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A customer named informs the xS eries Sales Specialist that the server vendor most likely to win their business should offer blade servers. A scalable Intel architecture beyond a 4-way, and a services portfolio. Which of the following vendors should the sales specialist consider as the primary competitor?
A customer named is implem enting a large Oracle database application. Which of the following questions is most important to ask the customer first to clarify requirements?
"Is the database expected to scale significantly after it is implemented?"
"What are your criteria in evaluating potential solutions for this project?"
"How many transactions per minute are expected by this application?"
"What is the size of the user community for this database?"
A potential new customer needs servers and requests a response to their hardware specifications, which are all related to hardware speeds, disk, and memory configuration. The customer requests a quote from IBM withen 48 hours. Which of the following should the xSeries Sales Specialist do to maximize the odds of winning this business?
Request an extension since 48 hours will not be enough time to propose an appropriate solution
Ask the customer for a brief meeting or call to learn more about their needs and respond to their request with a complete solution
Use the configuration guide or spreadsheet configurator to assemble server configurations that meet the specification, and then look for the lowest price
Contact the IBM Client Represntative for this account and ask for assistance in setting up a meeting with the technical decision maker of the prospective customer
A retail industry customer is looking for a cost-effective server refresh solution for each of their 25 remote store locations. However, even if they have a direct connection to each of these stores, they do not have the technical skills available in each of the remote locations. Which of the following topics would be best to highlight when posting the IBM eServer xSeries server?
Availability of IBM Global Services to provide remote personnel to each of the customer's remote locations
The small from factor of the IBM eServer x335 that allows the addition of many servers to each location in a minimum amount of space
Capability of IBM eServer xSeries servers to be remotely managed, including the ability to remotely deploy software using IBM Director, RSA and RDM
Ability of the IBM eServer BladeCenter to maximize scalability in these stores, such that if an additional server is required, the customer will simply need to slide the "Blade" into the chassis
A call center wants to purchase new Intel-based servers. Their agents run a front-end application on Microsoft Windows 2000, and their desktops are a mixture of IBM and non- IBM platforms. The call center requires the ability to deploy updates to the application
straight to the agents' desktops. A competitor has proposed using Microsoft SMS with their platform. Which of the following should the xSeries Sales Specialist do to win this business?
Engage a Tivoli Enterprise Sales Specialist
Propose Software Distribution Premium Edition for IBM Director
Emphasize that the IBM Director has upward integration modules for Microsoft SMS
Emphasize that Microsoft SMS is an IBM ServerProven product and therefore can be used with IBM eServer xSeires
An existing IBM eServer xSeires customer has a new technical decision maker. The customer has requested a proposal for servers and indicated that the decision will be based equally on the technical evaluation and the cost. The product specifications they released are a mix of 2-way and 4-way servers with 4 GB of RAM. In the past, the customer purchased only SCSI disk, however, the key influencer in this decision is interested in a SAN solution with this acquisition. Which of the following actions will maximize IBM's chances to win this business?
Ensure that the customer understands how Dell's pricing strategy can impact them over time.
Prepare a proposal for an IBM FAStT, IBM eServer x345 and IBM eServer x360 solution, then request very aggressive pricing
Call the new technical decision maker and probe if he has any reason to switch vendors at this time, then meet with the key influencer and present IBM FAStT capabilities.
Request an introductory meeting with the new technical decision maker and another meeting with the technical team to confirm requirements and review the IBM FAStT prouct capabilities.
A telecommunications industry customer is inquiring about the rack mountable, Intel-based solutions that IBM offers for their industry. Which TWO of the following solutions should the xSeries Sales Specialist introduce to the customer?
IBM eServer e325
IBM eServer x335 with DC Power Option
IBM eServer x343
IBM eServer x345 with DC Power Option
IBM eServer x360
Answer: B, C
A holiday resort requires some servers to implement a new tier of database software and a new groupware. In other areas of their business, the customer currently uses IBM eServer pSeries servers, which they upgraded multiple times in the last two years. Which TWO of the following features of the IBM eServer x445 will fit this customer's deployment strategy?
