BEGIN:VCALENDAR VERSION:2.0 PRODID:-//swoogo.com//NONSGML kigkonsult.se iCalcreator 2.41.90// CALSCALE:GREGORIAN UID:65383532-3536-4138-a336-653261383632 BEGIN:VEVENT UID:086e6f9f884f00ed3559c866331506ba50ed9f72@swoogo.com DTSTAMP:20260526T114602Z DESCRIPTION:RG VALUE AND MATURITY MODEL PROFICIENCY WORKSHOP \n\n \n\nTARGE T AUDIENCE \n\n * Micro Focus Inside\, Field and Channel Partner Sales\n * Partner Sales \n\nWORKSHOP DESCRIPTION\n\nThe SRG Value and Maturity Model Proficiency Training advanced workshop enables sellers to effectively dis cover\, qualify and propose Micro Focus solutions through a business value lens based on maturity models\, the latest Micro Focus sales methodology and metrics based on value briefs and the Micro Focus value analysis tool. \n\n This interactive workshop experience promotes a deep understanding of customers’ security challenges in terms of the impact on their business ( cost\, risk\, efficiency) and where they really are (as well as where they see themselves) in terms of the maturity model for each of the SRG soluti on areas. Participants engage in expert-led discussion and role plays thro ugh all offerings of the SRG portfolio based on a case study approach to p romote active learning and application of the portfolio.  Participants are challenged to meet multiple buyer and influencer roles through each stage of the sales cycle while learning in an environment of coaching and suppo rt.  This course also includes foundational selling skills to help partici pants effectively present\, ask good open-ended questions\, handle objecti ons\, and close deals. The instructors are industry experts who have exper ience across SRG and other technologies. Join us to become proficient at w orking with customers\, positioning and selling BUSINESS VALUE in the SRG space today!\n\nCOURSE HIGHLIGHTS:\n\n * Understanding the discovery proces s in terms of maturity models\n * How to understand (research) a customer and to inhabit the role of a trusted advisor\n * Understand value proposit ions and the difference between an IT value proposition and business value proposition\n * Understand the key SRG solution areas in terms of: trends \, challenges and how we solve them\, opportunities\, who to target\, why we won and why Micro Focus?\n * Understand how to formulate qualification questions that incorporate expected business benefits \n * Understand the Micro Focus S3 sales methodology by examining a SRG opportunity using the Revegy interface.\n\nTARGET OUTCOMES:\n\n * Confidence and empowerment as a Micro Focus representative in using maturity models as a discovery tool a nd as a method of mapping out a customer journey in order that customers c ontinually improve their security posture with our SRG solutions.\n * Abil ity to hold meaningful business-value focused conversations based around c ost\, efficiency and risk.\n * Understanding of value briefs\, ROI metrics and the ability to articulate value propositions at different stages of t he sales cycle and to provide a business benefits report to the customer u sing the value analysis tool.\n * Understanding the S3 sales methodology t hat underlies Micro Focus’ implementation of the Revegy tool by examining an SRG opportunity in the classroom.\n\nPRE-WORK: Attendees should have vi ewed all of the Essentials SRG solution capability (product) modules \n\n  \n\nDO NOT BOOK YOUR TRAVEL UNTIL YOU RECEIVE FINAL CONFIRMATION!\n\nCONTA CT INFORMATION\n\nFOR MICRO FOCUS EMPLOYEES: \ncontact Anita Chrobok anita .chrobok@microfocus.com  \n\nFOR MICRO FOCUS PARTNERS:\ncontact Elena de P ablo elena.de-pablo@microfocus.com DTSTART:20200218T080000Z DTEND:20200220T150000Z LAST-MODIFIED:20260526T114602Z LOCATION: SEQUENCE:0 STATUS:CONFIRMED SUMMARY:Live Event 18-20 Feb.20 INTL SRG Value and Maturity Model Proficien cy Workshop in Barcelona or Belfast TRANSP:OPAQUE X-ALT-DESC;FMTTYPE=text/html:

RG Value and Maturity Model Proficiency Workshop

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Target Audience

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Workshop Desc ription

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The SRG Value and Maturity Model Proficiency Tra ining advanced workshop enables sellers to effectively discover\, qualify and propose Mi cro Focus solutions through a business value lens based on maturity models \, the latest Micro Focus sales methodology and metrics based on value bri efs and the Micro Focus value analysis tool.

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 This interactive workshop experience promotes a deep und erstanding of customers’ security challenges in terms of the impact on the ir business (cost\, risk\, efficiency) and where they really are (as well as where they see themselves) in terms of the maturity model for each of t he SRG solution areas. < span style='color:#000000\;'>Participants engage in expert-led discussion and role plays through all offerings of the SRG portfolio based on a case study approach to promote active learning and application of the portfolio .  Participants are challenged to meet multiple buyer and influencer roles through each stage of the sales cycle while learning in an environment of coaching and support.  This course also includes foundational selli ng skills to help participants effectively present\, ask good open-ended q uestions\, handle objections\, and close deals. The instructors are industry experts who have experience across SRG and other technologies. < span style='font-family:Calibri\, sans-serif\;'>Join us to become proficient at working with customers\, positioning a nd selling business value in the SRG space today!

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Course highlights:

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Target outcomes :

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Pre-Work: Attendees should have vi ewed all of the Essentials SRG solution capability (product) modules

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DO NOT book your travel until you receive final confirmation!

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Contact In formation

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For Micro Focus Employ ees: 
contact Anita Chrobok anita.chrobok@microfocus.com  < /p>\n\n

< span style='font-size:11pt\;'>For Micro Focus Partners:
contact E lena de Pablo elena.de-pablo@microfocus.com

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