Enablement kick off with Segme ...<Office> 1© 2014 IBM Corporation

1Q14 IBM SWG Sales Academy – ECM and ILG Sessions

Enablement kick off with Segme ...<Office> 2© 2014 IBM Corporation

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: OrlandoWho: 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.

SWG Sales Academy Event

12

3

4

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

• Tracks aligned by segment areas, leading roles and supporting solutions

• Knowledge sharing sessions• First Line Manager coaching enablement

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

Core SWG content

Teaming to Win

Prescriptive tracks by Segment

Activated Learning

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

Enablement kick off with Segme ...<Office> 3© 2014 IBM Corporation

Agenda: Orlando | 2.5 day overview for Business Parnters

Thurs, Jan 30 Fri, Jan 31 Sat, Feb 1 Sun, Feb 2

8:00 AM

Arrivals All Day

Mini Main Tents8:00 - 9:30

(30 min break between) Bundle Breakout 58:00 – 9:30

(30 min break between)

Bundle Breakout 610:00 – 11:30

Departures

9:00 AM

10:00 AMBundle

Breakout 1 10:00 – 11:30

11:00 AM

12:00 PMLunch

Atlantic Hall and Tent11:30 – 1:30

LunchAtlantic Hall and Tent

11:30 – 1:301:00 PM

2:00 PM

Bundle Breakout 2 1:30 – 3:00

(30 min break between)

Bundle Breakout 3 3:30 – 5:00

(30 min break between)

Bundle Breakout 45:30 – 7:00

Bundle Breakout 71:30 – 3:00

(30 min break between)

Bundle Breakout 83:30 – 5:00

(30 min break between)

Bundle Breakout 95:30 – 7:00

3:00 PM

SWG Business Partner Main Tent

SessionSWAN 5-10

4:00 PM

5:00 PM

6:00 PM

Welcome ReceptionBeach and Poolside

Networking Reception Free eveningEvening