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1Q14 IBM SWG Sales Academy – ECM and ILG Sessions. SWG Sales Academy Event . Objective: Deliver best in class SWG WW enablement to ensure our sales force is confident in positioning and selling key technology decision makers When: January 30 – February 1 (February 2 for IBM)

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SWG Sales Academy Event

  • Objective:
    • Deliver best in class SWG WW enablement to ensure our sales force is confident in positioning and selling key technology decision makers
  • When: January 30 – February 1 (February 2 for IBM)
  • Where: Orlando
  • Who: SWG Division / Technical Sellers / Selected other Sellers and Business Partners (by invitation)
  • 2.5 days enablement delivered through “Knowledge Sharing” and “Activated Learning”
  • Consistent assets across all segment tracks / sessions (client presentations, conversation guides / narratives, etc …) and make available via PartnerWorld.

1

Core SWG content

  • SWG main tent: strategy and positioning
  • Positions IBM growth initiatives
  • Aligns to new LOB buyers

2

Prescriptive tracks by Segment

  • Tracks aligned by segment areas, leading roles and supporting solutions
  • Knowledge sharing sessions
  • First Line Manager coaching enablement

3

Activated Learning

  • Stand and deliver role play use cases
  • Applied exercises using live accounts
  • Reinforcement of best practice selling tools
  • Value focused demo delivery enablement

4

Teaming to Win

  • All SWG brands and roles together
  • Partner inclusive
  • Category level messages to enhance vision