Why Top Gun Training at IBM? (PDF 7.2

Why Top Gun Training at IBM? 

From the Student’s Perspective 

Jan Burford 

jburford@us.ibm.com 

T/L 262-6219 

December 15, 2011

Top Gun Program Contacts: 

Jan Burford - Top Gun Program Owner and Responsible Manager, Systems & Technology Group 

T/L 262-6219 or 1-301-803-6219; Jan Burford/Bethesda/IBM@IBMUS or jburford@us.ibm.com 

Michael Pazzaglini - Responsible Manager, Software Group 

T/L 363-9997 or 1-512-286-9997; Michael Pazzaglini/Austin/IBM@IBMUS or pazzagmp@us.ibm.com 

Michael L Smith – Software Group Top Gun Team Lead 

T/L 273-0856 or 1-214-233-3361; Michael L Smith/Austin/IBM@IBMUS or smithlm@us.ibm.com 

Sharon Henderson - Administrative Team Lead, web site & enrollment database 

T/L 262-6236 or 1-301-803-6236; Sharon Henderson/Bethesda/IBM@IBMUS or smhender@us.ibm.com 

Class Managers: 

IBM Business Analytics and Optimization System TOP GUN 

Tim Schuetz - 1-817-262-9419; Tim Schuetz/Dallas/Contr/IBM@IBMUS or tschuetz@us.ibm.com 

IBM Cloud Computing TOP GUN 

Don Cleveland - T/L 930-1728 or 1-877-463-3025; Don Cleveland/Cary/IBM@IBMUS or clevelan@us.ibm.com 

IBM Power Systems Value TOP GUN 

David Tydeman – 61-8-9261-8458 ; David Tydeman/Australia/IBM@IBMAU or dtydeman@au1.ibm.com 

IBM Services TOP GUN 

Nick Carroccia – 1-312-310-9766; Nicolo O Carroccia/Chicago/IBM@IBMUS or nocarroc@us.ibm.com 

IBM STG Competitive TOP GUN 

Frank Morassutti – T/L 316-4592 or 1-905-316-4592; Frank Morassutti/Markham/IBM@IBMCA or fmorassu@ca.ibm.com 

Dave Whoolery – T/L 930-4543 or 1-610-717-4150; David Whoolery/Bethlehem/IBM@IBMUS or dwhooler@us.ibm.com 

IBM System Networking TOP GUN 

Joe Ebidia – T/L 318-6603 or 1-416-478-6603; Joe Ebidia/Markham/IBM@IBMCA or jebidia@ca.ibm.com 

IBM System x & BladeCenter TOP GUN 

Roman Kantar - 1-905-726-2807 x121; Roman Kantar/Bethesda/Contr/IBM@IBMUS or rkantar@us.ibm.com 

Frank Morassutti – T/L 316-4592 or 1-905-316-4592; Frank Morassutti/Markham/IBM@IBMCA or fmorassu@ca.ibm.com 

IBM System z Cost & Value TOP GUN 

Joe Sitter - T/L 223-8879 or 1-919-467-3180; Joe Sitter/Cary/IBM@IBMUS or jgsitter@us.ibm.com 

Dave Brown - T/L 542-4134 or 1-972-280-4134; David E Brown/Dallas/Contr/IBM@IBMUS or daveb@us.ibm.com 

Peter Norris - 1-111-222-3333 x9999; Peter Norris/Bethesda/Contr/IBM@IBMUS or norrispc@us.ibm.com 

IBM System Storage Foundation TOP GUN 

Tom Roder – 1-609-512-1170; Thomas Roder/Bethlehem/IBM@IBMUS or troder@us.ibm.com 

Oliver Stark – T/L 122-5470 or 49-6131-84-5470; Oliver Stark1/Germany/IBM@IBMDE or Oliver_Stark@de.ibm.com 

IBM Collaborations Solutions TOP GUN 

Darlene Shamsid-Deen – T/L 826-1405 or 1-914-766-1405; Darlene Shamsid-Deen/New York/IBM@IBMUS or darlene_shamsiddeen@us.ibm.com 

Information Management TOP GUN 

Gery Perez – T/L: 938-6338 or 1-720-396-6338; Darlene Gery Perez/Miami/IBM@IBMUS or perezg@us.ibm.com 

Darlene Shamsid-Deen – T/L 826-1405 or 1-914-766-1405; Darlene Shamsid-Deen/New York/IBM@IBMUS or darlene_shamsiddeen@us.ibm.com 

Rational TOP GUN 

Deb Salerno - 1-303-910-7959; Deb Salerno/Boulder/IBM@IBMUS or dsalerno@us.ibm.com 

Software and Solutions TOP GUN 

Ginger Boone - T/L 262-6229 or 1-301-803-6229; Ginger Boone/Bethesda/IBM@IBMUS or booneg@us.ibm.com 

