IBM z Systems Advanced Top Gun



Class description

Are you a seasoned seller of z Systems software or hardware who has attended a fundamental Top Gun class? Maybe you are a Top Gun already? Are you ready for even more hands-on, intensive activities, discussion, and teaming opportunities to help you drive more z Systems sales? Are you interested in networking and building relationships with your peers in IBM and our Business Partners? If so, you are a perfect candidate for the z Systems Advanced Top Gun class!

This high-energy, extremely interactive class focuses on IBM solutions for the z Systems platform. Students will network with their peers across hardware, software, and services to learn how to team more effectively to sell the value of industry and growth z Systems solutions supporting the zExpansion initiative. During the class, students will work in a team environment to:

  • Drive z Systems sales by leading with business solutions versus a product-focused approach.
  • Identify potential selling opportunities by understanding how z Systems can help solve business problems
  • Translate the technical value of z Systems solutions into easy-to-understand language
  • Create z Systems solutions based on customer needs using a consultative approach
    • Apply and share their knowledge
    • Identify cross-selling opportunities
    • Sell complex solutions that include z Systems:
  • Use z Systems to provide competitive advantage for IBM
  • Win critical new workload on z Systems to grow the zStack business
  • Enhance working relationships across sales teams and business lines to drive business into different levels of the customer organization to achieve common or complementary goals
  • Take advantage of tools and resources that can help drive more z Systems sales


    4 full days, on site; all sessions are mandatory in this graded (pass/fail) class



    Advanced sellers of System z hardware and software, including System z Software Sales Reps (zSCLs), Software Sales Reps, Inside Sales, Client Reps, Software Client Architects, Technical Sales, and Global Business Services


    Course Objectives

    Upon completion of the class, the learner should be able to do the following:




    Agenda (subject to change)

    Day Topic
    Day 1


    Using the right tool for the job

    The language of z

    Driving customer success with z Systems solutions

    Unique Strengths and Value of z Systems

    z Systems: Solutions for transformation

    Leveraging the IBM organization and software capabilities to drive sales

    Day 2

    Thinking outside the IT box: Strategizing to close z Systems solutions deals

    Driving customer success with analytics and big data

    Delivering applications in a digital era

    Linux and cloud capabilities on z Systems

    Becoming your customer's trusted partner

    Why we drive the latest hybrid workloads

    Day 3

    Helping your customers save money with solutions on z Systems

    Modernizing the mainframe

    Build, Run and Manage - Tying it all together

    Deal Makers or Deal Breakers

    zStack attack! Addressing your challenges with the new organization structure

    Day 4

    Yeah, but… (handling objections)

    Leading a customer discussion with z Systems solutions

    Opportunity sharing

    Post Test (graded component of this Pass/Fail course)



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    Related links

    Top Gun Quarterly Newsletter