Class description
The IBM System x and BladeCenter Virtual Learning Value Class has its curriculum based on up-to-date innovations and offerings in the x86 marketplace. The topics have been hand picked by our team of IBM Industry Experts to provide students with the most current information on the System x and BladeCenter family of offerings and solutions. Topics covered in the Value Class will help you build and reinforce your System x and BladeCenter skills. It will also increase your ability to sell complete System x and BladeCenter solutions.
This class is the best way to articulate our best of breed offerings in the extremely competitive marketplace. This advanced follow up class to the Top Gun Virtual Learning Foundation Class is recommended for Sellers who need to bring the Total Solution to their customers along with Team IBM to complete any sale.
This class will include many live demos of our Systems Management, Tools, Resources and interactive materials.
This class will help you prepare for the Test 301: System x Sales Expert V1
Duration
The IBM System x & BladeCenter Cost & Value class will be held on four consecutive days, four hours each day. This is a total of four half-days.
Audience
IBM Sales Specialists, Business Partners, Client reps, cSMs, FTSSs, SSM’s, SAs and anyone else involved in selling or supporting server solutions
Objectives
After attending this class a student should be able to:
- Assess key and competitive advantages of System x servers: total cost of ownership as a differentiator and technology differentiation
- Identify the value proposition in BladeCenter solutions
- Identify the benefits of selling systems management and how it impacts hardware sales
- Position System x servers to effectively engage the competition and win
- Show how eX5 Architecture features address client concerns about purchasing high-performance AMD and Intel-based servers
- Determine why options are critical for sales reps and clients while selling a complete solution
- Discuss the factors driving the need for infrastructure transitions, including Virtualization / Server Consolidation (SCON), Virtual Client Solution and Shared Services
Prerequisites
System x & BladeCenter Foundation Virtual Class or equivalent experience
Agenda
| Day | Topic |
|---|---|
| Day 1 |
Class Overview System x Portfolio Overview BladeCenter and Other Innovative Offerings - Part 1 BladeCenter and Other Innovative Offerings Putting together the total solution - Part 2 |
| Day 2 |
Optimizing IT with Systems Management Solutions High Performance - Scope and Definition: 4-Socket and Above System x Servers for Enterprise Solutions High Performance Computing Clusters |
| Day 3 |
Utilizing Virtualization in Server Consolidation Selling – SCON Selling Virtual Client Solutions with System x & BladeCenter - CON/VCS Solutions Solution Selling with Power and Cooling Financial Selling - TCO/ROI Advantages |
| Day 4 |
Selling the Total Solution/Completing the Sale with Options Effective Tools & Resources Top Selling Strategies and Competitive Selling Final Test |
Location
The class location is your office - no travel. Live virtual classroom on the internet.
Fee
This class has no enrollment fee.
Schedule/enrollments
Scheduled classes:
- April 4-7, 2011: On the web