John Ayo - T/L 861-8194 or 1-972-561-8194; John Ayo/Dallas/IBM@IBMUS or ayo@us.ibm.com 

Cam Scott - T/L 318-5572 or 1-416-478-5572; Cameron Scott/Markham/IBM@IBMCA or camscott@ca.ibm.com 

Tivoli TOP GUN 

Melinda Frech – 1-512-284-1034; Melinda Frech/Austin/IBM@IBMUS or mfrech@us.ibm.com 

WebSphere Competitive TOP GUN 

John Ayo - T/L 861-8194 or 1-972-561-8194; John Ayo/Dallas/IBM@IBMUS or ayo@us.ibm.com 

zSoftware TOP GUN 

John Anderson – T/L: 599-1603 or 1-301-803-6285; John R Anderson/Bethesda/Contr/IBM@IBMUS or john.anderson@us.ibm.com 

Why Top Gun at IBM? From the Student’s Perspective 2

IBM’s Top Gun Program is an intensive sales, solutions, and competitive training program 

targeted at IBMers and Business Partners new to their positions or those who simply need 

to “re-charge” their skills and enthusiasm for IBM and its vast portfolio of products and 

solutions. Based on recent student comments and results, we have identified the top 15 

reasons why sales people value this IBM resource. 

1. An intensive program that as one IBM Executive explains it “puts a little tension 

on the wire to ensure students are properly motivated and keep their focus.” 

Taking exams 

Students presenting their 

win plans 

Class Top Guns/Top Performers 

(Top 10% of their class) Elevator role playing 

Viewing their test results 

Focus 

“As intense as Top Gun is, I got a lot of benefit from it. Thank you very much.” - Ligia de 

Gouveia, IBM Business Partner Development, August 26, 2011, Software & Solutions 

Top Gun in Johannesburg, South Africa 

“I’m taking home over 30 pages of detailed notes as to how to apply to my job in ACT.” 

- Paul Kortenhorst, Server Sales Specialist, July 22, 2011, Power Systems Value Top 

Gun in Melbourne, Australia 

“I liked this class a lot! I am not experienced in the Tivoli portfolio and I ended knowing a 

lot of stuff both from the lectures and my classmates. The schema of quiz everyday forced 

me to study everyday so I learned.” - Jorge Munoz, Sales Specialist, August 19, 2011, 

Tivoli Top Gun in Chicago, Illinois 

“Class modules were challenging and made me stretch myself.” - Brandon Bowers, 

Server Sales Specialist, January 28, 2011, IBM System Storage Information 

Infrastructure Top Gun in Potomac, Maryland 


“Good class. Intensive but necessary.” - Cathy McGurk, Manager, February 25, 2011, 

Software and Solutions in Sydney, Australia 

“Excellent course, I really love it. It’s hard but all the info I got was way above what I 

expected!” - Carlos Cordero, IBM Business Partner Technical Specialist Architect, 

October 28, 2011, Power Systems Value Top Gun in Caracas, Venezuela 

“It was both challenging and refreshing. Also, it is great to meet other people within the 

organization.” - Robert Coleman, iSSR, October 7, 2011, HDVC IBM Collaboration 

Solutions in Chicago, Illinois 

“The quiz and tests were very helpful in motivating me to take extra time to study the 

material, which ultimately helped me to learn much more, both through studying and 

listening to the presenters. The presenters were all top caliber.” - Chuck Sorkin, IBM 

Client Technical Manager, November 8, 2011, IBM Cloud Computing Top Gun in 

Austin, Texas 

2. Demonstrating commitment to IBM Business Partners 

“Many thanks for your support everytime, IBM. We need more training and courses.” - 

Tarek Said, IBM Business Partner Server and Storage Sales Specialist, November 17, 

2011, IBM System x & BladeCenter Top Gun in Cairo, Egypt 

“It was a real privilege to be part of the class and it will be of great benefit for us building 

our partnership with IBM.” - Johan Ceronio, Business Partner Director, August 15, 2011, 

IM Management Top Gun in Johannesburg, South Africa 

“This is the best place for business partners to get skills to sell and compete with IBM in the 

market.” - Giuliano Marcio Stolf, IBM Business Partner Technical Architect, August 12, 

2011, IBM System Storage Information Infrastructure Top Gun in Sao Paulo, Brazil 

“As a Business Partner, this training provides us with a great opportunity to meet and 

collaborate with the IBM sales team. Course provided good prospective on the Tivoli 

Solutioning approach.” - Mona Mathew, IBM Business Partner Services Specialist, 

August 19, 2011, Tivoli Top Gun in Chicago, Illinois 

“Should make this mandatory for all IBM Business Partner sales & IBM Power Sales 

people.” - Channel Manager, September 2, 2011, Power Systems Value Top Gun in 

Zurich, Switzerland 


“IM Top Gun really was a wonderful experience – I feel more focused, invigorated and 

enthusiastic, which is great since I am reasonably new to software sales. I have 

immediately begun dialog with the group executives to push for greater interaction with IBM 

