Mainframe Environment Solutions                                  SR1801

The goal of this basic knowledge Level 1 course is to enable the
student and PSO Consultants to confidently identify and qualify
mainframe environment sales opportunities, counter competitive claims,
and develop a sales strategy with a cost justification that meets the
needs of that opportunity.

STUDENT PROFILE:
CSO sales representatives, sales management and PSO consultants
worldwide.

PREREQUISITES:
None

Recommended reading:
SR1803     Information Technology and the
          MIS Environment

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Identify and define IBM Mainframe environment terms.
o     Identify and qualify a prospect as a good mainframe environment
      opportunity.
o     Identify the customer benefits of HP's Mainframe environment
      solutions.
o     Identify HP and VAB solutions that offer the greatest customer
      benefits when mainframe applications are offloaded or replaced.
o     Explain HP's mainframe differentiaters and relate them to
      customer benefits.
o     Effectively address the major competitive and customer concerns
      and objections to HP's solutions.
o     Describe the components, the data collection process, and
      resources available for a mainframe environment cost
      justification.

COURSE OUTLINE:
Preface and Introduction
Unit 1:     The IBM Mainframe Environment
Unit 2:     Identifying Target Opportunities
Unit 3:     Qualifying the Customer
Unit 4:     Building HP and VAB Solutions
Unit 5:     Linking Business Needs to Benefits
Unit 6:     Introducing Change
Unit 7:     Cost Justification
Unit 8:     Putting It All Together
Appendices
Index

TESTING PROCESS:
Self-Assessment Test included in the workbook.  To access Mastery Test,
send an HPDesk message:

     To:          Fieldtest ADMIN
     Subject:     SR1801
A score of 80% or better represents satisfactory completion.

FORMAT:        Self-paced workbook and videotape

LOCATION:      Not applicable
LENGTH:        8 hours
AVAILABILITY:  9/91
LANGUAGE:      English
EQUIPMENT:     VHS videotape player and TV
CLASS SIZE:    Not applicable
ORDERING INFO: Heart I-2 order from Support Materials Organization
               (SMO/C200), Roseville, CA Part # 5960-7814 (PAL)
               Part # 5960-7801 (NTSC)
QUESTIONS:     Contact your CSO Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Bill Hume, Telnet/408 447-4983