Data Center Sales Certification Exam Study Guide (DCP-102C) Business Partner Edition August 2016 Version 1.0
Table of Contents Job Role Description... 3 Exam Information... 3 Exam Objectives... 3 Recommended Training and Study Aids... 4 Sample Questions... 7 Online Practice Exam... 9 Register for the Certification Exam... 9 Cancellation/Reschedule and Refund Policy... 9 Retake Policy... 10 Contact Us... 10 Data Center Sales Certification Exam Study Guide August 2016 2
Job Role Description The Lenovo Certified Data Center Sales Professional works as a Lenovo internal or business partner seller. This individual can identify and describe the features of Lenovo's server portfolio, and is able to apply their knowledge of Lenovo servers to meet customer requirements. This individual can also identify and describe features of Lenovo's storage, systems management, and networking products. He or she can apply their knowledge and expertise to differentiate between products within the same family, and match basic stated requirements with the correct product. He or she also has knowledge of competitive offerings and can successfully present the Lenovo solution to close sales. This individual is familiar with tools and resources, and can use them to respond to customer questions. To complete the sale, this individual understands warranty and services options, and includes the correct option to support customer requirements. Exam Information Number of questions 68 Time allowed in minutes 105 Passing score 69% Languages English Recommended pre-requisite skills. This exam is intended for sellers with a minimum of one year experience selling servers, storage and networking products (any vendor), with at least six months experience selling Lenovo products. This exam includes products announced as of July 31, 2016. Any product announcements or withdrawals made after that date are not reflected in this exam. Exam Objectives Section 1 Lenovo Server Product Knowledge (33%) Given a scenario, determine which Rack or Tower system should be utilized Given a scenario, identify Mission Critical opportunities (performance and reliability) Given a scenario, identify when Dense systems should be utilized (NeXtScale, sd250, Cloud, Hyperscale and HPC) Given a scenario, identify opportunities for Flex Systems Given a scenario, identify when an HX Series / Nutanix solution should be utilized Given a scenario, identify product options Identify the right server for a given workload Identify features of XClarity Section 2 Lenovo Storage Product Knowledge (20%) Understand features and product positioning of Lenovo Storage S2200 and S3200 Understand features and product positioning of Lenovo Storage V series Understand features and product positioning of software defined storage and StorSelect Identify differences between DAS, NAS and SAN Identify features of storage networking products Understand basic factors that affect selecting and sizing a storage solution Data Center Sales Certification Exam Study Guide August 2016 3
Identify storage management features Understand tape technology and positioning Section 3 Networking Product Knowledge (11%) Understand concepts and terminology of networking Identify when to use top-of-rack switches Identify embedded switch features and offerings Identify features of Lenovo networking products that support interoperability with existing networks Demonstrate knowledge of Lenovo products that provide Software Defined Networking / Software Defined Data Center (SDN/SDDC) support Section 4 Lenovo Services (6%) Identify warranty support offerings Identify professional services offerings around complex solutions Identify maintenance services offerings Section 5 Competitive Selling and Proposed Solutions (20%) Given the customer s existing environment, recommend a solution to meet their stated requirements Given a scenario, propose the appropriate solution (VDI, SAP HANA, Cloud, consolidation, database) Present the value proposition for a given solution or product Discuss the concepts of converged, hyperconverged, hyperscale and HPC Identify workload-based competitive positioning Given a scenario, respond to objections about company, products and solutions Section 6 Sales Tools, Resources and Processes (10%) Demonstrate knowledge of available configurators and sales tools, what they are and when to use them Demonstrate knowledge of the processes available to the seller Recommended Training and Study Aids Recommended training and resources are intended to help you gain knowledge related to the exam objectives. This information, while comprehensive, will not cover all questions on the exam, and completing training alone does not guarantee that you will pass the exam. Experience is a key component of preparation. Business Partners can find online training on your region s learning system (LenovoPartner.com or Lenovo Partner Network). Follow the links for Training and e-learning. Under the Roadmap tab you will find a roadmap that includes all the recommended training for the Data Center Sales Certification Exam. Reference materials can be downloaded as a single zip file here. If you prefer to download individual documents they can be found at www.lenovo.com/systems in the Reference Library, or from Lenovo Press. When reviewing reference materials focus on what will be tested as described in the test objectives. For example, if the objective refers to selecting the correct rack or tower server based on customer requirements then focus on features and positioning of rack and tower servers discussed in associated reference materials. Data Center Sales Certification Exam Study Guide August 2016 4
