Why Top Gun Training at IBM? (PDF 7.2

Why Top Gun Training at IBM?
From the Student’s Perspective
Jan Burford
jburford@us.ibm.com
T/L 262-6219
December 15, 2011

Top Gun Program Contacts:
Jan Burford - Top Gun Program Owner and Responsible Manager, Systems & Technology Group
T/L 262-6219 or 1-301-803-6219; Jan Burford/Bethesda/IBM@IBMUS or jburford@us.ibm.com
Michael Pazzaglini - Responsible Manager, Software Group
T/L 363-9997 or 1-512-286-9997; Michael Pazzaglini/Austin/IBM@IBMUS or pazzagmp@us.ibm.com
Michael L Smith – Software Group Top Gun Team Lead
T/L 273-0856 or 1-214-233-3361; Michael L Smith/Austin/IBM@IBMUS or smithlm@us.ibm.com
Sharon Henderson - Administrative Team Lead, web site & enrollment database
T/L 262-6236 or 1-301-803-6236; Sharon Henderson/Bethesda/IBM@IBMUS or smhender@us.ibm.com
Class Managers:
IBM Business Analytics and Optimization System TOP GUN
Tim Schuetz - 1-817-262-9419; Tim Schuetz/Dallas/Contr/IBM@IBMUS or tschuetz@us.ibm.com
IBM Cloud Computing TOP GUN
Don Cleveland - T/L 930-1728 or 1-877-463-3025; Don Cleveland/Cary/IBM@IBMUS or clevelan@us.ibm.com
IBM Power Systems Value TOP GUN
David Tydeman – 61-8-9261-8458 ; David Tydeman/Australia/IBM@IBMAU or dtydeman@au1.ibm.com
IBM Services TOP GUN
Nick Carroccia – 1-312-310-9766; Nicolo O Carroccia/Chicago/IBM@IBMUS or nocarroc@us.ibm.com
IBM STG Competitive TOP GUN
Frank Morassutti – T/L 316-4592 or 1-905-316-4592; Frank Morassutti/Markham/IBM@IBMCA or fmorassu@ca.ibm.com
Dave Whoolery – T/L 930-4543 or 1-610-717-4150; David Whoolery/Bethlehem/IBM@IBMUS or dwhooler@us.ibm.com
IBM System Networking TOP GUN
Joe Ebidia – T/L 318-6603 or 1-416-478-6603; Joe Ebidia/Markham/IBM@IBMCA or jebidia@ca.ibm.com
IBM System x & BladeCenter TOP GUN
Roman Kantar - 1-905-726-2807 x121; Roman Kantar/Bethesda/Contr/IBM@IBMUS or rkantar@us.ibm.com
Frank Morassutti – T/L 316-4592 or 1-905-316-4592; Frank Morassutti/Markham/IBM@IBMCA or fmorassu@ca.ibm.com
IBM System z Cost & Value TOP GUN
Joe Sitter - T/L 223-8879 or 1-919-467-3180; Joe Sitter/Cary/IBM@IBMUS or jgsitter@us.ibm.com
Dave Brown - T/L 542-4134 or 1-972-280-4134; David E Brown/Dallas/Contr/IBM@IBMUS or daveb@us.ibm.com
Peter Norris - 1-111-222-3333 x9999; Peter Norris/Bethesda/Contr/IBM@IBMUS or norrispc@us.ibm.com
IBM System Storage Foundation TOP GUN
Tom Roder – 1-609-512-1170; Thomas Roder/Bethlehem/IBM@IBMUS or troder@us.ibm.com
Oliver Stark – T/L 122-5470 or 49-6131-84-5470; Oliver Stark1/Germany/IBM@IBMDE or Oliver_Stark@de.ibm.com
IBM Collaborations Solutions TOP GUN
Darlene Shamsid-Deen – T/L 826-1405 or 1-914-766-1405; Darlene Shamsid-Deen/New York/IBM@IBMUS or darlene_shamsiddeen@us.ibm.com
Information Management TOP GUN
Gery Perez – T/L: 938-6338 or 1-720-396-6338; Darlene Gery Perez/Miami/IBM@IBMUS or perezg@us.ibm.com
Darlene Shamsid-Deen – T/L 826-1405 or 1-914-766-1405; Darlene Shamsid-Deen/New York/IBM@IBMUS or darlene_shamsiddeen@us.ibm.com
Rational TOP GUN
Deb Salerno - 1-303-910-7959; Deb Salerno/Boulder/IBM@IBMUS or dsalerno@us.ibm.com
Software and Solutions TOP GUN
Ginger Boone - T/L 262-6229 or 1-301-803-6229; Ginger Boone/Bethesda/IBM@IBMUS or booneg@us.ibm.com
John Ayo - T/L 861-8194 or 1-972-561-8194; John Ayo/Dallas/IBM@IBMUS or ayo@us.ibm.com
Cam Scott - T/L 318-5572 or 1-416-478-5572; Cameron Scott/Markham/IBM@IBMCA or camscott@ca.ibm.com
Tivoli TOP GUN
Melinda Frech – 1-512-284-1034; Melinda Frech/Austin/IBM@IBMUS or mfrech@us.ibm.com
WebSphere Competitive TOP GUN
John Ayo - T/L 861-8194 or 1-972-561-8194; John Ayo/Dallas/IBM@IBMUS or ayo@us.ibm.com
zSoftware TOP GUN
John Anderson – T/L: 599-1603 or 1-301-803-6285; John R Anderson/Bethesda/Contr/IBM@IBMUS or john.anderson@us.ibm.com
Why Top Gun at IBM? From the Student’s Perspective 2

