Why Top Gun Training at IBM? (PDF 7.2
Why Top Gun Training at IBM? (PDF 7.2
Why Top Gun Training at IBM? (PDF 7.2
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“IM <strong>Top</strong> <strong>Gun</strong> really was a wonderful experience – I feel more focused, invigor<strong>at</strong>ed and<br />
enthusiastic, which is gre<strong>at</strong> since I am reasonably new to software sales. I have<br />
immedi<strong>at</strong>ely begun dialog with the group executives to push for gre<strong>at</strong>er interaction with <strong>IBM</strong><br />
– the IM <strong>Top</strong> <strong>Gun</strong> has certainly opened the doors for me in th<strong>at</strong> respect.” - Trevor Havenga,<br />
<strong>IBM</strong> Business Partner IM Technical Specialist, August 15, 2011, Inform<strong>at</strong>ion<br />
Management <strong>Top</strong> <strong>Gun</strong> in Johannesburg, South Africa<br />
“This class has been the best ever. It has added a lot of value to me as a presales<br />
engineer. I have gained skills th<strong>at</strong> I would have never gained. Now I feel like a true family<br />
member of <strong>IBM</strong>.” - George Kigo, <strong>IBM</strong> Business Partner Technical Specialist,<br />
September 23, 2011, <strong>IBM</strong> System Storage Inform<strong>at</strong>ion Infrastructure <strong>Top</strong> <strong>Gun</strong> in<br />
Nairobi, Kenya<br />
“I will recommend to the entire Dimension D<strong>at</strong>a team. The course was the best I have<br />
been on (having done HP & Cisco training previously).” - Jason Karstens, <strong>IBM</strong> Business<br />
Partner Sales Specialist, September 3, 2011, System x & BladeCenter in Auckland,<br />
New Zealand<br />
3. An investment th<strong>at</strong> yields documented results<br />
90-120 days after completing a class students are asked to provide inform<strong>at</strong>ion on wh<strong>at</strong><br />
business they have been able to close as a result of their training, as well as identify wh<strong>at</strong><br />
is in their sales pipeline.<br />
“A global financial services customer IESSO closing was impacted by this, as it was a big<br />
z196 deal. The bookable revenue for SWG was over 45M Euros. The customer also<br />
bought two z196s to consolid<strong>at</strong>e their environment resulting in major HW revenue. I am<br />
currently working in Italy and we are trying to close a double digit bookable revenue deal <strong>at</strong><br />
a major bank. There of course are discussions around z, MLC and zLinux going on.<br />
Therefore I use this <strong>Top</strong> <strong>Gun</strong> knowledge to help close the deal.” - Christoph Merkert,<br />
Senior Solution Sales Professional, ELA Deal Manager, May 6, 2011 <strong>IBM</strong> System z<br />
Cost & Value <strong>Top</strong> <strong>Gun</strong> in Herrenberg, Germany<br />
“WebSphere Competitive <strong>Top</strong> <strong>Gun</strong> is directly responsible for the reinvigor<strong>at</strong>ion of our SOA<br />
deal here in West Palm Beach against Oracle. Were this opportunity to grow to become an<br />
enterprise deal, I submit th<strong>at</strong> the profit on just this one deal would quite likely cover the cost<br />
of this entire training (for the whole class). If we extend th<strong>at</strong> one opportunity to include the<br />
universe of hundreds of deals th<strong>at</strong> will arise in 2011 and beyond for the collective pool of<br />
sellers <strong>at</strong>tending this class in 2011, I think the ROI for <strong>IBM</strong> is quite apparent.” - Luke<br />
Langford, <strong>IBM</strong> WebSphere Software Specialist, July 19, 2010, WebSphere<br />
Competitive <strong>Top</strong> <strong>Gun</strong> in Dallas, Texas<br />
“Prior to <strong>Top</strong> <strong>Gun</strong> I had $0 in Power sales. Since <strong>Top</strong> <strong>Gun</strong> I’ve had A$250K of Power<br />
Sales, and have another A$100K to A$150K in pipeline for the remainder of Q4-2011.”<br />
- Tony Scott, <strong>IBM</strong> Business Partner Client Executive, November 17, 2011, <strong>IBM</strong> Power<br />
Systems Value <strong>Top</strong> <strong>Gun</strong> in Melbourne, Australia<br />
<strong>Why</strong> <strong>Top</strong> <strong>Gun</strong> <strong>at</strong> <strong>IBM</strong>? From the Student’s Perspective 5
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