Number of questions: 60
Number of questions to pass: 39
Time allowed: 90 mins
Status: Live
This exam consists of 4 sections described below.
Gather Customer Requirements 33%
Identify a customer’s storage environment and goals and objectives.
Identify a customer’s expectations of a new solution.
Identify questions to ask to show a conceptual-level understanding of existing
systems environment.
Identify key applications and performance and/or sizing requirements based on
sales cycle and customer pain points.
Given a scenario, describe financial justification for system acquisition.
Given a scenario, build an overall case for a customer regarding growth
requirements, upgrade path, and product life cycle.
Value Proposition 27%
Given a scenario, describe the IBM offering(s) that help solve a customer’s
problems.
Highlight the business value of IBM storage products’ features and functions
that align to the customer’s business goals.
Given a scenario, compare IBM storage products to existing storage devices and
competitive offerings and identify advantages (Why IBM?).
Identify which IBM offerings solve client data management issues.
Identify the value proposition of Why IBM, including maintenance options,
websites, sales tools, and processes for pre- and post-sale.
Determine IBM Solution Offerings 25%
Identify IBM offerings to integrate with traditional workloads.
Identify workload characteristics and discuss typical business solutions.
Identify offerings that differentiate IBM from competing offerings
(internal/external to IBM).
Identify appropriate resources within IBM or through the business partner
channel to develop and close business.
Identify the Technical and Delivery Assessment (TDA) and Solution Assurance
Product Review (SAPR) responsibilities.
IBM Smarter Storage 15%
Identify ways IBM offerings enhance hybrid and private clouds.
Identify ways IBM offerings enhance analytics.
Identify ways IBM offerings enhance security.
Overview
PartnerWorld Code: C0000601
Replaces PW Code: C0000600
Status: Live
The Traditional Workloads Sales Specialist identifies opportunities for
business and generates and qualifies demand using a consultative approach. This
specialist effectively determines and uses available tools and resources to
define and sell storage solutions that meet customer requirements. This
specialist has a broad knowledge of the features, functions, and benefits of IBM
storage solutions and a high-level understanding of competitive offerings.
Successful candidates will apply their knowledge of the IBM storage portfolio to
the customer’s environment to solve business problems.
The IBM storage technologies and solutions included in this exam are:
Hybrid storage including IBM Storwize family (IBM Storwize V5000, IBM
Storwize V7000, and IBM Storwize V9000)
IBM SAN Volume Controller
IBM FlashSystem Family
Tape systems ( LTO/LTFS)
IBM Spectrum Family
IBM Spectrum Suite
An understanding of SDS concepts and IBM Flash storage concepts is needed.
General knowledge of the IBM DS8000 family, storage cloud (Softlayer, Amazon Web
Services, Open Stack), Elastic Storage Server, IBM Cloud Object Storage, and IBM
VersaStack is also recommended.
This specialist can perform the following tasks without assistance:
Determine basic product positioning across the IBM storage portfolio
Know where to look for IBM marketing and sales initiatives
Gather customer requirements
Identify and engage correct resources, including technical support, customer
demonstration facilities, and tools
Possess general knowledge of the competitive landscape for enterprise storage
products
Understand TCO/ROI fundamentals and articulate features, benefits, and
integration of IBM storage solutions to solve customer problems
Identify warranty, installation and support options
Find training and sales support materials
Articulate hybrid cloud and analytics basics.
This specialist can perform the following tasks with assistance:
Drill down into solution specifics
Articulate and present the solution to the customer
Mitigate competitors
Develop the solution
Be aware of the purpose and general capabilities of tools
Understand the Solutions Assurance/Technical and Delivery Assessment (TDA)
process
Define IBM storage solutions relative to private and hybrid cloud
implementations
Understand storage solutions from a traditional workload perspective (e.g.,
disaster recovery solutions, cloud integration, etc.).
This specialist should be familiar with the following resources:
eConfig
Competitive sales tools such as COMP database and CompeteCenter
Batch Magic, Disk Magic and Capacity Magic
VSI
Butterfly
Atlantis
TechDocs
Arxview
TCOnow!
IBM Client Experience Centers
IBM PartnerWorld
IBM sales manual
IBM sales playbook
IBM System Storage Interoperability Center (SSIC)
IBM Smart Seller 2.0
IBM Storage and SDI Essentials
Recommended Prerequisite Skills
Minimum of 12 months practical experience selling storage solutions and
three months experience selling IBM solutions.
Question: 1
A customer needs a storage solution and is considering a proposal from a
competitor with 9 X 400 GB SSD and 12 X 2 TB drives.
Which IBM storage system is comparable to the proposed configuration?
A. IBM Cloud Object Storage
B. IBM Storwize V5010
C. IBM Spectrum Accelerate
D. IBM Storwize V7000F
Answer: D
Question: 2
An IBM Storwize client is looking for a mechanism to restore applications in
the event of a local system failure.
An RPO has been discussed and could be as long as 48 hours.
Which solution meets this need with minimal cost?
A. IBM Spectrum Conductor
B. IBM Spectrum Virtualize Transparent Cloud Tiering
C. IBM Spectrum Virtualize for Public Cloud
D. IBM Spectrum Archive
Answer: B
Question: 3
A sales executive is looking to conduct a 30-day analysis of an IBM
customer’s workload and performance requirements for sizing a storage
opportunity.
Which resource should be used?
A. IBM Virtual Storage Center
B. Capacity Magic
C. IBM Spectrum Connect
D. IBM Storage Insights
Answer: D
Question: 4
A customer has leased a storage solution that doesn’t offer encryption. The
customer has a requirement to encrypt all data and needs additional capacity.
Which solution should the sales specialist recommend?
A. IBM FlashSystem A9000
B. IBM Storwize V5010
C. IBM Storwize V5020
D. IBM Storwize V5030
Answer: A
Question: 5
A customer has a requirement for an online data warehouse of multiple
petabytes to store a large quantity of videos from its CCTV cameras.
Which solution should the sales specialist recommend?
A. IBM Cloud Object Storage
B. IBM FlashSystem 900
C. IBM Spectrum Protect Plus
D. IBM Spectrum Connect
Answer: A
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