IBM’s Top Gun Program is an intensive sales, solutions, and competitive training program
targeted at IBMers and Business Partners new to their positions or those who simply need
to “re-charge” their skills and enthusiasm for IBM and its vast portfolio of products and
solutions. Based on recent student comments and results, we have identified the top 15
reasons why sales people value this IBM resource.
1. An intensive program that as one IBM Executive explains it “puts a little tension
on the wire to ensure students are properly motivated and keep their focus.”
Taking exams
Students presenting their
win plans
Class Top Guns/Top Performers
(Top 10% of their class) Elevator role playing
Viewing their test results
Focus
“As intense as Top Gun is, I got a lot of benefit from it. Thank you very much.” - Ligia de
Gouveia, IBM Business Partner Development, August 26, 2011, Software & Solutions
Top Gun in Johannesburg, South Africa
“I’m taking home over 30 pages of detailed notes as to how to apply to my job in ACT.”
- Paul Kortenhorst, Server Sales Specialist, July 22, 2011, Power Systems Value Top
Gun in Melbourne, Australia
“I liked this class a lot! I am not experienced in the Tivoli portfolio and I ended knowing a
lot of stuff both from the lectures and my classmates. The schema of quiz everyday forced
me to study everyday so I learned.” - Jorge Munoz, Sales Specialist, August 19, 2011,
Tivoli Top Gun in Chicago, Illinois
“Class modules were challenging and made me stretch myself.” - Brandon Bowers,
Server Sales Specialist, January 28, 2011, IBM System Storage Information
Infrastructure Top Gun in Potomac, Maryland
Why Top Gun at IBM? From the Student’s Perspective 3

“Good class. Intensive but necessary.” - Cathy McGurk, Manager, February 25, 2011,
Software and Solutions in Sydney, Australia
“Excellent course, I really love it. It’s hard but all the info I got was way above what I
expected!” - Carlos Cordero, IBM Business Partner Technical Specialist Architect,
October 28, 2011, Power Systems Value Top Gun in Caracas, Venezuela
“It was both challenging and refreshing. Also, it is great to meet other people within the
organization.” - Robert Coleman, iSSR, October 7, 2011, HDVC IBM Collaboration
Solutions in Chicago, Illinois
“The quiz and tests were very helpful in motivating me to take extra time to study the
material, which ultimately helped me to learn much more, both through studying and
listening to the presenters. The presenters were all top caliber.” - Chuck Sorkin, IBM
Client Technical Manager, November 8, 2011, IBM Cloud Computing Top Gun in
Austin, Texas
2. Demonstrating commitment to IBM Business Partners
“Many thanks for your support everytime, IBM. We need more training and courses.” -
Tarek Said, IBM Business Partner Server and Storage Sales Specialist, November 17,
2011, IBM System x & BladeCenter Top Gun in Cairo, Egypt
“It was a real privilege to be part of the class and it will be of great benefit for us building
our partnership with IBM.” - Johan Ceronio, Business Partner Director, August 15, 2011,
IM Management Top Gun in Johannesburg, South Africa
“This is the best place for business partners to get skills to sell and compete with IBM in the
market.” - Giuliano Marcio Stolf, IBM Business Partner Technical Architect, August 12,
2011, IBM System Storage Information Infrastructure Top Gun in Sao Paulo, Brazil
“As a Business Partner, this training provides us with a great opportunity to meet and
collaborate with the IBM sales team. Course provided good prospective on the Tivoli
Solutioning approach.” - Mona Mathew, IBM Business Partner Services Specialist,
August 19, 2011, Tivoli Top Gun in Chicago, Illinois
“Should make this mandatory for all IBM Business Partner sales & IBM Power Sales
people.” - Channel Manager, September 2, 2011, Power Systems Value Top Gun in
Zurich, Switzerland
Why Top Gun at IBM? From the Student’s Perspective 4

