Class description
Need to learn how to uncover profitable software offerings? Then SOFTWARE Top Gun Virtual Learning -Basics Class is for you!! Software drives significant revenue and profit for IBM; learn the basics to start recognizing that revenue potential!
This class is taught at the introductory level and covers the Software brand capabilities and sales strategies. It is an excellent offering for those non-software sellers who want a fundamental knowledge to be able to add software to other sales deals. It also provides an excellent overview of the entire software portfolio for software brand specialists, and could serve as pre-requisite work for the more in-depth Software Top Gun classroom and the live Software Top Gun Virtual Learning Foundations courses, as well as specific Brand Software Top Gun courses (either live classroom or virtual classroom).
Topics covered include:
- Overview of IBM's software strategy
- Introduction to the 5 software brands: WebSphere, Information Management, Rational, Tivoli, Lotus
- System z Software
- Cross Selling
Duration
The Software Basics class will be held over two days, with 3.5 hours per day.
Audience
The audience for Software Top Gun Virtual Learning Basics includes all sellers (IBM and Business Partner) new to selling software and understanding IBM's Software solutions.
Objectives
This class builds skills and knowledge that enables students to:
- Communicate IBM’s software vision to the customer
- Identify the top products and value for each brand
- Approach and sell to customers from the basis of a fundamental software knowledge
- Uncover key opportunity identification questions for each brand to help promote IBM software content for solutions early in the solution sell-cycle
Agenda
| Day | Topic |
|---|---|
| Day 1 |
Introduction, Software Strategy, Information Management Overview, WebSphere Overview |
| Day 2 |
Tivoli Overview, Rational Overview, Lotus Overview, System z Software Overview, Cross Brand Selling |
Location
The class location is your office - no travel. The IBM Software Top Gun Virtual Learning Basics is two half-day sessions of live, interactive virtual classroom on the internet.
Fee
This class has no enrollment fee.
Schedule/enrollments
Scheduled classes:
- Jan 17-18, 2012: On the Web
- Sep 5-6, 2012: On the web
- Oct 30-Nov 1, 2012: On the Web
Class manager
Ginger Boone
booneg@us.ibm.com
John Ayo
ayo@us.ibm.com