C1000-020 IBM New Workloads Sales Practice Exam Questions

C1000-020 IBM New Workloads Sales


About IBM New Workloads Sales Exam

The New Workloads Sales Specialist is a certification exam which validates the skills of a sales specialist which helps 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.


Prerequisite for the exam

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


Course Outline

The C1000-020 IBM New Workloads Sales Exam covers the following topics -

1. Gather Customer Requirements

Describe a customer's hardware and software environment.

Describe customer operational constraints, 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.

2. Value Proposition 

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.

3. IBM Spectrum Family Software

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.

4. IBM New Workloads Solutions

Describe the benefits and efficiency in the IBM solutions compared to competitors.

Identify potential solutions for the customer.

5. Using Sales Tools and Resources in Support of Solutions

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.


Exam Pattern 

  • Exam Name: IBM New Workloads Sales
  • Exam Code: C1000-020
  • Length of Time:  90 Minutes


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