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| Section | Objectives |
|---|---|
| Topic 1: IBM System z Solution Portfolio | - Storage and workload integration concepts - IBM Z software ecosystem (z/OS, middleware, security) - IBM Z hardware and infrastructure components |
| Topic 2: IBM System z Sales Fundamentals | - Positioning IBM Z solutions in enterprise environments - Mainframe architecture overview (IBM Z platform) |
| Topic 3: IBM Sales Tools and Processes | - Deal registration and solution assurance basics - IBM PartnerWorld resources and tools |
| Topic 4: Sales Strategy and Customer Engagement | - Customer requirement analysis - TCO / ROI justification and value selling - Competitive positioning of IBM Z solutions |
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