– the IM Top Gun has certainly opened the doors for me in that respect.” - Trevor Havenga, 

IBM Business Partner IM Technical Specialist, August 15, 2011, Information 

Management Top Gun in Johannesburg, South Africa 

“This class has been the best ever. It has added a lot of value to me as a presales 

engineer. I have gained skills that I would have never gained. Now I feel like a true family 

member of IBM.” - George Kigo, IBM Business Partner Technical Specialist, 

September 23, 2011, IBM System Storage Information Infrastructure Top Gun in 

Nairobi, Kenya 

“I will recommend to the entire Dimension Data team. The course was the best I have 

been on (having done HP & Cisco training previously).” - Jason Karstens, IBM Business 

Partner Sales Specialist, September 3, 2011, System x & BladeCenter in Auckland, 

New Zealand 

3. An investment that yields documented results 

90-120 days after completing a class students are asked to provide information on what 

business they have been able to close as a result of their training, as well as identify what 

is in their sales pipeline. 

“A global financial services customer IESSO closing was impacted by this, as it was a big 

z196 deal. The bookable revenue for SWG was over 45M Euros. The customer also 

bought two z196s to consolidate their environment resulting in major HW revenue. I am 

currently working in Italy and we are trying to close a double digit bookable revenue deal at 

a major bank. There of course are discussions around z, MLC and zLinux going on. 

Therefore I use this Top Gun knowledge to help close the deal.” - Christoph Merkert, 

Senior Solution Sales Professional, ELA Deal Manager, May 6, 2011 IBM System z 

Cost & Value Top Gun in Herrenberg, Germany 

“WebSphere Competitive Top Gun is directly responsible for the reinvigoration of our SOA 

deal here in West Palm Beach against Oracle. Were this opportunity to grow to become an 

enterprise deal, I submit that the profit on just this one deal would quite likely cover the cost 

of this entire training (for the whole class). If we extend that one opportunity to include the 

universe of hundreds of deals that will arise in 2011 and beyond for the collective pool of 

sellers attending this class in 2011, I think the ROI for IBM is quite apparent.” - Luke 

Langford, IBM WebSphere Software Specialist, July 19, 2010, WebSphere 

Competitive Top Gun in Dallas, Texas 

“Prior to Top Gun I had $0 in Power sales. Since Top Gun I’ve had A$250K of Power 

Sales, and have another A$100K to A$150K in pipeline for the remainder of Q4-2011.” 

- Tony Scott, IBM Business Partner Client Executive, November 17, 2011, IBM Power 

Systems Value Top Gun in Melbourne, Australia 


“I attended a client meeting at 2pm on the Friday following Software and Solutions Top Gun 

and immediately found myself framing the client challenges from a different perspective 

(using the combined knowledge from your course). The outcome - we are now expanding 

the scope of an Infosphere upgrade to cover client server and System Z TCO...” - Adam 

Bateson, Business Development Manager, February 21, 2011, Software & Solutions 

Top Gun in Sydney, Australia 

“I am pleased to inform you that the case study (Team -3) presented to you during the Top 

Gun Session in Dubai is now closed. We have received letter of intent from the customer. 

The deal included 2 x V7000 and 2x FCIP Gateway at the DR for USD 100k, we were also 

able to upsell Blade Servers for USD 180K. We are also working with the customer to 

replace their existing EVA6100 with V7000 at the production site.” - Mathew Varghese, 

Sales Manager – Travel & Transport, November 15, 2011, IBM System Storage & 

Infrastructure Top Gun in Dubai, UAE 

“Based on your fantastic Top Gun session I have sold USD $500K of POWER in the period 

23 July 2011 to 23 October 2011 in Core accounts. These accounts had already gone 

through their major purchase and I created a need for further activations through more 

workloads being put on the POWER platform.” - Dean Clarke, Consulting Systems 

Manager, October 31, 2011, IBM Power Systems Value Top Gun in Melbourne, 

Australia 

4. Instilling confidence and credibility 

Many times students come into class with anxiety and resentment for often mandatory 

training but they leave saying that everyone should attend this class. 

