1 - BtS 2013 Introducao V5

© 2013 IBM Corporation© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use onlyThis document is for IBM and IBM Business Partner use only

Client Technical SpecialistClient Technical Specialist IBM System Storage

Treinamento Back-to-School Introdução

Revisão: 20/Fev/2013

IBM System Storage

© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only

Visão geral do treinamento

Objetivo do BtS

Lista de certificações System Storage Fevereiro 2013

Objetivos dos testes 450 e 451

Recursos de treinamento para BPs

Mensagens para 2013 sobre skills

Storage Connect Program

Agenda da semana

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IBM System Storage

© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only3

Objetivos do treinamento Back to School

Preparar o Parceiro de Negócio para as certificações de System Storage

– IBM Certified Specialist - Midrange Storage Sales V1 Prometric: teste número 450– IBM Midrange Storage Technical Support V3 Prometric: teste número 451

Preparar o Parceiro de Negócio para as tarefas de pre-venda técnica– Produtos– Soluções– Ferramentas de pre-venda

Apresentar o portfolio dos produtos e soluções de storage da IBM

Entender a estratégia e valores das soluções de storage da IBM

Posicionar os produtos e soluções IBM e os da concorrência

Entender a estratégia de Vendas e da Brand IBM System Storage

O que não é objetivo ? - preparar o BP para pós-venda

IBM System Storage


Lista de Certificações em 20/02/13 - Systems Storage

Guia de Educação e Certificação para IBM Business Partners

Lista de certificações. Referencia http://www-03.ibm.com/certify/certs/sm_index.shtml

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IBM System Storage


Tabela informativa dos testes System Storage (20/Jul/12)

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D Q PD Q P

D duraçãoD duração

Q #questõesQ #questões

P %passP %pass

IBM System Storage


Qual é o critério de aprovação ?

http://www-03.ibm.com/certify/tests/ovr118.shtml

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IBM System Storage


Teste 451 - Objetivos

Evaluate and Establish Customer Environment and Plans (37%)Evaluate and Establish Customer Environment and Plans (37%)

Evaluate and document current customer environment (e.g., equipment, operating systems, software, staff usage,

satisfaction, need for change and growth, application, and virtualization)

Differentiate IBM storage product features and architectural advantages relevant to customer environment and plans.

Contrast with current customer environment and competitive offerings at a level consistent with the customer

audience. These features include:

Current storage portfolio and commonly occurring previous versions, related software and middleware

Midrange storage products and storage management options

Performance improvements

Systems management

RAS

Storage Efficiency and Data Protection

Migration, integration and tuning

BCDR requirements

Space, utilization and power consumption

Demonstrate understanding of key concepts and terminology (IBM, competitive, and industry)

Recommend appropriate solution based on customer's current environment, new requirements and anticipated growth

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IBM System Storage


Apply Product Information (41%)Apply Product Information (41%)

Demonstrate detailed knowledge of product characteristics and product selection

Storwize V7000 and Storwize V7000 Unified, DS5000, N series

LTO-5 and midrange tape systems (TS3100, TS3200, TS3310, TS3500)

ProtecTIER Appliance (TS76xx)

Demonstrate general knowledge of product characteristics and product selection

SAN Volume Controller

SAN (as generally encountered in midrange installations)

Real-time Compression Appliance

DS3500, DCS3700

PureSystems

Tivoli Storage Productivity Center, Tivoli Storage Manager, FlashCopy Manager

Utilize tools, methods and processes to gain insight into the customer's business problems

Performance planning tools, e.g., Disk Magic, N series SPM

Capacity planning tools, e.g., Capacity Magic, DS Capacity Planning Tool, DS Power and Cooling Planning Tool

Configurators, e.g., eConfig

Techline CompeteCenter

Competitive selling tools, e.g., COMP database

ProtecTIER Planning Tool

Tape Slot Calculator for TS3500

Compare IBM solutions to competitive offerings

Create an accurate solution design including configuration for hardware (e.g., SSIC), identify software, and services based upon

the needs and expectations of the customer. Consider physical site requirements

Complete the appropriate supporting sales activity to move the sale of a storage solution forward, e.g., understand the

RPQ/SCORE process; determine need for Proof of Concept; conduct a demo of the IBM solution including the GUI and

basic functions of the storage system; gather appropriate data to run a TCO analysis of the IBM solution


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IBM System Storage


Installation Planning / Migration Considerations (13%)Installation Planning / Migration Considerations (13%)

Identify areas of potential risk associated with installation and migration, discuss with customer, Business

Partner involved with the sale, and the IBM team

Create a mutually developed implementation and/or migration plan with the customer

Establish mutually agreed post installation support plan

Describe and perform pre-install TDA using SAPR process

Installation Support (8%)Installation Support (8%)

Facilitate hardware installation and configuration based on solution design

Facilitate basic storage software and subsystem configuration leveraging system management tools


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IBM System Storage


Como chegar aos treinamentos disponíveis no College (PW) ?

