According to Kathie LeNour, Channel Marketing Manager of IBM regarding securing a Fast Start in Q2 by setting up four sales acceleration calls that are applicable to all CSSRs, ESRs, Client Executives and Tivoli portfolio and specialty sellers.
I encourage you to add these to your calendar now using either the Notes buttons or the iCal attachments. We need to drive much higher participation on these webcasts. They are a very effective way to convey compelling business value for your customers. All of our customers are interested in compliance, risk mitigation, virtualization management, server and storage cost reduction, and/or asset management.
I encourage you to attend all of these sessions to learn about the customer value, prospecting strategies, and how we will team across GTS, SWG, and STG for success. Please set these 4 one hour time slots aside and do not schedule any calls or take any meetings during these times. Then I would ask that you take the following actions:
I encourage you to add these to your calendar now using either the Notes buttons or the iCal attachments. We need to drive much higher participation on these webcasts. They are a very effective way to convey compelling business value for your customers. All of our customers are interested in compliance, risk mitigation, virtualization management, server and storage cost reduction, and/or asset management.
I encourage you to attend all of these sessions to learn about the customer value, prospecting strategies, and how we will team across GTS, SWG, and STG for success. Please set these 4 one hour time slots aside and do not schedule any calls or take any meetings during these times. Then I would ask that you take the following actions:
Before the Call:
- Visit the presentation link in the meeting notice and do a quick overview of the material to become familiar with the topic.
The Day of the Call:
- Attend the call and listen to the presentation.
- Ask any questions you may have
- Follow the call to action.
April 19th, 2010 IBM ISS and zSecure Solutions: Meeting Security and Compliance Challenges in Distributed and Mainframe Environments (NOTE: This is a two part call)
11:00-11:45 AM EST - ISS
11:45-12:30 PM EST - ZSecure
ISS Play Synopsis: Did you know that the IT Policy Compliance Group discovered 87% of firms with at least 3 disclosures of sensitive business data in the past year & Deloitte found 89% have had at least 1 disclosure of sensitive business data that required some form of public notification. It doesn’t take a lot of searching to find examples of respected businesses leaking sensitive information and with compliance-related initiatives increasing (such as preparedness to demonstrate that you know who is accessing your sensitive business data), the connection between your protection infrastructure and your compliance infrastructure must be tightly linked!
This call will introduce the new IBM Security Solutions Portfolio and then focus specifically on new solutions from ISS. It will cover specific prospecting activities which will allow you and your business partners to deliver IBM Security Solutions that will enable your customers to reduce costs while building a resilient, dynamic, secure and green IT infrastructure.
All Client Reps, ESRs, Inside Sales, Tele Sales, Channel, IT architects, and Tivoli portfolio and specialty sellers should attend this call. Your customers are looking for solutions which will allow them to lower their total IT costs for security while protecting themselves from both internal and external threats. If you're not having discussions with your customers on this topic, your competition is! Now is the opportunity to displace the competition at your accounts as no one can match the breath of integrated security solutions available from IBM!
ZSecure Play Synopsis: As customers are forced to spend more and more of their IT budget on life cycle maintenance, auditing and compliance, it can drain their resources and divert their time from security management. The result is elevated security risk. IBM zSecure solutions can help them establish and enforce security program objectives, and help them demonstrate compliance more readily and repeatedly, with reduced demand on their resources and budget. This sales prospecting call will provide you with key questions you can ask your customers to identify a need for our integrated zSecure solutions and who to engage. It will also help you learn what our competitors are saying and doing so you can respond with the strong benefits of our products.
All Client Reps, ESRs, Inside Sales, Tele Sales, Channel, IT architects, and Tivoli portfolio and specialty sellers should attend this call if they have customers with Z software or Zplatforms. Mainframe security is not only a necessity, it is an area that can drive lower total cost of ownership, simplified administration, and increased compliance. If you're not having discussions with your customer on this topic, your competition is! Don't let CA or other specialty vendors get a foothold in your account.
Launch Call Deck: Slides and call materials will be posted before the call. Replays/materials will be posted to Partnerworld
Tivoli Americas Pipeline Building Call: Security and z Security Plays - 4/19/10. Tactic Code = 609CF01R
Teleconference: Toll Free: 888-677-3037 / Toll: 1-773-756-0842 (passcode: Tivoli Pipeline)
April 26th, 2010 Driving Measurable Business Outcomes With Asset Management Solutions While Differentiating Versus HP, Oracle, And BMC
11:00-12:00 PM EST
Play Synopsis: IBM Maximo Asset Management solutions are enabling clients, across a variety of industries, to improve their business and IT operations. This call will focus on "real life" examples regarding how our client's are saving money, improving regulatory compliance, and extending useful asset life with Asset Management and Service Management solutions. Join us for this session where you will learn about key value points, business outcomes, target buyers, and stories that you can share with your clients (and prospective clients!). You will also learn how IBM Service Management technology enables Smarter Planet offerings. Further, IBM Maximo asset management solutions are a major differentiator against key competitors such as HP, BMC, and Oracle - they can help you not only win but "protect your flank" when competing for service management business.
All Client Reps, ESRs, Inside Sales, Tele Sales, Channel, IT architects, and Tivoli portfolio and specialty sellers should attend this call if they have clients with IT and Business assets that need to be tracked and monitored in real time. Asset and service management are not only IBM differentiators, they are keys to living in a Smarter, more instrumented world.
Launch Call Deck: Slides and call materials will be posted before the call. Replays/materials will be posted to Partnerworld
Tivoli Americas Pipeline Building Call: EAM Play - 4/26/10. Tactic code = 100D902R
Teleconference: Toll Free: 888-677-3037 / Toll: 1-773-756-0842 (passcode: Tivoli Pipeline)
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