01 - Intro - Brand Manager

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    2006 IBM Corporation

    This presentation is intended for the education of IBM and Business Partner sales personnel. It should not be distributed to customers.

    IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation

    XSR04: Up to Speed on IBM System xSystem x and BladeCenter Sales Education Series

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    IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation

    Agenda do curso

    Segunda (13/09)

    08:30 as 09:00 - Welcome Coffe

    09:00 as 10:00 - Introduo a linha System x e BladeCenter da IBM (Rafael Cunha)

    10:00 as 10:30 - Break

    10:30 as 12:00 - Servidores High Volume IBM System x (Rafael Cunha)

    12:00 as 14:00 - Almoo

    14:00 as 15:30 - Servidores Blade (Leo Couto)

    15:30 as 16:00 - Break

    16:00 as 17:30 - Servidores High End IBM System x (Leo Couto)

    Tera (14/09)

    08:30 as 09:00 - Welcome Coffe

    09:00 as 10:00 - Ferramentas IBM System x (Rafael Cunha)

    10:00 as 10:30 - Break

    10:30 as 12:00 - Storage (Juliana Dantas)12:00 as 14:00 - Almoo

    14:00 as 15:00 - Cool Blue (Rafael Cunha)

    15:00 as 15:30 - Diferencie-se com opcionais IBM (Rafael Cunha)

    15:30 as 16:00 - Break

    16:00 as 16:45 - Ferramentas de gerenciamento (Rafael Cunha)

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    IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation

    Test 000-153: System x Sales Specialist V6

    Test info rmat ion:

    Number of quest ions: A t least 39

    Time al lowed in minu tes: 75

    Requ ired passing sc ore: N/A%

    Test langu ages:

    Engl is h, Chinese Sim pl i f ied, French , Ital ian,

    Japanese, Portug uese B razi l ian, Russian,

    Spanish Cast i l ian, Spanish LA

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    IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation

    Test 000-153: System x Sales Specialist V6

    Section 1 - Gathering Requirements

    Understand market environment for System x family and other x86 serversDescribe System x family (i.e. - high volume servers, high performanceservers, BladeCenter)

    Relate customer requirements to family characteristics and the relatedcompetitive advantages.

    Compare the System x Server family including eX5 and high volume serversto competitors, previous System x servers and communicate the businessvalue to customers

    Describe total cost of ownership including total cost of acquisition, energy

    efficiency, power and cooling, backward and forward compatibility, andsystems management.

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    IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation

    Test 000-153: System x Sales Specialist V6

    Section 2 - Propose Solution

    Select and use basic presales tools (i.e. - xRef, Competitive Sales Tool, QuickSolution Tool, Configuration and Options Guide (COG), and ServerProven)

    Select and use advanced presales tools (i.e. - CDAT consolidation, Power Calculator,Interoperability Guide, SSCT, Blue Horizon).

    Select and use appropriate support structure (i.e. - Techline, Competeline, FTSS,

    Business Partner support, Distributor support)

    Relate the differences between scale-up and scale-out deployment strategies.

    Demonstrate other top selling or competitive strategies. Bid to Win Manage to Profit.

    Discuss and apply the total solution (i.e. - software, storage, tape, rack and rack

    options, switches, services, training, networking, SAN, and other options).

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    IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation

    Course Agenda

    Topic 1: Introducing IBM System x andBladeCenter?

