MASTERING THE MAINFRAME ALTERNATIVE OPPORTUNITY SR2811 _______________________________________________________________________ COURSE GOAL/ OBJECTIVE: This 4 1/2 hour teleclass is designed to enable HP SRs, TCs, and Sales Managers to be proactive at recommending alternative information architectures to business executives in mainframe accounts that help them achieve their business goals. This training focuses, via a case study methodology, on establishing the added value an HP SR can bring to a business executive through articulating four necessary links. Participants include both industry consultants and HP experts. STUDENT PROFILE: HP SRs, TCs, and Sales Managers who currently have mainframe downsizing sales opportunities. PREREQUISITIES: The following course is required viewing: o SR289: Winning in the Mainframe World The following courses are recommended reading: o SR1801: Mainframe Environment Solutions o SR1803: IT and the MIS Environment o SR2909: Finance Basics for Selling Mastery Tests are available for each of these courses. COURSE OUTLINE: Part 1: Opening Part 2: Case Study #1 Q & A Part 3: Case Study #2 Q & A Part 4: Closing STUDENT PERFORMANCE OBJECTIVES: Upon completion of this course, students will be able to: o Articulate the link between a company's business goals and their obstacles to achieving those goals, o Articulate the link between the business issues facing a company and their current mainframe solution, o Articulate the link between the business issues facing a company and how an alternative solution could eliminate those obstacles, o Articulate the link between an alternative solution and the benefits to the business as they relate back to their business goals. TESTING PROCESS: The Final Exercise will include an Opportunity Profile for SRs to complete with their District Sales Manager to qualify their MFA prospects. _______________________________________________________________________ FORMAT: Interactive Teleclass LOCATION: HP Sales Offices LENGTH: 4 1/2 hours AVAILABILITY: 3/26/93 LANGUAGE: English EQUIPMENT: Teleclass Room CLASS SIZE: 1 student per VRU ORDERING INFO: Register with your TPI. Video tapes of the broadcast will be available via a HEART I2 from SMO. QUESTIONS: Contact your Sales Force Program Manger PROJECT MGR: Bill Hume Telnet/408 447-4983 _______________________________________________________________________