meetings: To be held online as needed in October and early November 2026 following the delivery of CyberASAP Phase 2 bootcamp Core Programme: 2-day workshop in London on 5th and 6th November 2026. Final Report To be completed by 15th December 2026. Innovate UK Business Connect will support the service provider in obtaining direct feedback from the participants via (for example) distribution of evaluation forms providing that the feedback is also shared with Innovate UK Business Connect in the final report. Cost allocations The successful proposal is expected to be in the range of £32,000 - £36,000 including VAT. Any variation in the proposal cost due to the number of projects should be made clear. The Contract will be awarded in accordance with a pricing proposal for the successful service provider. Payment will be dependent upon the successful delivery and approval by Innovate UK Business Connect as below: • 50% be paid after the delivery of the Introductory Session • 50% will be paid after the final feedback reports are received by Innovate UK Business Connect.

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