    Topic 2: Entering the System x Portfolio

    Topic 3: BladeCenter and Other InnovativeSystem x Products

    Topic 4: Enterprise Servers for Enterprise

    WorkloadsTopic 5: IBM System x iDataPlex, IBM Cluster

    1350 and introducing Cloud Computing

    Topic 6: Completing the Sale with Options,Storage, Services and Support

    Topic 7: Optimizing IT With SystemsManagement

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    Growing your skills and preparing for certification

    IBM Business Partners (IBM PartnerWorld) Skills Development

    > Start with Systems Connect eXpert (now on Systems College) Created to make it easier for IBM partners to grows skills and keep them sharp

    See the roadmaps and recommended education http://www.ibm.com/Partnerworld/SystemsConnecteXpert

    > Leverage the Business Partner Guidebook http://www.ibm.com/partnerworld/wps/pub/overview/B5X00

    IBM Team Skills Development

    > Start with the System x Specialist area of the STG Smart Zone Roadmaps and "What's New" education

    http://lt.be.ibm.com/smartzone/systemxsales

    > Take advantage of the System x Reference Sheets (xREFs) http://www.redbooks.ibm.com/xref

    Both IBM Internal and Business Partner Resources

    > Take advantage of the System x Reference Sheets (xREFs) http://www.redbooks.ibm.com/xref

    > Schedule a Top Gun training to quickly ramp up your selling skills http://www.ibm.com/systems/education/topgun/xtop.html

    http://www.ibm.com/Partnerworld/SystemsConnecteXperthttp://www.ibm.com/partnerworld/wps/pub/overview/B5X00http://lt.be.ibm.com/smartzone/systemxsaleshttp://www.redbooks.ibm.com/xrefhttp://www.redbooks.ibm.com/xrefhttp://www.ibm.com/systems/education/topgun/xtop.htmlhttp://www.ibm.com/systems/education/topgun/xtop.htmlhttp://www.redbooks.ibm.com/xrefhttp://www.redbooks.ibm.com/xrefhttp://lt.be.ibm.com/smartzone/systemxsaleshttp://www.ibm.com/partnerworld/wps/pub/overview/B5X00http://www.ibm.com/Partnerworld/SystemsConnecteXpert
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    Topic 1:Why IBM System x and BladeCenter?

    By the end of Topic 1, you should be able to:

    > Summarize the market forces that impact your clients businesses

    > Recall how IBM innovation and expertise can help clients to solve realbusiness challenges and remain competitive

    > Describe the System x value proposition and differentiation

    > Recall the broad capabilities and benefits of engaging Team IBM

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    Points to Ponder

    Think about the following as youprogress through this topic:

    What concerns do you hear from yourclients around their IT strategy?

    How does IBM's leadership in the ITindustry help us when selling x86solutions?

    How can you build value from the larger

    IBM "Big Blue"?

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    Topic 1 Agenda

    > The Changing Global Marketplace

    >How IBM helping our Clients build a Smarter Planet.

    > Leveraging IBM to provide higher value solutionswith our System x and BladeCenter solutions

    > Overview of System x and BladeCenter

    > Review

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    Globally, systems andinfrastructure are reaching abreaking point.

    Meanwhile, customer expectations andcompetitive pressures are increasing.

    IDC has just released estimatesthat this year, the Digital Universe

    meaning every electronicallystored piece of data or file outthere will reach 1.2 millionpetabytes, or 1.2 zettabytes, thisyear.

    http://en.wikipedia.org/wiki/Petabytehttp://en.wikipedia.org/wiki/Zettabytehttp://en.wikipedia.org/wiki/Zettabytehttp://en.wikipedia.org/wiki/Petabyte
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    IT has felt the impact of current economic conditions

    Organizations have had tochange their IT strategy.

    They must do more with less,fully utilize every resource andautomate wherever possible.

    Workloads deployed

    Servers deployed

    Management $

    New thinking

    IT Spending IT Deployment

    2009

    2005

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    At the same time, the world is becoming smartermore instrumented, interconnected and intelligent

    Data volumes are exploding.

    Workloads are growing.

    Analytics are no longer optional.

    contains millions of transactions.

    EVERYMOMENT

    InsightData

    Action

    Analytics

    Management automation

    Adding more servers isnt the solution.

    Our infrastructure must become smarter

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    Easy toManage

    Value

    Customer satisfaction

    Quality/Service

    Technology

    Why do clients succeed with IBM?

    Leadership Brand

    #1

    BusinessWeek Brand

    BusinessWeek IT Brand

    #2

    #1

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