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 IBM System z Cost & Value Top Gun
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IBM System z (Mainframe) has a history of more than 44 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 unique Solution alternatives to IBM System z customers.
This four and one half day 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.
The core of this class will be actual customer case studies and exercises designed to make the student comfortable with answering "objections" that customers (and maybe even IBMers) might pose regarding System z Cost and Value, in a general sense or in a specific opportunity. The case studies will be current, specific to the local geography where the class is held, and will be presented by IBM's most experienced and distinguished experts in this field.
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| The IBM System z Cost & Value Top Gun class is an intermediate level class. |
| IBM System z Cost & Value Top Gun is a 4.5 day class. |
| IBM Sales Specialists, Business Partners, Client reps, cSMs, FTSSs, zITAs, zSWITAs, SAs and anyone else involved in selling or supporting server solutions. |
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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 methodology 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
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- IBM TGVL: System z Fundamentals Virtual Class or equivalent experience
- IBM TGVL: System z Foundation Virtual Class or equivalent experience
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| Day 1 |
- Class Overview and Objectives
- System z Hardware Update
- Enterprise Infromation Infrastructure Overview
- Student Workshop Introduction
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| Day 2 |
- Winning business case on System z
- Building the performance case on System z
- Winning with Linux on System z
- Student Workshop presentations
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| Day 3 |
- Winning with Websphere on System z
- Winning with System z in the Financial Marketplace
- System z Competition update
- Value of System z Security
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| Day 4 |
- RACE Introduction
- RACE Cost & Value Modeling
- RACE Workshop
- RACE Case Studies Review
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| Day 5 |
- RACE Case Study
- Executive perspectives
- Graduation Ceremony
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Scheduled classes:
- 20-22 April, Duba**By Invitation only - This is a special 3-day version of this class.**
- 04-08 May, 2009: Sao Paulo, Brazil
- 20-22 May, 2009: United Kingdom
(Located outside of London in Warbrook) -- This is an abbreviated and introductory 3-day version of the class.
- 25-29 May, 2009: Kuala Lumpur, Malaysia
- 26-30 October, 2009: Beijing, China
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Enroll now
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"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
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