“IM Top Gun really was a wonderful experience – I feel more focused, invigorated and
enthusiastic, which is great since I am reasonably new to software sales. I have
immediately begun dialog with the group executives to push for greater interaction with IBM
– the IM Top Gun has certainly opened the doors for me in that respect.” - Trevor Havenga,
IBM Business Partner IM Technical Specialist, August 15, 2011, Information
Management Top Gun in Johannesburg, South Africa
“This class has been the best ever. It has added a lot of value to me as a presales
engineer. I have gained skills that I would have never gained. Now I feel like a true family
member of IBM.” - George Kigo, IBM Business Partner Technical Specialist,
September 23, 2011, IBM System Storage Information Infrastructure Top Gun in
Nairobi, Kenya
“I will recommend to the entire Dimension Data team. The course was the best I have
been on (having done HP & Cisco training previously).” - Jason Karstens, IBM Business
Partner Sales Specialist, September 3, 2011, System x & BladeCenter in Auckland,
New Zealand
3. An investment that yields documented results
90-120 days after completing a class students are asked to provide information on what
business they have been able to close as a result of their training, as well as identify what
is in their sales pipeline.
“A global financial services customer IESSO closing was impacted by this, as it was a big
z196 deal. The bookable revenue for SWG was over 45M Euros. The customer also
bought two z196s to consolidate their environment resulting in major HW revenue. I am
currently working in Italy and we are trying to close a double digit bookable revenue deal at
a major bank. There of course are discussions around z, MLC and zLinux going on.
Therefore I use this Top Gun knowledge to help close the deal.” - Christoph Merkert,
Senior Solution Sales Professional, ELA Deal Manager, May 6, 2011 IBM System z
Cost & Value Top Gun in Herrenberg, Germany
“WebSphere Competitive Top Gun is directly responsible for the reinvigoration of our SOA
deal here in West Palm Beach against Oracle. Were this opportunity to grow to become an
enterprise deal, I submit that the profit on just this one deal would quite likely cover the cost
of this entire training (for the whole class). If we extend that one opportunity to include the
universe of hundreds of deals that will arise in 2011 and beyond for the collective pool of
sellers attending this class in 2011, I think the ROI for IBM is quite apparent.” - Luke
Langford, IBM WebSphere Software Specialist, July 19, 2010, WebSphere
Competitive Top Gun in Dallas, Texas
“Prior to Top Gun I had $0 in Power sales. Since Top Gun I’ve had A$250K of Power
Sales, and have another A$100K to A$150K in pipeline for the remainder of Q4-2011.”
- Tony Scott, IBM Business Partner Client Executive, November 17, 2011, IBM Power
Systems Value Top Gun in Melbourne, Australia
Why Top Gun at IBM? From the Student’s Perspective 5

“I attended a client meeting at 2pm on the Friday following Software and Solutions Top Gun
and immediately found myself framing the client challenges from a different perspective
(using the combined knowledge from your course). The outcome - we are now expanding
the scope of an Infosphere upgrade to cover client server and System Z TCO...” - Adam
Bateson, Business Development Manager, February 21, 2011, Software & Solutions
Top Gun in Sydney, Australia
“I am pleased to inform you that the case study (Team -3) presented to you during the Top
Gun Session in Dubai is now closed. We have received letter of intent from the customer.
The deal included 2 x V7000 and 2x FCIP Gateway at the DR for USD 100k, we were also
able to upsell Blade Servers for USD 180K. We are also working with the customer to
replace their existing EVA6100 with V7000 at the production site.” - Mathew Varghese,
Sales Manager – Travel & Transport, November 15, 2011, IBM System Storage &
Infrastructure Top Gun in Dubai, UAE
“Based on your fantastic Top Gun session I have sold USD $500K of POWER in the period
23 July 2011 to 23 October 2011 in Core accounts. These accounts had already gone
through their major purchase and I created a need for further activations through more
workloads being put on the POWER platform.” - Dean Clarke, Consulting Systems
Manager, October 31, 2011, IBM Power Systems Value Top Gun in Melbourne,
Australia
4. Instilling confidence and credibility
Many times students come into class with anxiety and resentment for often mandatory
training but they leave saying that everyone should attend this class.
“It has improved my confidence, morale, and self ego to approach a customer and to win
them to the IBM family. Thumbs up, IBM!” - IBM Business Partner Services Specialist,
August 5, 2011, System x & BladeCenter in Lagos, Nigeria
“I thought you would like to know that I am already finding value from Top Gun. It inspired
me to learn more, and since then I have reached out to a number of IBMers selling Smarter
Commerce.” - Jacqueline Brabyn, Software Sales Specialist, November 19, 2011,
Software & Solutions Top Gun in Potomac, Maryland
“I’m new to the S&D Client Rep role and this gave me a great basis. I feel so much more
confident!” - Tasha Frazier, S&D Client Rep in General Business, October 21, 2011,
IBM Services Top Gun in Palisades, New York
“Roman and the Top Gun training team provide us very good information and
empowerment to be “PROUD” to sell IBM.” - Jorge Alan Leon Vera, Services Specialist,
March 4, 2011, System x & BladeCenter in Mexico City, Mexico
“An excellent course that all SWG, HW, and Client Manager sellers should take. I learnt
something new and useful everyday.” - Ian Shaw, Software Sales Specialist, July 15,
2011, Software and Solutions Top Gun in Sunningdale, United Kingdom
Why Top Gun at IBM? From the Student’s Perspective 6