“It has improved my confidence, morale, and self ego to approach a customer and to win 

them to the IBM family. Thumbs up, IBM!” - IBM Business Partner Services Specialist, 

August 5, 2011, System x & BladeCenter in Lagos, Nigeria 

“I thought you would like to know that I am already finding value from Top Gun. It inspired 

me to learn more, and since then I have reached out to a number of IBMers selling Smarter 

Commerce.” - Jacqueline Brabyn, Software Sales Specialist, November 19, 2011, 

Software & Solutions Top Gun in Potomac, Maryland 

“I’m new to the S&D Client Rep role and this gave me a great basis. I feel so much more 

confident!” - Tasha Frazier, S&D Client Rep in General Business, October 21, 2011, 

IBM Services Top Gun in Palisades, New York 

“Roman and the Top Gun training team provide us very good information and 

empowerment to be “PROUD” to sell IBM.” - Jorge Alan Leon Vera, Services Specialist, 

March 4, 2011, System x & BladeCenter in Mexico City, Mexico 

“An excellent course that all SWG, HW, and Client Manager sellers should take. I learnt 

something new and useful everyday.” - Ian Shaw, Software Sales Specialist, July 15, 

2011, Software and Solutions Top Gun in Sunningdale, United Kingdom 


“This training has really increased my confidence speaking Cloud.” - IBM Business 

Partner Technical Specialist, October 5, 2011, IBM Cloud Computing Top Gun in 

Delhi, India 

“There are lots of sellers who should be attending and sales managers should have to 

answer why they haven’t.” - Sean Waites, Partner Business Development, August 12, 

2011, Software & Solutions Top Gun in Chicago, Illinois 

“I have been selling Power Systems more than 5 years as a client rep, but this is my first 

time to take an overall and very detailed training about Power. Now I understand much 

better, I wish I could take this course before so that I can be more confident selling Power 

Systems.” - Kaori Matsuda, Growth SS, May 20, 2011, Power Systems Value Top Gun 

in Tokyo, Japan 

5. Many feel Top Gun is simply different and like the interaction! 

“Great class, only place services is pulled together in one place meaningful. Need more of 

them.” - Kathy Troidle, Client Services Exec, October 21, 2011, IBM Services Top Gun 

in Palisades, New York 

“Whiteboard & objection handling is quite useful for building our sales skills and team work 

ability.” - Steven Wu, Technical Specialist - Storage, August 26, 2011, IBM System 

Storage Inforamtion Infrastructure Top Gun in Taipei, Taiwan 

“The workshops, the whiteboard, and the win plan activity teach us the best from the IBM 

team.” - Ricardo Andres Rodriguez, IBM Business Partner Software Sales Specialist, 

May 6, 2011, IBM Collaboration and Solutions Top Gun in Bogotá, Colombia 

“The format of lecture in the a.m. and practicality in the p.m. worked well for me.” - Anna 

Wells, Manager, April 8, 2011, IBM Cloud Computing Top Gun in Melbourne, 

Australia 

“The idea of a test / quiz group learning is excellent. Keeps the class motivated and you 

learn more.” - Flavia Pareto, iSSR, July 21, 2011, WebSphere Competitive Top Gun in 

Sao Paulo, Brazil 

“Not knowing much about STG, I found the class to be very well run with entertaining 

teaching methods. Kept our attention very easily and the mix of virtual & interactive was 

perfect.” - Ryan Murphy, Software Sales Specialist New Hire, June 17, 2011, Systems 

Top Gun in Potomac, Maryland 

“Excellent. The whiteboard workshop was amazing!” - Juan Pablo Sabaris, IBM 

Business Partner Manager, April 15, 2011, Tivoli Top Gun in Buenos Aires, Argentina 

“Very practical way of education. Whiteboard is just a fantastic idea and I see it working 

with my clients.” - Ravi Yadav, GTS Base Growth Seller, April 8, 2011, IBM Cloud 

Computing Top Gun in Melbourne, Australia 


6. New hire retention, a must for IBM college new hires 

“Being a new baby to storage environment, this session has literally given me opportunity 

to get familiarized with my family, upcoming technologies, software, and the best thing was 

the instructors.” - Mohammad Imran, February 18, 2011, IBM System Storage 

Information Infrastructure Top Gun in Bangalore, India 

“I feel this material has been and will continue to be valuable to me in my career at IBM.” - 

Natalie Rogers, New Hire, November 18, 2011, Software & Solutions Top Gun in 

Potomac, Maryland 

“I think that Top Gun classes should be required for all the new IBMers!” - Vadim 

Kalyshkin, Storage Sales Specialist, August 26, 2011, IBM System Storage 

Information Infrastructure Top Gun in Moscow, Russia 

“I have been with IBM for 4 weeks and feel much more prepared to represent the Tivoli 

brand to my customers!” - Mike Barber, Software Sales Specialist, August 19, 2011, 


“It’s a privilege to be part of the Top Gun session. Having been in the IBM business for 

about 2 months I really learned a lot (tons of info). Thanks to everyone it was really a nice 

experience! Good work!” - Pam Cardenas, IBM Business Partner Manager, July 8, 2011, 

System x & BladeCenter Top Gun in Singapore 

“I am new in IBM (3 months) and for me this was absolutely spectacular. I understand 

much more the company, their initiatives, their portfolio, strategy.” - Hernan Villegas, 

Client Rep, July 29, 2011, Software and Solutions Top Gun in Bogotá, Colombia 

“Having joined IBM just 3 months ago, this course has been a great help to me to come up 

to speed with our Cloud strategy & offerings. This was great & enjoyed every moment.” 

