IBM Software and Solutions HYBRID Top Gun

Class description
Duration
Audience

Objectives
Prerequisites
Agenda

Schedule/enrollment
Student quotes
Class manager

The Top Gun HYBRID Class

A world first! - Software & Solutions HYBRID Top Gun - Piloting in 2013 in the MEA GMU

Learn how to effectively sell the Software solutions and brands!

Based on the traditional Face to Face Top Gun program, the HYBRID Top Gun brings the learning and networking experience of IBM’s World Leading Top Gun training programs to IBM Sellers and Registered Business Partners located in the heart of the IBM Growth Markets.

Class description

If you are involved with Software sales at any level, then you will want to attend IBM’s innovative Software & Solutions HYBRID Top Gun in 2013.

Learn how to effectively sell the Software solutions and brands!

This intense class focuses on IBM's software solutions and brands within the context of Smarter Planet. Students will learn what makes a customer want to buy, how to identify an opportunity, our capabilities and their business value and how to sell against the competition. The major software solutions and subsystems of Smarter Analytics, Industry Solutions, Smarter Commerce, Smarter Cities, Rational, Tivoli, WebSphere, and as well as Collaboration Solutions are all covered. Emphasis is on interactive exercises, capabilities and translation of technology to business value. Students are coached on live sales deals they bring to class. Upon completion students will use the skills to drive additional software revenue within their industries and close their own software opportunities.

Duration

IBM Software and Solutions HYBRID Top Gun is a 5 day class.

Audience

SCL's, ISSR's, SSR Specialists, Call Center sales specialists, Channel & Marketing Sellers & IBM Business Partners

Objectives

At the end of class students should be able to:

Clearly communicate why a customer should buy IBM Software and Solutions. The class will assist the seller in identifying, qualifying, progressing and closing software deals.
Understand the IBM software middleware and solutions offerings and communicate their business value to our customers.
Articulate the value of solutions based on middleware with a focus on the best practices for approaching different opportunities.
Understand the complementary relationship of middleware and solutions.
Create and communicate a seamless case on how a customer’s business would benefit from the IBM Software solution.
Sell effectively against the competition

Prerequisites

There are three prerequisites (additional details provided when you are confirmed in class):

Send a Sales opportunity of your choosing ahead of class. - On being confirmed after registering you will receive a template to complete with this information. All information will be kept confidential and students are welcome to hold back information on the client for confidentiality purposes.
Complete the replay of the SW Basics course online (approximately 6 hrs).
Run a GOOGLE search on the phrase "software failure" and bring the search results with you to class.

Planned Topics

Subject to Change & Tailoring based on Country / Regional Specific Business Objectives

Software and Solutions Top Gun, A Guided Tour
Business Analytics and Optimization
Information Management Topics
Business Analytics
WebSphere Topics
Business Process Management
Industry and Solution Sales
Opportunity Workshops
Security Solutions
Enterprise Content Management Solutions
Rational
Collaboration Solutions
Tivoli Solutions
System zSoftware

Schedule/enrollments

Scheduled classes:

Student quotes

(Taken from the Software & Solutions Face to Face Top Gun on which this ~HYBRID class is based)

"You really changed this class! It is no longer a Powerpoint firehose"

"Thought the course was great, the presenters excellent. I have learned much."

"Fantastic course, great information, I have learnt so so so MUCH!!"

"The quality of the instruction was top notch. I feel fortunate to have had the opportunity to attend."

"Exceeded my expectations! Terrific instructors presented solutions in a sales context and I had fun!"

"Covered a large amount of material in a way that we could stay focused."

"As a BP, I thought the networking opportunities were incredible and now I feel more confident with the SWG value prop."

"The first presentation on Industry Solutions by Enzo was worth my trip! All presenters were excellent. Thank you for rejuvenating me for another year!"

"I was impressed and pleased with the instructor abilities over the week. This info is difficult and can easily get boring. The lineup was engaging and interactive!"

"Class content was great -- presenters were interested and passionate about topics. I found two immediate OI leads in the products shared this week!"