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IBM Power Systems Top Gun

   
 
Class description
Duration
Audience
Objectives
Prerequisites
Agenda
Schedule/enrollment
Student quotes
Class manager

Class description

This class focuses on the IBM Power™ Systems Platform with an emphasis on competitive selling strategies. Students will learn, in depth, how to drive Power Systems sales by understanding the selling strategy best suited to meet client requirements. They will gain knowledge, skills and tools to help beat the competition. This is a graduate level class targeted at experienced Power Systems sellers with prior product knowledge. However, anyone involved in selling or support of Power Systems solutions will benefit from attending this class - whether FTSS, Client Rep, I/T Architect or SSM.


Duration

IBM Power Systems Top Gun is a 4 day class.


Audience

IBM and Business Partner Sales Specialists, SSMs, FTSSs, Pricers, Solution Teams or anyone who spends a good deal of their time selling or supporting Power Systems based solutions.

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Objectives

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. Understand the competition, their strategies and how to combat them.
  5. Learn how to utilize Server Consolidation and Migration Factory resources to facilitate sales.
  6. Update students with the latest product capabilities, key differentiators, and selling techniques to drive sales.
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Prerequisites

  • IBM System p Product Overview class or an equivalent product foundation.
  • Why I? module
  • IBM System p Linux for POWER class or equivalent.
    • 20 hour class available face-to-face for Product Overview
    • Or on System p College web site.
    • IBMers can go to System p College through STG online
      (Search the IBM internal site for STG Online)
    • Business partners can go via Partnerworld University at http://www.ibm.com/partnerworld/pwu to “attend” the class and download the materials.
  • Experience in the field selling System p solutions is highly recommended!
  • Students should be prepared to bring an identified System p opportunity in class.
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Agenda
 
Day   Topics
One
  • Kickoff, introductions and pretest
  • IBM Power Systems Top Gun, a guided tour
  • Selling AIX, i, & Linux for POWER in 2008
  • Virtualization & Systems Management for Power Systems
  • Selling High End Systems in 2008
  • IBM BladeCenter & Unix blades
  • Panel discussions
Two
  • Competitive SMB overview
  • HP Competitive discussion
  • Sun, Solaris & System p
  • Oracle & System p
  • SAP & other ERP Solutions
  • Elevator pitches or Cold call exercise
Three
  • Business Intelligence – Ready for Hyper-Growth – so are we!
  • Power Systems Synergies with Storage
  • Migration & Server Consolidation Factory – Accelerating opportunities
  • Open doors with Power Systems Solutions
Four
  • Executive perspective
  • Regional wrap-up
  • Student presentations
  • Awards and Graduation

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Schedule/enrollments

Click on the date below to enroll in a future class or to view photos of prior class Top Guns!

29 Jan - 1 Feb 2008 Seoul, Korea
04-07 Feb 2008 Bangalore, India
19-22 Feb 2008 Mexico City, Mexico
28 Apr - 02 May 2008 Austin, Texas
13-16 May 2008 Veldhoven, Netherlands
19-23 May 2008 Montpellier, France
02-05 Jun 2008 Caracas, Venezuela
14-17 Jul 2008 San Antonio, Texas
05-08 Aug 2008 Sao Paulo, Brazil
11-14 Aug 2008 Buenos Aires, Argentina
14–17 Oct 2008 Atlanta, GA
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Student quotes

Take a look at some of the student quotes from previous classes.

"The lineup of speakers/presenters was absolutely perfect" BP sales specialist

“Excellent content & very good speakers.” IBM server sales specialist - India

“I have a much better understanding of the product, marketplace and competition.” BP client rep

"I thought this was an extremely effective course" IBM server sales specialist - Canada

"I feel better equipped to engage my customer with more confidence" IBM server sales specialist

“I think every sales person needs to hear these messages!” IBM marketing intelligence specialist

“Best collection of speakers/presenters that I have ever attended.” BP technical specialist

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Class manager

Marion LeBleu

Marion LeBleu

mlebleu@us.ibm.com

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