- Vasudev Kini, October 5, 2011, IBM Cloud Computing Top Gun in Delhi, India 

“6 months in IBM. Absolutely a high value course for a service rep who sells across all 

brands.” - Brendon Boscence, Services Specialist, February 25, 2011, Software and 

Solutions in Sydney, Australia 

7. Preparation for IBM Sales Certification exams 

"I look after the GB territory in Sydney with a Storage goal of approx $4M. Goal for the first 

half was achieved together with completing my Storage Sales V2 Certification post the Top 

Gun class." - IBM Solution Rep, IBM System Storage Infrastructure in Australia 

“Thanks again for a great class last week. I planned on staying sharp on everything we've 

learned so I can be dangerous with my clients. One of the ways I could stay sharp is to 

certify on Level 1 ISM Whiteboard and then move on to all the Level 2s. Well, I am now 

certified!” - Dave Welch, Tivoli Solution Consultant, September 1, 2011, Tivoli Top Gun 

in Chicago, Illinois 


“I meant to say a big thank you for Top Gun, as I passed my Storage Sales certification 

exam last Saturday! Top Gun was the perfect forum to prepare for the exam.” – Tessa 

Lwanaga, Sales Skills Enablement, September 10, 2010, IBM System Storage 

Information Infrastructure Top Gun in Hursley, UK 

“As the result of Top Gun Course I have passed the exam and got "IBM Certified Specialist 

-System x Sales V5" on April 14, 2010” – Konstantin Karpukhin, Business Partner 

Technical Seller, July 14, 2010, IBM System x & BladeCenter in Moscow, Russia 

8. Networking is always key to a salesperson’s success 

“The course was extremely beneficial in helping me 

understand the various services, especially in my role 

where I’m required to understand all of these. It was 

excellent for networking or getting to meet others that I 

can reach out to in the future.” - Michael Holt, PE, July 

15, 2011, IBM Services Top Gun in Armonk, New 

York 

“It was great the mix of people from different areas (SW, 

GBS, IBM Business Partner’s). This gave a very rich 

knowledge exchange and added a lot of value to me.” - 

Juan Martín Gibernau, Software Sales Specialist, July 29, 2011, Software and 

Solutions Top Gun in Bogotá, Colombia 

“It was a great experience for me, not only for the content of the class, but also had the 

chance to interact with people from different countries allowing us to understand much 

better the customs and the way of thinking.” - Camilo Gaitán, Server Sales Specialist, 

October 7, 2011, System x & BladeCenter in Bogotá, Colombia 

“Very useful class. Gives us a lot of new things as our selling tools. I met a lot of people 

who can help on selling IM products.” - IBM Business Partner, June 3, 2011, Information 

Management Top Gun in Bangkok, Thailand 

“Being able to improve one’s skills with other 

colleagues’ experiences plus the facilitators 

guidance will definitely help improve sales 

winnings. Keep doing it!” - Gustavo Guerrero, 

Server Sales Specialist, August 12, 2011, 

Power Systems Value Top Gun in Lima, Peru 

“The team exercises are great. They allow 

everyone to contribute ideas and listen to others’ 

feedback.” - Lawrence Ha, July 15, 2011, 

Rational Top Gun in Bangkok, Thailand 

4 Rules to Outlast the Competition 

#1 – Don’t stop selling 

#2 - Network, network, network 

#3 - Relationships are long-term, 

show the prospect you care 

with regular contact 

#4 - Regularly upgrade your 

selling skills with a seminar, 

mentor, coach, inspirational 

speaker 

IBM Confidential. External Distribution Not Permitted. 

© 2005 IBM Corporation 

Why Top Gun at IBM? From the Student’s Perspective 9 

19

9. Learning from some of the best subject matter experts in the industry 

“I find that by having lectures that have ‘field’ experience it makes the course far more 

relevant and useful because when you ask for an explanation you get a “real” answer that 

makes it useful.” - Amelia Karg, Technical Specialist, October 21, 2011, Power 

Systems Value Top Gun in Johannesburg, South Africa 

“Extremely informative. Great balance of general knowledge and IBM specific knowledge. 