Server Products Course Code Resource Type Study Tips Online Training Entry Rack and Tower SXXW2100 Servers Mainstream Rack and Tower Servers Performance Rack and Tower Servers x3850 X6 and x3950 NeXtScale System Features and Benefits ThinkServer sd350 and ThinkServer n400 Introduction to the Lenovo Flex Enterprise Chassis Introduction to the Lenovo Flex Carrier-grade Chassis Flex Systems x240 M5 Flex Systems x480 X6 and x880 X6 Lenovo Converged HX Series Reference Materials Lenovo Server Portfolio Lenovo Server Positioning Lenovo Server Operating System Interoperability Guide Server Product Guides (All servers including Flex Systems, Flex Chassis, and NeXtScale) Lenovo Flex System Products and Technology Storage Products Online Training Lenovo Storage S2200, S3200 Features and Benefits Lenovo 3700 V2 Features and Benefits V5030 SXXW2101 SXXW2102 SXXW2104 SXXW2109 SXXW2110 LTU49488 LTU49489 SXXW2105 SXXW2106 SXSW2119 lenovopress.com LTU49498 SXSW2156 SXSW2157 12 minute online learning 10 minute online learning Search for individual product guides by server or model Complete online training to learn basic information about the Lenovo server portfolio. Know the basic facts for all servers such as memory, drives, and systems management. Know the differences between servers, general product positioning within the server product portfolio, which servers are typically associated with which workloads, and typical expansion options. Be able to identify the correct solution based on the customer s business needs and requirements. Complete online training to learn basic information about Lenovo storage products. Know the basic facts for all storage systems such as capacity, expansion, host connectivity, RAID levels, licensed features, and management. Know the differences Data Center Sales Certification Exam Study Guide August 2016 5
DX8200N Powered by NexentaStor DX8200C Powered by Cloudian Reference Materials S2200/S3200 Product Guides Lenovo Storage V3700 V2 and V3700 V2 XP Product Guide Networking Products Online Training RackSwitch G7028 and G7052 and Positioning RackSwitch G8052 Product Overview RackSwitch G8124E RackSwitch G8264 Product Overview RackSwitch G8332 Product Overview RackSwitch G8272 Product Overview RackSwitch G8296 Product Overview Flex System Networking Family Overview Introducing Lenovo Flex System IO Whiteboard Flex System SI4091 Flex System SI4093 Flex System EN4093R Flex System CN4093 Flex System EN2092 Flex System Interconnect Fabric Brocade Fibre Channel SAN Switch Family (300, 6505 and 6510) Technical Launch Overview Reference Materials RackSwitch Product Guides SXSW2155 SXSW2158 lenovopress.com lenovopress.com LTU47841 LTU47742 LTU47743 LTU47744 LTU47748 LTU47980 LTU48280 LTU48898 LTU48217 LTU48899 LTU48911 LTU48910 LTU49060 LTU49061 LTU48848 LTU49397 lenovopress.com Search for product guide by model 12 minute online learning 12 minute online learning 14 minute online learning 16 minute online learning 17 minute online learning 7 minute online learning 13 minute online learning 14 minute online learning 11 minute online learning 10 minute online learning 13 minute online learning 60 minute online learning Search for individual product guides by model between storage systems, general product positioning within the portfolio. Be able to identify the correct storage solution based on the customer s business needs and requirements. Complete online training to learn the basics of Lenovo networking products. Know the basic characteristics of all networking products including top-of-rack, converged and embedded switched such as number and type of ports, connectivity, and features. Know the differences between networking products, target audience and general positioning within the portfolio. Be able to identify the correct networking product based on the customer s business needs and requirements. Data Center Sales Certification Exam Study Guide August 2016 6
Flex System Switch and lenovopress.com Module Product Guides Systems Management Online Training Lenovo XClarity Features SXXW2108 and Benefits Reference Materials Lenovo XClarity Administrator Product Guide IMM and IMM2 Support on System x and BladeCenter Servers Lenovo Flex System Products and Technology Tools, Resources, Warranty Support Options Resource Materials Pre-Sales Advisor Tool (PSAT) Standalone Solutions Configuration Tool (SSCT) System x and Cluster Solutions configurator (xconfig) ServerProven xref 3D Virtual Tours UpdateXpress ToolsCenter for Lenovo x86 Servers Search for individual product guides by model Link to PSAT tool Link to x-config tool Link to ServerProven information Link to System x Reference Link to 3D Product Catalog Link to UpdateXpress Link to ToolsCenter, including information on several additional important tools and resources It is not necessary to know how to use systems management tools, but knowing when each one would be used is very important. Know which system management tool is associated with which server, and the major functions and uses of each tool. It is not necessary to know how to use tools and configurators, but knowing when each one would be used is very important. Know which configuration or reference tool is associated with which server. Know the major functions and uses of each tool or resource. Sample Questions Sample questions provide a quick look at the type of questions presented on the certification exam. 1. A small-sized business customer needs a power-efficient server that can run several workloads, has a flexible storage configuration, and will occupy minimum rack space. Which product should be recommended? A. System x3500 M5 B. System x3550 M5 C. System x3650 M5 D. System x3850 X6 Data Center Sales Certification Exam Study Guide August 2016 7
