Transitioning into a new industry can be both exciting and overwhelming. My journey into the IBM i space has been nothing short of life-changing. Coming from an energy sales background, I had little to no exposure to IBM i, but through perseverance, guidance from mentors, and the support of an amazing community, I made significant strides in my first year.
At my previous company, I was used to making phone calls from nine to five – we focused on volume and quantity over quality. My journey into the IBM i space has been completely different. In the IBM i and ERP industry, the sales process is much longer. As a result, I had to change how I approached the sales process, the goal was no longer just churning through a list of unknown names. In this new world, I needed to get to know more about the prospect and their needs before I even picked up the phone. This mind shift was a bit of a culture shock, and it definitely took me some time to adjust to the new process.
The first thing I learned is that IBM i is complicated. I’ll be honest, when I first started learning about IBM i, I was both curious and confused, but mainly confused. Unlike mainstream technology that we use every day, IBM i operates with unique tools, programming languages, and methodologies, and understanding its integrated nature was a real challenge.
On my first day was given an acronym cheat sheet with close to 175 acronyms! The sheer number was overwhelming. I still have a tough time keeping up with them when they come up in conversations.
My second week on the job was spent at one of the largest conventions for the IBM i community, COMMON POWERUp in Fort Worth, Texas. I had no clue what I was getting myself into. I was thrown into the deep end, surrounded by a deep pool of information that I hardly understood. In addition to attending sessions, it was my job to work our booth and try to connect with people who knew far more than me.
Honestly, it was very stressful and intimidating. But it was at POWERUp that I saw firsthand the passion the IBM i community had for the platform. I found I loved listening to all these different people speak so highly of the technology. I was amazed by how many IBM i influencers I met—and how friendly and down-to-earth they were. They spoke to me as if I were one of them, even if most of what they said went over my head. I knew at that moment, I wanted to be a part of this community.
Without a doubt, the biggest obstacle that I encountered, and the one that I believe stands in every new IBM i inductee’s way, is the knowledge gap of IBM i.
I remember when I first started making calls. On that first call, I was nervous, “What if someone picked up?”, "Would I know how to respond?". Once I booked my first meeting, I realized this sales process was not going to be anything like I was used to. Compared to my previous sales experience, I felt almost nonexistent. It was hard not knowing how to navigate this longer sales process. I was used to being responsible for the process from start to finish and seeing several deals close daily.
Even after a year of spending time researching and immersing myself in this environment, I know I still have so much to learn. I have made some great connections that have helped me along the way. I would like to thank the several people who have guided me in the right direction. Trevor Perry, Simon Hutchinson, Jim Buck, and Floyd Del Muro are just a few of the many who have spent time showing me the ropes.
At Briteskies, many of my coworkers have 30+ years’ experience. They have been a great resource and so supportive while I learn the ropes. We meet regularly to discuss prospects, scoping, current projects, and strategy. Throughout my training this past year, I was tasked with researching certain topics and then presenting my findings to different groups within the company.
While intimidating, it has been so helpful. I strongly suggest that if you are unfamiliar with a topic, speak about it in front of your peers. Their feedback has been instrumental not only in my learning process but also in helping me gain confidence talking about IBM i. Even if I wasn’t 100% accurate at times, my team nudged me in the right direction and offered guidance to help me correct my mistakes.
Recently, I gave an internal presentation about the components of IBM i modernization. I had to show why modernizing is important and compare the benefits of legacy tools. The research and practice that it takes to hold a successful presentation in front of industry professionals has really opened my eyes to a developer's mindset. It has truly helped me understand basic terminology. Since that presentation, I have been able to contribute more and more to everyday conversations with colleagues and prospects alike. The more time I spend practicing, the more confident I feel speaking to prospects.
Internal role-play scenarios with members of the Briteskies IBM i team have played a large part in my growth and recent success dealing with cold calls. During the mock call, different people play the role of a prospect and present a variety of scenarios. Each time running through a different level of pushback and/or topics will come up. This keeps me sharp and ready for any objections I may get during an actual call, like if a customer doesn’t have time to talk or if they are not interested. The more comfortable I am on a call, the more likely I can turn a cold call into a warm call and hopefully a customer.
Reflecting on my first year, I would offer these lessons to newcomers. Knowing these things earlier would have boosted my confidence and enthusiasm.
As I reflect on my first year, I am grateful for the opportunities and knowledge gained. The transition wasn’t always easy, but the challenges helped me grow.
For those considering IBM i, you have to be a hard worker. Learning an industry as complex and diverse as this takes a lot of time. I am a year in, and I have only scratched the surface. With the right mindset, resources, and community support, the experience is incredibly rewarding. As I learn more, it piques my interest more.
I will be attending my 2nd POWERUp conference. I am super excited to get another shot at making connections now that I finally understand what I am talking about. I met so many people last year, not to mention those whom I have connected with online. I can’t wait to meet up with them in person. A bonus is that I have been chosen as a speaker to talk about my experiences being new to the i (N2i). I love public speaking, and if someone with zero experience can come in and learn, so can others.
No Comments Yet
Let us know what you think