Great wealth of expert presenters.” - Ramy Alam, IBM Business Partner Regional 

Business Development Director, June 9, 2011, Collaboration Solutions Top Gun in 

Dubai, UAE 

“Best education I’ve ever visisted. Superb teach team!” - Storage Sales Specialist, 

November 10, 2011, IBM System Storage Information Infrastructure Top Gun in 

Warsaw, Poland 

“Delivered by true experts – it does not get much better in terms of quality.” - Keith 

Costigan, Renewals, November 11, 2011, Software and Solutions Top Gun in Dublin, 

Ireland 

“I felt the passion of the class managers and it was contagious.” - Lynn Tan, IBM 

Business Partner Client Rep, June 3, 2011, IBM Power Competitive Top Gun in 

Bangkok, Thailand 

“Great opportunity to meet and get instructed by veteran experts.” - Saro Minassian, 

Client Rep, February 25, 2011, Software and Solutions Top Gun in Sydney, Australia 

“Great training. Instructors get straight to the point.” - Hector Campos, IBM Business 

Partner Technical Specialist, October 28, 2011, Power Systems Value Top Gun in 

Caracas, Venezuela 

10. A format to re-enforce solution selling 

“As a FTSS, this class reminds me that it is important to be able to have a conversation 

with a client not only on pure technology level, but to have real powerful statements on how 

we can help them improve their company with our solutions.” - Lorena Jimenez, Technical 

Specialist, August 12, 2011, Power Systems Value Top Gun in Lima, Peru 


“The class is very useful to a new seller- it’s more on educating selling software solutions 

rather than in-depth technical education.” - Ng Shu Wun, SW Renewal, February 25, 

2011, Software and Solutions Top Gun in Sydney, Australia 

“I learnt a lot about the difference between selling a product and a solution. Much 

emphasis was put on us to understand the customer value of which we found easier when 

looking for a client.” - John Rober, Technical Specialist, September 23, 2011, IBM 

System Storage Information Infrastructure Top Gun in Nairobi, Kenya 

“Very impactful, insightful session to really articulate the value proposition to customer.” 

- Sandeep Zadoo, June 3, 2011, Information Management Top Gun in Bangkok, 

Thailand 

“Great class, a lot less speeds & feeds, more discussion on business value.” - Marlene 

Price, IBM Business Partner, June 10, 2011, System x & BladeCenter Top Gun in 

Toronto, Canada 

“It’s a wonderful class. I have got overview and our total solution Tivoli value. Learning & 

practice model is useful for us.” - Renjie Xie, SSR, July 22, 2011, Tivoli Top Gun in 

Beijing, China 

“Top Gun gives a very good overview on Power Systems and it teaches you how to sell / 

communicate with the customer.” - Klemen Dragar, Market Segment Manager – Power 

System z for CEE, September 16, 2011, Power Systems Value Top Gun in Istanbul, 

Turkey 

“It has helped me a lot to understand mostly how to uncover and develop business needs 

and gave me very interesting tools (such as the Whiteboard) to talk business value to my 

customers.” - Ivan Rayo Torres Rodriguez, Software Sales Specialist, September 9, 

2011, IBM Collaboration Solutions Top Gun in Mexico City, Mexico 

11. A great program for technical people to understand business value and where 

their area of expertise fits into the larger picture 

“This Top Gun class was absolutely extraordinary experience with on of the greatest value 

for time spent I have ever attended. I will recommend this class to every storage sales 

person and it should be a kind of “must attend” every 1-2 years. Perfectly weighted 

combination of technical essentials focused on customer value and enablement of sales.” 

- CEE Sales Storage Leader, January 21, 2011, IBM System Storage Information 

Infrastructure Top Gun in Mainz, Germany 

“For someone who just joined the company, this course had a tremendous impact on me. 

It has enabled me to see the job from a macroscopic level, enhancing my understanding of 

how I fit in the business machinery.” - Gabriel Galvao, Rational Technical Specialist, 

May 20, 2011, Rational Top Gun in Sao Paulo, Brazil 


“Very well structured. A mix of technical and sales. Best class I’ve ever attended.” - IBM 

Business Partner Storage Sales Specialist, May 20, 2011, IBM System Storage 

Information Infrastructure Top Gun in Auckland, New Zealand 

“This is a great class. I’ve learned a lot about software, having to come from hardware 

background.” - Hong Lin Ong, IBM Client Technical Specialist – System z, April 22, 

2011, z Software Top Gun in Kuala Lumpur, Malaysia 

“As somebody with a technical role and no real sales background I found the course went a 

long way to understanding how to recognize and communicate the business value of IT 

solutions.” - Darren Stallard, Technical Specialist, April 15, 2011, IBM System Storage 

Information Infrastructure Top Gun in Dublin, Ireland 

“Far exceeded my expectations. I now know just how rich IBM’s offerings are, where IBM 

is going and most importantly how I can be part of that journey.” - Lee Mauger, Client 

Software Architect, August 26, 2011, Software & Solutions Top Gun in Bangalore, 

India 

“I’ve been working with Cloud computing offerings, but this course helped me a lot to 

understand and visualize the whole strategy.” - Ellen Carvalho, Lead Developer Rep, 

