Class description
The PureFlex Value Top Gun class is tailored as an extension to the System x and PureFlex Foundations class. The PureFlex Value curriculum is designed to provide students with selling skills focused on IBM Flex and IBM PureFlex solutions. This SALES training will show students how to quantify the value of integration and synergies that PureFlex can deliver as we go through a complete portfolio review covering new infrastructure components, networking options as well as storage. Experience a live demo of new management platform features specifically designed for PureSystems, followed by a complete line of tools and resources to help design and build total solutions. We will present recent win scenarios and have students work on a case study throughout the course, concluding with a short team presentation as part of their final grade. Lastly, we will take students through the top 3 competitive vendors as we listen to their strategies, and take away valuable tips on how to win in this competitive market.
Duration
Audience
This will be an advanced class for sellers with a minimum of 2 years sales experience. It is intended for IBM System x and POWER Sales Specialists, Business Partners, Client reps, eSMs, FTSSs, SSM’s, and PureSystems Tiger Teams.
Students looking to gain a fundamental or primer introduction to PureSystems, it is advised that they enroll in the Systems x and PureFlex Foundations class.Objectives
After attending this class students should be able to:
- Complete the PureFlex Sales Certification Exam
- Identify the value proposition and customer benefits of PureFlex
- Be able to identify PureFlex opportunities
- Explain how to position and win with PureFlex in competitive opportunities
- Determine which tools and/or resources to use with various configurations
- Understand the basics of IBM’s new PureSystems portfolio, how it plays into IBM Smarter Computing strategy
Agenda
| Day | Topic |
|---|---|
| Day 1 |
System x Essentials POWER Essentials Introduction to Cloud and IBM Cloud Offerings Workshop Overview |
| Day 2 |
PureSystems Positioning PureFlex Component Deep Dive PureFlex Networking Storage for PureSystems Platform Management and Live Demo |
| Day 3 |
PureSystems Whiteboarding Workshop Team Selling Scenarios Workshop Financial Selling with PureFlex Leveraging Tools and Resources |
| Day 4 |
Beating the Competition (HP, Dell, Oracle) Beating the Competition (CICSO) How to Leverage Tools and Resources Customer Win Testimonials |
| Day 5 |
Final Exam Team Presentations and Evals |
Schedule/enrollments
Click on the date below to enroll in a future class:
- February 12-15, 2013: Auckland, New Zealand
- February 19-22, 2013: Sydney, Australia
- April 8-11, 2013: Warsaw, Poland
- April 15-18, 2013: Montpellier, France
- April 29-May 3, 2012: Dallas, TX
- May 6-10, 2013: Dallas, TX
- May 20-24, 2013: Dublin, Ireland
- July 16-19, 2013: Istanbul, Turkey
- August 5-9, 2013: - Tokyo, Japan
- August 12-16, 2013: Kuala Lumpur, Malaysia
- September 9-13, 2013: Washington, DC
- October 7-11, 2013: Sao Paulo, Brazil
- October 21-25, 2013: Moscow, Russia
