IBM Systems & Technology Group Education & Sales Enablement © 2009 IBM Corporation Introducing…...

IBM Systems & Technology Group Education & Sales Enablement © 2009 IBM Corporation

Introducing…

Built specifically for YOU…

Our valued IBM Business Partner


“What education should I take today?”

“Where can I find it?”

“I heard about new products announcing… How can I learn about them?

“I need to be certified, where do I find the education?”

Guidance…

making it easier


Agenda

> The Value of Certification

> Successful Selling Using Systems Connect eXpert

> Systems Connect eXpert Enrollment

> Sign in and Welcome to Systems Connect eXpert

> What’s New

> Review

> Resources

Asterisks denote emphasis


Course Objectives

Upon completion of this course, you should be able to:

> Define what Certification means– in general and to the IT professional.

> Articulate several value elements associated with the attainment of professional certifications.

> Proficiently navigate the Systems Connect eXpert Program.

> Describe the key features of Systems Connect eXpert.

> Summarize the benefits of using the program.

> Be clear on where and how to get started.

> Generate more revenue and PROFIT!


Agenda

The Value of Certification




> What’s New

> Review

> Resources



Definition of Professional Certification?

Is it a……

> Test? > Validation of skills? > Contractual requirement ?

Certification: noun…. 1 : to attest authoritatively: as a : confirm b : to present in formal communication c : to attest as being true or as represented or as meeting a standard

IT Certification is viewed as recognition of technical(and sales) competence; is a mark of professionalism

Certification promotes high standards of performance

Examples of Certifications> Certified standards for professionals in medicine, education, architecture,

law, engineering, and accounting have long been established and recognized.

> IT Certifications have been around for 15+ years, beginning with Novell’s CNE program


Adherence to standards is critical . . .

Strict test development standards

Documented test development process

Education roadmaps

Third party testing vendors

> Direct feed of scores from test vendors to IBM

Consistency and security

> Certification Council

> IT Certification Security Council

Certification program success factors . . .

Building a sense of community

Building customer awareness


… because, Certification Brings Value

To Individuals ...

Portable credential - skill validation

Technical achievement

Peer recognition

Employer recognition (selection, bonuses, advancement, pay)

Industry recognition of skill set

To Employers ...

Lower personnel turnover

Increased productivity

Improved workforce management

Competitive advantage

Better hiring decisions

To Customers ...

Right person performing tasks/ job

Skill set based on validated performance objectives

Individual commitment to being skilled and current


Source: 2002 Global IT Training & Certification Study – Thomson Prometric (3/03)


34%

34%

25%

20%

25%

12%

15%

16%

14%

4%

2%

32%

30%

24%

24%

22%

18%

20%

14%

12%

3%

3%

0% 5% 10% 15% 20% 25% 30% 35% 40%

Increase Credibility

Assess Knowledge/Skills

Increase Compensation

Increase Productivity

Stay Current with New Technology

Fulfill Job Requirement

Help Find a Job

Prepare for a New Position

Switch Jobs

Other

Access Priority Support

Already Certified Candidates


Past IDC studies have identified various productivity gains demonstrated by the staff of Firms/IT-Shops who have embraced certification

Downtime cost per Server Incident0

400

800

1200

Firms that Embrace CertificationFirms that do NOT Embrace Certification

Monthly Server Downtime (avg hrs) 0

2

4

6

Firms that Embrace CertificationFirms that do NOT Embrace Certification

Avg Daily Supt CallHandled per E05

10152025

Firms that EmbraceCertification

Firms that do NOT EmbraceCertification

More calls handled

Less Downtime

Less Downtime Cost Defined by lost productivity due to inability to access server

Number of calls

Hours of Downtime

Downtime $$



[IBM Professional Certification] improves the theory background for me and enhances my skills.—Amer Al-Atrash, Large Account Manager, United Business Machines (UBM.com)

…some comments from your peers We need to stay “in the know” on products and technologies so that we can be the best we can be to our customers who insist upon excellence and quality. Certifications and the training that leads up to them are a good methodology for ensuring this. [IBM Professional Certification] is not only a requirement of being a Premier IBM Partner but it’s a necessity as IBM technologies represent best of breed.—Darren T. Waldrep, Vice President of Business Development and Manager of Strategic Alliances, Datatrend Technologies, Inc.