September 1, 2011, IBM Cloud Computing Top Gun in Sao Paulo, Brazil 

12. An opportunity for IBM Executives to inspire and also to solicit feedback from 

the sales force concerning their struggles and challenges 

Kyung Bong Lee, 

IBM Korea, Global Technology 

Services, ITS Executive, GTS 

Robert Guidotti, Vice 

President, WW Software 

Sales Strategy & 

Transformation 

Bill Donohue, IBM Systems 

&Technology Group, Sys x 

Platform 

Vice President, WW Sales, 

System x 

Francois Vazille, IBM Australia Ltd 

IBM Sales & Distribution, STG Sales 

Director, Stg ANZ 

Jim Stallings, IBM Systems 

&Technology Group, Global 

Markets GM, Global Markets, 

IBM Systems & Technology 

Group 

Anne Altman, IBM Sales & 

Distribution, Executive Staff 

General Manager, Global Public 

Sector 


Jim Gregory, IBM Sales & 

Distribution, STG Sales 

VP of Sales STG, USA East 

Praveen Thakur, IBM Sales & 

Distribution, Software Sales 

Industry Sales (Enterprise 

Business), Southeast Asia, 

Software Group

13. Students return time and time again for motivation, learning and re-motivation 

“This is my first Top Gun. I found it very good and perfect way of teaching.” - Hermann 

Gnaegi, Services Specialist, November 10, 2011, IBM System Storage Information 

Infrastructure Top Gun in Warsaw, Poland 

“It’s an excellent course. Hope to participate in other TOP GUNS!” - Marisa Creixell, 

Client Rep, July 15, 2011, Information Management Top Gun in Mexico City, Mexico 

“The class was extremely beneficial and educating. We will like to see more of Top Gun in 

the future. More grace to your effort- IBM.” - Farore Kolawole, IBM Business Partner 

Marketing, August 5, 2011, System x & BladeCenter Top Gun in Lagos, Nigeria 

“I will ask my managers to attend the IM Top Gun (in South Africa) as it’s my territory.” 

- Nathalie Assadour, iSSR, July 22, 2011, Software & Solutions Top Gun in Paris, 

France 

“I want to attend again in future. It’s helpful and meaningful.” - Du Lin, Server Sales 

Specialist, September 9, 2011, System x & BladeCenter Top Gun in Beijing, China 

“I really enjoyed this course. There should be an ‘Advanced Top Gun’ to repeat the 

experience. I love it!” - Software Sales Specialist, April 8, 2011, Information 

Management Top Gun in Milan, Italy 

“This was a fantastic week. I hope to see you again in the next Top Gun 2012.” - Ruben 

Mendia, Professional Service Consultant, October 28, 2011, Power Systems Value 

Top Gun in Caracas, Venezuela 

Student Name Company Country Class History 

Somchart Charoensuwan IBM Indonesia Business Continuity Top Gun (2006) 

IBM System Storage Portfolio Top Gun (2006) 

IBM System Storage Portfolio Top Gun (2008) 

IBM System Storage Foundations Top Gun (2009) 

STG Sales School (2010) 

IBM System Storage Information Infrastructure 

Top Gun (2011) 

Frederick Grufman IBM Sweden IBM Systems Top Gun (2007) 

IBM System p Top Gun (2007) 

Dynamic Infrastructure Systems Top Gun (2009) 

IBM System z Cost & Value Top Gun (2010) 

z Software Top Gun (2011) 

Mathew Varghese Gulf Business 

Machines 

UAE Software Top Gun (2008) 

WebSphere Top Gun (2008) 

IBM System x & BladeCenter Top Gun (2009) 

Dynamic Infrastructure Systems Top Gun (2009) 

IBM Software & Solutions Top Gun (2011) 

IBM System Storage Information Top Gun (2011) 

Fernando Coria Avnet Mexico Tivoli Top Gun (2007) 

Software Top Gun (2007) 

IBM Information Infrastructure Top Gun (2008) 

Information Management Top Gun (2009) 

IBM Software & Solutions Top Gun (2011) 


14. Because both management and their student employees receive positive 

feedback when they are identified as a top performer (TOP 10%) in their classes. 

“Being selected as one of the Top Gun's is an honor that I am very proud of. Thank you as 

well for everything you did to make this class one of the best I have ever attended!” 

Tim Saunders, US Army – Enterprise Solution Representative, August 29, 2011, 


“We really appreciate your mail letting us know Hernan Novillo was awarded Top Gun 

honors. Thanks for the opportunity to attend this course, it will be very important for 

our people and of course for our customers” – Matias Novillo, IBM Business Partner 

Manager-SIS SRL, September 3, 2010, IBM System Storage Information 

Infrastructure in Buenos Aires, Argentina 

“Thank you for this. Noel is delighted with his Top Gun, he put his heart and soul into the 

week and it is fantastic see that it paid of for him. Thank you and your team again for last 

week. There was a lot of exhausted, but exhilarated people here on Friday afternoon. The 

feedback so far has been very positive. We will definitely plan to hold another Top Gun 

next year.” - Des Duggan, Manager Education, Training and Staffing, November 14, 

2011, Software & Solutions Top Gun in Dublin, Ireland 

“Excellent results! Today I got the information that Top Gun recognized you for your 

good performance in all categories of training conducted in Argentina a few weeks ago. 

