Test 076: System x Sales V5

Section 1. Gathering Requirements

1. Characterize significant Industry shifts and how System x is positioned to satisfy customer needs.
2. Compare the new enhancements to the System x Server family and communicate the value proposition to customers.
3. Distinguish the proposal elements that address the customer's success criteria.
4. Identify the new enhancemnets to the System x Server family and communicate the value proposition to customers.
5. Validate why clients choose IBM and specifically System x and BladeCenter servers.
6. Demonstrate recognition of client's true business needs.

Section 2. The System x Portfolio Overview

1. Given a scenario, assess key and competitive advantages of system x servers: total cost of ownership as a differentiator and technology differentiation.
2. Given a customer scenario, determine System x server positioning as a solution.
3. Describe where each of the appropriate System x servers is positioned focusing on BladeCenter vs. traditional rack and tower.
4. Summarize the trends that are driving the need for more efficient energy management.
5. Given a scenario relate key and competitve advantages of System x servers: innovative techology.
6. Given a scenario, relate key and competitive advantages of System x servers: power and cooling.
7. Identify factors that impact power and cooling in the datacenter, and the challenges that are facing our customers.
8. Describe IBM's advanced technology and our innovatins that improve energy management inside the server, in the rack and at the data center level.
9. Recall the features and benefits of IBM's Cool Blue technologies plus IBM Services that can deliver a total energy management solution.

Section 3. BladeCenter and Other Innovative Offerings

1. Describe a Blade thoroughly.
2. Describe the value of the BladeCenter ecosystem to the industry.
3. Distinguish the benefits associated with BladeCenter infrastructure simplification.
4. Differentiate the specific features of the BladeCenter chasis family. Concentrate on key features and commonlities, backwards and fowards compatability as well as power and cooling advantages.
5. Identify the BladeCenter servers that are part of the BladeCenter server portfolio. Address the value proposition around having multiple processor types in the same chassis, Including the advantages and key features of the BladeCenter line.
6. Identify the value of having multiple process types in the same chassis.
7. Analyze storage options for the BladeCenter chassis.

Section 4. System x Configuration, Sizing, and Guidance.

1. Describe the available pre-sales guidance tools.
2. Summarize the function of each guidance tool.
3. Identify the pre-sales tools that are appropriate given a customer scenario.
4. Demonstrate how to use and/or navigate through the tools.
5. Distinguish between the Configuration and Sizing tools.
6. Recall the pre-sales tools available in each category.
7. Sumarize the function of each configuration and sizing tool.

Section 5. Top Selling Strategies and Competitive Selling

1. Relate the differences between scale-up and scale-out deployment strategies.
2. Demonstrate other top selling or competitive strategies.

Section 6. High Performance - Scope and Definition: 4-Socket and Above

1. System x architecture technology and value: Describe the advantages of performance obtained by x chipsets and how the design assists memory performance for a database.
2. Differentiate between the Intel-centric and AMD-centric workloads.

Section 7. Selling the Total Solution/ Completing the Sale with Options

1. Explain the advantages of Storage/Tape, KVM switches, and other options that help drive revenue.
2. Explain why System x service, training, and support offerings should be in every sale.
3. Describe the storage market for System x.
4. Explain the key to selling IBM storage solutions within the storage marketplace for System x.
5. Explain why options are critical for sales reps and clients; understand the value of selling a complete solution.