Class description
This is a high-energy class which focuses on IBM's System z software. Students will learn how to sell the value customers receive from System z software, and how our value differentiates this platform from others in the marketplace today. The software we sell today on System z addresses new applications as well as the traditional environment. Both environments will be covered in System z Software Top Gun. Because the System z software business is extremely competitive, a discussion of competition will be woven throughout all presentations. Students will learn the steps necessary to lead their customers from a legacy environment to a modern System z environment. Students will bring sales opportunities to class and will develop win plans utilizing cross selling techniques. Upon completion students will use skills received in this class to drive additional System z software revenue.
Duration
zSoftware Top Gun is a 4.5 day class.
Audience
System z Software Sales Reps (zSSR), Software Sales Reps (cSSR and iSSR), Telesales, System z Hardware Reps, FTSS, Client Reps and anyone session and/or recommending System z software.
Objectives
- Enable students with product capabilities, differentiators, business value, strategy and market understanding to sell System z software
- Enable the students to sell IBM System z software in a highly competitive environment while building strong foundational product knowledge
- Enable the students to communicate the value of the System z system in a modern environment to their customers.
- Enable students to leverage the breadth of System z software offerings against the competition.
- Enable students to integrate Signature Selling to sell IBM's System z software offerings
- Enable students in the above areas by offering teaching activities which have practical application, simulated practice and rigorous testing.
Prerequisites
Will be assigned prior to class.
Agenda
| Day | Topic |
|---|---|
| Monday |
Overview of System z Software Importance of the hardware platform Websphere and BPM Value of Linux on z |
| Tuesday |
Application Development for z Winning in a competitive tools Environment Winning the business case for z Opportunity workshop introduction |
| Wednesday |
Databases Data warehousing Operational Business Intelligence zSoftware Pricing Opportunity Workshop |
| Thursday |
Managing a dynamic infrastructure How to talk about Mainframe Value Opportunity Workshop |
| Friday |
Opportunity Presentations Executive Perspectives Awards and Closing Comments |
Schedule/enrollments
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