Systems Middleware Top Gun


Class description

The IBM Systems Middleware Top Gun class will provide solution-based sales training for participants to broaden their understanding of the IBM Systems Middleware suite.  Emphasis is on capabilities and translation of technology to business value.  Through hands-on exercises, simulated practice, interactive class discussions and lectures, students will leave the class with the skills to drive additional Systems Middleware revenue within their territories.

Please note:  This is NOT a product training class.



Systems Middleware Top Gun is a 3.5 day class.



Systems Middlware Sellers, Business Partners, BP SSRs, SCLs, Industry SSRs, Telesales, GBS, GTS

Secondary Target Audience: Open to everyone else who is interested in a sales-level understanding of the Systems Middleware portfolio



  • Upon completion of this class, you will be able to

  • Identify and progress IBM Systems Middleware solutions opportunities
  • Uncover relevant business drivers and articulate the business value of the IBM Systems Middleware solutions
  • Devise competitive strategy and tactics


A basic knowledge of the Systems Middleware Portfolio is required. You will receive access instructions about online modules to complete prior to this class to help you maximize your time and investment.


Planned Topics (subject to change)



Locations and dates are being confirmed for 2015. Below is the tentative schedule. Please contact Melinda Frech, Class Manager, with questions.


Student quotes

"Best IBM course I've been to! All speakers were great!" - Technical Specialist, IBM

"This class exceeded my expectations. I will highly recommend it to my other team members!" - Tivoli Sales Specialist

"Excellent course given the variety of sellers from new to experienced reps.  Great job in meeting the requests of both." - IBM Manager

"Many useful hints and tips for 'daily life'!" - Storage Sales Specialist, IBM

“Great training - probably the best I have had at IBM.  Very well presented and great teachers.  The "Teach Team" should be proud of the work that has gone into this week.  THANK YOU!” - Tivoli Sales Specialist

"The best way to learn...." - IBM Sales Specialist

"Very good and useful!" - IBM Business Partner


Class manager

Melinda Frech

Content Lead

Magali Goirand

Related links

Top Gun Quarterly Newsletter