2. A customer requires more than 100 TB of storage for archival, which would offer both unified file and block storage. Which storage offering would result in the most cost effective solution for this requirement? A. Lenovo GSS Storage B. Lenovo V3700 SAN Storage with Windows NAS Server C. Lenovo Storage DX8200N powered by NexentaStor D. Lenovo Storage S3200 3. Match the correct definition with the network terminology. A. Connects 10 Gigabit components 1. SFP+ B. Transceiver cable for in-rack cabling 2. QSFP+ C. Low cost copper cables with RJ45 3. DAC D. Connects 40 Gigabit or InfiniBand components 4. CAT5 4. Lenovo offers a Storage Server fulfilled through the Lenovo Intelligent Cluster that leverages decades of experience and is packaged as an integrated, delivered, and fully-supported solution. Which technology is included in this offering? A. HANA B. SQL Server C. GPFS D. DB2 5. A customer wants to update their System x server with the latest driver. Which tool meets this need? A. ThinkVantage Update Utility B. Configuration Options Guide C. ServerProven D. Update Express Answers 1. B 2. C 3. A matches with 1 B matches with 3 C matches with 4 D matches with 2 4. C 5. D Data Center Sales Certification Exam Study Guide August 2016 8
Online Practice Exam The online practice exam includes 64 questions of similar content and difficulty as questions on the certification exam. Passing the practice exam does not result in certification. However, taking the practice exam can help you determine whether or not you are ready to sit for the certification exam, or help identify areas where additional study may be needed. To schedule a practice exam go to www.webassessor.com/lenovo Log in to your Webassessor account, and select Register for an Exam from the menu bar. Practice exams are unproctored and can be taken immediately after scheduling. Take your first practice exam free! Lenovo is currently waiving the US$10 test fee for your first practice exam. When scheduling your exam enter coupon code DCP102P100 on the payment screen. This coupon is valid for one attempt only. Any subsequent attempts are subject to the US$10 test fee. Register for the Certification Exam Certification exams can be taken at a Kryterion Testing Network (KTN) center, or online using Kryterion s Online Proctored service (OLP). OLP allows you to take your exam at a time and location that is convenient to you, such as in the evening at home. An online proctor monitors your testing session through your web camera, maintaining a testing environment similar to testing in a test center. A stable internet connection and a web camera are required. Lenovo allows the use of internal (built-in) and external (cable-connected) web cameras for OLP testing. Register for your certification exam at www.webassessor.com/lenovo At the time of registration you will select the KTN site for your exam, or the OLP option. Payment is made by credit card, voucher or coupon at the time of registration. Cancellation/Reschedule and Refund Policy If you registered for an exam at a Kryterion Testing Network (KTN) center, you can cancel or reschedule your exam up to 72 hours before your scheduled exam time. To reschedule, log in to your Webassessor account, click on the details of your scheduled exam, and select the option to reschedule or cancel your exam. If you registered to take a Kryterion Online Proctored (OLP) exam, you can reschedule your exam up to 24 hours before your scheduled exam time. To reschedule, log in to your account, click on the details of your scheduled exam, and select the option to reschedule or cancel your exam. You will not be refunded any portion of your exam fee, or any portion of the value of a coupon or voucher, if you do not cancel or reschedule before the deadline for your exam, or if you miss your exam appointment. Data Center Sales Certification Exam Study Guide August 2016 9
Retake Policy Certification (proctored) exams. There is no waiting period to retake a proctored exam a second time. However, if you do not pass on your second attempt there is a 30-day waiting period before attempting the exam a third and each subsequent time. The full published fee must be paid for all retake exams. Practice (unproctored) exams. There is no waiting period to retake an unproctored exam. There is no discount for retake exams; the full published fee applies. Contact Us Contact the Lenovo Certification Program team at LenovoCerts@lenovo.com with questions or feedback. Data Center Sales Certification Exam Study Guide August 2016 10