In addition to the program benefits that IBM certification offers, I want my clients to know that I’m qualified to recommend and design their solutions. My certification lets them know that I’ve invested the time and effort to remain at the top of my field. They know that my recommendations are based on industry-accepted methodologies. We stress the importance of certified resources with our clients.

Certifications ensure that I’m up to speed on the most recent technologies and solutions available to my clients. Sales certifications allow me to speak intelligently about the solutions while technical certifications allow me to dig deeper during the sales cycle. I’m equally adept at speaking with line of business managers, C-level executives and IT managers.

While dealing with a client regarding a Web-based solution we were discussing, someone came into the client’s office with a Lotus Notes related technical question. Without skipping a beat, I answered the question. The client was surprised I knew the answer (it was a development question) until I told him I was a Certified Lotus Professional in Development (R4 unfortunately, so there isn’t as much call for my skills these days). Having that technical certification bought me more credibility with the client.—Jeff Krueger, Client Executive, Associated Computer Systems Ltd.IBM Premier Business Partner specializing in iSeries, xSeries, and IBM software.


Certification Value Propositions ... Summary

Value to IBM Increased Sales Productivity Decreased Tech Support Increased Competitive

Engagement Improved Customer

Satisfaction Improved ROI Improve Customer Inhouse

Skills

Value to BP FirmsIncreased Sales ProductivityIncreased Market PullImproved LeadsImproved PartnerWorld StatusImproved Competitive Success

BP CompetitiveSuccess RequiresAdvanced Skill of IBM BP'sValidation of skillMarket recognition of BP skill

Certification Investment Results Value to IBM BP IndividualsValue to IBM BP FirmsValue to IBM

Market Recognition of Skill RequiresExpert levels of CertificationSkill consistency & currencyContinuous Investment

Value to IndividualsSpecial EntitlementsRecognitionRelationship with IBM

Value to CustomerValidated skillsEmployment and promotion differentiatorIndependence from total vendor relianceAssurance of successful implementationIn-house skills


Benefits Cited By Certified and Candidates

© 2003 Prometric. All rights reserved. The contents herein are the sole property of Prometric and are protected by law. Any unauthorized use or distribution is prohibited.

Benefits


Certification helps to increase productivity and reduce learning curves

certification usually is an indicator of

aptitude which directly transfers into minimal

ramp up time or quicker diagnosis and

resolution.

the business value of obtaining certification

has assisted the hardware team to

configure the correct system in the beginning

instead of fixing our mistakes later.

sales lead time is

reduced

Survey and focus group comments......

ROI


Certification Return On Investment

Business Opportunities Won with IBM certification

Telephone Survey: 410 RespondentsIBM BP / Product Resellers (n = 126) System Integrators / Technical Consultants (n = 101)Corporate Customers (n = 100) IBM Employees (n = 83)

Q: What percent of business opportunities would you say are won due to IBM certification?

The GSM Group, University of Dallas

Over half of the respondents indicated that 51-100% of their business was won as a result of IBM certifications

ROI


Agenda


Successful Selling Using Systems Connect eXpert



> What’s New

> Review

> Resources



“What education should I take today?”

“What does IBM feel I need to know to successfully sell System x and BladeCenter products?”

“And where can I find it?”

The IBM Systems Connect eXpert Program can help our IBM Business Partner answer three very simple questions…

Do you want slide titles to follow template or keep them a different

color?

Sys Connect logo was stretched too tall… looked weird. I used the picture toolbar to

reset the picture to original then downsized it a little keeping the original proportions.


