C1000-037 IBM z14 Sales Practice Exam

C1000-037 - IBM z14 Sales

About C1000-037 - IBM z14 Sales Exam 

The target audience for this certification includes those who are responsible for selling IBM Z z14 solutions. The IBM Certified Specialist - z14 Sales creates, identifies, and expands opportunities and takes customer orders to fulfilment.

Exam Prerequisite 

The successful candidate will have two or more years of experience selling IBM Z servers and solutions.

Course Outline

The C1000-037 - IBM z14 Sales Exam covers the following topics -

1. Gather Customer Requirements

• Qualify the customer by confirming their expectations, identifying their decision-making process, and ascertaining their compelling reason(s) to act.

• Determine financial justification for system acquisition (e.g., TCO, ROI, customer budget, business goals, security, container pricing).

• Determine customer's growth requirements (current and future performance and capacity).

• Identify and describe business requirements that can be met by IBM Z capabilities and technologies.

• Gather application performance, availability, and scalability requirements using Design Thinking methodology.

• Evaluate the existing systems environment using appropriate studies and tools (Eagle, zTPM, RACE).

2. Develop Business Solutions

• Identify resources needed to achieve predictable performance of the customer's requirements.

• Differentiate server performance using customer application data, proof of concepts, and IBM sizing resources and tools.

• Recognize application sizing elements (transaction rates, database hits, transaction spikes, Capacity on Demand).

• Differentiate IBM Z offerings and models, including LinuxONE and Solution Editions, against competitive offerings.

• Guide customers through pricing considerations (i.e., MSUs, z/OS Container Pricing, and technology dividends) for IBM Z operating systems, middleware, ISV solutions and other applications.

• Compare IBM system storage options for IBM Z and LinuxONE (e.g., ability to attach, nontraditional mainframe disk, SAN-attached storage, Flash, Storwize family, Spectrum Virtualize, DS8000, competitive storage alternatives).

• Propose appropriate supported model based on customer requirements.

3. Value Proposition

• Quantify the business value of new IBM Z features and functions for a new or existing customer.

• Describe IBM Z architectural advantages to a customer: scalability, clustering, performance, RAS (reliability, availability, and serviceability), security (Pervasive Encryption and Secure Service Containers), and investment protection.

• Describe the business value of IBM Z flexibility: IBM Z operating systems, virtualization, LinuxONE, and Solution Editions.

• Describe the business value that Analytics, APIs, Blockchain, Machine Learning, Docker Container, IBM Cloud Private, Pervasive Encryption and other Security solutions based on IBM Z can bring to customers.

4. Competition

• Compare IBM Z competitive advantages (e.g., architecture, performance, balanced systems design, TCO, virtualization) to used equipment and other architectures (Oracle, HP, and other IBM systems).

• Compare IBM Z to Cloud Providers, Windows, Unix, IBM Cloud Private, and other Linux implementations.

• Compare and/or translate IBM Z terminology with the competition (e.g., DASD vs. storage, memory vs. storage, core vs. processor).

5. Business Resiliency

• Identify the elements of High Availability which enable IBM Z and LinuxONE environments to remain up and running without unscheduled outages (e.g., elements unique to single system environments, or multiple system environments in a single location, and multi-system-multi-location environment).

• Identify business or external elements which make it critical to have a resilient IT infrastructure, such as governmental and industry regulations or standards [finance, transit, etc.], audit points, competition, and revenue impact.

• Evaluate the customer's current strategy relative to future business plans, including growth of IT assets, personnel, emerging technologies and applications, facilities, etc., with the goal of measuring gaps and opportunities to streamline.

• Justify the Business Resilience solution financially.

• Propose and justify a Business Impact Analysis (RTO, RPO).

6. Cloud

• Position cryptography, RAS, Capacity on Demand, DS8k, and Transparent Cloud Tech for z/OS cloud solutions on IBM Z.

• Position Virtualization, LinuxONE, LCP, and Hybrid cloud solutions on IBM Z.

• Discuss and position IBM Cloud Private (ICp) and API management.

7. Business Analytics

• Describe the unique values of data-intensive workloads on IBM Z including reliability, availability, security and scalability.

• Position IBM Z for cognitive workloads by exploiting Systems of Record data with Real-Time Analytics, IBM Operations Analytics for IBM Z, and Machine Learning.

• Identify key capabilities of the following IBM products and offerings which support Analytic implementations on z/OS: IBM Db2 Analytics Accelerator, IBM Open Data Analytics on z/OS, and Machine Learning on z/OS.

8. Linux and Open Source Solutions

• Identify Linux opportunities and/or Open Source solutions for IBM Z (e.g., consolidation, footprint, etc.).

• Identify the virtualization options for Linux on IBM Z (i.e., z/VM, Docker Containers, Kubernetes, OpenShift, IBM Cloud Private).

• Given a Linux discussion with a customer, identify opportunities for LinuxONE on IFLs or Linux under zVM.

• Identify Linux distributions that are supported (e.g., Ubuntu, RHEL, SUSE, Open Source, Community Edition).

9. Other IMB Z Solutions

• Identify those things in an IBM Z environment that protect networks, data, consumer data (e.g., General Data Protection Regulation), and applications.

• Identify common methods to reduce risk exposure in areas such as encryption and cryptology (e.g., Pervasive Encryption), gaps in data security posture, policy and process improvements, or audit and regulatory compliance.

• Describe the capabilities and benefits of Blockchain on IBM Z.

• Describe features and benefits of Zowe.

• Describe features/functionality provided when adding components to the z14 ZR1 frame space.

Exam Pattern 

• Exam Name: IBM z14 Sales 
• Exam Code: C1000-037
• Length of Time:  90 Minutes
• Total Questions: 42
• Pass Score: 25/42

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