Exam Code: 000-743

Course Name: IBM Storage Sales, Version 7

Vendor: IBM

Passing Score: 65%

IBM Storage Sales, Version 7, also known as 000-743 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.

The 000-743 exam provides you confidence to communicate with customer and talk about its business needs and make a business assessment. It also helps you to check your customer risk factors against, cost, storage, and future plans. The

000-743 exam also assists you in describing your customer about its business future challenges and convincing him that how IBM Total Storage solution help in every aspect of his business needs. In order to be able to Identify target markets and opportunities for IBM storage solutions, Qualify opportunity, Explain the benefits of the storage solution, Use subject matter experts to effectively create and design storage solutions that meet customer needs, Locate and use appropriate sales tools and resources to create and design storage solutions that meet customer needs., you must take this IBM certification exam. 000-743 IBM certification trains you in Describe the IBM TotalStorage strategy and build a storage strategy with the customer, Describe the storage hierarchy as it relates to price, performance, and business requirements as it supports lifecycle management and storage orchestration, and describe the business benefits and differentiating features of IBM storage products. It also equips you to identify how IBM TotalStorage solutions meet the following storage-related business needs. In addition to this, the 000-743 exam makes you Identify key corporate strengths and weaknesses of the competition and Position the IBM solution against the competitive solutions.

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Course Outline: IBM Storage Sales, Version 7

Customer Business Needs Assessment (16%)

Determine the customer's business needs

Identify the customer's business direction including future growth plans, (i.e., new applications, new locations, new employees, etc.)

Identify the customer's business challenges as they relate to storage and the IBM On Demand strategy, and describe how IBM TotalStorage solutions help customers achieve an On Demand environment

Identify customer pain points

Understand customer environment (i.e., resource, budget, risk-exposure, organizational issues, ease of use, etc.)

Obtain strategic enterprise IT plan and storage requirements (for example, identify links between customer's future growth plan, IT plans, and storage plans to insure a match) and work with the customer to develop a storage plan

Determine the customer's hardware, software and service requirements

Identify customer needs for capacity/scalability

Identify customer needs for performance

Identify customer needs for Reliability/Availability/Serviceability(RAS)

Determine hardware and software resource management strategy

Sales Process, Tools and Resources (20%)

Identify target markets and opportunities for IBM storage solutions

Qualify opportunity

Identify decision maker and other key centers of influence

Identify budget, timeframe and customer objections

Identify competitive presence

Explain the benefits of the storage solution

Position the enterprise storage solution to meet the customer's storage needs

Prepare sales proposals and presentations tailored to the customer's business requirements

Coordinate appropriate presenation resources (e.g., specialists)

Prepare business justification (TCO/ROI)

Understand the value and leverage TotalStorage Executive Briefing Center , TotalStorage Interoperability Center , TotalStorage Solution Center or Business Partner Innovation Center (BPIC)

Use subject matter experts to effectively create and design storage solutions that meet customer needs

Identify key extended IBM team resources to help design solution

Identify appropriate contacts and resources for information regarding IBM's On Demand strategy, including the three core pillars (Information Lifecycle Management, Business Continuity, Infrastructure Simplification)

Locate and use appropriate sales tools and resources to create and design storage solutions that meet customer needs

IBM publications (e.g., white papers, Solution Assurance Guides, Redbooks, product literature, application briefs)

Sales tools, e.g., Sales kit, configurators, CompeteLine, competition web site, sales manuals, customer reference database

Marketing programs (e.g., loaner programs, promotions, try and buy, quick ship, Business Partner rebates, competitive install, new product introduction, if applicable in the geography)

Service Offerings (e.g., maintenance, extended maintenance option, data migration, configuration, performance tuning, warranty, technology upgrade options)

IBM TotalStorage Portfolio (30%)

Describe the IBM TotalStorage strategy and build a storage strategy with the customer

Describe the storage hierarchy as it relates to price, performance, and business requirements as it supports lifecycle management and storage orchestration

Describe the business benefits and differentiating features of IBM storage products

Disk Solutions (e.g., DS family, Network Attached Storage, iSCSI, SATA, EXP Plus)

Tape Solutions (e.g., Enterprise Tape Drives and Libraries, Virtual Tape Server, LTO, DLT, QIC, 4mm, 8mm, WORM Tape)

Virtualization Family (e.g., SAN Volume Controller, SAN File System)

Storage Management Software (IBM Tivoli Storage Manager, IBM TotalStorage Productivity Center , DFSMS)

Data Retention Solution

Storage Networking Components (e.g., gateways, switches, hubs, routers, directors)

Managed Storage Services (migration, installation planning, assessment)

Describe the business benefits and how network topologies affect the storage environment (e.g., switched fabric, ATM)

Understand the differences in interface technology (e.g., SCSI, Fibre Channel (FC), SATA, ESCON, FICON, FCIP, iFCP, iSCSI, SAS)

Understand the implications of different IBM and non-IBM host hardware and operating system platforms for storage solutions

Describe the functions and benefits of disk characteristics

Describe how RAID levels, dynamic sparing, and cache affect performance and availability

Understand the concept of storage virtualization

Describe functions and benefits of tape characteristics

Understand how tape automation reduces management total costs of ownership (e.g., multiple platform connectivity, high availability, scalability)

Understand the concept of virtual tape

Solution Design and Implementation (14%)

Identify how IBM TotalStorage solutions meet the following storage-related business needs:

Disaster Recovery - Risk Assessment

Disaster Recovery - Business Continuance

Disaster Recovery tiers

Disaster Recovery - High Availability - geographically dispersed systems

On Demand solutions, including Information Lifecycle Management

Data sharing

Performance

Enterprise Storage Resource Management - Capacity planning

Environmental planning

Competition (20%)

Identify current primary competitors of the IBM TotalStorage portfolio

Determine the competitive features and benefits of each competitive product

Tape - Quantum, HP, ADIC, Overland

Data Retention - EMC

Disk - EMC, HDS, Sun, HP

Storage Management Software - Veritas , CA , EMC (Legato), Microsoft

Network Attached Storage - EMC, Sun

Storage Virtualization - EMC, HPS

Determine the competitor's value proposition, pricing, selling strategies and solution strengths/weaknesses

Identify key corporate strengths and weaknesses of the competition

Position the IBM solution against the competitive solutions