WINNING IN THE MAINFRAME WORLD                                    SR289

The goal of this course is to enable the student to gain the knowledge
and skills necessary to create  a preference an HP/Channel Partner mid-
range computer solution that solves the business needs of IT executives
currently being addressed by mainframe computer solutions.

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

PREREQUISITES:
SR1801     Mainframe Environment Solutions
          (SMO Part # 5960-7801)
A score of 80% or better on the above Mastery Test is required to
complete this training.

RECOMMENDED READING:
SR1803     IT and the MIS Environment
           (SMO Part #5960-1622)
SR1909     Finance Basics for Selling
           (SMO Part ##5960-7824)

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Identify the issues driving IT executives to consider mainframe
      alternatives and the reasons behind their mainframe bias.
o     Identify the most common technical objections to mid-range
      solutions as a viable alternative to installed mainframe
      solutions.
o     Recognize the resistance to change of IT executives when faced
      with solutions that threaten their current methods of operation.
o     Differentiate the added value an HP SR and 3rd party partners
      bring to an IT executive.
o     Use HP's available financing options to gain a competitive
      advantage.
o     Anticipate the tactics an installed mainframe vendor might employ
      when faced with a mainframe alternative threat.

COURSE OUTLINE:
Unit 1:     The Market Opportunity
Unit 2:     Introduction
Unit 3:     The Business Issues
Unit 4:     The Technical Issues
Unit 5:     The Change Issues
Unit 6:     The Fear, Uncertainly, & Doubt Issues
Unit 7:     Training Quiz and Evaluation
Unit 8:     Closing Statements

TESTING PROCESS:
Pre- and Post-Confidence tests and a training quiz.

FORMAT:        Self-paced workbook and videotape
LOCATION:      Not applicable
LENGTH:        4 Hours
AVAILABILITY:  4/92
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 # 5960-7842
QUESTIONS:     Contact your CSO Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Bill Hume, Telnet/408 447-4983