Exam Code: 000-238

Course Name: p5 and pSeries Technical Sales Support

Vendor: IBM

Passing Score: 61%

p5 and pSeries Technical Sales Support, also known as 000-238 exam, is an important part of IBM certifications. It targets those IT Professionals who wish to demonstrate their expertise and skills in the latest IBM technology and solutions. If you want to become an expert at using IBM technology, you must take p5 and pSeries Technical Sales Support exam.

The 000-238 exam provides you with the technical knowledge of selecting appropriate IBM resources for system planning. It also helps you to install and update AIX. The

000-238 exam also assists you in describing the boot process which includes (cfgmgr, file system mounts, application startup, rootvg varyon, BIST, POST, boot sector load, login enablement). Moreover, it facilitates you with the abilities to configure and describe the process to run a Linux application under AIX. In order to be able to describe storage and LVM, you must take this IBM certification exam. This IBM certification trains you in monitoring and tuning the AIX, as well as, in determining and resolving problems. It also equips you with the capabilities to perform backup and disaster recovery. In addition to this, the 000-238 exam makes you proficient in performing daily management.

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Course Outline: p5 and pSeries Technical Sales Support

Establish Working Relationships

Establish credibility by articulating experiences, solutions implementation capabilities within the industry

Establish a working, trusting relationship with the customer

Prioritize tasks from various customers (internal, external and IBM account team) to ensure high levels of satisfaction

Establish a working, productive relationship with the client executive/client team

Identify the basic resources and tools needed to perform the job (e.g., www.ibm.com/eServer/pSeries, site planning guides, pSeries library, Red Books, eConfig)

Describe the types of pSeries solutions, from similar industries, that may suit the customer business needs

Present pSeries technology to a range of people at the customer site - from technical and business perspectives ("translate" skills - interpret technical information for less technical people)

Position IBM (and business partners) against the competition to highlight competitive differentiators and show IBM value

Gather Customer Requirements

Determine the current computer environment of the customer

Analyze the future computer needs based on business requirements

Analyze the future computer needs based on technical requirements

Evaluate the ability of pSeries to meet the identified requirements

Identify planning issues that could affect the design of the final solution by performing preliminary site analysis (e.g., floor space, manuals, migration)

Identify planning issues that could affect the design of the final solution by describing the customer's networking environment and determine how it will map to potential solutions (SAN, LAN)

Determine customer requirements for storage component (SOSWOS)

Determine customer requirements for backup, disaster recovery, availability, and installation needs

Determine customer requirements for security

Determine customer requirements for appropriate services, ISV offerings, education

Obtain the customer's concurrence about the identified requirements

Design the solution

Determine additional resources needed to create the solution (e.g., storage specialist)

Design a pSeries solution based on customer requirements, building configurations as needed

Design each pSeries system by creating a detailed blueprint (e.g., LPAR layouts, resource allocations, drawers)

Build the configuration for the solution using the IBM-recommended tools

Validate the solution with the customer

Identify critical success factors that could affect the customer satisfaction with the solution (e.g., risk management, customer skill level, newness of technology)

Identify critical success factors related to the viability of the solution

Manage risks related to the solution (e.g., customer expectations, time schedules, functionality, cost)

Evaluate whether the solution meets the performance needs

Evaluate cost implications of technical solutions against customer success factors (e.g., performance, availability, function)

Work through the site planning, adapter, and hardware guides to assist the customer with proper site planning

Perform solution assurance review with the customer

Take action on items outstanding from review

Present the solution to the customer

Explain the pros and cons of a particular solution

Ensure the customer understands the limitations of the proposed environment

Explain the features and benefits of the supported operating systems (e.g., Linux and AIX)

Compare and contrast competitive equipment and competitive solutions, as needed

Obtain feedback from the customer (e.g., objections, buy-in)

As needed, revise the solution design based on customer feedback

Obtain customer approval for the design

Provide post-sales support and other technical assistance to sales teams, account teams, etc

Determine consequences of misinformation or miscommunication

Develop appropriate questioning techniques for dealing with problems

Provide skills transfer to team members (e.g., documentation, Q & As)

Communicate the available post-sales support to the customers

Describe the function of IBM support resources (e.g., SupportLine,IBMSERV)

Manage on-going customer issues or problems (e.g., regular technical updates, critsits)