 A question I get from a lot of course authors is how do I sell my course to a big company? I want to be able to sell 500 or 1000 or 2000, 5000 seats of my course to one big enterprise level client. And this is absolutely possible. You can do that. Big companies have big training needs. It's possible they could want to buy thousands of seats of your course, but it's a little bit different to sell an enterprise level client than it is a small or medium sized client. So a small client, maybe they buy five or 10 or 25 or even 50 seats of your course, they're going to be fine to send their learners into your learning management system, your LMS, to take that course. But an enterprise level client is not going to want to put their learners into your LMS. They are going to want to put your course into their learning management system. So that big enterprise level client is going to want either a SCORM or an XAPI or TIN CAN file for their big enterprise level LMS system. Now you may be asking, what the heck is a SCORM or a TIN CAN file? So let's start with SCORM. SCORM stands for Shareable Content Object Reference Model. This is a set of technical standards for e-learning software products. So creating your course as a SCORM file will allow you to put it in any LMS system and it will look and act exactly the same. It standardizes the delivery of your course. Now in comparison, XAPI or TIN CAN is actually a further evolution of SCORM, with more capabilities to communicate and pass richer data to the LMS system than SCORM does. Depending on the LMS system you choose and your reporting needs will dictate whether you use a SCORM file or an XAPI or TIN CAN file. For the rest of this video, I'm going to say SCORM, but just know I'm using the terms SCORM and TIN CAN interchangeably. SCORM files are normally made in an authoring tool, like Articulate Rise or Articulate Story Line or Captivate. This is a software tool that an instructional designer uses to make an interactive course with games and knowledge checks and quizzes and videos. The interactive capabilities of an authoring tool make a course more engaging for the learner. So when a course is done, an instructional designer will export a file, either a SCORM file or a TIN CAN file, out of that authoring tool and that's what they upload into the learning management system. So it's a very simple process. It's uploading a single file. It's like uploading a Word doc to Dropbox, for instance. It makes it super easy and super fast to set up that course. So you're not uploading 50 different videos into your LMS system one by one and then arranging them. It's one, usually one, single file. So I can guarantee that the enterprise level client that you just sold is not going to want you to hand over 50 individual videos for them to all upload into their system. They're going to want a single SCORM or TIN CAN file and that makes setup super easy. To recap, SCORM files give you interactive capabilities to make your course more engaging for your learners. It standardizes the delivery across any LMS system that you want to put that file in and it makes the setup of that course in an LMS super easy. So now you have your SCORM file and you've cut that deal with your big enterprise level client for a thousand seats of your course. So what do you do now? Are you just going to hand over that SCORM file to your client? No, you absolutely positively are not. You do not want to hand over the original SCORM file or even an unprotected SCORM file because once that client puts that file in their LMS system, you have no control of it. They could decide not to pay their bill. They could decide to never talk to you again. And believe me, I know this from personal experience. The first time I sold a big enterprise level client that they were in another country and I thought I had a great working relationship with them. I'd been dealing with them for months and they wanted the original SCORM file and I handed it over not even thinking twice and they never paid their bill. They never ended up renewing the license and paying me the additional licensing fees that they were supposed to. And I never heard from them again. They quit taking my phone calls and never answered my emails. So don't be like me, but what do you do to protect yourself? So how do you license your course without losing control? A course license management system. So this is a platform where you actually upload your SCORM file or Tin Can file into it and it actually wraps your file with technology that allows you to give that file to your enterprise level client to put in their LMS system, but you still retain control. So if your client decides not to pay you, you can turn off the course in their system, all from the platform. Or let's say that the client tries to put 1,500 people into a course when they only bought 1,000 seats. You can put a cap on the number of people that they can put into the course. It also has fantastic reporting capabilities where you can watch who's come into the class and what they've done. So a course license management system or SCORM file management system protects your content and your assets to allow you to go after those big enterprise level clients with the ability to not get cheated. You are also going to want to talk to an attorney about helping you draft the licensing agreement that you'll use when you sell a large enterprise level client. But here are a few pointers to think about whenever you're drafting that license agreement. First, consider the payment terms. You might have a difficult time getting 100% payment upfront out of an enterprise level client, but every project I sell, whether it be to a Fortune 100 or a solopreneur, involves a deposit. You may want to ask for 30% to 50% of your project cost upfront and the remainder in 30 days. Your SCORM file management system protects you and pretty much guarantees payment since you can turn the course off at any time. Second, what is your process going to be if your client wants to add more seats? Do you have an online form? Or is it going to be an email or a phone call? Figure out ahead of time so your enterprise client knows exactly how easy it is to spend more money with you. And third, what is the length of time they have to access your course materials? Is it for life? Is it for a year? Is it for six months? I see a lot of licensing agreements that are for annual use. The charges were new every year, which keeps that income flowing in. Consider updates to your course each year, so your corporate client sees the value in continuing to use your material year after year. At the URL doctor, we help course authors create interactive SCORM courses, animation and video for e-learning, and we offer SCORM file management systems to protect your content. If you'd like to test drive an interactive course and see the difference over a video course, click the button on the screen. Also, please visit our blog and YouTube channel for more videos and information on how to pick an LMS system, how to create an e-learning course, and more guides for course authors. If you have any questions about how to make SCORM compatible courses and courses that don't suck, please reach out. I'm here to answer your questions. Thanks so much and good luck.