Class description
Did you ever look at the long list of Tivoli products and get a headache wondering how to begin a conversation with your customer about it? Ever find yourself totally baffled and unable to get your arms around the multitude of Tivoli products, and wonder what business benefits your customer will obtain from them? This class will give you that vital overall perspective, focusing on the capabilities of the IBM Tivoli IT Service Management (ISM) solutions, from a solution-selling perspective. It is NOT a product training class. You will learn sales strategies and how every sale can and should include Tivoli ISM products, based on business value. You will also gain knowledge on how to beat the competition and acquire the skills to do it.
Duration
IBM Top Gun Virtual Learning (TGVL): Tivoli Foundations will be held over 3 days, 4 hours per day.
Audience
The audience for IBM TGVL: Tivoli Foundations consists of BDR, BP SSRs, iSSRs, Industry SSRs,Coverage SSRs, BPSMs, Business Partners, Business Consulting Services (Consultants, Partners, CSMs), and anyone selling and/or recommending Automation, Security, Storage, and EAM software solutions.
Objectives
- Gain a foundational understanding of ISM and be able to elucidate to customers the business value.
- Provide solution-based introduction to each of the Tivoli pillars:
- Automation
- Security
- Storage
- Enterprise Asset Management - Help students understand the competition, their strategies and how to combat these strategies.
- Educate students on selling tools available, including the Business Value Analyst (BVA) tool, etc.
- Enable the audience to confidently identify Automation, Security, Storage, and Enterprise Asset Management opportunities and increase their revenue.
Agenda
| Day | Topic |
|---|---|
| Day 1 |
White Boarding - how to communicate with your customer Automation solutions |
| Day 2 |
Maximo Solutions Security Solutions |
| Day 3 |
Storage Solutions Sales Tools Wrap Up and Class Close |
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:
- Oct 23-25, 2012: On the Web
