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This classroom-based course focuses on the IBM System i platform with an emphasis on up-to-date solution strategies. Anyone involved in the sales of System i solutions will benefit from attending this class. Students will learn, in depth, how to drive System i sales by understanding the strategy best suited to meet their client requirements. Students will learn solution-driven strategies to increase their sales of System i. They will gain knowledge, skills and tools to help beat the competition.
System i Top Gun is an intense, but rewarding, classroom experience which features face-to face lectures, interactive sessions, win plan exercises, testing, quizzes, value assessments and various other "Top Gun" training techniques. |
The first class is scheduled for 4 days. If students have completed test 859, there are no prerequisites. If not, prerequisites should be followed. All students are to submit an Opportunity Plan to the Class Manager 1 week prior to class begin.
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It is targeted at IBMers and Business Partners new to their positions or ones have been absent for some time an need to "re-charge" their skills and enthusiasm for IBM System i and it’s vast portfolio of solutions. AND.. there is NO TUITION.
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IBM System i Top Gun Learning Objectives:
- Articulate the unique value add of the iSeries and i5/OS world for customers requiring business solutions and "it's better on i".
- Understand the System i marketplace, key important segments and how to identify opportunities therein.
- Learn how to sell new business with the VIP and IBM System i Express programs with SMB.
- Understand how System i fits into the IT infrastructure and simplifies and optimizes IT. ITS SIMPLE!!
- Learn how to sell key solutions on System I including modernization, integration, collaboration, Information on Demand and more.
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Understanding the Signature Selling Methodology
- Basic knowledge of the System i product family
- Ability to prepare an Opportunity Plan
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| Topics |
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DAY ONE
- Opening, Pretest
- Key Learning Objectives
- Class introductions
- System i Marketplace and Positioning
- Using VIP to drive new business
- SMB and Industry solutions
- Reception
DAY TWO
- Quiz#1
- System i5 as part of the IT infrastructure
- System i HA solutions
- System i in Industry: Telecom and Media
- Selling System i Integration Solutions
- Selling System I Collaboration Solutions
- Quick pricing and Express Selling Workshop
DAY THREE
- Quiz#2
- Information on Demand for System i
- Selling System I with System Storage
- Services; ITS, CTC, Benchmark Center, EBC
- Post Test
- Win Plan preparations
DAY FOUR
- Selling Workshop for Enterprise Customers
- Win Plan presentations
- Executive Closing session
Consult your class confirmation note once enrolled for details. |
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