U Learn is The Umdenken’s dedicated learning SaaS platform built exclusively for IT professionals. It offers structured, on-demand training programs to develop non-technical and behavioural skills across all levels of seniority. Unlike generic eLearning systems, U Learn focuses on real-world Sales Engineering scenarios, driving measurable performance improvement through practical content, role-specific tracks and research-backed methodologies.

The architecture of U Learn is purposefully designed to deliver a seamless learning experience while providing executive leadership with visibility into performance improvement at scale. At its core, the platform integrates structured learning pathways with behavioural tracking and practical skill application. Through real-time data aggregation and intelligent analytics, U Learn feeds into executive dashboards that highlight engagement trends, capability progress and skill development benchmarks across teams. These dashboards are engineered not just to report completion rates, but to surface actionable insights-enabling leaders to link learning investments to sales impact, readiness levels, and strategic growth areas.

The Umdenken developed its own eLearning platform, U Learn, because existing third-party platforms couldn’t meet the level of customisation and control required by enterprise software vendors. Off-the-shelf solutions often force compromises-particularly around learning structure, workflow logic and user experience-all of which are critical when delivering targeted enablement for Presales and Sales teams. The rigidity of third-party platforms also limits how dashboards can be configured, often locking organisations into static reporting frameworks that don’t reflect the real needs of performance-driven teams.

By building U Learn in-house, we’ve created a platform specifically designed for the unique needs of IT Professionals. It offers the flexibility to map learning across entire departments, integrate with enterprise systems, and deliver role-specific dashboards that measure skill progression, engagement, and business impact. This tailored approach ensures that learning isn’t just delivered-it’s translated into measurable outcomes.

The in-person classes are designed as hands-on learning experiences in a safe and interactive environment, encouraging real-time engagement where participants can practice, collaborate in team activities and learn through discussion. This face-to-face approach ensures participants avoid mistakes in the field while benefiting from constructive and immediate feedback, enhancing their overall learning experience. They are intended for corporate environments.

In today’s fast-paced Presales environment, where professionals are often balancing demanding schedules and frequent travel, virtual classes offer significant value. They provide a flexible and accessible learning solution, enabling participants to engage with content at their own pace, regardless of their location. This adaptability ensures that even the busiest Presales professionals can prioritise their development without disrupting their commitments. Virtual classes also develop inclusivity, allowing global teams to participate, collaborate and share diverse perspectives seamlessly. By leveraging modern technology, these sessions maintain a high standard of interactivity and engagement, aligning with the dynamic needs of the modern Presales role.

We accommodate classes in all English-speaking countries as well as in German, Japanese and Korean.

Choosing the right starting point depends on your goals, team dynamics and learning preferences. If you value hands-on interaction and immediate collaboration, in-person group classes provide an immersive experience. For flexibility and learning at your own pace, virtual classes are an excellent option, especially for busy professionals on the go. However, leadership training through management classes is tremendously important for driving and cementing the transformative changes required within your team. These sessions are designed to equip leaders with the strategic tools and coaching methods necessary to inspire and sustain lasting growth and development.

The starting point for change transformation often depends on the team’s and management’s maturity, the technology’s market position, and the complexities within sales relationships. A mature team may benefit from advanced management classes, while newer teams or those in evolving markets might start with foundational sessions. Complex sales dynamics may also require a tailored approach to align with strategic goals.

At The Umdenken, our goal is to guide you toward the best starting point, ensuring your learning journey aligns with your goals and sets you up for success.

Our classes are typically delivered in designated venues worldwide. We provide flexibility with the goal to optimise the learning experience. We can facilitate client offices, hotels, event spaces, co-working space and training centres. The Umdenken has secured annual agreements with hotel brands in South-East Asia, Japan and in EMEA.

We recommend hotel venue meeting rooms for their flexibility and professional environment as it provides participants’ perception of the class contributing to a more productive learning experience.

The intimate setting in hotels promotes greater interaction and engagements amongst participant from diverse cultural backgrounds. This encourages open communication, collaboration, and networking, only facilitating deeper learning.

Whilst the main objective of Presales teams is to support the field, workload, quarter-ending periods and availability are critical.

