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© 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
2
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
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
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
4
IBM System Storage
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
Tabela informativa dos testes System Storage (20/Jul/12)
5
D Q PD Q P
D duraçãoD duração
Q #questõesQ #questões
P %passP %pass
IBM System Storage
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
Qual é o critério de aprovação ?
http://www-03.ibm.com/certify/tests/ovr118.shtml
6
IBM System Storage
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
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
7
IBM System Storage
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
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
Teste 451 - Objetivos
8
IBM System Storage
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
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
Teste 451 - Objetivos
9
IBM System Storage
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
Como chegar aos treinamentos disponíveis no College (PW) ?
10
IBM System Storage
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
Qual é o critério de aprovação para o teste de vendas?
http://www-03.ibm.com/certify/tests/ovr450.shtml
11
IBM System Storage
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
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
12
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
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
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
13
IBM System Storage
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
Pergunta frequente:
Qual é o prazo que o Parceiro de Negócio tem para certificar-se ?
14
IBM System Storage
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
Agenda e conteúdo 2013
15
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
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
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
16
IBM System Storage
© 2013 IBM CorporationThis document is for IBM and IBM Business Partner use only
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