Tivoli Top Gun

This class focuses on the IBM Tivoli IT Service Management (ISM) solutions, from a solution-selling perspective. It is NOT a product training class. Students will learn how every sale can and should include Tivoli ISM products, based on business value. They will also gain knowledge on how to beat the competition and acquire the skills and tools to do it. Students will craft their software win plans utilizing cross selling techniques. Upon completion students will use the skills to drive additional software revenue within their industries, and be able to identify, own and close their own software opportunities.

Tivoli Top Gun is a 5 day class.

The audience for this class is anyone selling or recommending Tivoli solutions, including SSRs, SCLs, ISSs, Sales Specialists, Telesales, Client Reps, Marketing Reps, Global Services, Industry Solution Specialists, and IBM/Tivoli Business Partners.

1. Provide solution-based sales training for each of the Tivoli solution areas:
     - Automation
     - Security
     - Storage
     - Asset Management
2. Educate students on selling tools available, including the Business Value Analyst (BVA) tool, Automation Assessment, etc.
3. Enable the audience to confidently identify Automation, Security, Asset Management, and Storage opportunities and increase their revenue.
4. Enable students to use the Client Value Method to sell IBM Tivoli specialties – Automation, Security, Asset Management, and Storage.
5. Relate Automation, Security, Asset Management, and Storage solutions to IT Service Management, Service Oriented Architecture, and Smarter Planet.

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1. Listen to the TG Virtual Learning replays for Tivoli; attend a Software Top Gun class (in person or through IBM Top Gun Virtual Learning); or have equivalent Tivoli product knowledge. Basic Tivoli product information is not covered in this class, but can be attained through any of these methods.
2. Submit an active opportunity prior to class start (if you are in an appropriate role).
3. Review and be familiar with the Client Value Method (CVM) concepts and terminology.

The prerequisite material will take 8 - 10 hours to complete. All relevant links to the material will be provided upon confirmation of enrollment.

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

• January 30-February 3, 2012: Mexico City, Mexico
• February 13-17, 2012: Johannesburg, South Africa
• May 7-11, 2012: Beijing, China
• May 21-25, 2012: Brussels, Belgium
• July 9-12, 2012: Chicago, IL

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"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, Excellent class!" - Tivoli Sales Enablement

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

"Great interaction/cross culture in the group!" - SSR, IBM

"Very good and useful!" - IBM Business Partner

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