Class description
In 2010 we launched POWER 7 and gained significant market share over Oracle and HP. In 2011 we need to consolidate our gains against our traditional competitors and also to learn to compete effectively against many new foes including X86 Servers running Windows and Vmware.
In this course you will understand the benefits of POWER 7 and PowerVM in particular to allow you compete.
You will also understand what to say when you hear these common myths:
- “Intel servers are good enough and cheaper than POWER 7 Servers”
- “All virtualization is the same.”
IBM Top Gun Virtual Learning (TGVL): Power Systems Foundation, is an intermediate (200) level virtual class, that will build on seller’s knowledge and sales skills needed to be successful in 2011.
Being a Virtual Class we were able to engage all the worldwide sales leaders – this is the dream teach team – better than we could hope for in any Face to Face Class
Duration
The IBM TGVL: Power Systems Foundation class will be held on three consecutive days, approximately four hours each day. This is a total of 12 hours.
Audience
The audience for this class is:
- Experienced IBM and Business Partner sellers interested in increasing their knowledge of the Power Systems portfolio, along with sharing successful selling tactics and techniques.
- Power Systems Specialists who have been in the field for 3-12 months.
- Direct customer interfacing people who sell or support the sales of IBM Power Systems portfolio.
Note: Although this course is available to students worldwide, please be aware that all topics will be presented in English.
Objectives
The objective for this class is to build on the student's core product selling and value selling skills in order to achieve their 2011 sales goals.
- Understand & articulate IBM's Power Systems new 2011 Marekting Messages, strategy, portfolio, and key imperatives.
- Utilize Power Systems innovations to elevate their sales conversations to their clients.
- Enable sellers understanding by giving them examples and proof points to use with their customers
- Making sellers aware of the programs and support available to help you sell..
In addition, the course will help the student prepare for IBM Power Systems sales certification.
Prerequisites
Power Systems Sales School (AIX & Linux) and/or Power Systems Sales School (i) virtual class or equivalent knowledge / experience.
Prerequisite reading (whitepapers, solution briefs, etc.) may be assigned.
Agenda
| Topic | Presenter |
|---|---|
| Day 1 - Monday June 13th 2011 | |
| Class Overview and Objectives | David Tydeman |
| POWER 7 what is it? What Does it mean for my Customer | Doug Davies |
| Break | |
| Selling Power Systems Software Portfolio, An Overview | Ian Jarman |
| Break | |
| Selling "i in 2011 - existing customers and new workloads. | Guy Paradise |
| Day 2 - Tuesday June 14th 2011 | |
| Welcome to Day 2 | David Tydeman |
| Selling AIX in 2011 | Jay Kruemcke |
| Focus Workloads for 2011 | TBA |
| Break | |
| PowerVM and the competition - know the key differentiators! | TBA |
| Systems Management & Power Systems - More than Systems Director! | Ian Robinson |
| Day 3 - Wednesday June 15th 2011 | |
| Welcome to Day 3 | David Tydeman |
| POWER Cloud Whiteboard | Annette Miller |
| Break | |
| Why is POWER Such a Good ERP Platform? | Ruben Krumholz |
| Competitive program update - Nehalem, & Sun/Oracle focus | TBA |
| Power Education Update | Nicolette McFadden |
| Class Wrap Up and Test Instructions | David Tydeman & CA |
Location
The class location is your office - no travel. The class will be delivered via a live internet-based virtual classroom (see Schedule). Subsequently, the class will be made available for replay.
Fee
This class has no enrollment fee.
Schedule/enrollments
Scheduled classes:
- September 11-13, 2012: On the web
