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 IBM System z Software Top Gun
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| 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. |
| zSoftware Top Gun is a 4.5 day class. |
| 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. |
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- 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.
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| Monday |
- IBM System z Hardware Platform Readiness
- Guided Tour zSoftware
- Introduction to SOA
- Websphere Application Server
- Application Development - Part 1
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| Tuesday |
- Application Development - Part 2
- WebSphere Business Integration Part 1
- Winning in a competitive Traditional Environment
- Managing the CICS Environment
- Reducing TCO with IBM System z
- Opportunity Workshop #1
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| Wednesday |
- Quiz #2, Review
- IT System Management Part 1
- IT System Management Part 2
- zSoftware Pricing Part 1
- zSoftware Pricing Part 2
- Opportunity Workshop #2
- Making Money on zLinux
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| Thursday |
- Selling the Database Engines
- Tools to Manage the Database Part 1
- Tools to Manage the Database Part 2
- How to talk about Mainframe Value
- Opportunity Workshop #3
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| Friday |
- Opportunity Presentations
- Executive Perspectives
- Awards and Closing Comments
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Scheduled classes:
- February 23-27, Tokyo, Japan
- May 11-15, 2009: Washington, DC
- July 6-10, Vienna, Austria
- Oct 5-9, 2009: Washington, DC
- Nov 16-20, 2009: Shanghai, China
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| Enroll now |
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