Monday, September 29, 2008

Learning - IBM System Storage: How to Compete and Win against the Competition

IBM System Storage: How to Compete and Win against the Competition (CC0809-201)

IBM System Storage

One of the biggest challenges in selling IBM System Storage solutions today is understanding how to effectively overcome aggressive competition. Our overall portfolio has never been stronger. It is truly a great time to be selling Storage, but the competition has also never been more intense. There are many new competitors that fight for every qualified opportunity, but there are also some traditional competitors we've seen in and out of our accounts for many years.

The Q42008 Storage Sales Academy (SSA) -- "How to Compete and Win Against EMC" -- will drill down and focus directly on our most intense competitor across the Storage marketplace. Attendees will receive a wealth of insights and strategies to ensure you are ready to win new deals against the competition by leveraging some of our leading-edge products and comprehensive Storage solutions. First we'll provide some current guidance around the competition's latest sales strategies, tactics, and priorities. Then we'll introduce you to XIV -- one of our most strategic additions to the portfolio in many years. We've gotten many requests for in-depth updates on selling against competition as well as how to leverage the XIV acquisition. This SSA will help to address both of those issues in detail.

We'll also look at a variety of additional elements of our portfolio, and prepare you with a better understanding of what the competition has to offer against each, as well as the key insights you need to take to your customers to more clearly differentiate the IBM value. This will include our high end disk (IBM System Storage DS8000 verses DMX), IBM Tivoli Storage software (Total Productivity Center, in particular, verses Control Center), and some comprehensive, new IBM Global Technology Services to package into your deals against competition. We also plan to look closely at how to win with the IBM Tape portfolio against the latest strategies of our tape competitors. In addition, we'll highlight IBM midrange disk solutions with both the IBM DS5000 and the IBM N Series to compete against Clariion CX4 or Celerra NS/NSX solutions.

The Q408 Storage Sales Academy (SSA) agenda will be just over 1.5 days in length and will be delivered at the following six regional locations:

October 30-31...Toronto, ONT (Half day on 31st)

The registration Web site is available now for enrollments. Click here to access.

I encourage you to invest 1.5 days right now to learn how to win against competition -- and let's enjoy the benefits of more wins and more revenue beginning here in Q4. Good luck and good selling.

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