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Test 000-450: Midrange Storage Sales V1

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Gather Customer Requirements (32%)

  1. Qualify the customer by confirming their expectations, identifying their decision making process, and determining their compelling reasons to act
  2. Determine financial justification for system acquisition (e.g., total cost of acquisition (TCA), TCO, ROI, customer budget, business goals, timeframe for purchase)
  3. Demonstrate a conceptual level understanding of existing systems environment
  4. Identify and describe the business requirements, and gather the basic information needed by the solution architect to design a solution
  5. Determine customer's growth requirements, upgrade path, and useful product life (e.g., current and future performance and capacity)

Value Proposition (38%)

  1. Quantify the business value of IBM storage products' features and functions for a new or existing customer
  2. Compare IBM storage products with existing and competitive offerings, and relate architectural advantages
  3. Describe how IBM storage products help clients solve data management issues through Storage Efficiency and Data Protection
  4. 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

Determine Application Solutions/Create Comprehensive Solution (30%)

  1. Recognize workload characteristics and discuss typical busines solutions (e.g., database, data migration, unstructured data, virtualization, consolidation, disaster recovery, business continuance, high availability)
  2. Develop balanced total solution not just single product
    1. High level description of storage options
    2. Very high level server traits (System z, Power, System x)
    3. Systems Software
    4. Warranty, services and maintenance
  3. Identify appropriate resources within IBM or through the Business Partner channel to develop and close business
  4. Describe the Technical Delivery Assessment (TDA) and SAPR responsibilities

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