Selling Solutions with the IBM DataFirst Method - Atlanta

In this increasingly complex world of analytics tools and technologies many customers are overwhelmed by the challenges facing them in choosing the right solution to move their initiatives forward. Your team needs to be able to have the conversation and guide your customers through the process of

developing and delivering complex analytics solutions.

In this session, we will introduce you to The IBM DataFirst Method (DFM) and teach you how to position an outcome-driven approach to selling a complete solution. It will cover the tools and techniques available in the IBM Data First Method, and how to leverage them to discover, design and progress sales opportunities. In addition, we will introduce new IBM developments in use-case driven patterns to help you confidently position the

right architecture in your clients' during the sales cycle, and grow your analytics practice.

• How to identify a potential customer
• How to engage and develop a champion in your customer
• Discovering and validating outcomes and use-cases
• Developing solutions with use-case patterns
• Delivering POV/POT show-back solutions for use cases
• Engaging your IBM Channel team