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IBM System Storage


Qual é o critério de aprovação para o teste de vendas?

http://www-03.ibm.com/certify/tests/ovr450.shtml

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IBM System Storage


Test 000-450: Midrange Storage Sales V1 - Objetivos

Gather Customer Requirements (32%)

Qualify the customer by confirming their expectations, identifying their decision making process, and determining their compelling reasons to act

Determine financial justification for system acquisition (e.g., total cost of acquisition (TCA), TCO, ROI, customer budget, business goals, timeframe for purchase)

Demonstrate a conceptual level understanding of existing systems environmentIdentify and describe the business requirements, and gather the basic information needed by the solution

architect to design a solutionDetermine customer's growth requirements, upgrade path, and useful product life (e.g., current and future

performance and capacity)

Value Proposition (38%)

Quantify the business value of IBM storage products' features and functions for a new or existing customer

Compare IBM storage products with existing and competitive offerings, and relate architectural advantages

Describe how IBM storage products help clients solve data management issues through Storage Efficiency and Data Protection

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

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System Storage DS3500, System Storage DS5000, Storwize V7000 Unified, N series (entry/midrange models only), LTO-5 Tape Products, Midrange Tape Systems, ProtecTIER Appliance, Real-time Compression Appliance, SAN Volume Controller. Tivoli Storage Productivity Center Select, Tivoli Storage Manager, FlashCopy Manager

IBM System Storage


Test 000-450: Midrange Storage Sales V1 - Objetivos

Determine Application Solutions/Create Comprehensive Solution (30%)

Recognize workload characteristics and discuss typical busines solutions (e.g., database, data migration, unstructured data, virtualization, consolidation, disaster recovery, business continuance, high availability)

Develop balanced total solution not just single product High level description of storage options Very high level server traits (System z, Power, System x) Systems Software Warranty, services and maintenance

Identify appropriate resources within IBM or through the Business Partner channel to develop and close business

Describe the Technical Delivery Assessment (TDA) and SAPR responsibilities

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IBM System Storage


Pergunta frequente:

Qual é o prazo que o Parceiro de Negócio tem para certificar-se ?

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IBM System Storage


Agenda e conteúdo 2013

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Dia 1 Dia 2 Dia 3 Dia 4

8:00 Café matinal Café matinal Café matinal Café matinal8:30 Introdução SVC Tape Exercícios8:45 Open Disk Magic9:00 Capacity Matic9:15 Networking e-Config9:30 V7000 Demo9:45 10:00 10:15 Intervalo Intervalo Intervalo Intervalo10:30 10:45 11:00 11:15 ProtecTIER 11:30 11:45 12:00 DS3500 12:1512:3012:45 Almoço Almoço Almoço Almoço13:0013:1513:30 Estratégia13:45 de14:00 LTFS Vendas14:15 DS5000 V7000 IBM14:30 Unified System14:45 Storage15:00 15:15 Ferramentas Concorrencia15:30 DS3K5K 15:45 Features 16:00 Funcionalidades 16:15 Intervalo Intervalo Intervalo Intervalo16:30 RtCA 16:45 17:00 V3700 17:15 17:30 TPC 17:45 18:00

IBM System Storage


Informações adicionaisLogística

Almoço 12:30-13:302 Intervalos de 15minHorário início/fim manhã = das 10:00 as 10:15

tarde = das 16:00 as 16:15

Conteúdo do materialClassificação – Para uso do Parceiro de Negócio (não-cliente)Cópia ( Pen-drive )Português/InglêsPartnerWorld College(Smartzone) – cursos online Atualização das apresentações

Lista de Presença

Senha wireless:

Atestado de ParticipaçãoEnviado via e-mail75% de participação

Pesquisa de Satisfaçãoe-mail -responder satisfação do treinamento

Medir a qualidade do que estamos fazendoManter os investimentos realizados

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IBM System Storage


Atestado recebido pela participação do Back to School

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IBM System Storage

© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only18

Documents

1 - BtS 2013 Introducao V5