| |
|
|
|
| |
This three 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.
|
IBM System z Cost & Value Top Gun is a 3.5 day class.
|
IBM Sales Specialists, Business Partners, Client reps, eSMs, FTSSs, zITAs, zSWITAs, SAs and anyone else involved in selling server solutions.
|
|
|
 |
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 zRACE 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
|
|
|
|
- Understanding of TCO (Total Cost of Ownership) Concepts
- Knowledge of the System z Value proposition
|
|
|
|
| |
| Day |
Topics |
 |
|
Day 1
|
- Class Overview and Objectives
- Executive Perspective
- System z Value Summary
- A winning Business Case - Some Customer examples
- The Customer engagement - How do we do it?
- Student Workshop
|
|
|
Day 2 |
- Greening of the Datacenter
- Winning the business case for SAP on System z
- Winning the business case for Websphere on System z
- Student Workshop
- System z "Myth Busting"
|
|
|
Day 3 |
- zRACE Introduction
- zRACE Workshop
- zRACE Workshop Presentations and Summary
- zRACE Case Studies
|
|
|
Day 4
|
- zRACE Introduction
- zRACE Workshop
- zRACE Workshop Presentations and Summary
- zRACE Case Studies
- Student Presentations
- Graduation Ceremony
|
|
|
|
|
|
"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 |
|
|
|
|
|
|
