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This is a high-energy class which focuses on IBM's zSeries software. Students will learn how to sell the value customers receive from zSeries software, and how our value differentiates this platform from others in the marketplace today. The software we sell today on zSeries addresses new applications as well as the traditional environment. Both environments will be covered in zSeries Software Top Gun. Because the zSeries 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 zSeries on demand 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 zSeries software revenue.
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zSoftware Top Gun is a 4.5 day class.
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zSeries Software Sales Reps (zSSR), Software Sales Reps
(cSSR and iSSR), Telesales, zSeries Hardware Reps, FTSS, Client Reps and
anyone session and/or recommending zSeries software.
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- Enable students with product capabilities, differentiators, business value, strategy and market understanding to sell zSeries software
- Enable the students to sell IBM zSeries software in a highly competitive environment while building strong foundational product knowledge
- Enable the students to communicate the value of the zSeries system in an on demand environment to their customers.
- Enable students to leverage the breadth of zSeries software offerings against the competition.
- Enable students to integrate Signature Selling to sell IBM's zSeries 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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Topics |
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Monday
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- IBM System z Hardware Platform Readiness
- Guided Tour zSoftware in an On Demand Environment
- Introduction to SOA
- Websphere Application Server
- Application Development in an On Demand WorldEnvironment - Part 1
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Tuesday |
- Application Development in an On Demand WorldEnvironment - 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
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- 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
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- Opportunity Presentations
- Executive Perspectives
- Awards and Closing Comments
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