IBM Acquisition Top Gun


Class description

Acquisition Top Gun is an advanced level sales training course that features some of the most significant companies in IBM's portfolio.  These IBM Companies are the ones being mentioned by IBM CEO Ginni Rometty and IBM CFO Mark Loughridge in their communication to IBM employees and Wall Street Analysts. Acquisition Top Gun's module about Enterprise Market Management (EMM) will feature Unica, DemandTec, Coremetrics, Tealeaf.   IBM's Mobile First initiative which includes Worklight and Tealeaf will be discussed as will Smarter Workforce solution Kenexa .  Sales Performance Management (SPM) solutions from Varicent and BigData capabilities from Vivisimo will be highlighted in this class along with Smarter City solution Curam and Enterprise Asset Management solution Tririga -- 10 IBM Companies in total!  Many of these companies have a sales cycle of 90-180 days which means they could represent sales opportunities this year.

Because solutions from these companies often address business issues faced by Line of Business (LoB) Executives outside of Information Technology, Acquisition Top Gun provides sales training exercises with every module.  Those exercises will be lead by instructors who are experienced software sellers and Subject Matter Experts (SME's) in their domain. Students who successfully complete this class will know the Value Proposition for every IBM Company, how to identify a sales opportunity for featured solutions and how to develop an opportunity through the Qualification sales stage.



IBM Acquisition Top Gun in Person is conducted as 3 full-day sessions in a classroom setting.



SCL's, ISSR's, SSR Specialists, IBM Client Representatives, Sales Managers, Call Center sales specialists, Registered IBM Business Partners



At the end of this class sellers will be able to:



There are two prerequisites (additional details provided when you are confirmed in class):

  1. Attend IBM Top Gun Virtual Learning Software Basics class (2 days, 3.5 hours per day)
  2. Review all 6x20 Presentations for the IBM Companies featured in this class.  Materials are available in the W3 IBM Software Acquisitions web page:



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