Season 1 • 2026 6 Master Sessions • Bi-weekly 100% Free by Invitation

Business & Technical Solutions Diplomatura in Virtualization & Data Solutions

Build a high-performance consultative practice. Master regional virtualization trends, hypervisor evolution and migration strategies, data protection, the strategic vision of the Business Unit (VME), and field-tested best practices — integrating the PAVIS platform to lead executive conversations and create new opportunities with financial backing.

Validate Invitation & Apply See Program Modules
6 Bi-weekly Sessions
1h Per Session (60 min)
80% Minimum Pass Grade
100% Attendance for Diploma
Official Diplomatura Emblem

Business Consultative Practice

Distribution & Channel Ecosystem

Gartner 50%+ of companies re-evaluating hypervisors amid 2x–3x renewal cost increases
IDC 71% of IT leaders prioritize TCO optimization over traditional renewals
Forrester +31% in close rate when applying structured qualification frameworks
Hard Market Data

Business Context Backed by Public Sources

Virtualization has moved beyond a purely technical topic to become one of the highest financial and governance priorities for corporate steering committees.

Isometric Virtualization and Hybrid Cloud Infrastructure
Global Infrastructure Disruption

The Shift Toward Value-Driven Architectures

According to reports from Gartner and IDC, more than 50% of global corporations are re-evaluating their hypervisors amid compulsory licensing cost increases of up to 300%. Additionally, 71% of CIOs prioritize TCO optimization over automatic renewals, while Deloitte highlights that 68% of CFOs demand ROI justifications based on real telemetry. This diplomatura prepares the channel and distributor ecosystem to lead this pivotal moment through a high-impact consultative approach.

✓ Efficient Consolidation: Detection and reduction of infrastructure over-provisioning [IDC Server Study] ✓ Data Continuity: Demonstrated 99.9999% availability [Gartner Storage Guide] ✓ TCO Financial Backing: Projected 30%–40% reduction [IDC Infrastructure Tracker]
Gartner Research 50%+

Massive Hypervisor Re-evaluation

Gartner studies indicate that more than 50% of global enterprises are actively re-evaluating their virtualization architecture due to cost increases of 2x to 3.5x under forced licensing schemes.

[Source: Gartner Market Guide for Server Virtualization & Infrastructure Trends]
IDC Worldwide 71%

Absolute Priority on TCO Reduction

According to IDC, 7 out of 10 IT decision-makers prefer to evaluate modernization alternatives that reduce Total Cost of Ownership (TCO) and avoid hardware cost overruns rather than renew legacy contracts without scrutiny.

[Source: IDC Worldwide Enterprise Infrastructure & Datacenter Tracker]
Forrester Consulting +31%

Impact of Consultative Selling

Total Economic Impact (TEI) studies by Forrester reveal that commercial and pre-sales teams that implement consultative methodologies and qualification frameworks increase their close rate by 31% and shorten decision cycles by 24%.

[Source: Forrester Research on B2B Consultative Selling & Pipeline Velocity]
Deloitte Insights 68%

CFOs Demand ROI-Backed Business Cases

The annual CFO report by Deloitte indicates that 68% of CFOs reject technology infrastructure budgets that do not present a justified financial analysis supported by telemetry data and operational metrics.

[Source: Deloitte Global Tech Trends & CFO Executive Survey]
PwC Pulse Survey 84%

Vendor Lock-in Concern

In PwC’s technology governance survey, 84% of CIOs cite vendor lock-in and loss of budget flexibility in virtualization as a critical threat to organizational innovation.

[Source: PwC Global Digital Trust & Infrastructure Governance Pulse]
KPMG Advisory 85%

Rejection of Transactional Selling

85% of business leaders surveyed by KPMG say they no longer receive “box pushers,” but instead seek advisors capable of leading strategic conversations about resilience and data.

[Source: KPMG Enterprise Technology Transformation & Channel Advisory]
Consultive Approach & Platform

Consultive Pillars & Business Generation

How to articulate market trends, the BU’s technological vision, and the PAVIS platform diagnostics to transform conversations into high-value strategic projects.

Isometric Infographic of the Business Consultive Framework
Program Consultive Framework

From Product to Strategic Advisory

Participants learn to structure executive conversation dynamics that connect the client’s financial moment with viable infrastructure and data solutions. Leveraging business qualification criteria and the analytical power of tools like PAVIS, the channel consolidates as an indispensable strategic partner — given that 85% of buyers reject isolated product quotes (KPMG).

