IBM System z Cost & Value Top Gun


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.



IBM System z Cost & Value Top Gun is a 4 to 5 day class.



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.



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.



After attending this class a student should be able to:





The agenda is frequently updated to include IBM’s latest offerings and announcements.



Click on the date below to enrol in a future class. Please check back frequently as additional classes are added to this list.


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


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