Congratulations POWER Sellers you have made POWER the Number One RISC Platform – now the hard work begins!

POWER is the Market leading RISC server in the market.  Our existing competitors are attacking us; new competitors are focussing on IBM POWER.  It is important in 2012 that we understand the opportunities and the market for POWER Systems. 

In 2012 we will be focussing on 4 things:

1. Cloud – Cloud is coming and will change your customer’s IT environment.  Make sure your customer chooses Power as their Private Cloud platform.  We can show you that Cloud on Power is better and less expensive than X86 or Public Cloud
2. Competition – Our competition is not just Oracle and HP UNIX it is X86 and bundled solutions.  We will show you how our most successful sellers are winning.  Remember X86 is not good enough!
3. Solutions – How to sell Power Hardware+ STG Software+ Networking+ IBM SWG Software to make sure we beat bundled solutions from Oracle and others.
4. Round2 – Protect and Grow the Base.  How to go back to your customer and add value to the solution.  How to convince those customers who are reluctant to upgrade.

This Class is not:

1. An alternative to POWER Brand launch education.
2. A technical introduction to POWER Servers and Operating Systems.
3. An alternative to the excellent Technical University and other technical education program for Systems Architects and similar Technical Support staff.
4. Where to learn how to use the Configurator and other Technical tools

This class is about selling Power Systems.  This is a graduate level class targeted at experienced Power Systems sellers with prior product knowledge. However, anyone involved in selling Power Systems solutions will benefit from attending this class.

IBM Power Systems Value Top Gun is a 4 day class.  Class Hours are typically 8:30 -6:30 PM and there is study and preparation required outside class hours. 

It is NOT OK to miss sessions.  We try to schedule regular breaks so you can attend to those critical phone calls,- Please ensure that you have someone organised to cover your territory while you are busy at Top Gun.

Please make sure that you do not book travel home from class that requires you leave the classroom before 3PM on the last day of class.

IBM and Business Partner Sales Specialists, anyone who spends a good deal of their time selling Power Systems based solutions.

The objectives are to: understand, position, quantify value and help sell solutions on Power Systems:

1. Understand the key solution areas for Power Systems, and the client business value derived from implementing them.
2. Articulate how to position Power Systems as an innovation platform to client executives.
3. Determine how to drive sales - especially in key focus application areas.
4. Who can help you to sell POWER Solutions – resources and partners.
5. Understand the competition, their strategies and how to combat them.

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• IBM  Power Systems Sales School (AIX and Linux) and/or Power Systems Sales  school.
• Experience in the field selling Power Systems solutions for at least 6-12 months is highly recommended!
• Students should be prepared to bring a newly identified (SSM sales stage 3) Power Systems sales opportunity to class.

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This year we will be combining traditional presentations with interactive sessions so we can practice what to say to the customer in a supportive environment.

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Click on the date below to enroll in a future class:

• February 21-24, 2012: Dublin, Ireland
• March 6-9, 2012: Dallas, TX
• March 13-16, 2012: Mexico City, Mexico
• April 10-13, 2012: Sao Paulo, Brazil
• April 17-20, 2012: Singapore
• May 22-25, 2012: Sydney, Australia
• June 5-8, 2012: Nairobi, Kenya
• July 17-20, 2012: Bangalore, India
• July 17-20, 2012: Moscow, Russia
• August 14-17, 2012: Bogota, Colombia
• August 21-24, 2012: Buenos Aires, Argentina
• November 13-16, 2012: MEA
• 4Q TBD: Caracas, Venezuela

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