IBM test 000-603 exam name: IBM System z Solution Sales V6
The IBM Certified Specialist – System z Solution Sales V6 creates, identifies, and expands opportunities and takes customer orders to fulfillment. This specialist determines business needs and requirements, designs and sells System z solutions that address customer needs and requirements, and positions the solution in terms of what it will do for the customers business. Individuals in this role can justify solutions from a financial perspective, effectively use tools and resources to close sales, and work within accounts to ensure customer satisfaction and build/maintain customer relationships. The successful candidate will be familiar with the IBM zEnterprise servers (z114, z196, and zBX) as well as typically encountered previous System z servers.
ibm exam 000-603 test information:
Number of questions: 70
Time allowed in minutes: 60
Required passing score: 70%
Test languages: English
Note: There are 70 scored items and 8 unscored items.
The successful candidate will have two or more years of experience selling System z servers. They are able to work with customers to discover their needs, relate System z features and functions to those needs, identify the complete solution and guide the customer through the acquisition process. This exam is primarily designed for IBM Business Partners and IBM sales professionals who work with moderate System z customers and new prospects.
This exam covers both IBM Business Partner and IBM Sales Professionals. These roles deal primarily with different customer profiles and solution products. The required score for success reflects those differences. This exam will contain customer situation not typical for every System z sales professional.
The number of questions and the required passing score will change frequently and without notice. The passing score will depend on the number a difficulty of questions delivered.
These changes will not be posted on this web page.
This certification is number 21002006 for Partner World tracking
test 000-603 exam related certifications:
IBM Certified Specialist – System z Sales V6
IBM test 000-603 exam topics
Gather Customer Requirements
Qualify the customer by confirming their expectations, identifying their decision making process, and ascertaining their compelling reason(s) to act.
Determine financial justification for system acquisition (TCO, ROI, customer budget, business goals).
Determine customer’s growth requirements (current and future performance and capacity).
Identify and describe business requirements that can be met by zEnterprise capabilities and technologies including Solution Editions, zBX and Unified Resource Manager.
Develop application volumes and requirements.
Evaluate existing systems environment
Develop Business Solution
Identify resources needed to achieve predictable performance of the customer’s requirements.
Differentiate server performance using customer application benchmarks, industry benchmarks data.
Recognize application sizing elements. (transaction rates, database hits, transaction spikes, CoD
Differentiate IBM System z family members including special models and Solution Editions.
Explain Ensemble advantages including Zbx and Unified Resource Manager
Compare available System z operating systems.
Identify system management tools available for System z (e.g. z/OSMF, Tivoli, Systems Director, Unified Resource Manager).
Identify systems management tools available for IBM System z (WebSM, Tivoli, etc.).
Guide customer through IBM System z operating systems, middleware, ISV and other applications pricing.
Compare IBM system storage options for System z.
Value Proposition
Quantify the business value of new System z features and functions or a new or existing customer.
Describe zEnterprise architectural advantages to a new customer: Scalability, Clustering, Performance, RAS, Security, Reliability and availabiility, Ensemble Management, and investment protection
Describe business value of System z flexibility: z/VSE, z/VM, z/OS, Linux on System z, System z operating systems, Virtualization, zBX and Unified Resource Manager, and Solution Editions
Competition
Compare IBM System z competitive advantages: Architecture, Performance, Balanced systems design, Ensemble, zBX and Unified Resource Manager, TCO, Virtualization,
to used equipment and other architectures (Sun, HP, and other IBM).
Compare z/OS advantages to other operating systems (e.g., Solaris, Windows, HP-UX, Linux).
Compare IBM System z terminology with competitive terms.
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