Test 973: Power Systems Sales for IBM i Operating System

Identify and Qualify Opportunities (22%)

1. Identify i5 client environment and needs
2. Identify customer’s growth requirements
3. Understand customer’s current business process
4. Identify business benefits and competitive advantage

Needs Assessment (6%)

1. Determine customer’s strategic I.T. plan.
2. Assist customer in identifying solutions

Position Product vs. client needs and competition (22%)

1. Determine competitive products and vendors
2. Describe how i5/OS, IBM Middleware and POWER HW will help the company be more competitive in the marketplace
3. Differentiate i5/OS, related Licensed Program Products, HW and editions and packages for customer-specific requirements
4. Describe advantages of Upgraded vs. New System
5. Understand the advantages and benefits of consolidation

Determine HA/DR Requirements (6%)

1. Determine customer availability requirements
2. Describe PowerHA Cluster Manager (HASM) relative to other HA solutions
3. Describe PowerHa iCluster Logical Replication relative to other HA solutions

Identify Appropriate HW and Pricing (17%)

1. Roughly size the solution
2. Describe the benefits of 12X vs. HSL
3. Explain general advantages of greater internal disk protection levels
4. Explain pros and cons of SAN vs. internal disk at a high level
5. Describe console options
6. Describe upgrade paths
7. Describe iSCSI integration benefits
8. Determine general physical considerations

Identify Appropriate SW and Pricing (16%)

1. Determine customer requirements for web-based applications
2. Describe new WDS packaging, relative to development environments, and licensing options.
3. Explain general components of i5/OS features and their advantages
4. Explain general components and benefits of WebSphere, Domino, and Zend, how they extend the capabilities of the platform, and solve customer’s problems
5. Provide information on SW support

Identify appropriate IBM and Business Partner services (6%)

1. Identify and utilize appropriate support structures
2. Solution assurance
3. Services Opportunities

Present solution(s) and Handle Objections (3%)

1. Create a proposal with available tools