CCNP certification

000-960 Test information:
Number of questions: 66
Time allowed in minutes: 120
Required passing score: 63%
Test languages: English

1. Customer Business Needs Assessment
Determine the set of customer’s 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 System Storage 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 I/T plan and storage requirements (for example, identify links between customer’s future growth plan, I/T 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

2. Sales Process, Tools, and Resources
Identify target markets and opportunities for IBM storage solutions
Qualify opportunity (identify decision-makers, identify competition, etc.)
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 presentation resources (e.g., specialists)
Prepare business justification (TCO/ROI)
Understand the value and leverage System Storage Executive Briefing Center, System Storage Interoperability +Center or System Storage Solution Center or Business Partner Innovation Center (BPIC)
Identify key extended IBM team resources to help design solution
Identify appropriate contacts and resources for information regarding IBM’s Information Infrastructure strategy, including the three core technology innovations (Virtualization, Archive and Retention, and Security)
Locate and use appropriate sales tools and resources to create and design storage solutions that meet customer Information Infrastructure needs

3. Total Storage Portfolio
Describe the IBM Information Infrastructure storage strategy and build a storage strategy with the customer.
Describe the storage hierarchy as it relates to price, performance, and business requirements and as it supports life cycle management and storage orchestration
Describe the benefits and differentiating features of IBM disk solutions (e.g., DS family, N series, Network Attached Storage, iSCSI, SATA, EXP Plus)
Describe the benefits and differentiating features of IBM Tape Solutions (e.g., Enterprise Tape Drives and Libraries, Virtual Tape Server, LTO, WORM Tape and Encryption)
Describe the benefits and differentiating features of the IBM Virtualization Family (e.g., SAN Volume Controller, Virtual Tape)
Describe the benefits and differentiating features of IBM Storage Management Software (IBM Tivoli Storage Manager, IBM TotalStorage Productivity Center, DFSMS)
Describe the benefits and differentiating features of IBM’s Archive and Retention Solution
Describe benefits and differentiating features of IBM Storage Networking Components (e.g., gateways, switches, hubs, routers, directors)
Describe benefits and differentiating features of IBM 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 how RAID levels, dynamic sparing, and cache affect performance and availability
Understand the concept of storage virtualization
Understand how tape automation reduces management total costs of ownership (e.g. multiple platform connectivity, high availability, scalability)
Understand the concept of virtual tape

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