“This training has really increased my confidence speaking Cloud.” - IBM Business
Partner Technical Specialist, October 5, 2011, IBM Cloud Computing Top Gun in
Delhi, India
“There are lots of sellers who should be attending and sales managers should have to
answer why they haven’t.” - Sean Waites, Partner Business Development, August 12,
2011, Software & Solutions Top Gun in Chicago, Illinois
“I have been selling Power Systems more than 5 years as a client rep, but this is my first
time to take an overall and very detailed training about Power. Now I understand much
better, I wish I could take this course before so that I can be more confident selling Power
Systems.” - Kaori Matsuda, Growth SS, May 20, 2011, Power Systems Value Top Gun
in Tokyo, Japan
5. Many feel Top Gun is simply different and like the interaction!
“Great class, only place services is pulled together in one place meaningful. Need more of
them.” - Kathy Troidle, Client Services Exec, October 21, 2011, IBM Services Top Gun
in Palisades, New York
“Whiteboard & objection handling is quite useful for building our sales skills and team work
ability.” - Steven Wu, Technical Specialist - Storage, August 26, 2011, IBM System
Storage Inforamtion Infrastructure Top Gun in Taipei, Taiwan
“The workshops, the whiteboard, and the win plan activity teach us the best from the IBM
team.” - Ricardo Andres Rodriguez, IBM Business Partner Software Sales Specialist,
May 6, 2011, IBM Collaboration and Solutions Top Gun in Bogotá, Colombia
“The format of lecture in the a.m. and practicality in the p.m. worked well for me.” - Anna
Wells, Manager, April 8, 2011, IBM Cloud Computing Top Gun in Melbourne,
Australia
“The idea of a test / quiz group learning is excellent. Keeps the class motivated and you
learn more.” - Flavia Pareto, iSSR, July 21, 2011, WebSphere Competitive Top Gun in
Sao Paulo, Brazil
“Not knowing much about STG, I found the class to be very well run with entertaining
teaching methods. Kept our attention very easily and the mix of virtual & interactive was
perfect.” - Ryan Murphy, Software Sales Specialist New Hire, June 17, 2011, Systems
Top Gun in Potomac, Maryland
“Excellent. The whiteboard workshop was amazing!” - Juan Pablo Sabaris, IBM
Business Partner Manager, April 15, 2011, Tivoli Top Gun in Buenos Aires, Argentina
“Very practical way of education. Whiteboard is just a fantastic idea and I see it working
with my clients.” - Ravi Yadav, GTS Base Growth Seller, April 8, 2011, IBM Cloud
Computing Top Gun in Melbourne, Australia
Why Top Gun at IBM? From the Student’s Perspective 7

6. New hire retention, a must for IBM college new hires
“Being a new baby to storage environment, this session has literally given me opportunity
to get familiarized with my family, upcoming technologies, software, and the best thing was
the instructors.” - Mohammad Imran, February 18, 2011, IBM System Storage
Information Infrastructure Top Gun in Bangalore, India
“I feel this material has been and will continue to be valuable to me in my career at IBM.” -
Natalie Rogers, New Hire, November 18, 2011, Software & Solutions Top Gun in
Potomac, Maryland
“I think that Top Gun classes should be required for all the new IBMers!” - Vadim
Kalyshkin, Storage Sales Specialist, August 26, 2011, IBM System Storage
Information Infrastructure Top Gun in Moscow, Russia
“I have been with IBM for 4 weeks and feel much more prepared to represent the Tivoli
brand to my customers!” - Mike Barber, Software Sales Specialist, August 19, 2011,
Tivoli Top Gun in Chicago, Illinois
“It’s a privilege to be part of the Top Gun session. Having been in the IBM business for
about 2 months I really learned a lot (tons of info). Thanks to everyone it was really a nice
experience! Good work!” - Pam Cardenas, IBM Business Partner Manager, July 8, 2011,
System x & BladeCenter Top Gun in Singapore
“I am new in IBM (3 months) and for me this was absolutely spectacular. I understand
much more the company, their initiatives, their portfolio, strategy.” - Hernan Villegas,
Client Rep, July 29, 2011, Software and Solutions Top Gun in Bogotá, Colombia
“Having joined IBM just 3 months ago, this course has been a great help to me to come up
to speed with our Cloud strategy & offerings. This was great & enjoyed every moment.”
- Vasudev Kini, October 5, 2011, IBM Cloud Computing Top Gun in Delhi, India
“6 months in IBM. Absolutely a high value course for a service rep who sells across all
brands.” - Brendon Boscence, Services Specialist, February 25, 2011, Software and
Solutions in Sydney, Australia
7. Preparation for IBM Sales Certification exams
"I look after the GB territory in Sydney with a Storage goal of approx $4M. Goal for the first
half was achieved together with completing my Storage Sales V2 Certification post the Top
Gun class." - IBM Solution Rep, IBM System Storage Infrastructure in Australia
“Thanks again for a great class last week. I planned on staying sharp on everything we've
learned so I can be dangerous with my clients. One of the ways I could stay sharp is to
certify on Level 1 ISM Whiteboard and then move on to all the Level 2s. Well, I am now
certified!” - Dave Welch, Tivoli Solution Consultant, September 1, 2011, Tivoli Top Gun
in Chicago, Illinois
Why Top Gun at IBM? From the Student’s Perspective 8

