C1000-016 IBM Traditional Workloads Sales V2 Practice Exam
C1000-016 IBM Traditional Workloads Sales V2
About IBM Traditional Workloads Sales V2 Exam
This certification exam is designed for an individual who identifies opportunities for business and generates and qualifies demand using a consultative approach. This Individual effectively determines and uses available tools and resources to define and sell storage solutions that meet customer requirements.
Prerequisite for the exam
- Minimum of 12 months practical experience selling storage solutions and three months of experience selling IBM solutions.
Course Outline
The C1000-016 IBM Traditional Workloads Sales V2 Exam covers the following topics -
1. Gather Customer Requirements
• Identify a customer's storage environment and goals and objectives.
• Identify a customer's expectations of a new solution.
• Identify questions to ask to show a conceptual-level understanding of existing systems environment.
• Identify key applications and performance and/or sizing requirements based on sales cycle and customer pain points.
• Given a scenario, describe financial justification for system acquisition.
• Given a scenario, build an overall case for a customer regarding growth requirements, upgrade path, and product life cycle.
2. Vale proposition
• Given a scenario, describe the IBM offering(s) that help solve a customer's problems.
• Highlight the business value of IBM storage products' features and functions that align to the customer's business goals.
• Given a scenario, compare IBM storage products to existing storage devices and competitive offerings and identify advantages (Why IBM?).
• Identify which IBM offerings solve client data management issues.
• Identify the value proposition of Why IBM, including maintenance options, websites, sales tools, and processes for pre- and post-sale.
3. Determine IBM Solution Offerings
• Identify IBM offerings to integrate with traditional workloads.
• Identify workload characteristics and discuss typical business solutions.
• Identify offerings that differentiate IBM from competing offerings (internal/external to IBM).
• 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.
4. IBM Smarter Storage
• Gather Customer Requirements
• Vale proposition
• Determine IBM Solution Offerings
• IBM Smarter Storage
Exam Pattern
- Exam Name: IBM Traditional Workloads Sales V2
- Exam Code: C1000-016
- Length of Time: 90 Minutes
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