IBM z Systems Software Top Gun Fundamentals

 

Class description

This high-energy class focuses in IBM's solutions and middleware for the z Systems platform.  Students will learn how to communicate the Value of the Mainframe and how that value is a differentiator in the marketplace. The course content covers both traditional solution areas and new capabilities (Cloud, Analytics, Mobile, Security, middleware, DevOps and more).

Each student will be expected to submit an active Sales Opportunity, prior to the class.  During class, students will apply their knowledge to identify Opportunities and cross-sells and to develop a Win Plan for their own opportunity.

This is a graded class (Pass/Fail), and it has mandatory prerequisites.  On Day One of the class, there will be a Pre-Test that includes material from the prerequisites; your score on this test will be part of your final grade.  For this reason, you should start your prerequisite work as early as possible.

 

Duration

IBM z Systems Software Top Gun Fundamentals is a 4.5 day class.

 

Audience

z Systems Software Sales Reps (zSCLs), Software Sales Reps, Inside Sales, Client Reps, Software Client Architects, Technical Sales, Business Partners.

 

Objectives

 

Prerequisites

This class has mandatory prerequisites.  The most time consuming of these is "z101, The Value and Differentiation of System z"  which can take 10 hours.  On Day One of the class, there will be a test that includes material from the prerequisites; your score on this test will be part of your final grade (Pass/Fail).  For this reason, we are giving you notice of the need to start your prerequisite work as early as possible.

 

  1. Sales Opportunity.  You must identify a System z software sales opportunity to work on during the class.  For your Sales Opportunity, please complete Sections 1, 2 and 3 ("Opportunity information; What options do we explore with the client; What solution do we propose") of the DOC below.  You will be asked to send your Sales Opportunity DOC to the Class Manager, two weeks prior to class, and bring soft copy of the DOC with you.  During class, we will modify and enhance your Sales Opportunity.  You will work with a team member and go home with a completed Win Plan.  Please let me know if you want to be teamed with someone in particular.

     

    cvm_opportunity_plan_template_(full).doc

     

    You do not need to be the Opportunity owner, but you do need to be involved in the Opportunity and it must be a real customer.  This Opportunity should not be one that is closed, or is about to close.  In fact, opportunities in the early part of the sales cycle will work much better in our class than those which are almost closed. The Sales Opportunity Workshop team presentations on Friday serve to “tie it all together” and are graded.

     

  2. Listen to System z White Board videos

    1. Scott Harris provides an overview of all the White Boards.  The URL also provides access to enablement material to support the System z White Board series.  The link is for IBMers only (Partners get a "pass" on this one) System z White Board Offerings (8:56).

    2. Jeff Mersereau delivers the White Board to a fictional customer.  The Link for IBMers is Value of System z White Board (26:59). The link for Partners is here.

  3. Complete the z101, “The Value and Differentiation of System z” eLearning course.  This class is downloaded to your laptop and run from there.  It will take experienced sellers 8-10 hours, but new seller should plan for more (10-15 hours).  The course is modular, so you don’t have to take it all at once.  
    The course is modular, so you don’t have to take it all at once.

     

  4. Complete the “Introduction to Software Contracts” eLearning course.

     

  5. Read the Software Pricing Reference Guide PDF

  6.  If you have NOT completed the "Software Licensing Overview" part of SWG Selling Essentials, please do so.

  7. IBM employees can access the course by clicking here

    Business Partners can access the course in PartnerWorld: "Selling Essentials Professionals Skills for IBM SWG Business Partners" (PW sign-in required):
  8. Business Partners can access the course by clicking here
 

Typical Agenda

Day Topic
Day 1 - Monday

Pre Test

z Systems Hardware Platform Readiness

Linux on z Systems - Best Fit Workloads

White Board - How to talk "mainframe" to a Distributed audience

Mobile and DevOps for z (Build solutions)

Mobile and DevOps for z (Quality)

Day 2 - Tuesday

Quiz # 1 and Review Exercises for Day 1

Connectivity and Cloud Integration Solutions

Process and Decision Management Solutions

White Board - role play

Data Management and Data Governance

Analytics solutions on z Systems

Day 3 - Wednesday

Quiz # 2 and Review Exercises for Day 2

Competition and Tools Take-Out

Security solutions for z Systems

z Systems Software Licensing and Pricing

Day 4 - Thursday

Quiz #3 and Review Exercises for Day 3

IT Service Management on z Systems

Cloud Solutions on z Systems

Objection Handling - preparation for Post Test

Post Test

Opportunity Workshop - teams develop their presentations

Day 5 - Friday

Opportunity Workshop - team presentations

Executive Perspectives

Awards and Closing Comments

Adjourn at 12:45

 

Schedule/enrollments

Click on the date below to enroll in a future class:

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Related links

Top Gun Quarterly Newsletter