BVA Portal & Collaboration Delivery Training Agenda

April 2122
April 2425
April 2829
May 56

Time

Bogota, Colombia
Buenos Aires, Argentina
Sao Paulo, Brasil
Rio de Janeiro, Brasil

Topics

Speaker(s)

DAY 1
8:00 8:15am
60 min

Welcome
1-Kickoff & Business Portal Marketplace Highlights

8:15 9:15am

Class objectives

Portal & Collaboration marketplace highlights

IBMs performance & growth objectives

BVA ecosystems role in driving results

Inomata/Soria

1A-BVA Method/Tools Overview

75 min

BVA method/tools overview

Sales cycle use cases

Proposing a BVA engagement

Success stories

2Client Discovery & Value Alignment

9:15 10:30 am

Why do itcant I skip it?

Discovery interview best practices

Value alignment techniques

Building the value case

10:30 10:45 am

Break

120 min

2ATeam Exercise 1: Value Discovery/Alignment

10:45 12:45 pm

Soria

Aligning the value map

Creating the value driver tree

Inomata
Soria

12:45 1:45 pm

Lunch INCLUDED

30 min

2BTeam Presentations: Discovery/Alignment

3 teams, 10mins

3Creating a Vision with DayLife Demos

Jeffery (20mins)

1:45 2:15 pm
75 min
2:15 3:30 pm

Selling with DayLife demos

Jeffery (40mins)

Scoping, scripting, writing killer DayLifes

Jeffery (15mins)

Overview, Experience Modeler v3.1

3:30 3:45pm

Break

120 min

3ALab Exercise: Creating the Day-in-the-Life value vision

3:45 5:45 pm

Hands-on overview of Experience Modeler

Customizing a Day-in-the-Life demo with client look &

feel, portlets, navigation

BVA Delivery Training Bogot

Jeffery
Osorio

DAY 2
60 min
8:00 9:00 am

120 min
9:00 11:00 am

45 min
11:00 11:45 am

4Creating an Effective Financial Case

Challenges of ROI selling

Techniques, best practices, lessons learned

IBM BVA ROI tool demo

Credible financial value presentations

4ALab Exercise: BVA ROI tool

Introduction to generic portal ROI reference model

Modifying the reference model

Creating a personalized ROI case

5Final Executive Deliverables

Sample final presentations

Delivering the final, best practices

11:45 12:45 pm

Lunch Included

12:45 1:00pm

Team Exercise 2 Setup

150 min
1:00 3:30 pm

6-Team Exercise 2: Prepare the value case for the steering

committee presentation

90 min
3:30 5:00 pm

Build out modular deliverables

Connect them into an effective value story

For confirming review with your client

7-Team Presentations: Present the value case to the steering

committee

Connect the three modular segments

Build into a simple value story

30 min
5:00 5:30pm

30 min
5:30 6:00pm

Inomata
Soria

Inomata
Soria

Inomata

All Teams

Select 4
Breakout Teams;
20mins
present/discuss
per team

Present it to your client for confirmations & next

steps

8-BVA Business Partner Program & Resources

Program goals & structure

BVA tools that BPs will use

Linkage to SVI incentives

IBM BVA resources: BVA leaders, BP-SSRs

9-BVA FAQ ValueTalk Panel

Qualification, scoping tips and techniques

BVA tool use choices

Sales cycle progression tactics

IBM / BP teaming best practices

Final executive delivery tips

BVA Delivery Training Bogot

Acrogliano
Soria

BVA team panel:

RI, MA, FM, SJ,
CO
Moderator Soria