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Preparar o Parceiro de Negócio para as certificações de System Storage
– IBM Certified Specialist - Midrange Storage Sales V1 Prometric: teste número 450– IBM Midrange Storage Technical Support V3 Prometric: teste número 451
Preparar o Parceiro de Negócio para as tarefas de pre-venda técnica– Produtos– Soluções– Ferramentas de pre-venda
Apresentar o portfolio dos produtos e soluções de storage da IBM
Entender a estratégia e valores das soluções de storage da IBM
Posicionar os produtos e soluções IBM e os da concorrência
Entender a estratégia de Vendas e da Brand IBM System Storage
O que não é objetivo ? - preparar o BP para pós-venda
Test 000-450: Midrange Storage Sales V1 - Objetivos
Gather Customer Requirements (32%)
Qualify the customer by confirming their expectations, identifying their decision making process, and determining their compelling reasons to act
Determine financial justification for system acquisition (e.g., total cost of acquisition (TCA), TCO, ROI, customer budget, business goals, timeframe for purchase)
Demonstrate a conceptual level understanding of existing systems environmentIdentify and describe the business requirements, and gather the basic information needed by the solution
architect to design a solutionDetermine customer's growth requirements, upgrade path, and useful product life (e.g., current and future
performance and capacity)
Value Proposition (38%)
Quantify the business value of IBM storage products' features and functions for a new or existing customer
Compare IBM storage products with existing and competitive offerings, and relate architectural advantages
Describe how IBM storage products help clients solve data management issues through Storage Efficiency and Data Protection
Describe the business value of management tools and resources such as Tivoli Storage Productivity Center (TPC), IBM Systems Director, Tivoli Storage Manager (TSM), FlashCopy Manager, and relate to the customer environment
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System Storage DS3500, System Storage DS5000, Storwize V7000 Unified, N series (entry/midrange models only), LTO-5 Tape Products, Midrange Tape Systems, ProtecTIER Appliance, Real-time Compression Appliance, SAN Volume Controller. Tivoli Storage Productivity Center Select, Tivoli Storage Manager, FlashCopy Manager
Recognize workload characteristics and discuss typical busines solutions (e.g., database, data migration, unstructured data, virtualization, consolidation, disaster recovery, business continuance, high availability)
Develop balanced total solution not just single product High level description of storage options Very high level server traits (System z, Power, System x) Systems Software Warranty, services and maintenance
Identify appropriate resources within IBM or through the Business Partner channel to develop and close business
Describe the Technical Delivery Assessment (TDA) and SAPR responsibilities
Almoço 12:30-13:302 Intervalos de 15minHorário início/fim manhã = das 10:00 as 10:15
tarde = das 16:00 as 16:15
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