Class description
NEW for 2011
We will focus on tools available to help you:
1. Understand what the customer has today - and how much it is costing them to keep it running.
2. Present your new IBM solution in financial terms
3. Understand what tools and services are available to help you sell to the CFO.
Are you finding it harder to close the sale in these tough economic times? Is your opportunity getting stopped in the finance department?
Most IBM Sellers and Business Partners do a great job at presenting the technical benefits of the IBM solution. Where we sometimes get stuck is when IT approves the project and it goes to the CFO for approval. At this point your project is compared with other projects (non IT related) in the business to determine whether it is the best investment for the company at this point in time.
This class takes you into the world of the CFO (Chief Financial Officer) and helps you to present the value of the IBM STG proposal in financial terms. We will go through the basics of Accounting so we understand how STG proposals are treated. We will look at the tools and services available to us then we will then work through some real life examples of Business Case justifications.
What tools are available to help me? We will understand how to:
- Talk to the CFO in language they understand - we will hear from a real CFO who will tell us what is important.
- Use IGF as a weapon to help close business.
- Turn Green Computing and Carbon Neutral into financial benefits for IBM STG proposals.
- Understand the tools and services available today to help you close business.
- Learn how to avoid the dreaded words “project delay” or “no decision”.
Duration
Class runs for 4 hours per day over 3 consecutive days. Class Starts at 10AM US East Coast Time, (7AM US West Coast, 4PM Paris Time). Please check you local time zone conversions.
Audience
All IBM and Business Partner STG Sellers – we assume you know nothing about accounting.
Objectives
- Help STG Sellers and BPs present the IBM STG Proposal in a way that makes it relevant for the CFO.
- Provide IBM STG and BP Sellers with tools to close more business.
Prerequisites
"Recommended Prerequisites:
This class is for STG Sellers - not Accountants - we will not assume accounting knowledge.
- This class assumes basic knowledge of the STG product sets as found at .TG Products: - TGVL Systems – Foundation (see IBM TGVL: Systems Foundation for replay if you are not familiar with the STG product set).
- Or 6 months STG selling experience
Suggested Pre reading
None required.
Sample Agenda
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TGVL Financial Selling |
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Title |
Subsections |
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Day 1: TUESDAY 3rd MAY 2011 - Class Welcome |
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Welcome to the world of the CFO – financial and accounting terms for dummies |
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Break |
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How do CFOs view Computer Purchases? |
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Guest Appearance - CFO |
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Break |
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Green Computing - How do we financially justify Green Computing |
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Day 2: WEDNESDAY 4th MAY 2011 - Class Welcome |
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IBM Tools |
System X and Blade Tools |
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IGF as a Competitive Weapon – not just rate buy down! |
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Break |
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IBM Tools - STG Tools Overview & Demonstration |
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IBM Tools |
RACE |
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Day 3: THURSDAY 5th MAY 2011 |
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Sample Business Case |
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Selling Value |
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Selling TCO Value with Storage - TCO Now for Disk |
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Break |
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IBM STG LAB Services – your friend in need |
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IBM Tools |
SCORPION |
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IBM Tools - Server Consolidation Tools |
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Class Wrap Up and test Instructions |
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Test Instructions |
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Location
The class location is your office/home - no travel. IBM TGVL: Financial Selling Foundation uses live virtual classroom instruction on the internet.
We will be using the latest toolsets allowing student interactive chat, live polling, student discussion etc.
Fee
This class has no enrollment fee.
Schedule/enrollments
Scheduled classes:
- June 19-21, 2012: On the web
