IBM VERDE Training
Virtual Bridges, VERDE – Practicum for IBM Business Partners
Audience: Sales Engineers and Sales Executives
Objectives: Prepare both sales engineers and sales executives for the key phases of the VDSB, powered by VERDE, sales. By the end of the practicum participants should be able to:
- Recognize desktop virtualization use cases
- Deliver an both introductory and follow-up presentations on desktop virtualization and its benefits
- Run a demo
- Define a solution architecture
- Plan and manage a proof of concept project
- Handle objections
Description: Presentations will cover the following topics:
VERDE – Technical Training
Installing VERDE
To understand and sell VERDE, partners will need to install and test it for themselves.
Audience: Partner Sales Engineer
To accomplish this step, the following will need to be completed:
- VB – Evaluation Key to be sent by Support with directions as to where to download code.
- Partner – Register and obtain username from VB website for partner/support area.
- Partner – Download and Install current VERDE installation and build Gold Image
- VB – Phone/email support up to 2 hours for installation issues.
Training Resources required
- Admin Guide
- Evaluating VERDE Guide – tbd
- Video Presentation of Preparing to install VERDE – to be finished
- Video Demo of VERDE Installation
- Video Demo of Gold Master Development
- Semi-weekly getting started with VERDE Webinar
Understanding VERDE
This step will get the partner to a journeyman’s working knowledge of VERDE and be familiar with VERDE Concepts and Components
Audience: Partner Tech Admin, Sales Engineers, Account Managers
To accomplish this step, the following will need to be completed
- Partner – Watch videos and request questions via Support to answer questions after signing NDA for materials
- VB – Phone/email support, up to 2 hours for training issues
- Both – Interactive Webinar to answer remaining questions on VERDE Overview – 1 hour
Training Resources required
- Video VERDE Product Overview Presentation
- Video VERDE Presentation Product Architecture
- Video VERDE Components Presentation, VDI, LEAF, Cloud Branch, Disconnected Use
- Video Demo of VERDE Session Settings
- PDF VERDE Product Overview Presentation with speaker notes
- PDF VERDE Components Presentation with speaker notes
Understanding VERDE – The Technical Deep Dive
In this step Partner Sales Engineers become familiar with VERDE internals and in configuring and supporting advanced VERDE capabilities like Active Directory, Performance/Scalability, Clustering, Protocols and Disconnected Use
Audience: Partner Sales Engineers
To accomplish this step, the following will need to be completed
- Partner – Watch videos; perform workshop activities from workbook and request clarification for any issues from VB Support/Training.
- VB – Phone email/support for up to 2 hours of Advanced Training issues
- Both – Interactive Webinar to answer remaining questions on VERDE Advanced Topics – 90 minutes
Training Resources Required
- Video Deep Dive Technical Presentation Overview
- Video Deep Dive Issues:
- Active Directory Issues
- Performance/Stability
- Clustering and load management
- Protocols
- Disconnected Use
- Workbook of assignments and examples of advanced Issues
Selling VERDE
The VERDE Sales Lifecycle
- How to demo the product (video)
- Planning a pilot or a Proof-of-Concept – this will include showing partner the Virtual Bridges questionnaire for engineering workshops, PoC documents, etc.
- Responding to RFIs and RFPs – share our experience, standard content, templates
Audience: Partner Sales Engineers and Sales Executives
To accomplish this step, the following will need to be completed
- Partner – Watch Video and Webinars
- All – interactive Webinar with Virtual Bridges Sales/SE team to answer questions regarding Planning a Proof of Concept
Training Resources Required
- Video demo
- Webinar – Planning a Pilot or Proof of Concept
- Webinar – Responding to RFI and RFQ
- PDF – RFQ Response Templates
VERDE vs. Competition – Technical Answers
This step compares VERDE to major competitors, at an engineering /technical level
Audience: Partner Sales Engineers and Sales Execs
To accomplish this step, the following will need to completed
- Partner – watch Video presentation and read speaker notes
- All – Interactive Webinar with Virtual Bridges Product Team to answer detailed questions – 1 hour
Training Resources Required
- Video VERDE over the major VDI Competition Presentation
- PDF VERDE over the major VDI Competition Presentation with speaker notes
How to Sell VERDE, Product, Positioning and Clear Competitive Advantages
- Sales Process
- Calculating TCO
- Making the business case for the customer
- Common obstacles/barriers and how to address them
Audience: Partner Sales Engineers and Sales Execs
To accomplish this step, the following will need to be completed:
- Partner – Watch Video
- All – Interactive Webinar on Competitive Advantages when selling VERDE – 2 hours
Training Resource Required
- Video Selling VERDE Presentation
- PDF Video Selling VERDE Presentation with speaker notes
Ongoing Partner Support
Ongoing – Enablement
Keeping partners current and strengthening the relationship between Partners and Virtual Bridges
Resources Required
- Partner Portal on Web Page with access to training materials and digital collateral
- Partner Forum on Web Page
- Monthly Partner Newsletter
- Monthly Partner Interactive Webcast
- Semi-annual Partner Summit in Austin.
- Annual Partner Summit in Asia and Europe
Certification
All modules can be done in 45 days interactively on the web or in a periodic 3 Day training course onsite, either in Austin or at a remote site.
When Partners have completed these modules they will have met the qualification as Virtual Bridges Certified Partners and will be eligible to show VERDE Certified badge on their business cards and website.
Certification must be completed within 6 months of applying to become a VERDE Partner.
In addition, participants will have the opportunity to pose their questions about their challenges to Virtual Bridges executives in a round table session. They’ll also get hands-on practice running demos.
