Interested in bringing a class to you? Onsite training
Overview
| Course code | UXTG5 | Skill level | Intermediate |
|---|---|---|---|
| Duration | 4.5 days | Delivery type | Classroom |
| Course type | Public only | ||
| Public price | USD $1,500.00 plus tax |
- Do you need to establish a solid foundation for selling and supporting IBM' System Storage, including hardware, software, solutions, financing and services offerings?
- Do you want to understand how IBM’s Efficient, Optimized and Agile storage solutions can deliver value to your clients?
- Do you desire to know how IBM’s storage products can help your clients manage the information explosion through solutions that help your clients get the most from their storage resources?
- Do you yearn for insights on how to beat key disk, tape, SAN, NAS, archiving and storage management competitors?
- Do you require a refresher course, so that you can stay current in the fast changing storage marketplace?
- Do you wish you had some help preparing for the IBM System Storage sales certification exams?
Then IBM System Storage Portfolio TOP GUN is the class for you!!!
The IBM System Storage Portfolio Top Gun is a face-to-face (classroom) class.
Audience
The audience for this intermediate class is:
- All IBM and Business Partner sellers new to IBM System Storage products and solutions
- Experienced IBM and Business Partner sellers needing an IBM System Storage knowledge refresh
- New hire Storage Sales Specialists in their first 3 - 18 months
- Anyone else selling or supporting the sales of IBM System Storage products and solutions
Prerequisites
- You should have a fundamental working knowledge of storage concepts and technologies. For example, you should be able to readily answer questions such as these:
- What is a device driver?
- What is latency?
- What is zoning?
- What is LUN masking?
This prerequisite knowledge may be acquired through experience or through the IBM Top Gun Virtual Learning: Storage Fundamentals virtual class, available via the IBM TGVL website
- You should have a basic understanding of the IBM System Storage Product Portfolio. Please review the IBM System Storage Product Guide (TSO00364USEN.pdf), which will be sent to you prior to class.
- There will be prerequisite reading (whitepapers, solution briefs, web lectures, etc.) prior to class.
- You will be asked to select a real, live customer - one that you have identified as a prospect. If you don't have a territory, ask your colleagues, mentor, or manager to share an opportunity with you. We will use this opportunity in our Value Workshop throughout the week.
Skills taught
The objective for this class is to build the student's core product selling and value selling skills with regard to IBM's System Storage portfolio by providing an understanding of:
- IBM's System Storage strategy, products and solutions
- The Storage Marketplace
- IBM's chief competitors in each market segment
Upon completion of the course, the student should be able to identify, validate, qualify, propose, and win IBM System Storage opportunities.
In addition, the course will help the student prepare for IBM System Storage sales certification.
Course outline
Day 1 Storage for a Smarter Planet
- Today's Disk Marketplace
- Intro to Disk replication
- Panel Discussion -- General Disk
- Selling XIV Solutions
- Storage Concepts Review
- Intro to the Value Workshop
Day 2 Selling Disk Virtualization Solutions
- Selling Storwize V3700 and V7000 Solutions
- Selling DS8000 Solutions
- Competitive Positioning: Enterprise Disk
- Financial Selling: Understanding TCO and ROI
Day 3 Competitive Positioning: Disk Virtualization
- Competitive Positioning: Mid-range Disk
- Selling Texas Memory Solutions
- Objection Handling
- Panel Discussion - Disk Positioning and Competition
- Selling Infrastructure Management Solutions
Day 4 Tape Marketplace
- Tape Technology: Drives and Libraries
- Tape Technology: Virtualization and Deduplication
- Panel Discussion - Tape
- Intro to System Software
- Resources to Help YOU Sell
- Selling Unified Recovery Management (TSM and TSM FastBack)
Day 5 Seller Value Workshop presentations
- Selling System Networking
- Executive Speaker
- Closing Ceremonies
Remarks
Business Partners may use their PartnerReward Vouchers.
Special Note for IBM Business Partners authorized to remarket IBM IT Education Services public classes and on-site classes: This course is excluded from the IBM Technical Training Services for Public Education Program and the IBM Training Services for Enterprise - on-site Education Program for IBM Business Partners.