Who should attend
Key Account Manager, Account Manager, Sales Team Leader, Business Development Manager
This course is part of our Business & IT Convergence series so it is recommended that you have attended or will attend one or more of our sales skills (sales process) related courses or have comparable skills / knowledge.
- Understand critical success factors for modern data centers
- Identify and understand key decision makers inside and outside of IT
- Explain the challenges and needs of todays applications
- Validate the business benefits of integrated, tested and documented vendor-stacks
- Identify and capture potential data center opportunities
Understanding the data center is crucial to identify today’s IT opportunities. The data center is the place where business relevant applications are managed and is one of the areas which are experiencing dramatic change. New technologies like Cisco ACI/SDN, virtualization, in memory data base, Big Data applications, business analytic software as well as changes to governance and delivery models offer many sales opportunities. A solid understanding of the driving forces that demand change as well as the stakeholders inside and outside of the DC department is the key to success. This course enables participants to use consultative techniques to identify opportunities and to sell successfully with confidence and knowledge into the data center.
This course is one of the Understand & Believe modules of our Business & IT Convergence salesforce transformation program that consists of a number of sales skills (sales process) related courses as well as various solution (technology related courses).
Sales skills (sales process) related courses
- Business & IT Convergence - Discover the Customer (BIC-DTC) – Discover & Qualify
- Business & IT Convergence - Engaging the Stakeholder (BIC-ESH) – Tell, Show & Resonate
- Business & IT Convergence - Creating a Business Case (BIC-CBC) – Convince & Close
- Business & IT Convergence - Bring Technology to Life (BIC-BTL) – Enable & Adopt
Solution (technology) related courses – Understand & Believe
- Business & IT Convergence - Understand & Believe Opportunities in Enterprise Mobility (BIC-UB-OEM)
- Business & IT Convergence - Understand & Believe Internet of Things (BIC-UB-IOT)
- Business & IT Convergence - Understand & Believe Seamless Collaboration (BIC-UB-SLC)
- Business & IT Convergence - Understand & Believe SDN and Beyond (BIC-UB-SAB)