Class description
The IBM System z (Mainframe) has a history of nearly 50 years of providing industry leading Solutions to Customers all over the world. System z Qualities of Service, like High Availability, Workload Management, Virtualization, Total Cost of Computing, and bullet proof Security, provide customers with the ultimate centralized server infrastructure to enable a Smarter Planet.
This four day sales class provides the latest information on the Cost and Value of zEnterprise based applications. The core of this class will highlight the qualities of service that makes System z unique among competing server platforms. Students will be armed to answer common objections and to counter misperceptions about the role of the mainframe today. A special focus will be on leveraging zEnterprise's exciting existing and new evolving hybrid computing and multi-platform workload capabilities (New Applications, Linux on z, zBX, IDAA, PureSystems). This is a foundation course for developing product and solution sales skills and provides a good preparation towards System z Sales Certification.
Duration
IBM System z Cost & Value Top Gun is a 4 to 5 day class.
Level
The IBM System z Cost & Value Top Gun class is a basic to intermediate level class targeted at those who are relatively new to the System z marketplace.
Audience
This introductory level sales course is for IBM Sales Specialists, Business Partners, Client reps, cSMs, FTSSs, zITAs, zSWITAs, SAs or anyone else involved in selling and supporting mainframe based solutions from IBM.
Objectives
After attending this class a student should be able to:
- Understand System z's game-changing hybrid computing and multiplatform workload capabilities
- Articulate System z Cost and Value characteristics to customer executives
- Respond to customer "objections to System z" and any System z "Myths"
- Have knowledge of IBM’s TCO methodologies such as RACE and EAGLE for comparative cost analysis
- Position System z with respect to other IBM servers within a customer solution
Prerequisites
- Will be assigned prior to class
Agenda
The agenda is frequently updated to include IBM’s latest offerings and announcements.
- System z overview and update
- Winning with new applications on System z – eg. SAP, operational Business Analytics
- Winning with Linux and Cloud on System z
- Value of System z Availability and Security
- zEnterprise Hybrid computing alternatives and update
- Winning the business case for System z
- Messaging update: reframing the conversation over enterprise systems
- TCO approaches and tools
- Whiteboard overview and training
- System z Competition update
Schedule/enrollments
Click on the date below to enrol in a future class:
Student quotes
"The "objection handling" workshop was very good and very helpful". IBM eSM - Thailand
"Excellent preparation for CIO calls. Exercises were practical and true to real Life". - IBM eSM - Hong Kong
"I wish all of IBM could attend this class so we could always sell the best solution". - System z Sales Specialist, China
"It was good to learn to articulate the value of System z in business terms". - IBM CITA - Malaysia
"Superb! More of these please. CIO interviews are great". - zSW - AP
“The class was very informative and useful. I have learned a lot of vital information“ – Business Partner, Russia
“The course will be invaluable in my sales role – both now and in the future. Could not have gained this info in any other way (Face to Face) and received the level of knowledge and mentor advice / support.” – IBM sales - USA
“Very thoughtful selection of topics and speakers. There was real learning that took place for myself and my classmates. The tests added increased accountability to grasp the materials.” - IBM - USA
Class manager
Peter Norris
norrispc@us.ibm.com