1
Diagnosis & Consultive Qualification

TCO financial metrics mapping and alignment with the Economic Buyer (CFO / CIO) to validate project feasibility [+31% close rate according to Forrester].

2
Migration & Data Strategies

Hypervisor evaluation, continuous data resilience, and unstructured data management with 99.9999% demonstrated availability (Gartner).

3
PAVIS Platform (Partner Virtualization & Data Sales)

GAP diagnosis by industry, 5-year TCO/ROI financial modeling, BIA simulation, and generation of executive deliverables in Word (.docx) ready for investment committees.

Executive Qualification

Value Dialogue & C-Level Alignment

Structure strategic conversations to diagnose the client’s budget and operational reality before presenting technical proposals, supported by consultive methodologies and financial return analysis:

Financial Metrics: Per-core TCO comparisons and multi-year numerical modeling for finance committees.
Economic Buyer: Engaging the CFO and Finance Director with business cases supported by real telemetry.
Gap Identification: Detection of licensing cost overruns, vendor lock-in, and legacy platform obsolescence.
Co-creation of Solutions: Collaborative construction of the modernization proposal to neutralize change aversion.
+31%

“Commercial and pre-sales teams that implement a structured consultive approach increase their close rate by more than 30% and shorten commercial decision cycles.”

— Forrester Research TEI Studies
Audience Profile & Return on Investment

Strategic Value for Participants and the Ecosystem

High-impact consultive training to evolve from transactional selling to C-Level advisory. Generates tangible benefits measured by global firms: +31% in close rate by applying structured qualification frameworks (Forrester Research), +25% in net margin per consultive project (Deloitte), and 2.4x expansion in joint pipeline manufacturer–channel (IDC Worldwide).

Commercial

Account Managers

Learn to formulate executive conversation dynamics aimed at CIOs and CFOs, overcoming the traditional cost objection through multi-year TCO comparisons. According to Deloitte, commercial teams that master consultive selling achieve 25% higher net margin per project, while Forrester certifies a 31% increase in close rate by applying structured qualification frameworks.

+25% Net Margin (Deloitte) • +31% Close (Forrester)
Alliances

Alliance Managers

Strengthen strategic alignment between channels, distributors, and the manufacturer, building joint Go-to-Market plans with measurable commitments. According to global channel studies by IDC, integrators with alliances based on consultive modernization practices multiply by 2.4x the average value of their joint pipeline compared to traditional resale schemes.

2.4x Joint Pipeline Growth (IDC)
Pre-Sales

Pre-Sales Engineers

Connect infrastructure specifications with the client’s financial profitability, mastering PAVIS telemetry and sizing phases to justify every design before investment committees. IDC Worldwide studies reveal that compute and storage over-provisioning unnecessarily increases IT spending by more than 35%, enabling the pre-sales team to formulate efficient and substantiated consolidations.

+35% Compute Efficiency (IDC Infrastructure Tracker)
Architecture

Solution & Business Architects

Design virtualization platforms and data solutions prioritizing resilience, 99.9999% availability, and independent scalability without inflating per-core licensing. Gartner infrastructure reports demonstrate that a modern data architecture reduces physical footprint by 40% and drastically lowers energy and cooling costs.

99.9999% Resilience & -40% Footprint (Gartner)
Consulting

Business Consultants

Guide clients through structured technology change processes, neutralizing inertia and migration fear through proven methodologies. KPMG Advisory reports reveal that 85% of B2B buyers reject isolated hardware quotes and demand to interact with a Trusted Advisor backed by a justified business case.

85% Trusted Advisor Demand (KPMG)
Leadership

Executives & Business Owners

Transform the integrator’s business model toward high-value-added advisory services and long-term recurring service contracts. PwC’s executive study indicates that channel companies transitioning from volume sales to consultive infrastructure services record an 18% increase in average EBITDA and reduce customer churn to less than 5%.

+18% EBITDA & <5% Churn (PwC Pulse Survey)
Curriculum • Season 1

The 6 Diplomatura Modules

6 bi-weekly 1-hour sessions led by specialists and Business Unit (BU) executives, rigorously structured to equip professionals with high-impact consultive business capabilities.

M01 Session 1 • January 14 (60 min)

Regional virtualization trends and business opportunities

Speaker: Luis Pablo Alcálá

Quantitative analysis of the Latin American market dynamics, hypervisor disruption, and the opening of new revenue streams.

Business Dynamics & Regional Context

Quantitative analysis of the disruption in the hypervisor market and licensing cost increases of 2x to 3.5x in legacy schemes. Gartner data indicates that more than 50% of companies are actively re-evaluating their architecture, opening a historic renewal window for the channel ecosystem in Latin America.

