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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Sales Positioning & Competitive Differentiation | 20% | - Financing and acquisition options - Value proposition and customer pain points - Compare against competitor solutions - Technical and delivery assessment process |
| Topic 2: Customer Needs Analysis & Solution Design | 30% | - TCO and ROI analysis - Match workloads to storage architectures - Assess business and technical requirements - Capacity planning and performance considerations |
| Topic 3: Product Features, Benefits & Use Cases | 25% | - Data reduction technologies - Functionality and differentiation of key products - High availability and replication options - Integration with cloud and hybrid environments |
| Topic 4: IBM Storage Portfolio and Solutions Overview | 25% | - Data protection and continuity offerings - Software-defined storage (Spectrum Virtualize, Spectrum Scale) - Tape and archive solutions - Enterprise disk systems (DS8000, Storwize, XIV) |
1. A customer asks how a DS8000 can make its z/OS DB2 environment use existing mainframe channels more efficiently.
What is the appropriate response?
A) zHPF will optimize data transfer
B) DB2 offload to POWER will optimize data transfer
C) Real-time Compression will optimize data transfer
D) Easy Tier will optimize data transfer
2. Which IBM enterprise storage system supports NDMP backups?
A) XIV
B) IBM Spectrum Virtualize
C) DS8870
D) SONAS
3. Which IBM Spectrum Virtualize concept should a sales specialist emphasize to a customer with resource constraints and 80% average storage utilization?
A) Compression
B) Deduplication
C) Block and file I/O
D) Virtualization
4. A SONAS customer is looking for a solution to manage active and inactive data based on policies for different tiers.
What should the IBM sales specialist suggest?
A) Active Cloud Engine
B) IBM Spectrum Control
C) IBM Spectrum Virtualize
D) DB2 Content Manager
5. Which IBM solution will provide 400 TB of NFS storage?
A) XIV
B) Storwize V7000
C) DS8870
D) IBM Spectrum Scale
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: D | Question # 3 Answer: D | Question # 4 Answer: A | Question # 5 Answer: D |
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