Rational benefits and resources

IBM provides Rational benefits and resources to help you with all phases of product development and support.

Featured resources

• Rational Monthly Enablement Call (RMEC) - Registration

• This 75-minute call reviews the latest enablement for current product and solution selling, pre-launch updates and strategic brand information. We also feature closing tips, sales plays and accelerators. Registering for the call will send you an e-mail prior to each call with the dial in details. Questions? Contact Alan Lewitz (alewitz@us.ibm.com)

• Rational Monthly Enablement Call (RMEC) - Replays

• Did you miss the live call. Replays of our RMEC calls are posted on the Friday following the Monday call.

• Rational Product Sales Kits

• (select: Type=Sales Kit, Software=Rational) Central repository for all assets related to products and solutions. Contains: Announcement letters, case studies, client presentations, data sheets, demos, e-contacts, sales guides, enablement offerings and enablement replays, quick reference guides, market analysis, marketing campaign materials, ROI tools, software subscription and support, whitepapers, and contacts for more information.

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Training resources

• Entry Level Sales: Rational Sales Plays (Marketing Plays)

• (select: Type=Sales Plays, Software=Rational) Sales Plays designed specifically for Rational Business Partners to execute. Each play includes the latest presentations, e-mail templates, white papers, quick reference guides, marketing offers, and more, as well as promotions available to BPs each quarter. The plays help partners build multi-step campaigns, e.g. a combination of tactics including web / email with a key offer, e-nurturing for validation, a webcast / event for progression, IGF financing to close. Questions? Contact Michele Jacobs (mjacobs@us.ibm.com)

• Entry Level Sales: Rational Top Gun

• An intense, four and one-half day, face to face sales class that focuses on IBM Rational solutions. The class includes active learning, opportunity planning and student presentations. You will better understand a customer's compelling reason to act and learn how to talk about Rational solutions in terms of customer business value. This is not a technical class and not a product training course. Questions? Contact Deb Salerno (dsalerno@us.ibm.com)

• Entry Level Sales: Rational Top Gun Virtual

• A live, virtual solution selling class that you access from your office computer, delivered over three half days, using very similar content from the face to face Top Gun class. We will provide you with the very latest sales training on Rational solutions, as well as the ability to interact virtually with some of the best subject matter experts in the Rational brand. This is not a technical class and not a product training course. Questions? Contact Deb Salerno (dsalerno@us.ibm.com). Note: Replays of our RMEC calls are posted two weeks after the live event.

• Entry Level Sales: Rational Whiteboards

• Learn to describe the Rational business value and solutions to customer business problems through a drawing. The Rational Whiteboard is an opportunity discovery tool that enables more interaction with your customers and less one-way presentation.

• Entry Level Sales: Sales Mastery Roadmaps and Tests

• We have 3 Sales Mastery tests: IT (CLM); Systems and Software Engineering, and Enterprise Modernization. This material teaches you how to describe Rational’s capabilities and relate them to customer business problems. Successful completion of a mastery test may be required for participation in some IBM Business Partner activities such as for Software Value Incentive (SVI) and Software Value Plus (SVP).

• Intermediate level Tech/Sales: Accelerator Sales Kits

• (select: Type=Sales Kit, Software=Rational, Keywords=accelerator) Rational Accelerators are combinations of software, services and best practices designed to help our clients accelerate adoption and measured improvement of their software and systems delivery.

• Intermediate level Tech/Sales: developerWorks

• developerWorks provides technical resources and professional networking for the developer community, including an extensive, easy-to-search technical library to help you get up to speed on the essential technologies affecting your profession.

• Intermediate level Tech/Sales: Rational Enablement Fridays

• A weekly one-hour call covering a single key brand topic. The calls are scheduled every Friday during the first two months of a quarter. To find calls, follow the link above. Questions? Contact Sam Seymour (sseymour@ca.ibm.com)

• Intermediate level Tech/Sales: Tech Sales Mastery Roadmaps and Tests

• We have 3 Sales Mastery tests: IT (CLM); Systems and Software Engineering; and Enterprise Modernization. This material teaches you how to discuss Rational “accelerators”, combinations of software, services and best practices designed to help our clients accelerate adoption and measured improvement of their software and systems delivery. Successful completion of a mastery test may be required for participation in some IBM Business Partner activities such as for Software Value Incentive (SVI) and Software Value Plus (SVP).

• Intermediate level Tech/Sales: Virtual Enablement Chats

• (select: Type=Sales Kit, Software=Rational) Supplementing the Rational Enablement Friday calls, Enablement Chats can be found in the “Education – Skills and knowledge building” section of Sales Kits.

• zAdvanced level Tech: Fee-based Education

• IBM Rational Training offers a broad spectrum of fee-based courses to suit your application, role, timeline and preferred learning format. Offerings include public or onsite classroom training, web based training, or instructor-led online courses. Rational Education’s standard and customized training programs are designed to match your unique requirements. If you are not sure what course to take, our Rational training paths with easy-to-understand flow charts make finding the right course quick and easy with course descriptions and links to register online.

• zAdvanced level Tech: Professional Certifications

• Take your Rational Education to the next level with IBM Certification and certify your Rational expertise. Professional Certifications are offered against specific Rational Products at a specified release level. Professional certifications can be taken by Business Partners, IBMers, and customers. Questions? Contact Nayna J Malaviya (naynam@us.ibm.com)

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Certification

• Professional Certifications

• Take your Rational Education to the next level with IBM Certification and certify your Rational expertise. Professional Certifications are offered against specific Rational Products at a specified release level. Professional certifications can be taken by Business Partners, IBMers, and customers. Questions? Contact Nayna J Malaviya (naynam@us.ibm.com)

• Sales Mastery Roadmaps and Tests

• We have 3 Sales Mastery tests: IT (CLM); Systems and Software Engineering, and Enterprise Modernization. This material teaches you how to describe Rational’s capabilities and relate them to customer business problems. Successful completion of a mastery test may be required for participation in some IBM Business Partner activities such as for Software Value Incentive (SVI) and Software Value Plus (SVP).

• Tech Sales Mastery Roadmaps and Tests

• We have 3 Sales Mastery tests: IT (CLM); Systems and Software Engineering; and Enterprise Modernization. This material teaches you how to discuss Rational “accelerators”, combinations of software, services and best practices designed to help our clients accelerate adoption and measured improvement of their software and systems delivery. Successful completion of a mastery test may be required for participation in some IBM Business Partner activities such as for Software Value Incentive (SVI) and Software Value Plus (SVP).

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