© 2010 IBM Corporation This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. IBM System Storage Introdução

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Agenda introdutória  Objetivos do treinamento Back-to-School  O perfil dos testes Prometric 115 e 118  Módulos de estudo e agenda  Logística local

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Objetivos do treinamento Back to School  Preparar o Parceiro de Negócio para as certificações de System Storage –IBM Storage Sales V2Prometric: teste número 115 –IBM Midrange Storage Technical SupportPrometric: teste número 118  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  Analisar 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

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Lista de Certificações em Março/2010 Reportar Certificações O Parceiro deve assegurar que as certificações/qualificações de seus funcionários estejam refletidas no perfil de sua empresa no PartnerWorld. (referencia: Guia de certificação e educação página 11) Lista de Certificações em Fevereiro de 2011

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Agenda Observações  Fundamentos  Ferramentas pre-venda  DS Simulator  e-Config (configurações)  DS8000  SONAS  Tape Enterprise

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Informações adicionais  Logística –Almoço –Intervalos de 15min –Horário início/fim  Conteúdo do material –Classificação – Para uso do Parceiro de Negócio (não-cliente) –Cópia ( Pen-drive ) –Português/Inglês –PartnerWorld College(Smartzone) – cursos online  Lista de Presença  Atestado de Participação –Enviado via  Pesquisa de Satisfação  -responder satisfação do treinamento –Medir a qualidade do que estamos fazendo –Manter os investimentos realizados

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Como encontrar o site da Prometric para agendamento? Click

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Ao clicar Prometric direciona para a pagina principal e depois clicar START

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Detalhes do teste : IBM Midrange Storage Technical Support Preparação para o teste 

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Caminho de chegar aos treinamento disponíveis no College (PW)

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Selecionar os cursos preparatórios para sua certificação e/ou outros. Por exemplo e-Config, calls de ATS, ProtecTIER, etc Os objetivos estão listados a seguir... 

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Cursos disponíveis preparatórios para a certificação técnica # 118 College (SmartZone) Level 200: DS3000/DS5000 Technical Deep Dive DS5000 (Sep Hours) Level 200: DS3000/DS5000 Technical Deep Dive DS3500 (Sep Minutes) Level 200: DS3000/DS5000 Technical Deep Dive TPC for Disk Midrange Edition (Sep Minutes) Level 200: DS3000/DS5000 Technical Deep Dive EXP5060 (Sep Minutes) Level 100: IBM Storwize V7000 Marketing and Technical Architecture Overview (Oct Minutes) Level 200: IBM Storwize V7000 Hardware Technical Deep Dive (Oct Minutes) Level 200: IBM Storwize V7000 Software Technical Deep Dive Part 1 (Oct Minutes) Level 200: IBM Storwize V7000 Software Technical Deep Dive Part 2 (Oct Minutes) Level 200: N series Demos ( Hours) Level 200: 2010 N series Mid-Year Tech Update (14 Modules) Level 200: N series DOT bit Aggregate ( Aug min) IBM System Storage N series Software Guide - SG (2010) IBM System Storage N Series Hardware Guide - SG (2010) Introduction to Storage Area Networks - SG OR Introduction to Storage Networking (F2F) (2 Days) Level 200: SVC Technical Deep Dive SVC Overview (Sep Minutes) Level 200: SVC Technical Deep Dive Space Efficient Volumes (Sept Minutes) Level 200: SVC Technical Deep Dive SVC Advanced Functions (Sep Minutes) Level 200: SVC Technical Deep Dive SVC Copy Services (Sep Minutes) Level 200: SVC Technical Deep Dive SVC Performance Level 100: IBM Open Systems Tape 101 (Jun Minutes) Level 200: Tape Technical Deep Dive: TS3500 Overview (Sep Minutes) Level 200: Tape Technical Deep Dive: TS3500 Monitoring and Reporting (Sep Level 200: Tape Deep Dive TS3500 Management (Oct Minutes) Level 200: Tape Technical Deep Dive Using Tape With TSM (Oct Minutes) IBM TS7610 Deduplication SMB Appliance Technical Training

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Teste Objetivos 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 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 –Storage products and storage management options –Performance improvements –Systems management –RAS –Storage Efficiency, Service Delivery, Data Protection –Migration, Integration and Tuning –BC/DR 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

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Teste Objetivos Apply Product Information (41%)  Demonstrate DETAILED knowledge of product characteristics and product selection –Disk (DS5000, Storwize V7000, N series) –ProtecTIER (7610)  Demonstrate GENERAL knowledge of product characteristics and product selection –Tape (LTO-5) –SAN (as generally encountered in midrange installations) –SAN Volume Controller –SONAS  Utilize tools, methods and processes to gain insight into the customer's business problems –Performance planning tools –Capacity planning tools –Techline/Competeline –Configurators –Competitive selling tools, e.g., COMP database, Ideas International  Demonstrate ability to compare IBM solutions to competitive offerings  Create an accurate solution design including configuration for hardware, identify software, and services based upon the needs and expectations of the customer; consider physical site requirements

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Teste Objetivos Installation Planning / Migration Considerations (14%)  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 preinstall TDA using SAPR process Installation Support (8%)  Facilitate hardware installation and configuration based on solution design  Facilitate basic storage software and subsystem configuration leveraging system management tools

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Detalhes do teste : IBM Storage Sales V2 Preparação para o teste... 

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Treinamento disponível no College (SMART Zone)

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Cursos disponíveis para preparação do vendedor Objetivos listados a seguir... 

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Teste Objetivos Gather Customer Requirements (26%) 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 environment identify and describe the business requirements, and at a high level gather the information needed by the solution architect to design a solution Determine customer's growth requirements, upgrade path, and useful product life (e.g., current and future performance and capacity Value Proposition (23%) Quantify the business value of IBM storage products' features and functions for a new or existing customer at a conceptual level 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, Service Delivery and Data Protection

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Teste Objetivos Systems Management (11%) Describe the business value of management tools and resources such as TPC, IBM Systems Director, Tivoli Storage Manager, and relate to the customer environment Compare IBM management tools with competitive management tools and techniques Dynamic Infrastructure (16%) a.Describe business value of Business Resilience, Energy Efficiency, Information Infrastructure, Service Management and Virtualization and Consolidation, and relate to storage products and services in a Dynamic Infrastructure b.Identify and describe offerings to help customers reach their Dynamic Infrastructure goals

© 2010 IBM Corporation IBM System Storage This document is for IBM and IBM Business Partner use only It is not intended for customer distribution or use with customers. Teste Objetivos Determine Application Solutions / Create Comprehensive Solution (24%) a.Recognize and discuss typical business solutions (e.g., database, data mining, data migration, unstructured data, server virtualization, disaster recovery, desktop virtualization) b.Develop balanced total solution not just single product 1.High level description of storage options 2.Very high level server traits (mainframe, Power, System x) 3.Systems Software 4.Warranty, Services and Maintenance c.identify appropriate resources internally, or externally through the Business Partner channel to develop and close business d.Describe the TDA and SAPR responsibilities e.Establish customer approved implementation and support team (post-sale)