IBM Product Sales class

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Tuition-free IBM Product Sales Class

IBM is offering a free two-day course on System i sales immediately before the Fall 2006 Conference in Miami Beach. Interested sales professionals are welcome to sign up to attend the class, which will take place in the conference facilities on Saturday, September 16, and Sunday, September 17. (The conference begins at 3 p.m. on the 17th.)

Enroll online at https://www-03.ibm.com/servers/eserver/zseries/education/topgun/enrollment/esfldedu.nsf/LUWebClasses/
System_i_Programs%7C%7CSystem_i_Product_Sales_School?OpenDocument

Course Overview
Learn to sell IBM System i5 and i5OS, the next generation of System i servers based on POWER5 processor technology. Explore methods to recognize opportunities related to the need to simplify
infrastructure, integrate applications in order to meet business needs and have the highest service levels without disruption of service. Learn how to link the customer opportunity areas to System i based solutions involving e-business workloads. Examine positioning of the System i and competing
with non-IBM offerings. Gain an overview of IBM eServer and software sales strategies, the eServer i5 offering, the i5OS product, Linux, System i Windows Integration and key software solutions related to WebSphere, Lotus, DB2 and Tivoli. The class includes lectures and a quiz to help improve learning.

This course is preparing for the certification IBM Certification Test 859: iSeries Solution Sales.

Audience

This is an intermediate course for sales professionals involved with the IBM eServer i5. It is recommended to IBM Business Partner sales professionals and IBM sales or technical support individuals seeking Test 859, or equivalent. Candidates may be individuals familiar with AS/400,
System i or individuals in the former Shark Camp classes. The curriculum improves your working knowledge of the System i product line, new software offerings and the on demand market environment. This course is also recommended to IBM Business Partner employees who are new to the System i platform.

Educational Objectives

Be able to articulate the System i value proposition and provide an overview of the System i marketplace.
Understand the latest System i models and provide advice on System i sizing and upgrades from previous generations of servers. Be able to explain the major technology differences and benefits between generations of System i models such as 7xx, 8xx and 5xx. Be able to position the various System i Editions and explain key terms and conditions for selling and maintaining System i servers and software Be able to describe the value and benefits of System i integrated storage management. Position integrated and SAN storage options. Be able to sell the benefits of infrastructure simplification and consolidating multiple operating environments on System i. Be able to sell new workloads based on WebSphere and Lotus products. Be able to sell the benefits of i5/OS and associated System i systems
management and development software products Understand the benefits and positioning of the DB2 UDB for System i database and the System i integrated file system. Understand how to sell and position HA offerings on System i Understand the key end user client products sold with the System i. Understanding System i systems management strategies and tools Be able to provide guidance on System i printers and printing software Understand the basic selling strategies for System i Application
Development

Course Outline

Introduction
PreTest
Product Marketplace, Positioning, Architecture & Value Proposition
System i Models and Upgrades
Selling System i Disk Storage and I/O
Infrastructure Simplification with Windows, AIX and Linux
New Workloads
WebSphere
Post Test

Prerequisites: Your should review the IBM e-business Solutions Web site,
which provides insights into the System i and explains why e-business plays
an important aspect in today's environment.
http://www-03.ibm.com/systems/i/

Remarks:Course contact: John Harvey at jharvey1@us.ibm.com, 507-253-0771 or
T/L 553-0771.

Certification Program:This course prepares you to take IBM Certification
Test 859 (iSeries Solution Sales) to become an IBM Certified Specialist
(e-server from IBM iSeries Solution Sales). Visit our Web site at
http://www.ibm.com/education/certify for more information.