Technical Aspects with Business Relevance

Objective evaluation of the regional virtualization ecosystem without unnecessary technicalities. Alignment with 71% of IT directors (IDC) who prioritize optimizing TCO of servers and storage over automatic renewals, mitigating vendor lock-in reported by 84% of corporations (PwC).

Strategic Conversation Dynamics

Structuring financial opening questions directed at the CIO and CFO that reveal the hidden cost of technological inertia and position the channel as a consultive partner rather than a transactional seller.

Module Assessment

Brief exam at the end of the session. Minimum passing grade: 80% for accreditation credit.

M02 Session 2 • January 28 (60 min)

Market perspective, enterprise cloud & digital transformation

Speaker: Alejandro Florean (IDC)

Macro-economic data from IDC on enterprise infrastructure, hybrid cloud adoption, and investment trends across Latin America.

Market Analysis & ICT Investment

Deep dive into IDC’s Latin American enterprise market benchmarks: infrastructure spending re-allocation, 71% CIO prioritization on TCO reduction, and macro trends in modernizing legacy datacenter environments without vendor lock-in.

Hybrid Cloud & Infrastructure Modernization

Evaluating enterprise adoption patterns: multi-cloud repatriation, workload placement optimization, and why forward-looking IT architectures demand operational flexibility and predictable economics.

Executive Advisory with Industry Telemetry

How channel partners leverage third-party market intelligence from IDC to advise enterprise C-levels, validating technological roadmaps with indisputable independent data.

Module Assessment

Brief exam on enterprise market data, hybrid cloud drivers, and consultative qualification. Minimum passing grade: 80%.

M03 Session 3 • February 11 (60 min)

Channel ecosystem strategy and consumption models

Speaker: Erika Araujo

Evolving channel business models from transactional volume to high-margin recurring services and consultative ecosystem alliances.

Ecosystem Transformation & Profitability

Strategic roadmap for channel partners across Latin America and Southern Europe: transitioning from transactional hardware resale to value-added consultative services, capturing +25% net margin (Deloitte) and recurring revenue streams.

As-a-Service Enablement & Co-Selling

Aligning partner capabilities with consumption-based architectures (HPE GreenLake) and virtualization modernization. Expanding joint pipeline by 2.4x (IDC) through collaborative manufacturer-channel Go-to-Market execution.

Building Long-Term Client Trust

Orchestrating channel ecosystem partnerships to deliver end-to-end business solutions, reducing customer churn below 5% (PwC) through proactive lifecycle advisory.

Module Assessment

Brief exam on channel profitability models, ecosystem alliances, and consultative selling. Minimum passing grade: 80%.

M04 Session 4 • February 25 (60 min)

Executive business vision: Hybrid cloud, AI and regional leadership

Speaker: Alfredo Yepez

High-level strategic alignment: navigating corporate disruption, enterprise AI readiness, and establishing C-level trust across global markets.

Executive Leadership & Corporate Vision

Managing Director perspective across Latin America and Southern Europe: navigating market disruptions, regulatory governance, and aligning board-level technology investments with financial resilience and growth.

Hybrid Cloud, AI & Strategic Infrastructure

Connecting the core pillars of enterprise IT: high-density hybrid infrastructure, private cloud flexibility, and preparation for enterprise AI workloads without explosive cost structures.

C-Level Dialogue & Strategic Alignment

Mastering executive presence and trusted advisor positioning with CEOs, CFOs, and CIOs, elevating the conversation from tactical procurement to multi-year corporate strategy.

Module Assessment

Brief exam on C-level business alignment, hybrid cloud strategy, and executive vision. Minimum passing grade: 80%.

M05 Session 5 • March 11 (60 min)

Data services, mission-critical storage and virtualization architectures

Speaker: Bernardo Miretzky

Architectural convergence of data services, guaranteed 99.9999% availability, and modernized storage frameworks for virtualized workloads.

Data Services as a Strategic Value Driver

Worldwide Channel Data & Virtualization Solutions perspective: solving exponential data growth, optimizing storage lifecycle, and eliminating data silos to unlock intelligence for enterprise workloads.

Resilient Storage & Virtualization Interoperability

Designing high-performance decoupled storage environments with six-nines availability (99.9999%), anti-ransomware snapshot immutability, and seamless hypervisor-agnostic data mobility.

Consultative Sizing & TCO Optimization

Translating storage IOPS, latency, and capacity metrics into CFO-level financial benefits, eliminating infrastructure over-provisioning (35%+ according to IDC) and driving sustainable efficiency.