“I meant to say a big thank you for Top Gun, as I passed my Storage Sales certification
exam last Saturday! Top Gun was the perfect forum to prepare for the exam.” – Tessa
Lwanaga, Sales Skills Enablement, September 10, 2010, IBM System Storage
Information Infrastructure Top Gun in Hursley, UK
“As the result of Top Gun Course I have passed the exam and got "IBM Certified Specialist
-System x Sales V5" on April 14, 2010” – Konstantin Karpukhin, Business Partner
Technical Seller, July 14, 2010, IBM System x & BladeCenter in Moscow, Russia
8. Networking is always key to a salesperson’s success
“The course was extremely beneficial in helping me
understand the various services, especially in my role
where I’m required to understand all of these. It was
excellent for networking or getting to meet others that I
can reach out to in the future.” - Michael Holt, PE, July
15, 2011, IBM Services Top Gun in Armonk, New
York
“It was great the mix of people from different areas (SW,
GBS, IBM Business Partner’s). This gave a very rich
knowledge exchange and added a lot of value to me.” -
Juan Martín Gibernau, Software Sales Specialist, July 29, 2011, Software and
Solutions Top Gun in Bogotá, Colombia
“It was a great experience for me, not only for the content of the class, but also had the
chance to interact with people from different countries allowing us to understand much
better the customs and the way of thinking.” - Camilo Gaitán, Server Sales Specialist,
October 7, 2011, System x & BladeCenter in Bogotá, Colombia
“Very useful class. Gives us a lot of new things as our selling tools. I met a lot of people
who can help on selling IM products.” - IBM Business Partner, June 3, 2011, Information
Management Top Gun in Bangkok, Thailand
“Being able to improve one’s skills with other
colleagues’ experiences plus the facilitators
guidance will definitely help improve sales
winnings. Keep doing it!” - Gustavo Guerrero,
Server Sales Specialist, August 12, 2011,
Power Systems Value Top Gun in Lima, Peru
“The team exercises are great. They allow
everyone to contribute ideas and listen to others’
feedback.” - Lawrence Ha, July 15, 2011,
Rational Top Gun in Bangkok, Thailand
4 Rules to Outlast the Competition
#1 – Don’t stop selling
#2 - Network, network, network
#3 - Relationships are long-term,
show the prospect you care
with regular contact
#4 - Regularly upgrade your
selling skills with a seminar,
mentor, coach, inspirational
speaker
IBM Confidential. External Distribution Not Permitted.
© 2005 IBM Corporation
Why Top Gun at IBM? From the Student’s Perspective 9
19

9. Learning from some of the best subject matter experts in the industry
“I find that by having lectures that have ‘field’ experience it makes the course far more
relevant and useful because when you ask for an explanation you get a “real” answer that
makes it useful.” - Amelia Karg, Technical Specialist, October 21, 2011, Power
Systems Value Top Gun in Johannesburg, South Africa
“Extremely informative. Great balance of general knowledge and IBM specific knowledge.
Great wealth of expert presenters.” - Ramy Alam, IBM Business Partner Regional
Business Development Director, June 9, 2011, Collaboration Solutions Top Gun in
Dubai, UAE
“Best education I’ve ever visisted. Superb teach team!” - Storage Sales Specialist,
November 10, 2011, IBM System Storage Information Infrastructure Top Gun in
Warsaw, Poland
“Delivered by true experts – it does not get much better in terms of quality.” - Keith
Costigan, Renewals, November 11, 2011, Software and Solutions Top Gun in Dublin,
Ireland
“I felt the passion of the class managers and it was contagious.” - Lynn Tan, IBM
Business Partner Client Rep, June 3, 2011, IBM Power Competitive Top Gun in
Bangkok, Thailand
“Great opportunity to meet and get instructed by veteran experts.” - Saro Minassian,
Client Rep, February 25, 2011, Software and Solutions Top Gun in Sydney, Australia
“Great training. Instructors get straight to the point.” - Hector Campos, IBM Business
Partner Technical Specialist, October 28, 2011, Power Systems Value Top Gun in
Caracas, Venezuela
10. A format to re-enforce solution selling
“As a FTSS, this class reminds me that it is important to be able to have a conversation
with a client not only on pure technology level, but to have real powerful statements on how
we can help them improve their company with our solutions.” - Lorena Jimenez, Technical
Specialist, August 12, 2011, Power Systems Value Top Gun in Lima, Peru
Why Top Gun at IBM? From the Student’s Perspective 10

