IBM z Systems Advanced Top Gun



Class description

Are you a seasoned seller of System z software or hardware who has attended a basic Top Gun class? Are you ready for even more hands-on, intensive activities, discussion, and teaming opportunities to help you drive more System z sales? Are you interested in networking and building relationships with your peers in IBM and with our Business Partners? If so, you are a perfect candidate for the IBM z Systems Advanced Top Gun class!

If any of the following goals appeal to you, be sure to register for this fast-paced, interactive class:



4 full days, on site; all sessions are mandatory in this graded (pass/fail) class



Advanced sellers of System z hardware and software, including System z Software Sales Reps (zSCLs), Software Sales Reps, Inside Sales, Client Reps, Software Client Architects, and Technical Sales



Upon completion of the class, the learner should be able to do the following




Agenda (subject to change)

Day Topic
Day 1


Using the right tool for the job

The language of z

Driving customer success with z Systems solutions

Unique Strengths and Value of z Systems

z Systems: Solutions for transformation

Leveraging the IBM organization and software capabilities to drive sales

Day 2

Thinking outside the IT box: Strategizing to close z Systems solutions deals

Driving customer success with analytics and big data

Delivering applications in a digital era

Linux and cloud capabilities on z Systems

Becoming your customer's trusted partner

Why we drive the latest hybrid workloads

Day 3

Helping your customers save money with solutions on z Systems

Modernizing the mainframe

Build, Run and Manage - Tying it all together

Deal Makers or Deal Breakers

zStack attack! Addressing your challenges with the new organization structure

Day 4

Yeah, but… (handling objections)

Leading a customer discussion with z Systems solutions

Opportunity sharing

Post Test (graded component of this Pass/Fail course)



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Related links

Top Gun Quarterly Newsletter