Answer: A, D
A customer named currently has over 80 servers in their data center. They spend a large amount of money on maintenance and operational costs of servers. The xSeries Sales Specialist suggests Server Consolidation. Which of the following would be the best reason for using a Server Consolidation strategy in this environment?
To reduce the power requirements
To reduce the overall cost of ownership
To reduce the network infrastructure
To reduce the floor space occupied
A customer named informs an xSeries Sales Specialist that they are entertaining a "Blade" solution from one of the Sales Specialist's competitors. The only information the customer is willing to share is that the competitor offers 96 processors per rack. Based on his competitive knowledge, which two of the following IBM eServer BladeCenter benefits should the Sales Specialist emphasize?
Use of intel Xeon Processors
Answer: B, C
A distribution industry customer recently acquired one of its competitors. During a meeting with the xSeries Sales Specialist, the customer explains that the recentlyacquired company purchased 14 IBM eServer x235 servers thirty days ago. Unfortunately, these servers will not work well in their rack-based data center, since the servers are tower boxes. Which of the following should the Sales Specialist do?
Propose an IBM eServer BladeCenter solution to maximize their rack density
Propose IBM eServer x345s since they have similar specifications to the IBM eServer x235
Propose tower-to-rack conversion kits for the IBM eServer x235 to mount the server in their existing racks
Propose that the customer request to return the IBM eServer x235s since the machines are not very old
A customer named believes that a ll intel-based server products are essentially equivalent. As such, their main consideration for vendor selection would be lowest intial purchase price. Given the customer's position, which of the following should the xSeries Sales Specialist consider as a key competitor and highlight in a sales strategy?
Dell; emphasize the similarity of the products, but that IBM can beat them on initial purchase price.
Dell; emphasize the advantages of X-Architecture, TCO advantages due to System Management benefits, and multiple routs to market.
HPQ; emphasize the similarity of the products, but that IBM can beat them on intial purchase price.
HPQ; emphasize that IBM has better products, that IBM Director is superior to insight Manager.
A customer named has a policy of refreshing their servers every five years. Their key financial decision maker is looking to cut the cost of running their servers. Which of the following arguments can the xSeries Sales Specialist present to convince the customer to purchase IBM?
There is a lower total cost of ownership with IBM servers.
A special bid process can be used to lower the cost of IBM servers.
Server options for IBM servers have lower selling prices than competitors.
An IBM eServer zSeries purchase will allow a customer to significantly increase server lifecycle.
When configuring an IBM NetBAY Enterprise rack, which of the following would be difficult to find as a standard feature?
Glass front door
Lockable doors and side panels
Marriage kits on expansion racks
Side panels on stand-alone racks
A retail customer requires a server with 300 GB of internal disk storage at the lowest possible price point for storage. Which of the following servers should the xSeries Sales Specialist recommend?
IBM eServer x205
IBM eServer x225
IBM eServer x305
IBM eServer x345
A customer named currently runs xcat on a small test bed and wants to migrate to CSM. The customer is also looking for a pre-packaged hardware platform to run their CSM cluster. Which of the following will meet the customer's criteria?
IBM eServer 325
IBM eServer 1350
IBM eServer 335
IBM eServer BladeCenter
Which of the following should be the primary focus of a proposal for a Server Consolidation solution to be delivered after an IBM Server Consolidation study?
Scale up versus Scale out
Lower price than competition
VMware technology versus distributed environment
Proposal meets pre-defined measurable objectives
Which TWO of the following Network Operating Systems are supported on IBM eServer x Series server through the IBM ServerProven program?
VMware ESX Server 2.0
Microsoft Windows Server 2003 Enterprise Edition
Answer: B, C
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