“The class is very useful to a new seller- it’s more on educating selling software solutions
rather than in-depth technical education.” - Ng Shu Wun, SW Renewal, February 25,
2011, Software and Solutions Top Gun in Sydney, Australia
“I learnt a lot about the difference between selling a product and a solution. Much
emphasis was put on us to understand the customer value of which we found easier when
looking for a client.” - John Rober, Technical Specialist, September 23, 2011, IBM
System Storage Information Infrastructure Top Gun in Nairobi, Kenya
“Very impactful, insightful session to really articulate the value proposition to customer.”
- Sandeep Zadoo, June 3, 2011, Information Management Top Gun in Bangkok,
Thailand
“Great class, a lot less speeds & feeds, more discussion on business value.” - Marlene
Price, IBM Business Partner, June 10, 2011, System x & BladeCenter Top Gun in
Toronto, Canada
“It’s a wonderful class. I have got overview and our total solution Tivoli value. Learning &
practice model is useful for us.” - Renjie Xie, SSR, July 22, 2011, Tivoli Top Gun in
Beijing, China
“Top Gun gives a very good overview on Power Systems and it teaches you how to sell /
communicate with the customer.” - Klemen Dragar, Market Segment Manager – Power
System z for CEE, September 16, 2011, Power Systems Value Top Gun in Istanbul,
Turkey
“It has helped me a lot to understand mostly how to uncover and develop business needs
and gave me very interesting tools (such as the Whiteboard) to talk business value to my
customers.” - Ivan Rayo Torres Rodriguez, Software Sales Specialist, September 9,
2011, IBM Collaboration Solutions Top Gun in Mexico City, Mexico
11. A great program for technical people to understand business value and where
their area of expertise fits into the larger picture
“This Top Gun class was absolutely extraordinary experience with on of the greatest value
for time spent I have ever attended. I will recommend this class to every storage sales
person and it should be a kind of “must attend” every 1-2 years. Perfectly weighted
combination of technical essentials focused on customer value and enablement of sales.”
- CEE Sales Storage Leader, January 21, 2011, IBM System Storage Information
Infrastructure Top Gun in Mainz, Germany
“For someone who just joined the company, this course had a tremendous impact on me.
It has enabled me to see the job from a macroscopic level, enhancing my understanding of
how I fit in the business machinery.” - Gabriel Galvao, Rational Technical Specialist,
May 20, 2011, Rational Top Gun in Sao Paulo, Brazil
Why Top Gun at IBM? From the Student’s Perspective 11

“Very well structured. A mix of technical and sales. Best class I’ve ever attended.” - IBM
Business Partner Storage Sales Specialist, May 20, 2011, IBM System Storage
Information Infrastructure Top Gun in Auckland, New Zealand
“This is a great class. I’ve learned a lot about software, having to come from hardware
background.” - Hong Lin Ong, IBM Client Technical Specialist – System z, April 22,
2011, z Software Top Gun in Kuala Lumpur, Malaysia
“As somebody with a technical role and no real sales background I found the course went a
long way to understanding how to recognize and communicate the business value of IT
solutions.” - Darren Stallard, Technical Specialist, April 15, 2011, IBM System Storage
Information Infrastructure Top Gun in Dublin, Ireland
“Far exceeded my expectations. I now know just how rich IBM’s offerings are, where IBM
is going and most importantly how I can be part of that journey.” - Lee Mauger, Client
Software Architect, August 26, 2011, Software & Solutions Top Gun in Bangalore,
India
“I’ve been working with Cloud computing offerings, but this course helped me a lot to
understand and visualize the whole strategy.” - Ellen Carvalho, Lead Developer Rep,
September 1, 2011, IBM Cloud Computing Top Gun in Sao Paulo, Brazil
12. An opportunity for IBM Executives to inspire and also to solicit feedback from
the sales force concerning their struggles and challenges
Kyung Bong Lee,
IBM Korea, Global Technology
Services, ITS Executive, GTS
Robert Guidotti, Vice
President, WW Software
Sales Strategy &
Transformation
Bill Donohue, IBM Systems
&Technology Group, Sys x
Platform
Vice President, WW Sales,
System x
Francois Vazille, IBM Australia Ltd
IBM Sales & Distribution, STG Sales
Director, Stg ANZ
Jim Stallings, IBM Systems
&Technology Group, Global
Markets GM, Global Markets,
IBM Systems & Technology
Group
Anne Altman, IBM Sales &
Distribution, Executive Staff
General Manager, Global Public
Sector
Why Top Gun at IBM? From the Student’s Perspective 12
Jim Gregory, IBM Sales &
Distribution, STG Sales
VP of Sales STG, USA East
Praveen Thakur, IBM Sales &
Distribution, Software Sales
Industry Sales (Enterprise
Business), Southeast Asia,
Software Group