Module Assessment

Brief exam on data architecture, storage resilience, and virtualization sizing. Minimum passing grade: 80%.

M06 Session 6 • March 25 (60 min)

Commercial leadership, enterprise sales execution and closing strategies

Speaker: Ana Fernandez Aberturas

Enterprise sales mastery: structuring high-stake proposals in major accounts, public and private sector negotiation, and closing consultative deals.

Commercial Leadership & Major Accounts

Commercial Director perspective: orchestrating high-stakes negotiations across complex public and private sector accounts, establishing governance frameworks, and aligning technical value with fiscal budget calendars.

Consultative Sales Execution & Risk Mitigation

Overcoming procurement hurdles, security compliance requirements, and vendor displacement friction through substantiated business cases and executive deal structuring.

Winning Executive Proposals & Closing

Synthesizing telemetry, TCO models, and risk mitigation into formal executive deliverables that accelerate buying decisions and achieve decisive committee approval (+31% close rate according to Forrester).

Module Assessment & Diplomatura Close

Final integrative exam for Season 1 and Module 6 evaluation. Minimum passing grade: 80% to obtain the diploma with curricular value.

Academic Accreditation

Requirements for Diploma with Curricular Value

The program certifies mastery of real consultive competencies through two indispensable requirements:

100%

Full Attendance to All 6 Sessions

Meet 100% attendance for all 6 program sessions (1 hour every 15 days). Full attendance is an indispensable requirement for accreditation.

≥ 80%

Minimum Average on Module Exams

At the end of each session, a brief knowledge exam will be presented that all participants must pass with a minimum grade of 80%.

$0

No Cost to Participants

100% scholarshipped access for professionals selected by direct invitation or through authorized Majority Distributors.

Note on the Nature of the Program:

This diplomatura is a professional and academic development initiative for the ecosystem. There is no enrollment fee and it does not aim to commercialize specific licenses or products.

DIPLOMA WITH CURRICULAR VALUE
Certification Seal: Numquam Discere Desine

Business Consultative Practice

Virtualization, Data Solutions & Channel Enablement

Format: 6 Bi-weekly Sessions (1h)
Accreditation: 100% Attendance + ≥80% Exams
Investment: No Cost (By Invitation)
Exclusive Program for the Distribution Ecosystem
Interactive Demo

Module Exam Simulator

Experience the type of brief evaluation questions you will answer at the end of each session to validate your consultive criteria (minimum threshold: 80%).

Question 1 of 6 Module 1 • Luis Pablo Alcálá

Simulated module evaluation question...

Current Score: 0/0
Invitation Registration

Participation Validation

Participation in Season 1 is free of charge for attendees and is conducted exclusively through:

✓
Direct Invitation

Extended to selected integrator channels.

✓
Majority Distributor Invitation

Extended through the ecosystem’s authorized distributors.

⚠

Academic Commitment: Accreditation and diploma require 100% attendance to all 6 bi-weekly sessions and a passing average of 80% on brief exams.

Validation Form

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Frequently Asked Questions

Key Program Aspects

Essential information about the academic approach, methodology, and accreditation.

Is this diplomatura a product session or a commercial presentation?

No, categorically not. The diplomatura is a formative and academic program focused on developing a consultive business practice. No product catalogs are presented and no direct sales pitches are made. The content focuses on qualification and discovery methodologies, the analytical tool PAVIS (Partner Virtualization & Data Sales Tool), and understanding the market moment backed by studies from Gartner, IDC, Deloitte, and PwC.

Does the program have an enrollment fee?

No, the diplomatura is completely free (no cost) for selected participants. It is an enablement and value initiative for the channel and distributor ecosystem.

What is the format and frequency of the sessions?

The program consists of 6 sessions in total, with a frequency of 1 one-hour session every 15 days. This bi-weekly scheme allows attendees to absorb the concepts and apply them in their daily commercial activities with real clients.

What are the requirements to obtain the diploma with curricular value?

To obtain the diploma with curricular value, participants must meet 100% attendance to all 6 season sessions and achieve a module exam accreditation average of at least 80%.

How is each module evaluated?

At the end of each of the 6 sessions, a brief exam will be presented that all participants must pass with a minimum grade of 80% to certify their knowledge in that module.

Are technical configurations or low-level commands covered?

No. The central objective of the diplomatura is to develop a consultive business practice. Technologies and technical aspects are addressed solely from their business relevance (continuity, availability, optimization, and financial justification using tools like PAVIS), without low-level configurations or console commands.