I appreciate your interest in participating and congratulate you for the commitment and 

effort of wanting to learn more about the IBM brand to go out and kill the competition.” – 

Jose Varela, Business Partners Organization Manager, September 10, 2010, 

Power Systems Top Gun in Buenos Aires, Argentina 

“Thanks, Gery. I spoke with John last week while he was at the event. It sounded like it 

was a productive event for John and I am glad to hear he performed so well. He's a strong 

performer.” - Sean Hogan, Vice President - Healthcare Delivery Systems, July 18, 2011, 

Information Management in Mexico City, Mexico 

15. Because many will say it is simply the best training they have ever experienced 

in conjunction with IBM 

“Top Gun is simply the best sales training. Period!” - Esteban Cordero, Technical 

Specialist, April 15, 2011, IBM System Storage Information Infrastructure Top Gun in 

Bogotá, Colombia 

“In 21 years of IBM, this is one of the most useful and well organized I ever attended!” - 

Massimo Mastrorilli, Technical Specialist, January 21, 2011, IBM System Storage 

Information Infrastructure Top Gun in Mainz, Germany 

“A professional and impressive course. Exceptional speakers. I believe IBM will achieve 

growth targets if they continue to deliver these classes to other regions and countries.” - 

Francois Jacobs, IBM Business Partner Senior Account Manager, August 26, 2011, 

Software & Solutions Top Gun in Johannesburg, South Africa 


“Great organization, materials, instructors, friendly atmosphere. Couldn’t be better.” 

Malgorzata Stańczyk, Server Sales Specialist, October 14, 2011, System x & 

BladeCenter Top Gun in Warsaw, Poland 

“It’s a great class. Wish I would have attended it earlier in my career.” – Hoang Le, IBM 

Client Technical Specialist – System z, April 22, 2011, z Software Top Gun in Kuala 

Lumpur, Malaysia 

“Excellent tool and training to crush the competition.” - Alfonso Garza, Technical 

Specialist, August 12, 2011, IBM STG Competitive Top Gun in Guadalajara, Mexico 

“This was the best enablement I have gotten in my time as an IBMer. The teaming and 

enthusiasm was excellent!” - Ian Douglas, Technical Specialist, May 27, 2011, IBM 

Collaboration Solutions Top Gun in Bangkok, Thailand 

“One of the best classroom trainings I have received both inside and outside of IBM over 

the years.” – Chandrasekhar Vishnuvajhala, SSR, August 26, 2011, Software & 

Solutions Top Gun in Bangalore, India 

“Well worth the travel.” - Scott Stumbo, Server Sales Specialist, October 27, 2011, IBM 

System z Cost & Value Top Gun in Potomac, Maryland 

“Your efforts, help, and dedication to ensuring our Top Gun session in MEA was a true 

success were unmatched. In addition, each of you carried such a positive attitude and vibe 

that became clearly contagious to the rest of us. Even those who were skeptical about Top 

Gun's effectiveness were blown away with how well you ran this classroom. I wanted to 

share my personal gratification as well as positive feedback I've received from my entire 

organization, bar none about you, your work here, and the program itself.” - Aboud Ghazi, 

Rational Technical Leader, Rational Software MEA, October 22, 2011, IBM Rational 

Top Gun in Johannesburg, South Africa 


APPENDIX 

2011 Face-to-Face Top Gun Program Results (STG, SWG 

& Services) 

Software (45 classes), 

2200, 36% 

Total # Trained: 6,183 

(134 classes) 

Services (4 classes), 

198, 3% 

Storage (24 classes), 

1119, 18% 

Server (61 classes), 

2666, 43% 


170 

150 

130 

110 

90 

70 

50 

30 

10 

15000 

13000 

11000 

9000 

7000 

5000 

3000 

1000 

38 40 45 

Total Number of Classes 

53 

68 


81 

105 

19 

139 133 

2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 

1546 1547 

Total Number of Students 

1988 

2378 

2966 

3481 

4758 

6071 6193 

2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 

56 

77 

9625 

3716 

9161 

4596 

37 

97 

9928 

6183 

36 

134









Investment in skills is critical to IBM’s 

success and there are simply no short cuts to 

high-quality, face-to-face and motivational 

education programs to achieve premium 

sales results.

Why Top Gun Training at IBM? (PDF 7.2

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