13. Students return time and time again for motivation, learning and re-motivation
“This is my first Top Gun. I found it very good and perfect way of teaching.” - Hermann
Gnaegi, Services Specialist, November 10, 2011, IBM System Storage Information
Infrastructure Top Gun in Warsaw, Poland
“It’s an excellent course. Hope to participate in other TOP GUNS!” - Marisa Creixell,
Client Rep, July 15, 2011, Information Management Top Gun in Mexico City, Mexico
“The class was extremely beneficial and educating. We will like to see more of Top Gun in
the future. More grace to your effort- IBM.” - Farore Kolawole, IBM Business Partner
Marketing, August 5, 2011, System x & BladeCenter Top Gun in Lagos, Nigeria
“I will ask my managers to attend the IM Top Gun (in South Africa) as it’s my territory.”
- Nathalie Assadour, iSSR, July 22, 2011, Software & Solutions Top Gun in Paris,
France
“I want to attend again in future. It’s helpful and meaningful.” - Du Lin, Server Sales
Specialist, September 9, 2011, System x & BladeCenter Top Gun in Beijing, China
“I really enjoyed this course. There should be an ‘Advanced Top Gun’ to repeat the
experience. I love it!” - Software Sales Specialist, April 8, 2011, Information
Management Top Gun in Milan, Italy
“This was a fantastic week. I hope to see you again in the next Top Gun 2012.” - Ruben
Mendia, Professional Service Consultant, October 28, 2011, Power Systems Value
Top Gun in Caracas, Venezuela
Student Name Company Country Class History
Somchart Charoensuwan IBM Indonesia Business Continuity Top Gun (2006)
IBM System Storage Portfolio Top Gun (2006)
IBM System Storage Portfolio Top Gun (2008)
IBM System Storage Foundations Top Gun (2009)
STG Sales School (2010)
IBM System Storage Information Infrastructure
Top Gun (2011)
Frederick Grufman IBM Sweden IBM Systems Top Gun (2007)
IBM System p Top Gun (2007)
Dynamic Infrastructure Systems Top Gun (2009)
IBM System z Cost & Value Top Gun (2010)
z Software Top Gun (2011)
Mathew Varghese Gulf Business
Machines
UAE Software Top Gun (2008)
WebSphere Top Gun (2008)
IBM System x & BladeCenter Top Gun (2009)
Dynamic Infrastructure Systems Top Gun (2009)
IBM Software & Solutions Top Gun (2011)
IBM System Storage Information Top Gun (2011)
Fernando Coria Avnet Mexico Tivoli Top Gun (2007)
Software Top Gun (2007)
IBM Information Infrastructure Top Gun (2008)
Information Management Top Gun (2009)
IBM Software & Solutions Top Gun (2011)
Why Top Gun at IBM? From the Student’s Perspective 13

