IBM Technical Computing Solutions Top Gun

IBM takes a holistic approach to Technical Computing (also known as Deep Computing or High Performance Computing) by designing and delivering complete, robust high-performance technical solutions that are environmentally responsible, competitively priced, and backed by world-class support.

IBM Technical Computing Solutions Top Gun will enable students to attain a better understanding of the IBM Technical Computing framework, the solutions that IBM offers across; servers, storage and software, and the various industries and segments to which these solutions pertain.

This sales training class is a dynamic mix of presentations from SME's, group discussions, vigorous testing and group workshopping, which will enable students to actively apply the skills learned to current and future engagements.

For 2012, the course will engage in 4 key themes:

1. The Technical Computing Industry segmentation and landscape
2. IBM's SW and Systems suite for Technical Computing
3. Analysis of key competitors and IBM Solutions
4. Understanding from a customer perspective the benefit of IBM's Technical Computing value proposition

IBM Technical Computing Solutions Top Gun is a 3.5 day class.

Class Hours are typically 9:00 - 6:00 PM and there is study and preparation required outside class hours.  The class is due to finish at 2pm on the final day. Students are advised not to book return travel until after 6pm on the final day

The audience for this class is:

• Dedicated Technical Computing/Deep Computing/HPC sellers
• Experienced IBM and Business Partner sellers involved in selling IBM Technical Computing Solutions eg: CSM's, S&D Sellers, Brand Sales Specialists(X/P/Storage) and Industry Solution Sales Representatives
• Sellers must have 12+ months of experience in selling IBM Technical Computing solutions

The objective for this class is to build the seller's core product selling and value selling skills with regard to IBM's Technical Computing portfolio by providing an understanding and analysis of:

1. IBM's Technical Computing strategy, offerings and solutions
2. The various different industry segments that define Technical Computing
3. The uniqueness of each IBM Technical Computing offering and how each fits into different customers in different industries
4. IBM's chief competitors in each industry segment
5. Through group workshopping, to apply learnings from the above points to a real case study

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Students should ideally have sales experience with Technical Computing. Students should also have attended the Technical Computing Virtual Top Gun Fundamentals course.
Prerequisite reading (whitepapers, solution briefs, etc.) may be assigned.

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Will vary per class, and a final agenda will be provided closer to the date.  As a guide, the course will be divided into 3 themed days. The topics covered will be:

Day 1: Definition of the Technical Computing Industry

• Executive Welcome and overview of IBM TC Strategy
• Solutions Portfolio Overview
• In depth Industry Perspective and analysis
  1. Govt, Research, Weather
  2. Life Sciences and Higher education
  3. Auto and Aero
  4. Financial services and Cloud
  5. Petroleum

Day 2: IBM SW and Systems Suite for Technical Computing

• Systems and Servers portfolio deep dive
• End to End Solution: Storage, GPFS, Tape Disk
• Technical Computing SW Stack, including IBM's latest acquisition, Platform Computing

Day 3: Understanding the Competitive Landscape and Solutions Offerings for Technical Computing

• HPC Cloud offering for TC
• Big Data solutions for TC
• Competitor Analysis: HP/NEC/Dell/SGI/Cray

Day 4: Understanding the Customer Perspective

• Live customer testimonial
• Sales support, tools and resources

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Click on the date below to enroll in a future class:

• June 4-6, 2012: Mainz, Germany
• July 17-20, 2012: Beijing, China

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• 
  Jaskaran Singh
  

  jaskaran@au1.ibm.com

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