Considering class bookings can take up to 8 weeks, including internal factors and ensuring optimal timing, To ensure optimal timing, we recommend collaborating with sales leadership in your territories to gather feedback on preferences and align with your SE team members’ availability.

Factoring in planned time off, holidays, other commitments alongside planned quarterly activities and fiscal ending periods for your organisation are crucial for effective scheduling.

Absolutely! Our classes at The Umdenken are designed to be highly flexible and adaptable. Clients have the opportunity to review the list of topics and customise the class to focus on areas most relevant to their team’s objectives.

With our team of experienced Presales experts, we understand the importance of aligning training with existing corporate processes. This includes integrating our training seamlessly with your organisation’s unique methodologies, terminologies, frameworks and best practices.

By customising the class to meet your specific needs, we ensure a cohesive learning experience that enhances team effectiveness and drives tangible results. We do not deliver standard classes.

The class aims to bring about both behavioural and transformational changes among participants.

"Behavioural" changes involve modifying individual actions and responses, nurturing positive attitudes and fostering aptitude cultivation in sales engineering. Participants will develop resilience, optimism, problem-solving skills and collaboration.

"Transformational" changes involve profound mindset shifts and approaches guided by self-awareness and empathy. Leveraging unique frameworks, participants will grow personally and professionally, leading to enhanced performance and success.

Additionally, participants will gain a deeper understanding of their duties and responsibilities and of the account executives. This includes the importance of humility, active listening and empathy in client interactions. As a result it fosters stronger client relationships based on trust, authenticity and mutual respect, driving business growth and long-term partnerships.

Definitely! Participants will have access to a variety of resources to reinforce their learning and apply new skills effectively. This includes access to training materials with additional resources and recommended readings related to the class topics.

Additionally, our team is available to provide ongoing support and guidance through virtual office hours.

Furthermore, a few months post-class, participants will have a virtual follow-up session to assess progress, reflect on experiences and discuss any challenges or successes encountered since the training. This workshop offers personalised feedback and continued learning opportunities.

Upon successful completion of the class, participants will receive a prestigious The Umdenken certification, acknowledging their commitment to personal and professional development in presales engineering.

The Umdenken classes are designed for individually contributing Presales Engineers/SEs and Technical Sales teams and are organised by their respective management. They aim to enhance skills and effectiveness in the field. Participants gain insights, strategies and techniques to excel in their roles and drive successful outcomes for their organisations.

Additionally, The Umdenken classes also serve as supplementary training for Technical Sales Enablement teams for their annual program roll-outs. This equips them internally with the knowledge and resources to support sales professionals effectively in the customer engagements to promote their technical solution.

We also offer a class tailored towards Channels Service Providers (for indirect sales purposes) with solution-agnostic teams. As those teams engage in services projects across a diverse technology landscape, the ability to adapt, communicate effectively and understand client needs becomes paramount.

In the realm of vendor partnerships, the distinction between product and services vendors fades when it come to soft-skills related to technical sales and customer success. Effective communication and discovery, empathy and strategic thinking are crucial for navigating complex sales environments and deliver exceptional value to clients.

Regardless of vendor type, fostering strong relationships and meeting client needs are universal priorities.

By prioritising client-centricity over allegiance to any particular vendor, agnostic service providers deliver solutions truly aligned with their clients’ needs, fostering trust and driving long-term success.

Explore www.stevecapper.com for an exceptional consultative Presales training program that elevates skills and performance in sales. Renowned for his expertise, Steve Capper’s training emphasises a consultative approach, focusing on understanding customer needs, building relationships and delivering value-added solutions.

Through engaging workshops and practical exercises, participants gain invaluable insight and strategies for success. At The Umdenken, we modernise Steve Capper’s legacy while embracing his esteemed principles. Proudly partnering with him, we honor his Australian heritage with authenticity and evolution.

The Umdenken boldly launches its business with a pioneering generative AI class, fueled by our visionary understanding of machine learning, data science and AI.

With expertise in these fields, we aim to reshape productivity and innovation. We are revolutionising the way businesses leverage AI to drive growth, efficiency and competitive advantage in today’s dynamic market.

Our commitment extends to empowering businesses with foundational knowledge and skills to navigate the genAI revolution effectively. Explore our training outline for more details.