14. Because both management and their student employees receive positive
feedback when they are identified as a top performer (TOP 10%) in their classes.
“Being selected as one of the Top Gun's is an honor that I am very proud of. Thank you as
well for everything you did to make this class one of the best I have ever attended!”
Tim Saunders, US Army – Enterprise Solution Representative, August 29, 2011,
Tivoli Top Gun in Chicago, Illinois
“We really appreciate your mail letting us know Hernan Novillo was awarded Top Gun
honors. Thanks for the opportunity to attend this course, it will be very important for
our people and of course for our customers” – Matias Novillo, IBM Business Partner
Manager-SIS SRL, September 3, 2010, IBM System Storage Information
Infrastructure in Buenos Aires, Argentina
“Thank you for this. Noel is delighted with his Top Gun, he put his heart and soul into the
week and it is fantastic see that it paid of for him. Thank you and your team again for last
week. There was a lot of exhausted, but exhilarated people here on Friday afternoon. The
feedback so far has been very positive. We will definitely plan to hold another Top Gun
next year.” - Des Duggan, Manager Education, Training and Staffing, November 14,
2011, Software & Solutions Top Gun in Dublin, Ireland
“Excellent results! Today I got the information that Top Gun recognized you for your
good performance in all categories of training conducted in Argentina a few weeks ago.
I appreciate your interest in participating and congratulate you for the commitment and
effort of wanting to learn more about the IBM brand to go out and kill the competition.” –
Jose Varela, Business Partners Organization Manager, September 10, 2010,
Power Systems Top Gun in Buenos Aires, Argentina
“Thanks, Gery. I spoke with John last week while he was at the event. It sounded like it
was a productive event for John and I am glad to hear he performed so well. He's a strong
performer.” - Sean Hogan, Vice President - Healthcare Delivery Systems, July 18, 2011,
Information Management in Mexico City, Mexico
15. Because many will say it is simply the best training they have ever experienced
in conjunction with IBM
“Top Gun is simply the best sales training. Period!” - Esteban Cordero, Technical
Specialist, April 15, 2011, IBM System Storage Information Infrastructure Top Gun in
Bogotá, Colombia
“In 21 years of IBM, this is one of the most useful and well organized I ever attended!” -
Massimo Mastrorilli, Technical Specialist, January 21, 2011, IBM System Storage
Information Infrastructure Top Gun in Mainz, Germany
“A professional and impressive course. Exceptional speakers. I believe IBM will achieve
growth targets if they continue to deliver these classes to other regions and countries.” -
Francois Jacobs, IBM Business Partner Senior Account Manager, August 26, 2011,
Software & Solutions Top Gun in Johannesburg, South Africa
Why Top Gun at IBM? From the Student’s Perspective 14

“Great organization, materials, instructors, friendly atmosphere. Couldn’t be better.”
Malgorzata Stańczyk, Server Sales Specialist, October 14, 2011, System x &
BladeCenter Top Gun in Warsaw, Poland
“It’s a great class. Wish I would have attended it earlier in my career.” – Hoang Le, IBM
Client Technical Specialist – System z, April 22, 2011, z Software Top Gun in Kuala
Lumpur, Malaysia
“Excellent tool and training to crush the competition.” - Alfonso Garza, Technical
Specialist, August 12, 2011, IBM STG Competitive Top Gun in Guadalajara, Mexico
“This was the best enablement I have gotten in my time as an IBMer. The teaming and
enthusiasm was excellent!” - Ian Douglas, Technical Specialist, May 27, 2011, IBM
Collaboration Solutions Top Gun in Bangkok, Thailand
“One of the best classroom trainings I have received both inside and outside of IBM over
the years.” – Chandrasekhar Vishnuvajhala, SSR, August 26, 2011, Software &
Solutions Top Gun in Bangalore, India
“Well worth the travel.” - Scott Stumbo, Server Sales Specialist, October 27, 2011, IBM
System z Cost & Value Top Gun in Potomac, Maryland
“Your efforts, help, and dedication to ensuring our Top Gun session in MEA was a true
success were unmatched. In addition, each of you carried such a positive attitude and vibe
that became clearly contagious to the rest of us. Even those who were skeptical about Top
Gun's effectiveness were blown away with how well you ran this classroom. I wanted to
share my personal gratification as well as positive feedback I've received from my entire
organization, bar none about you, your work here, and the program itself.” - Aboud Ghazi,
Rational Technical Leader, Rational Software MEA, October 22, 2011, IBM Rational
Top Gun in Johannesburg, South Africa
Why Top Gun at IBM? From the Student’s Perspective 15

APPENDIX
2011 Face-to-Face Top Gun Program Results (STG, SWG
& Services)
Software (45 classes),
2200, 36%
Total # Trained: 6,183
(134 classes)
Services (4 classes),
198, 3%
Storage (24 classes),
1119, 18%
Server (61 classes),
2666, 43%
Why Top Gun at IBM? From the Student’s Perspective 16

170
150
130
110
90
70
50
30
10
15000
13000
11000
9000
7000
5000
3000
1000
38 40 45
Total Number of Classes
53
68
Why Top Gun at IBM? From the Student’s Perspective 17
81
105
19
139 133
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
1546 1547
Total Number of Students
1988
2378
2966
3481
4758
6071 6193
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
56
77
9625
3716
9161
4596
37
97
9928
6183
36
134

Why Top Gun at IBM? From the Student’s Perspective 18

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Why Top Gun at IBM? From the Student’s Perspective 20

Why Top Gun at IBM? From the Student’s Perspective 21

Why Top Gun at IBM? From the Student’s Perspective 22

Why Top Gun at IBM? From the Student’s Perspective 23

Why Top Gun at IBM? From the Student’s Perspective 24

Why Top Gun at IBM? From the Student’s Perspective 25

Investment in skills is critical to IBM’s
success and there are simply no short cuts to
high-quality, face-to-face and motivational
education programs to achieve premium
sales results.
Why Top Gun at IBM? From the Student’s Perspective 26