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 Information Management Top Gun
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| This class focuses on the breadth of the Information Management portfolio, with special emphasis on the value of the Information Agenda process and how it enhances the overall IM strategy. Students will learn solution concepts and how to identify potential opportunities in the various segments of Information Management. How to beat the competition has special focus in this class. At the completion of the week, students will be better able to work with their own software opportunities so that they can increase their revenue attainment in their territories. There are no optional topics; students are required to attend for the entire 4-1/2 days, which includes testing, exercises, and a team presentation at the end of the week. |
| Information Management Top Gun is a 4-1/2 day class |
| TSPs, ISSs, ISSRs, eSMs, CSMs, BCS, Sales Specialists, Telesales, Client Reps, SWCLs, IBM Services, Industry Solutions Specialists, IBM Business Partners, and anyone selling or recommending infrastructure solutions. |
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- Provide in-depth sales training for each of the Information Management sub-pillars.
- Help students understand the competition, their strategies, and how to win against these strategies.
- Educate students on available selling tools, including Total Cost of Ownership (TCO).
- Coach attendees wit techniques to help add revenue to and close the opportunities they bring to class.
- Coach attendees on using concepts from IBM's Client Value Method (CVM) to sell IM products as part of an IBM OnDemand approach.
- Provide leadership to students in the above areas by offering teaching activities which have practical application, reinforcement, and rigorous testing.
- Learn a lot, work hard, but also have fun.
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- Submit an active sales opportunity of your choosing to the IM Class Manager.
- CVM CONCEPTS: You will be using concepts from CVM (Client Value Method) during this class. These concepts will be reviewed briefly in class.
- You must have attended Software Top Gun or have equivalent knowledge and experience.
- You must review the Information Management Strategy Notebook.**
**All relevant links will be sent to you upon confirmation of your enrollment.
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Topics |
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| One |
- Pre-test
- IM Strategy overview
- Information Agenda overview
- Opportunity Planning
- DM Core Databases review
- Integrated Data Maangement & Optimization
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| Two |
- Daily quiz
- Enterprise Content Management topics
- InfoSphere Synergy
- Data Discovery & Mapping
- Application Consolidation
- InfoSphere Warehouse
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| Three |
- Daily quiz
- Master Data Management
- Cognos Topics
- IM Services Overview
- Opportunity Win Plan workshop (evening session)
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| Four |
- Daily quiz
- IM for System z
- Information Agenda - Tying it all Together
- 4 Corners Exercise
- Test Review
- Post-Test
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| Five |
- Team presentations
- Executive perspective
- Awards & wrap-up
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Scheduled classes:
- Apr 20-24, 2009: Paris, France
- Aug 10-14, 2009: Washington, DC
- Oct 5-9, 2009: Sao Paulo, Brazil
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| Enroll now |
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"Great Course." - GSI Alliance Manager, IBM
"The course was great ...I will use the information effectively in the marketplace!" - Client, Rep, IBM
"A great overview of the IM suite, Well paced!" - IBM Business Partner
"I have left this class with a wealth of information to use DAILY in my job!" - SSR, IBM
"Much better than the 'home study' approach!" - IM Sales Specialist
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