Test 000-144: IBM U.S. Technical Support Services Offerings Level 1
The Foundation roadmap is for new sales professionals with 1 - 12 months experience, and is recommended for those with basic offering knowledge and the ability to identify services opportunities with minimal assistance. All core curriculum activities can be completed within 6 months.
Find the education in the PartnerWorld University - you will need your PartnerWorld ID and password to access the links.
MTS Services - Value Proposition (US3)
Course number: ltu35097
Abstract: This Web lecture explains how MTS's services, features, and functions generate business value. The Web lecture (US4) that follows this one discusses how MTS sellers should talk with clients and how to question them to understand the client's beliefs and assumptions. That will enable you to ultimately translate the benefits that MTS can provide and the value that the clients perceive and are willing to pay for.
MTS - Hardware Maintenance Services (US5)
Course number: ltu35230
Abstract: This module is multifaceted: first, it discusses an array of business needs and pressures that effect your client's business and then it ties the need for maintenance to value for the client. Next you will learn about IBM's world-class integrated infrastructure and the varied contracting vehicles. This module culminates with highlighting how to identify target clients and ask qualifying questions.
MTS - Software Maintenance (SWMA) (US6)
Course number: ltu35231
Abstract: In this module you will learn what SWMA consists of and its characteristics; which platforms it pertains to; the IBM value proposition; qualifying questions; and how to differentiate IBM's support from Third Party Maintainer's support.
Course number: ltu36142
Abstract: The purpose of this course is to provide you with the information and tools that will help you sell enhanced SWS offerings with confidence. In this module, we will cover the technical and delivery aspects of the Enhanced SWS offerings.
Course number: ltu36143
Abstract: The purpose of this course is to provide you with the information and tools that will help you sell enhanced SWS offerings with confidence. In this module, you will learn what services to sell to your client, depending upon your client's needs, and how to sell the services effectively.
Course number: ltu35232
Abstract: We are now in the realm of a consultative engagement discussing business and IT. Managed Technical Support (MTSS) is designed to establish an ongoing relationship, single point of contact, and accountability with the client. MTSS is a top-down approach. It isn't about selling an offering, it's about selling client value with a focus on money. The dialogue on which specific offerings to implement comes at the end. Learn how MTSS provides management services beyond IBM and non-IBM hardware and software support, a Custom service based on a top-down consultative engagement, relationship management, depends on knowledge of the client and his entire IT environment and provides higher-value-add services, predictive and prescriptive services.
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