Class description
CIO's now consider Business Optimization and Analytics (BAO) as the best method to increase organizational competitiveness. IBM Smarter Analytics solutions enable decision makers to gain quick actionable insights to drive better business outcomes and build competitive advantage. This face-to-face class will provide a solid foundation for students to broaden their sales skills to identify opportunities. It will provide a solid understanding of IBM’s Smarter Analytics strategy including software, hardware and service offerings and how to position these solutions successfully. Competitive offerings and strategies will also be covered. Through lectures, interactive class discussions, role plays, opportunity workshops and hands-on whiteboard exercises, students will leave this class with the sales skills to identify and develop plans and strategies to close the business using IBM's offerings.
Duration
Smarter Analytics Top Gun is a 4.5 day class
Audience
A wide range of IBM professionals who sell IBM solutions comprising systems, software and services will benefit from this offering. Target audiences include:
IBM:
- SWG: SW Client Leaders (SCL), SW IT Architects (SWITA), as well as, Industry Tiger Teams
- STG: BAO Specialists, Platform Sales Specialists and Cross-Brand solution sellers, as well as System Architects.
- Client organization with significant BI Opportunities.
Business Partners:
- BUSINESS PARTNERS that are either hardware or software focused or both.
Objectives
- Understand Business Analytics and Optimization from marketplace perspective.
- Understand how IBM Smarter Analytics addresses the BAO marketplace.
- Learn how to position IBM’s Smarter Analytics successfully to the customer’s situation.
- Enable sellers to have more confident business discussions with their clients about Smarter Analytics opportunities, through workshops and class exercises.
- Empower sellers to take a consultative sales approach focused on client requirements.
- Equip sellers with skills and expertise to identify opportunities on which to capitalize on.
- Enable sellers to orchestrate TEAM IBM solutions against our competitors utilizing the most appropriate resources, tools, program offerings and organizations.
Prerequisites
Should be expected and will be assigned before each class.
Agenda and Topics (subject to change)
Day
Topics
Day 1
- What, Why and Who in the BAO Marketplace
- IBM Smarter Analytics
- BAO Ecosystem: An Introduction 101
- Aligned - Information Management: Big Data, Netezza, Others
- Aligned - Information Management: Information Integration & Governance
- Aligned - Information Management: Databases
- Customer Scenario Workshop
Day 2
- Quiz #1
- STG Smarter Analytics Solutions
- Anticipate - Business Analytics: Cognos
- Anticipate - Business Analytics: SPSS/Algorithmics/Clarity/OpenPages
- Identifying Opportunities by Industry
- Resources available to Support Your Sales
Day 3
- Identifying BAO Workload Requirements (Netezza/ISAS/Customized/IDDA)
- Act - Decision Management
- GBS BAO: Aligned/Anticipate/Act
- Taking Control of Competition: Oracle
Day 4
- Whiteboard Presentation and Exercise
- Big Data Concept and Hardware Consideration
- Taking Control of Competition: Others
- SAP HANA and Analytics Opportunity / "SAP Analytics Portfolio "
- AS: Why Infrastructure Matters
- Pure Systems for Better Analytics
Day 5
- Watson Update
- Business Analytics Evaluation Workshop Overview and Decision Tree
- Workshop Presentation
- Executive Presentation
Schedule/enrollments
Click on the date below to enroll in a future class:
Class manager
Tim Schuetz
