IBM Power Systems Top Gun

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.

IBM Power Systems Top Gun is a 4 day class.

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.

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.

• 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.

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

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

Marion LeBleu

mlebleu@us.ibm.com