Test 000-959: Enterprise Storage Sales V3

Gather Customer Requirements (27%)

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 at a high level gather the 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 (35%)

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

Systems Management (8%)

1. Describe the business value of management tools and resources such as Tivoli Storage Productivity Center, IBM Systems Director, and relate to the customer environment
2. Ientify and describe IBM Smarter Storage offerings to help customers reach their storage goals

IBM Smarter Storage (7%)

1. Describe the business value of Efficient by Design, Self-optimizing and Cloud Agile as it relates to the IBM Smarter Storage message
2. Identify and describe the IBM Smarter Storage offerings to help customers reach their storage goals

Determine Application Solutions / Create Comprehensive Solution (23%)

1. Recognize and discuss typical business solutions (e.g., database, data mining, data migration, unstructured data, server virtualization, diaster recovery, desktop virtualization, cloud, bigdata)
2. Develop balanced total solution, not just single product
   1. High-level description of storage options
   2. Very high level server characteristics (System z, Power, System x, PureSystems)
   3. Systems Software
   4. Warranty, Services and Maintenance
3. Identify appropriate resources from IBM or PartherWorld to develop and close business
4. Describe the Technical and Delivery Assessment and SAPR responsibilities