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This class focuses on the breadth of the Information Management portfolio. Students will learn solution concepts and identify opportunities in Information Services including: Database Services, Information Integration Services, Content Services, and Information Accelerators which include Business Intelligence, Entity Analytics and Master Data Management. All of these solutions enable IBM to deliver on our promise of Information On Demand. How to beat the competition is a key part of this class. At the completion of this class, students will be able to identify, own and close their own information opportunities.
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Information Management Top Gun is a 5 day class.
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TSPs, ISSs, SSRs, eSMs, CSMs, BCS, Sales Specialists, Telesales, Client Reps, 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:
– Database servers and tools
– Content management
– Business Intelligence
– Information Integration
- 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 to add revenue to and close the opportunities they bring to class.
- Enable attendees to use Signature Selling Method (SSM) 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, simulated reinforcement, and rigorous testing.
- Learn a lot, work hard, and have fun.
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- Send a bona fide sales opportunity of your choosing ahead of class.
- SSM CONCEPTS: You will be using Signature Selling Methods (SSM) during this class. If you are a bit rusty on what this is, please review the wealth of material available.
- You must have attended Software Top Gun or have equivalent knowledge and experience.
- You must review the DB2 Information Management Strategy Notebook.
**All relevant links will be sent to you upon enrollment confirmation.
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Topics |
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Monday
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- Kick Off and Pre-Test
- IM Overview
- Database Solutions
- Database Solutions Competition
- Incredible Moments
- IM Tools (E)
- Student Reception
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Tuesday |
- Quiz
- Information Integration
- Data Transformation Solutions
- Data Access Solutions
- Business Intelligence Solutions
- BI Competition
- Incredible Moments
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Wednesday |
- Quiz
- Content Services Solutions
- Master Data Management
- Sales Tools
- Opportunity Workshop
- Incredible Moments
- Opportunity Work Session (E)
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Thursday
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- Quiz
- Channels/Partners
- IM Services
- IM Premier Demo
- Post Test
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Friday
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- Executive Presentation
- Student Presentations
- Awards and Close out
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| (E) Denotes Evening Session |
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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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