C1000-020 IBM New Workloads Sales V2

Number of questions: 60
Number of questions to pass: 36
Time allowed: 90 mins
Status: Live

This exam consists of 5 sections described below.

Gather Customer Requirements 27%
Describe a customer’s hardware and software environment.
Describe customer operational contraints, including power, cooling, personnel, knowledge level, service level requirements.
Identify disaster recovery and high availability requirements.
Identify performance requirements, including throughput and latency.
Identify the customer’s capacity and growth requirements.
Describe the process to qualify a customer’s expectations, including the decision making process and the business requirement(s).
Determine the justification for a system acquisition.
Describe a conceptual level understanding of existing systems environments and new workloads.

Value Proposition 23%
Identify the benefits of IBM solutions.
Identify the difference in cost, performance, and reliability of IBM storage solutions.
Identify application and OS integration.
Given a scenario, explain investment protection and TCO of a solution.

IBM Spectrum Family Software 22%
Compare IBM management tools with competitive management tools and techniques to identify IBM strengths.
Describe integration with open software standards.
Describe Cloud-enabled solutions.
Identify how IBM storage software and products help clients solve data management issues through Smarter Storage and application efficiency.
Describe the use-case of IBM Spectrum Family software.

IBM New Workloads Solutions 13%
Describe the benefits and efficiency in the IBM solutions compared to competitors.
Identify potential solutions for the customer.

Using Sales Tools and Resources in Support of Solutions 15%
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.

PartnerWorld Code: C0000701
Replaces PW Code: C0000700

Status: Live
The New 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:

IBM software defined storage concepts including IBM Spectrum Suite
IBM Flash Storage Family
IBM All-Flash concepts and application acceleration
IBM FlashSystem A9000 and grid scale cloud concepts
New workload concepts
IBM Spectrum Family (IBM SAN Volume Controller; IBM Storwize family and virtualized storage concepts, IBM Spectrum Control, IBM Spectrum Protect/Plus, IBM Spectrum Archive, IBM Spectrum Virtualize, IBM Spectrum Accelerate, IBM Spectrum Scale, IBM Spectrum NAS and IBM Spectrum Connect)
Cloud Object Storage
Storage cloud and hybrid cloud concepts

General knowledge of IBM DS8000 family, deduplication; SAN technologies; tape solutions (TS7700, TS4300, TS4500); tape technologies (LTO/LTFS); IBM VersaStack and converged infrastructure 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 a general knowledge of the competitive landscape for storage products
Understand TCO/ROI fundamentals
Articulate features/benefits/fit of IBM storage solutions to solve customer problems
Identify warranty, installation and support options
Understand the Solutions Assurance/Technical and Delivery Assessment (TDA) process
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
Have an awareness of the purpose and general capabilities of tools
Define IBM storage solutions relative to private and hybrid cloud implementations
Understand IBM storage solutions from a new workload perspective, with regard to 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
TCOnow!
IBM Client Experience Centers
IBM PartnerWorld
IBM sales manuals
IBM sales playbook
Storage and SDI Essentials
Techdocs
Arxview
System Storage Interoperability Center (SSIC)
IBM SmartSeller 2.0
Batch Magic, Disk Magic and Capacity Magic
VSI (third-party vendor IBM uses to run assessment on data storage)
Butterfly

Recommended Prerequisite Skills

Minimum 12 months practical, storage related experience selling in the large scale storage environment and three months selling IBM storage solutions.

QUESTION: 1
How does IBM Spectrum Copy Data Management simplify copy data management?

A. By enabling automation and orchestration of snapshots
B. By creating daily backups on tape
C. By activating snapshot features in each storage system
D. By creating user-profiles to automate copy processes

Answer: A

QUESTION: 2
An IBM SVC customer is migrating to use data reduction pools. They want to add data reduction
capabilities to grow effective capacity and make existing storage more efficient.
What is required to add the capabilities and minimize TCO?

A. Compression licenses for the usable capacity being compressed
B. No further licensing required
C. IBM Spectrum Control
D. IBM Spectrum Copy Data Management

Answer: A

QUESTION: 3
What is a key advantage of leasing storage equipment over buying storage equipment?

A. Leasing ensures business continuity for leased equipment.
B. Leasing is not on the client’s balance sheet.
C. Leasing improves the alignment of project cost with project benefits.
D. Leasing rates automatically reduce over time.

Answer: C

QUESTION: 4
A customer is looking to add copy services to provide disaster recovery between sites with heterogeneous storage.
Which product should the sales specialist discuss with the customer?

A. IBM Spectrum Control
B. IBM Spectrum Archive
C. IBM Spectrum Virtualize
D. IBM Spectrum Accelerate

Answer: C

QUESTION: 5
Which offering provides file sharing and transparent cloud tiering?

A. IBM Spectrum Virtualize
B. IBM Spectrum Accelerate
C. IBM Cloud Object Storage
D. IBM Spectrum Scale

Answer: D

QUESTION: 6
A customer wants application consistent restore capabilities.
Which software should the sales specialist recommend to this customer?

A. IBM Spectrum Accelerate
B. IBM Spectrum Scale
C. IBM Spectrum Copy Data Management
D. IBM Spectrum Control

Answer: C