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IBM Certified Sales Specialist – Power Systems with POWER8 V2
General Product Knowledge (27%)
Describe the IBM Power Systems Scale-out and Linux models, including capabilities and/or limitations.
Recognize the targeted market opportunity for the Power Systems with NVIDIA technology.
Describe the IBM Power Systems Enterprise model servers, including capabilities and/or limitations.
Describe Power Systems peripherals (e.g. HMC/Virtual HMC, I/O expansion drawers, UPS, racks, tape and/or off-line storage), and when these are recommended or required.
Given a scenario, determine which disk storage is appropriate (traditional internal disk, internal SSD, flash, or external storage).
Given a scenario, determine which operating system is appropriate (AIX, IBM i, or Linux).
Describe Power Systems Software products and their intended function, including PowerHA, PowerVM, PowerSC, PowerVC, PowerVP, PowerKVM, etc.
Describe Power Systems architecture, technologies, and operating systems capabilities which support reliability, availability and/or serviceability (RAS).
Describe the energy management capabilities of Power Systems.
Describe available I/O adapters at a high level (e.g. SAS, Flash, Fibre Channel, Infiniband, Ethernet), including those built into the system, and how they apply to current solutions.
Describe key IBM products which support cloud, analytics, mobile, security, and social workload requirements.
Describe the unique advantages that CAPI functionality brings to Power Systems solutions.
Describe customer benefits that can be provided by the OpenPOWER Foundation.
Describe customer benefits and competitive advantages that are provided by solutions aligned with the open source community.
Differentiate Power Systems servers against the competition, including Oracle, HP, Dell, and Cisco.
Differentiate Power Systems servers against x86 Linux competition.
Differentiate IBM virtualization solutions, such as PowerVM and PowerKVM, against competitive virtualization solutions, including VMware, Hyper-V, KVM and XenServer.
Recognize opportunities in situations where IBM has partnered with the competition (e.g. Oracle on Power).
Identify appropriate tools and resources (e.g. IBM COMP, Executive Briefing Center, Eagle Study) to use in competitive situations.
Discuss the benefits of porting existing applications / databases to POWER8.
Differentiate Cloud AWS (Amazon Web Services), Microsoft Azure, and Oracle Cloud from Power-based cloud solutions.
Value Proposition (29%)
Describe how Power Systems technologies contribute to lower overall TCO and can improve ROI, including demonstrating an understanding of resources available to determine TCO.
Describe how Power Systems offerings contribute to competitive TCA.
Identify business benefits of Power Systems that solve typical customer pain points (performance, energy consumption, server sprawl, RAS, and budget).
Explain the versatility of Power Systems servers (e.g., virtualization, partition/application mobility, resource utilization, etc.).
Compare the value proposition of Power Systems solutions against / to competitive x86 solutions.
Discuss the benefits of an optimized solution stack (hardware, OS, middleware).
Describe the Power Systems roadmap and how it demonstrates IBM’s commitment to customer investment protection.
Describe the key benefits of Power Systems for strategic solutions, such as cloud, analytics, mobile, security, and social.
Identify ISV and IBM middleware (e.g., WebSphere, Rational, Tivoli, Redis, SAP HANA, DB2) solutions that run on Power Systems.
Describe the value that CAPI (Coherent Accelerator Processer Interface) brings to the POWER8 architecture (e.g., differentiate the use cases, recognize the value) and where it is likely to be used.
Identify the IBM cloud solutions on Power Systems (e.g., Cloud Orchestrator, IBM Power Systems Solution Edition for Scale-out Cloud, etc.).
Identify the IBM analytics solutions on Power Systems (e.g., DB2 BLU on Power, IBM Data Engine for Hadoop and Spark – Power Systems Edition, IBM Data Engine for Analytics – Power Systems Edition, IBM Data Engine for NoSQL – Power Systems Edition,Spectrum Scale (GPFS), Cognos, InfoSphere Streams, etc.).
Identify the IBM mobile solutions on Power Systems, e.g., IBM MobileFirst Platform Foundation (formerly IBM WorkLight).
Articulate the infrastructure advantages provided by Power Systems (e.g., virtualization, availability, performance, environmental, tools and standards, security, application availability, scalability, Capacity on Demand).
High Level Solution Design (29%)
Given a set of customer requirements, determine which Power Systems server (e.g., Enterprise vs. Scale-out), operating system, applicable I/O, and systems software supports those needs.
When a client’s requirements can be met by either Scale-out or Enterprise systems, articulate the pros and cons of each approach.
Identify pricing advantages or disadvantages of running different operating systems on Power Systems (e.g., implications of IFLs, PVUs, CBUs, etc.).
Identify cost justification elements unique to a customer’s requirements (e.g., staffing, financial, software, networking, etc.).
Based on customers’ business needs, determine appropriate cloud, analytics, mobile, security, or social solutions.
Based on customer requirements, identify unique Power Systems features that satisfy business needs (e.g., reduced number of cores, FPGAs, CAPI, flash, CoD, RAS, etc.).
Determine pre-sales and pre-install Technical Delivery Assessment (TDA) requirements for enterprise systems.
Identify key elements of a POWER8 proposal that would be included in an Executive Summary.
Overcome design obstacles such as physical space, electrical requirements, training, migration issues, and time-line constraints.
Explain the purpose and uses of Hardware and Software Maintenance (HW/SWMA) at a high level.
Identify the business and processing requirements of a new or existing client, relative to Power Systems solutions.
Overcome objections which would prevent a successful sale, such as budgetary constraints, technological options (high level), conflicting customer strategies, etc.
Engage appropriate resources such as ATS, Techline, eConfig, PartnerWorld, Lab Services, Executive Briefing Center, COMP, etc.
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