Class description
The goal of this class is to increase our sellers' skills in identifying and qualifying opportunities in their client accounts. We will discuss, on a high sales level, the key points, competitive overview, and sales messages across the Information Management portfolio.
Duration
3 days, 4 hours per day
Audience
Primary Target Audience:
Information Management sales Reps
Business Partners and BP SSRs
SWCLs, Industry SSRs, telesales, GBS, GTS,
Secondary Target Audience:
Open to everyone else who is interested in a sales-level understanding
of the IM portfolio
Objectives
After attending this class a student should be able to:
- Articulate the business value of IOD in a compelling industry-specific context
- Participate in line-of-business-level conversations about Information Management in order to identify Information Management and cross-brand opportunities in specific industries
- Engage across teams appropriately within the Unified Sales Process (USP) in order to ensure successful transitions and overall engagement
- Leverage Information Management assets for use in qualification of IOD opportunities and development of appropriate solutions
Prerequisites
- None
Agenda
| Day | Topic |
|---|---|
| Day 1 |
IM Overview Information Integration & Governance Overview Information Lifecycle Management Data Security and Compliance |
| Day 2 |
Information Integration Master Data Management Leveraging BP Channels |
| Day 3 |
IBM Database Servers IBM Big Data Offerings zIM |
Location
Class location is your office - no travel! Live, virtual classroom environment on the internet.
Fee
This class has no enrollment fee.