1. Become an eXpert - Get certified!

>Select a System x or BladeCenter certification track…

>Complete the recommended education contained in the roadmaps…

>Get certified either online, at a System x Technical Conference or at a Prometric testing location…

Sales

• Sales

• Solution Sales

• Technical Principles

Technical

• Technical Principles

• Systems Management

• High Performance

• BladeCenter

2. Further your expertise by taking additional web lectures that are specifically selected to align with IBM’s initiatives allowing you to “go to market with IBM”.

Successful Selling of System x and BladeCenter


“and where can I find it?”


IBM Systems Connect Expert

Let the IBM Systems Connect eXpert Program guide you!

Be an expert!

Be enabled!

Be successful!

Be rewarded!

IBM System x & BladeCenter Education Enablement Program for IBM Business Partners



Gain deeper skills faster with guided roadmaps

Tracked certification paths

Education on current IBM initiatives so you can go to market with IBM

Actively maintain current skill levels

Join a community of Business Partner Experts

Priority access to select System x Sales and Technical courses/conferences (availability will vary by geography and time of year)


Agenda



Systems Connect eXpert Enrollment


> What’s New

> Review

> Resources



ibm.com/partnerworld/systemsconnectexpert

Tailored for sales and technical…

Easy to know what you have completed

Illustr. 1

Join the community of partners that are “in the know”

Illustr. 4

Stay current and leverage IBM’s marketing and demand

generation activitiesIllustr. 2

Easy online roadmaps for education to support your

certification efforts Illustr. 3

All the screen shots in the ppt have the potential to be distorted by wls.

Without a slide title in the slide title box, wls will leave it blank and then you will have to add it on the events page each time you upload a new version… better to put text in white in title box so it will show up on wls slide titles, but won’t be seen by anyone else.


For more details and to enroll go to: ibm.com / PartnerWorld / SystemsConnecteXpert

Additional Details and Enrollment


Sign in to PartnerWorld

[email protected]


5 EASY Steps to enroll in the program…

1) Verify information

provided.

2) Check the

privacy box.

3) Select desired certification path:

Sales, Technical or Undecided.

4) Provide date certification was achieved.

(If unknown or first certification is not yet achieved,

you may still continue with the enrollment process.)

5) Enroll Here!


Agenda




Sign in and Welcome to Systems Connect eXpert

> What’s New

> Review

> Resources



Here you can find…

Sales Education Pools and Certification Paths

Technical Education Poolsand Certification Paths

What’s New!

Resources

Let’s visit these pages...

Welcome!

Techline System x Repository - NEW


Collapsed view

Track your certification progress…

Each certification you achieve lights up a Skill Level Bar.


Collapsed view

Develop beyond a single certification


Sales & Technical Education Pools

We recommend you take a minimum of two web lectures each half year, but feel free to take as many as you like.

For the first two web lectures you complete, a bar will light up in the half year in which you take the web lectures.


KNOWLEDGE CHECK

> What is the purpose of Systems Connect eXpert?

Debra

1. What education should I take today and where I can find it.


Agenda





What’s New

> Review

> Resources



Let’s take a look…

What’s New!

Get the latest information on:

> New or updated Sales and Technical Web lectures

> New, revised or replaced Certification tests

> New Face-to-face courses

> Technical Conferences and Top Gun schedule

> Education discounts

> PartnerWorld offerings and much more


What’s New!


What’s New! (cont.)


Resources Page

Your source to find many of the System x and BladeCenter links you need to succeed.


Techline System x Repository -

NEW!for IBM Business Partners



Let the Systems Connect eXpert Program guide you!

IBM System x & BladeCenter Education Enablement Program for IBM Business Partners

Be an expert!

Be enabled!

Be successful!

Be rewarded!


KNOWLEDGE CHECK

> How does Systems Connect eXpert benefit you?


Thank you!

IBM Systems & Technology Group Education & Sales Enablement © 2009 IBM Corporation Introducing…...

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