Class description
IBM System z (Mainframe) has a history of more than 47 years of providing industry leading Solutions to Customers all over the world.
This sales class is designed to assure that anyone involved in creating or selling Customer Solutions, that have server content, will have the latest information on the Cost and Value of System z Servers. This class concentrates on the “Cost” characteristics of the System z Cost & Value business case.
The TGVL class listed below may be taken to prepare for this class - it concentrates on the “Value” characteristics of System z. Please see the Top Gun website for class description and schedule for this class.
- TGVL: System z Fundamentals
Please note that Replays for the last completed version of this class may be taken at any convenient time for the student.
Level
The IBM TGVL: System z Cost & Value class is an intermediate level class that builds upon the Fundamentals TGVL class discussed above.
Duration
The IBM TGVL: System z Cost & Value class will be held on three consecutive days, four hours each day. This is a total of 12 hours.
Audience
The audience for this class would include IBM and Business Partner Software and Hardware sales reps, CSMs, client reps, System architects, FTSSs, and anyone else selling or supporting the sales of solutions involving Server content.
Objectives
After attending this class a student should be able to:
- Articulate System z Cost and Value characteristics to customer executives
- Respond to customer "objections to System z"
- Understand and refute any System z "Myths"
- Perform an initial System z Cost and Value analysis
- Understand RACE and Eagle TCO methodologies for comparative cost analysis
- Position System z with respect to other IBM servers within a customer solution
- Be an advocate for System z Cost and Value
Prerequisites
IBM TGVL: System z Fundamentals class or equivalent experience
Agenda
The Agenda will be updated as product announcements are made. You can expect to see topics like those listed below.
- System z Hardware Overview
- System z Marketing Strategy – A bold new Direction
- Winning the Business Case with System z
- Overview of RACE and Eagle TCO methodologies
- The Value of Running Linux on System z
- System z Competitive Update
- The Value of Solution Editions
- Software Pricing for System z
- Enterprise Applications z such as Cloud computing and Business Analytics
Location
The class location is your office or any location where you have high speed connection to the Internet - no travel. The TGVL: IBM System z Cost & Value class is three, half-day sessions of live virtual classroom over the internet.
Fee
This class has no enrollment fee – it is free!
Schedule/enrollments
Scheduled classes:
- November 13-15, 2012: On the Web
