Class description
The competition is tough and reducing the price is NOT an acceptable plan for success. Join us at Cloud & Smarter Infrastructure (Tivoli) Competitive Top Gun and learn the best strategies for beating the competition. This face-to-face class is highly-interactive with a minimal use of charts; success in the class will require attendee preparation and 100% participation. Leave the class prepared to engage and beat the competition!
Duration
Audience
This class is intended for experienced sellers who have a basic knowledge of the Cloud & Smarter Infrastructure (Tivoli) products and the competition.
Objectives
- Know the Competitive Strengths, Weaknesses, Tactics and Best IBM Responses to win against competition
- Be able to Handle Competitive Objections
- Be able to Set Your Own Competitive Landmines for the Cloud & Smarter Infrastructure (Tivoli) Service Management and Storage Competitors
- Know how to leverage IBM Resources to maximize your sales efforts and truly utilize Team IBM
Prerequisites
There are currently three prerequisites (subject to change):
- Student has at least one year of experience selling Tivoli or Tivoli competitive software.
- Attendance is with management approval only.
- A documented Competitive Sales Opportunity that you are actively working.
Agenda - Sample Topics
Interactive exercises on competing with (depending on geography):
- Service Management (4 -5 will be selected) : BMC, HP, CA, Microsoft, Open Source, ServiceNow, Solarwinds, & VMware
- Storage (2 -3 will be selected): Commvault, EMC, & Symmantec
- Lobby exercise where you play the role of the competitor
- Executive Perspective
Final agenda and topics covered will be distributed confirmed students prior to the class.
Schedule/enrollments
Click on the date below to enroll in a future class:
