SPARC-Based Servers 2014 Sales

Assessment
1. Which three statements about SPARC T5-based systems are true?
SPARC T5
systems
deliver
extreme
performance
and
outstanding
virtualization
capabilities
in a compact
design (*)
Premiere Desktop Publishing system
Best SPARC system for in-memory computing
Targeted at entry-level and midrange customers
(*)
15+ world record benchmarks (*)
2.Which Question à revoir
three (1) Points
statements
about
Fujitsu
M10
systems
are true?

(Choisir toutes les réponses correctes)

Fujitsu M10 systems continue the heritage of the

SPARC64 processor family and XSCF service
processor management (*)
Systems have a modular building block architecture and
Capacity on demand (COD) that enables dynamic
scaling (*)
Systems use the same virtualization technology as
Lenovo platforms
Follow in the footsteps of legacy M-series systems,
using XSCF service processor management
Fujitsu M10 systems have enhanced capacity up to
1,024 processor cores (*)

Correct!

3. What are the three key value propositions for SPARC T5- Question à revoir
 based systems? (1) Points

(Choisir toutes les réponses correctes)

The price for performance rises as the system scales.

Performance - increased performance vs. T4 systems
(*)
Scale - linearly scalable 8-way (socket) server for the
most demanding Cloud and Enterprise applications (*)
Enhanced RAS - RAS features like hot-plug
CPU/Memory modules are added into the 4 and 8
socket systems (*)
Systems use the same virtualization technology as UCS
platforms

Correct!

4. Which three statements about Oracle SuperCluster systems Question à revoir

are true? (1) Points

(Choisir toutes les réponses correctes)

Oracle SuperCluster are our general purpose engineered

systems based on SPARC (*)
Systems use the world's fastest processors andOracle
Exadata Storage Serversoptimized forOracle Database
(*)
Systems that offer extreme performance and
outstanding virtualization capabilities in a compact
design
Oracle SuperClusters can have up to 10x to 50x
database acceleration with Exadata Storage Servers
Oracle SuperCluster systems have enhanced capacity
up to 1,024 processor cores (*)

Incorrect. Please refer back to the

lesson “Introduction and
Overview – SPARC Systems.”

5. What are the three key value propositions for Fujitsu M10 Question à revoir
systems? (1) Points

(Choisir toutes les réponses correctes)

Mainframe RAS and PPAR Dynamic Reconfiguration

for fault, security and resource isolation (*)
Dynamic Scaling with core-level CPU Activation and
building block architecture allows customers to “Pay as
You Grow” (*)
Uses ILOM for Service Processor management
 Systems that offer increased performance with Software
on Chip and scalability up to 64 CPUs/1024 cores (*)
Fujitsu M10-1 systems provide unique scalability to
grow from a small 4-socket server up to a large 64-
socket system with a modular architecture

Correct!
6.Which Question à revoir
four (1) Points
statements
about the
Oracle
SPARC
portfolio
are true?

(Choisir toutes les réponses correctes)

Vmware is our virtualization technology

Higher performance than the competition (*)
All systems run Oracle Solaris (*)
All systems offer 100% binary compatibility (*)
Systems feature near linear pricing (*)
Installation services are offered through IBM Global
Services

Correct!

7. What are three keys strengths or opportunities that Question à revoir

differentiate Oracle SuperCluster systems from their (1) Points
competition?

(Choisir toutes les réponses correctes)

Fastest performance for database (*)

Equal price and performance as many horizontally
scaled commodity x86 systems
Security. encryption, virtualization and systems
management at extra cost
Rapid time to deployment because system is pre-
configured and engineered for tight integration (*)
Servicing from a single source – one throat to choke!
(*)

Incorrect. Please refer back to the

lesson “Introduction and
Overview – SPARC Systems.”

8. What are three keys strengths or opportunities that Question à revoir

differentiate SPARC M6-32 systems from their
 competition? (1) Points

(Choisir toutes les réponses correctes)

High availability systems offering high uptimes, usually

around 4 to 5 9’s of availability (99.99/99.999). (*)
Equal price and performance as many horizontally
scaled commodity x86 systems
Integrated encryption, virtualization and systems
management at no extra cost (*)
2x more capacity vs. M5 and in-memory performance
Oracle Linux application compatibility (*)

Incorrect. Please refer back to the

lesson “Introduction and
Overview – SPARC Systems.”

9. What are the three key value propositions for SPARC M6- Question à revoir
32 systems? (1) Points

(Choisir toutes les réponses correctes)

Systems offer extreme performance with 2X the

processor cores throughput of SPARC M5-32 systems,
enabling in memory Oracle data base queries 7X faster
(*)
Highest efficiency – systems have built-in, no-cost
virtualization, and flexible physical /logical system
partitioning, with continuous availability design to
eliminate downtime (*)
Scale - linearly scalable 8-way (socket) server for the
most demanding Cloud and Enterprise applications
Systems that offer extreme performance and
outstanding virtualization capabilities in a compact
design
SPARC M6-32 systems have 2X more memory per
processor of any datacenter server with terabytes per
second of memory bandwidth (*)

Incorrect. Please refer back to the

lesson “Introduction and
Overview – SPARC Systems.”

10. What are three elements of Oracle’s strategy that support Question à revoir
the Oracle Systems advantage? (1) Points

(Choisir toutes les réponses correctes)

Leverage systems using LPARs and WPARs for logical

and workload partitioning
 Develop together a full hardware and software stack:
database, middleware and application software (*)
Optimize the operating system and processors to run
Oracle’s database and Java software better and faster
(*)
Engineered Systems: the ultimate demonstration of the
value of the integration (*)
Create density optimized servers to support hyperscale
environments running Linux.

Incorrect. Please refer back to the

lesson “Introduction and
Overview – SPARC Systems.”
11.Name three key Question à revoir
industries (1) Points
where
opportunity
exists for
Oracle
Solaris/SPARC
solutions.

(Choisir toutes les réponses correctes)

Financial Services (*)

Government (*)
Hyperscale environments
Mobile
TELCO (*)

Correct!

12. What are some of the key business priorities or areas Question à revoir
of IT opportunity where Oracle Solaris/SPARC (1) Points
solutions have a great potential?

(Choisir toutes les réponses correctes)

Migration to Density-optimized servers

Consolidation and Virtualization (*)
Cloud Build-Out (*)
Data Center Modernization (*)

Incorrect. Refer to the

“Market Definition and
Trends” lesson for more
information.

13. The biggest opportunity for growth of the SPARC Question à revoir
 servers is in _____________. Select all the apply. (1) Points

(Choisir toutes les réponses correctes)

Volume
Midrange I segment
Midrange II segment (*)
High-End segment (*)

Incorrect. Refer to the

“Market Definition and
Trends” lesson for more
information.

14. What are two reasons why the SPARC install base is Question à revoir
a key opportunity area for our current portfolio of (1) Points
SPARC systems?

(Choisir toutes les réponses correctes)

Most customers want to stay on the old SPARC

platform that they currently have in their
environment.
Customers would like to get off the SPARC
platform due to the lack of a roadmap.
Older systems incur increased costs over time,
like higher power use compared to newer systems
(*)
Newer Oracle and Fujitsu SPARC Systems offer
significant performance and cost advantages, as
well as Binary compatibility for legacy Apps. (*)

Incorrect. Refer to the

“Market Definition and
Trends” lesson for more
information.

15. The Total Addressable Market (or TAM) for Unix Question à revoir
servers is $7B USD annually. Of this $7B TAM, how (1) Points
much was sold by Oracle’s competitors? Select the
correct answer.

2.5B
5.5B (*)
1.5B
3.5B
4.5B

Correct!
16.Key target Question à revoir
customers for (1) Points
our SPARC
portfolio of
systems,
including Oracle
SuperCluster are
_____________.
Select all that
apply.

(Choisir toutes les réponses correctes)

Mid-range I segment customers

Build-out customers (*)
Competitive selling situations where Oracle has
better price/performance (*)
Installed base refresh customers (*)
Datacenters looking to migrate to hyperscale
environments

Incorrect. Please refer back

to the lesson “Customer
Discovery and
Qualification – SPARC
Systems”.

17. Select three qualifying questions for customers who Question à revoir
have legacy systems in their datacenters? (1) Points

(Choisir toutes les réponses correctes)

Do you currently experience either performance

or reliability/availability concerns on your
current systems? (*)
Have you considered a platform upgrade to
lower the operating costs of your existing
environment? (*)
Do know that SPARC systems have up to 32 TB
of memory?
Did you know that systems like the SPARC T5-
8 server offers breakthrough price/performance
by 3-10X that of the competition? (*)
How many IT operations people do you
currently employ?

Incorrect. Please refer back

to the lesson “Customer
Discovery and
Qualification – SPARC
 Systems”.

18. Select three qualifying questions for customers who Question à revoir
have legacy SPARC systems in their datacenters? (1) Points

(Choisir toutes les réponses correctes)

Are you looking to run mobile applications on

commodity x86 systems?
Do you know that M5-32/M6-32 provides better
compression?
Do you have any SPARC servers that are more
than 3 years old and are depreciated? (*)
Do you need to increase performance on your
SPARC servers? (*)
Do any of your SPARC servers run Solaris 8 or
Solaris 9? (*)

Incorrect. Please refer back

to the lesson “Customer
Discovery and
Qualification – SPARC
Systems”.

19. What are three topics that might be of interest in a Question à revoir
discovery conversation with a potential customer (1) Points
who is a business owner?

(Choisir toutes les réponses correctes)

The numbers of cores and processors in new

M6-32 systems
Risk to the business (*)
Expandability and ability to manage increasing
workloads (*)
Time to market (*)
Low-cost hardware but increased, overall
services costs

Incorrect. Please refer back

to the lesson “Customer
Discovery and
Qualification – SPARC
Systems”.

20. Select the three items you should obtain information Question à revoir
for during the customer gathering requirements (1) Points
process for SPARC. products.

(Choisir toutes les réponses correctes)

 Disaster recovery (*)
Security requirements (*)
Virtualization (*)
projected CEO level layoffs

Correct!
21.Name three Question à revoir
trends that (1) Points
are
influencing
a move
toward
cloud
computing?

(Choisir toutes les réponses correctes)

Transitioning from datacenter silos to a virtual

environment with shared services, dynamic
provisioning and standardized configurations or
appliances (*)
Creating silo’ed environments with
compartmentalized resources
Environment with applications that benefit from self-
service and elastic scalability (*)
Uses XSCF for system management
Need to become a better internal service provider to
the lines of business, BUs, departments (*)

Incorrect. Please refer back to

the lesson “Positioning the
Solution – SPARC Systems”.

22. Which three positioning statements are true regarding Question à revoir
solutions based on Oracle SuperCluster systems? (1) Points

(Choisir toutes les réponses correctes)

Offers extreme database performance with higher

levels of integration of the stack (*)
Inclusion of Oracle Exa storage cells accelerates
performance (*)
Uses XSCF for system management
System with small footprint
Uses ILOM for system management (*)

Incorrect. Please refer back to

the lesson “Positioning the
 Solution – SPARC Systems”.

23. Which three positioning statements are true regarding Question à revoir
solutions based on Fujitsu M10-based systems? (1) Points

(Choisir toutes les réponses correctes)

Features Capacity on Demand through Core

Activation (*)
System with modular building block architecture (*)
Scales from small to huge in a single system image
(*)
System with small footprint
Uses ILOM for system management

Incorrect. Please refer back to

the lesson “Positioning the
Solution – SPARC Systems”.

24. Which three positioning statements are true regarding Question à revoir
solutions based on SPARC T5-based systems? (1) Points

(Choisir toutes les réponses correctes)

Best system for running in-memory databases

System with massive scale
Manages workloads ranging from midrange to large
applications (*)
System with small footprint (*)
Record-breaking performance (*)

Correct!

25. Name four key customer value propositions for Oracle Question à revoir
Solaris/SPARC solutions? (1) Points

(Choisir toutes les réponses correctes)

High Performance and lowered TCO (*)

Purchasing the latest technology
Enhanced RAS and Security (*)
Flexibility for Managing Increasing Workloads (*)
Reduced Risk and Business Expandability (*)
Highest Density commodity platform

Incorrect. Please refer back to

the lesson “Positioning the
Solution – SPARC Systems”.
26.BM Question à revoir
Power7+ (1) Points
servers
double
memory
capacity, but
do not add
bandwidth
and fail to
match
SPARC
Systems like
the T-Series
on per core
performance
Select True
or False.

True (*)
False

Correct

27. As a reaction to Oracle Engineered Systems, what Question à revoir

companies created or have invested in the joint-venture (1) Points
company called VCE? Check all that may apply.

(Choisir toutes les réponses correctes)

IBM
EMC (*)
Cisco (*)
VMWare (*)
Intel (*)

Incorrect. Please review the

Lesson “Competitive
Landscape and Overcoming
Customer Objections” again.

28. The TCO of x86 servers with VMWare and Linux is Question à revoir
________ SPARC with Solaris if customers factor in (1) Points
the licensing cost and support cost of VMware vSphere
hypervisor, its management software, and the Red Hat
Enterprise Linux operating system. Select the correct
answer.

lower than
same as
 higher than (*)

Incorrect. Please review the

Lesson “Competitive
Landscape and Overcoming
Customer Objections” again.

29. Which of the following are good reasons why customers Question à revoir
might choose SPARC over x86? (1) Points

(Choisir toutes les réponses correctes)

More proven performance for mission critical

workloads (Database, SAP, Java, Financial
Services) (*)
Superior RAS (Reliability, Availability,
Serviceability) (*)
Deeper integration across solution elements (HW to
OS, and HW to Oracle SW) (*)
Lower TCO for enterprise deployments (*)
Large demand for commodity servers in datacenters
Cisco and Lenovo have lengthy experience with
enterprise servers

Incorrect. Please review the

Lesson “Competitive
Landscape and Overcoming
Customer Objections” again.

30. Select three responses regarding Lenovo as a competitor Question à revoir

that are true. (1) Points

(Choisir toutes les réponses correctes)

Lenovo it is an unproven server vendor and it will

be compared to well established server brands. (*)
This sale will put added pressure on IBM's Power
Systems division to execute sales. (*)
The effects of the IBM Lenovo deal will effect
Oracle server sales in 2014.
IBM Global Services recommends them (*)

Incorrect. Please review the

Lesson “Competitive
Landscape and Overcoming
Customer Objections” again.
31.Select two Question à revoir
common (1) Points
claims by
IBM
concerning
Oracle's
SPARC
servers.

(Choisir toutes les réponses correctes)

Oracle is not commited to SPARC. (*)

IBM has easier patching capabilities.
Power 7+ has superior performance per core. (*)
COD allows you to “pay as you grow” which is a
feature in Oracle’s SPARC T5 servers

Incorrect. Please review the

Lesson “Competitive Landscape
and Overcoming Customer
Objections” again.

32. Select the two options that are true for Oracle's SPARC Question à revoir
pricing strategy. (1) Points

(Choisir toutes les réponses correctes)

Virtualization has an additional charge

Quote a low price chassis with low density memory
Near Linear Pricing (*)
System Management is included (*)

Incorrect. Please review the

Lesson “Competitive Landscape
and Overcoming Customer
Objections” again.

33. Target IT customers that need to_______________. Question à revoir

Select all the answers that apply. (1) Points

(Choisir toutes les réponses correctes)

consolidate server sprawl (*)

stick with an x86 vendor even though Oracle can
compete on price/performance in the x86 market
eliminate their fragile infrastructions from numerous
suppliers (*)
decrease the spending of their IT budget on operations
so they can innovate instead (*)
modernize their IT environment (*)

Incorrect. Please review the

 Lesson “Competitive Landscape
and Overcoming Customer
Objections” again.

34. Select all the statements that are true for HP x86 servers. Question à revoir
(1) Points

(Choisir toutes les réponses correctes)

They are very dependent on 3rd party software. (*)

They have a very large channel partner network. (*)
They have a very large install base. (*)
HP has brand recognition but a low volume of x86
servers sold.
In a comparison with the HP ProLiant DL580, the
SPARC T5 server got the same or better per-core
performance. (*)

Incorrect. Please review the

Lesson “Competitive Landscape
and Overcoming Customer
Objections” again.

35. Which of the following are good reasons why customers Question à revoir
might choose SPARC over IBM POWER ? Pick all that (1) Points
apply.

(Choisir toutes les réponses correctes)

IBM's per-core performance claims are not relevant

when SPARC beats IBM in total price/performance
(*)
Oracle SPARC has more built-in enterprise
functionality by comparison to IBM who layers
pieceparts at additional cost (Solaris, virtualization,
management, etc.) (*)
IBM introduces many tradeoffs that break
compatibility when run together in the same solution
(*)
Oracle provides more performance gains per
generation and has met our roadmaps compared to
IBM. (*)
Oracle focuses on innovation at the technology layer
to provide more performance out of the box, while
IBM remains focused on custom costly services
and/or futures with partners to achieve touted
capabilities (*)
Oracle products are always the lowest purchase price

Incorrect. Please review the

 Lesson “Competitive Landscape
and Overcoming Customer
Objections” again.
36.The IBM pricing Question à revoir
strategy includes (1) Points
_______________.
Check all that
apply.

(Choisir toutes les réponses correctes)

costly add-ons (e.g. OS, management

software) (*)
Extensive use of IBM Global Services (*)
PureFlex without any new investment
touting additional free upgrades

Incorrect. Please review

the Lesson “Competitive
Landscape and
Overcoming Customer
Objections” again.

37. Select the repsonse that is true for Cisco x86 Question à revoir
servers. (1) Points

They have strong relationships with EMC,

VMware, NetApp & Intel. (*)
They have strong relationships with EMC,
VMware, NetApp & IBM.
While they are primarily a networking
company, they have over 8 years of server
experience as well.
They have a very large install base.

Incorrect. Please review

the Lesson “Competitive
Landscape and
Overcoming Customer
Objections” again.

Cross-Sell/Upsell
(Répondez à toutes les questions de cette section.)

38. Give two examples of cross-sell opportunities Question à revoir

when selling an Oracle Solaris/SPARC solution. (1) Points
 (Choisir toutes les réponses correctes)

Tell your customer about the fact that Oracle

Storage is optimized to work with Oracle
systems, and can help maximize their overall
system performance. (*)
Inform your customers of the benefits of
using Oracle or Partner Services for
Implementation and varying levels of support.
(*)
Detail the mission-critical capabilities of
commodity x86 solutions to generate interest
in running in-memory database applications
Describe using multiple small x86 systems as
a way to break into cloud deployments.

Incorrect. Please refer

back to the lesson
“Cross-sell/Upsell –
SPARC Systems.”

39. Our virtualization story is critical to both cross- Question à revoir

selling and upselling Oracle solutions. What are (1) Points
three of the benefits of SPARC’s virtualization
infrastructure?

(Choisir toutes les réponses correctes)

Different virtualization management tools for

managing Vmware virtualized environments
Limited support for any OS beyond Oracle
Solaris 11
No-cost, low-overhead virtualization that
increases system utlization (*)
Hardware partitions, or dynamic domains, on
the SPARC M6-32 and Fujitsu M10 (*)
Oracle Solaris 11 Zones capable of supporting
applications running on Oracle Solaris 8 and
9, and Oracle Solaris Trusted Extensions. (*)

Incorrect. Please refer

back to the lesson
“Cross-sell/Upsell –
SPARC Systems.”

40. Linear pricing means _____. Question à revoir

(1) Points

The price for performance rises as the system

scales.
 Large SMP systems cost more (price/
performance) than smaller footprints.
The Oracle Server portfolio cost/performance
is the nearly the same for 2-, 4-, 8-, and 32-
socket systems, thus linear. (*)
Support for High-end SMP systems is the
same as for commodity x86 systems.

Incorrect. Please refer

back to the lesson
“Cross-sell/Upsell –
SPARC Systems.”

7.What are the three key value propositions for Oracle SuperCluster systems?

Oracle
SuperCluster
offers extreme
performance,
with 10x to
50x database
acceleration
with Exadata
Storage
Servers (*)
Oracle SuperCluster lowers TCO because Customers save time in
deployment and administrative overhead with a preconfigured and
engineered solution (*)
Oracle SuperCluster can simplify consolidation; Consolidate up to
100 legacy servers to 1 SuperCluster with no software migration
costs

Oracle SuperCluster can simplify consolidation; Consolidate up to 100

legacy servers to 1 SuperCluster with no software migration costs (*)

9. What are three keys strengths or opportunities that differentiate Fujitsu M10 systems
from their competition?
Huge SPARC
install base:
replacing
/consolidating
old SPARC
servers (*)
Innovative SWoC to deliver world record performance benchmarks
(*)
Systems that use LPARs and WPARs for logical and workload
partitioning
Uses ILOM for Service Processor management
 Unique dynamic scaling (CPU Activation and Building Blocks) (*)
12.Select Question à revoir
the (1) Points
Key
Sales
Plays.
Check
all
that
apply.

(Choisir toutes les réponses correctes)

Migrate and Replace IBM Power / AIX with SPARC / Solaris (*)
SPARC Install Base Outreach and Refresh (*)
Cloud Build-Out (*)
Replace all non-IBM mainframe vendors IBM
Attach SPARC Servers to Oracle Software Sales (*)

Incorrect. Refer to the “Market Definition and Trends”

lesson for more information.

13.The Midrange II Question à revoir

and High End (1) Points
segments
markets are
currently held
by
____________.
Select all that
apply.

(Choisir toutes les réponses correctes)

HP (*)
IBM (*)
Dell
Cisco
5The core Question à revoir
. messages for (1) Points
the SPARC
portfolio are
___________.
Select all that
apply.

(Choisir toutes les réponses correctes)

 Scale (*)
Agile
Availability (*)
Value (*)
Performance (*)

Correct!
16.When speaking Question à revoir
to CFOs and (1) Points
other executives
about their
datacenters,
what are some
issues that are
good topics of
conversation,
and can cause
hidden costs
that may be
resolved by an
Oracle
Solaris/SPARC
solution?

(Choisir toutes les réponses correctes)

Virtualization cost and efficiency (*)

Migration (*)
Software Licensing (*)
IT staff time
Desktop applications
17.What are Question à revoir
three key (1) Points
motivators for
customer IT
infrastructure
expenditures?

(Choisir toutes les réponses correctes)

Increased productivity (*)

Purchasing the latest technology
Reduced risk (*)
Removing legacy systems
CAPEX, OPEX savings (*)
18.What kinds Question à revoir
of (1) Points
information
 should you
ask your
customers
when
initially
learning
about an
opportunity?
Select four
responses.

(Choisir toutes les réponses correctes)

Business goals and needs (*)

Workload requirements (*)
Backup and recovery procedures (*)
Applications used for desktop publishing
Business growth potential (*)
Details on each system configured in their data center

Correct!
3Name four key Question à revoir
. customer value (1) Points
propositions for
Oracle
Solaris/SPARC
solutions?

(Choisir toutes les réponses correctes)

High Performance and lowered TCO (*)

Purchasing the latest technology
Enhanced RAS and Security (*)
Flexibility for Managing Increasing Workloads (*)
Reduced Risk and Business Expandability (*)
Highest Density commodity platform

Incorrect. Please refer back

to the lesson “Positioning the
Solution – SPARC
Systems”.

24. Significantly reduced Total Cost of Ownership is a Question à revoir

key benefit to position for customers contemplating (1) Points
Oracle Solaris/SPARC solutions. What are some of
the reasons for this? Name three.

(Choisir toutes les réponses correctes)

 SPARC /Solaris solutions offer no-cost, low-
overhead virtualization (*)
Solaris/SPARC solutions with Vmware
significantly reduce software licensing
As a high-density commodity platform,
SPARC/Solaris offers best price/ performance
SPARC /Solaris solutions offer lower OS support
and service fees (*)
SPARC/Solaris solutions offer reduced power and
cooling costs (*)

Incorrect. Please refer back

to the lesson “Positioning the
Solution – SPARC
Systems”.

25. Which three responses are target use cases for Oracle Question à revoir
Solaris/SPARC solutions? (1) Points

(Choisir toutes les réponses correctes)

Backup and data protection of Oracle software

Consolidation and Virtualization (*)
Oracle Software Customers (*)
Cloud Computing (*)
BIDW environment

Incorrect. Please refer back

to the lesson “Positioning the
Solution – SPARC
Systems”.
26.What are Question à revoir
the (1) Points
common
weaknesses
of x86
servers?

(Choisir toutes les réponses correctes)

Most common models missing key RAS features (*)

End-to-end manageability (*)
Flexible model options
General purpose, not optimized for enterprise
deployments (*)
Low acquisition cost

Incorrect.
27. Which three statements are arguments against FUD that Question à revoir
says “COD allows you to “pay as you grow” which is not (1) Points
in the SPARC Portfolio?”

(Choisir toutes les réponses correctes)

IBM COD (available on high-end systems) requires

upfront purchase and support of the systems boards,
and you pay full prices at the time of acquisition (*)
Fujitsu M10 servers offer COD, a modular building
block architecture and the extreme performance of
our new SPARC portfolio (*)
SPARC M6-32 systems require activation licenses
for CPUs, Memory, and Virtualization
IBM sells proactive support services (e.g. Call Home)
at a high price premium
IBM systems are expensive and need activation
pricing and COD to lower acquisition costs. (*)

Incorrect. Please review the

Lesson “Competitive
Landscape and Overcoming
Customer Objections” again.

28. Which of the following are good reasons why customers Question à revoir
might choose SPARC over IBM POWER ? Pick all that (1) Points
apply.

(Choisir toutes les réponses correctes)

IBM's per-core performance claims are not relevant

when SPARC beats IBM in total price/performance
(*)
Oracle SPARC has more built-in enterprise
functionality by comparison to IBM who layers
pieceparts at additional cost (Solaris, virtualization,
management, etc.) (*)
IBM introduces many tradeoffs that break
compatibility when run together in the same solution
(*)
Oracle provides more performance gains per
generation and has met our roadmaps compared to
IBM. (*)
Oracle focuses on innovation at the technology layer
to provide more performance out of the box, while
IBM remains focused on custom costly services
and/or futures with partners to achieve touted
capabilities (*)
Oracle products are always the lowest purchase price
 Incorrect. Please review the
Lesson “Competitive
Landscape and Overcoming
Customer Objections” again.

29. Select all the statements that are true for HP x86 servers. Question à revoir
(1) Points

(Choisir toutes les réponses correctes)

They are very dependent on 3rd party software. (*)

They have a very large channel partner network. (*)
They have a very large install base. (*)
HP has brand recognition but a low volume of x86
servers sold.
In a comparison with the HP ProLiant DL580, the
SPARC T5 server got the same or better per-core
performance. (*)

Correct

30. Which statement is true about IBM POWER? Question à revoir

(1) Points

IBM derives a large percentage of its revenue from

services (*)
IBM POWER revenues have grown year over year
for the past 3 quarters
IBM delivers 50%-2X performance gains with each
generation
About a third of current POWER systems ship with
Linux installed today

Incorrect. Please review the

Lesson “Competitive
Landscape and Overcoming
Customer Objections” again.
34.What part Question à revoir
of the (1) Points
Oracle
technology
stack can
be
managed
and
monitored
by Oracle
Enterprise
Manager?
 Select all
the
answers
apply.

(Choisir toutes les réponses correctes)

Servers (*)
Database
Operating Systems (*)
Storage (*)
Virtualization (*)

Incorrect. Please review the

Lesson “Competitive Landscape
and Overcoming Customer
Objections” again.

35. Focus on the value of Oracle Solaris on SPARC Question à revoir

compared with commodity x86 servers by talking to the (1) Points
customer about ____________. Select the three answers
that apply.

(Choisir toutes les réponses correctes)

cutting their configuration management effort by 10%

due to Oracle Stack integration
the cost benefits only
business risk (*)
price/performance (*)
technical risk (*)

Correct
37.Which Question à revoir
two (1) Points
SPARC
Systems
would
you best
compare
to
IBM’s
Power
760+
range of
systems?

(Choisir toutes les réponses correctes)

 SPARC T5-4 (*)
SPARC M6-32
Fujitsu M10-4 (*)
Oracle SuperCluster T5-8
Oracle SuperCluster M6-32

Incorrect. Please review the

Lesson “Competitive Landscape
and Overcoming Customer
Objections” again.

Cross-Sell/Upsell
(Répondez à toutes les questions de cette section.)

38. Who are three target buyers for Oracle Solaris/SPARC Question à revoir
solutions? (1) Points

(Choisir toutes les réponses correctes)

Executives like CIOs and COOs (*)

Management in the Desktop Publishing team
Regional marketing management
Data Center Operations management like the IT
Director or Infrastructure Director (*)
Technical management like Solutions Architects and
Solutions Administrators (*)

Correct!
3Name Question à revoir
. the 4 (1) Points
SPARC
systems
Sales
Plays.

(Choisir toutes les réponses correctes)

Migrate and replace OBM Power/AIX servers with

SPARC/Solaris (*)
Blade and x86 Build Out
SPARC the Base (*)
Attach SPARC Servers to Oracle Software Sales (*)
Cloud Build-Out (*)
Lenovo and UCS Take Out

Incorrect. Please refer back to the

 lesson “Selling SPARC Systems – A
Call to Action.”

44. Select three key points that support SPARC T5 server Question à revoir
leadership. (1) Points

(Choisir toutes les réponses correctes)

Increased single thread performance by 1.2X over SPARC

T4 Servers (*)
Over 2X performance increase in less than 2 years (*)
Regional marketing management
20+ World Record Benchmarks (*)
Fastest commodity x86 server platform available

Correct!

45. Select three key points that support a Sales “call to Action” for Question à revoir
Oracle SPARC Systems solutions. (1) Points

(Choisir toutes les réponses correctes)

Commodity x86 systems provide a comprehensive

solution for mission-critical applications
Don’t just sell hardware – sell Oracle software and
services (*)
Understand your customer’s business objectives and create
financial validation beyond a SPARC server-only deal (*)
Leverage OPN tools, resources, and programs that support
sales and service of Oracle SPARC/Solaris solutions (*)
SAN storage is the best option to drive Server sales

10.Which
Question à revoir
three
(1) Points
statements
about
SPARC
M6-32
systems
are true?

(Choisir toutes les réponses correctes)

SPARC M6-32 systems are massively scalable data center servers (*)
Systems that offer extreme performance and outstanding virtualization
capabilities in a compact design
Systems can have up to 32 terabytes of memory for running workloads
 completely in-memory (*)
Follow in the footsteps of legacy M-series systems, using XSCF service
processor management
SPARC M5 and M6-32 servers deliver extreme performance for the largest
mission-critical workloads (*)

12.Which
Question à revoir
two
(1) Points
responses
are true
about the
SPARC
Server
Portfolio?

(Choisir toutes les réponses correctes)

T-Series Servers allow you to mix CPUs of different frequencies within the
same chassis.
Oracle’s SPARC portfolio of systems integrate key features like security,
encryption and virtualization at no extra cost. (*)
All Oracle SPARC Systems are the most fault tolerant SPARC servers that
Oracle offers.
Only Oracle provides a true integrated stack with management visibility
throughout the software and hardware layers (*)

Correct!
14.Select
Question à
the
revoir
Key
(1) Points
Sales
Plays.
Check
all
that
apply.

(Choisir toutes les réponses correctes)

Migrate and Replace IBM Power / AIX with SPARC / Solaris (*)
SPARC Install Base Outreach and Refresh (*)
Cloud Build-Out (*)
Replace all non-IBM mainframe vendors IBM
Attach SPARC Servers to Oracle Software Sales (*)

16.What are some

Question à
of the key
revoir
business
 priorities or (1) Points
areas of IT
opportunity
where Oracle
Solaris/SPARC
solutions have
a great
potential?

(Choisir toutes les réponses correctes)

Cloud Build-Out (*)

Consolidation and Virtualization (*)
Data Center Modernization (*)
Migration to Density-optimized servers

17.Per IDC’s
Question à revoir
Business
(1) Points
Value
research
data,
customers’
IT
departments
running and
managing
UNIX
systems
save
significantl
y over those
datacenters
running x86
servers.
What are
two reasons
for this?

(Choisir toutes les réponses correctes)

Increased utilization and scalability of UNIX systems means fewer

systems are needed to run the business (*)
x86 servers can consolidate many workloads onto a single system
Virtualization with Vmware is a more cost-effective way to run diverse
operating system environments
Fewer systems means ease of management – less maintenance, less
management, reduced complexity (*)
23.What are three
Question à
points to bring
revoir
up when
(1) Points
positioning
SPARC/Solaris
solutions with
customers who
have legacy or
aging systems
in their
datacenter?

(Choisir toutes les réponses correctes)

New SPARC portfolio can help limit server sprawl (*)

SPARC/Oracle Solaris integrated value with built-in virtualization
and systems management at no extra cost (*)
x86 platforms running Linux have the best solution for Cloud
Computing
As a high-density commodity platform, SPARC/Solaris offers best
price/ performance
One vendor for software, hardware and support (*)

25.When
Question à revoir
positioning
(1) Points
Oracle HW
to an
existing
Oracle SW
customer,
what are
three key
points you
should
emphasize
?

x86 platforms running Linux have the best solution for Cloud Computing
Initial awareness of the SPARC platform impact on Software performance
Using systems with a small footprint
Benefits of upgrading HW to enhance performance and RAS
Benefits of running Oracle SW on Oracle HW – Oracle Engineered on
Oracle

29.Who are
Question à
Oracle’s
revoir
 primary (1) Points
competitors
from a
UNIX
server
standpoint?

(Choisir toutes les réponses correctes)

Dell
AT&T
Microsoft
IBM (*)
HP (*)

31.Oracle SPARC has

Question à
_______________
revoir
_ which is not
(1) Points
included in the
IBM Power series
without additional
costs. Select the
correct answer.

pre-installed OS & virtualization with no additonal license costs

(*)
pre-installed OS but virtualization comes with an additonal
license cost
pre-installed ILOM but security comes with an additional cost

34.Give two
Question à
examples of
revoir
upsell
(1) Points
opportunities
when selling
an Oracle
Solaris/SPARC
solution.

(Choisir toutes les réponses correctes)

Use the record-breaking performance metrics on

the new servers to generate interest in larger and
faster implementations of current initiatives (*)
Use the mission-critical capabilities of
commodity x86 solutions to generate interest in
SPARC solutions
 Use the capabilities of running Vmware logical
domains to promote our virtualization technology.
Use the scale and enhanced RAS of the new
SPARC portfolio to generate interest from
customers running mission-critical applications
needing large memory capacity (*)

Correct!

35. What are four key messages to remind customers

Question à
about when looking to cross-sell or upsell Oracle
revoir
solutions?
(1) Points

(Choisir toutes les réponses correctes)

Commodity servers with little or no

customization provide an comprehensive platform
for mission critical applications
Oracle is innovating at every layer of the stack,
and delivering Best in Class products – in servers,
storage, Operating Systems, virtualization,
enterprise management (*)
Oracle software runs best on Oracle hardware (*)
Oracle is constantly engineering for the widest
range of applications and workloads in the
industry, which gives our customers a huge edge
in hetero-geneous environments (*)
X86 servers have a lower list price than the
SPARC,and after adding in all hidden costs they
present a much better value for their cost
Oracle Solaris/SPARC solutions include
embedded no-cost virtualization, systems
management and OS support (*)

1Select
Question à
. three key
revoir
points that
(1) Points
support
SPARC
M6-32
server
leadership.

(Choisir toutes les réponses correctes)

Oracle's big memory machine, and is powered by the new SPARC M6

processors (*)
Fast and efficient system with small, compact footprint
 Utilizes Exadata Storage Servers for accelerated database performance
Highly efficient, with flexible logical and physical virtualization and
continuous availability (*)
Best in-memory computing – runs in-memory Oracle data base queries up
to 7X faster (*)

44.With Oracle
Question à revoir
Solaris 11,
(1) Points
customers can
manage
_____________
.

storage and server virtualization but not networking virtualization

physical and virtual infrastructures (*)
virtual but not physical infrastructures.
physical but not virtual infrastructures
server virtualization but not networking or storage virtualization

46.What are
Question à
the
revoir
benefits
(1) Points
of Solaris
virtual
networks?
(Choose
three)

(Choisir toutes les réponses correctes)

Integrated firewall, load balancer, and router

functionality (*)
Can be used to fully simulate and test environments
prior to moving them into production (*)
Limited number of VNICs per physical network
reduces bandwidth latency issues
Increased network latency
Easy to configure and deploy with zones (*)

Incorrect. Refer to the "Product

Features and Functions" lesson
for more information.

47. Which four are key Oracle Solaris 11 technologies and

Question à
benefits?
revoir
(1) Points
 (Choisir toutes les réponses correctes)

The operating system has been co-engineered with the

Oracle stack (*)
The elimination of having to perform system updates
Engineered cloud security at every level (*)
Data at cloud scale with Oracle Solaris ZFS (*)
Simplified cloud deployment and administration (*)

1Which
Question à revoir
. statements
(1) Points
about ZFS
encryption
are true?
(Choose
three)

(Choisir toutes les réponses correctes)

ZFS encryption is disabled by default on a new file

system. (*)
An encryption policy on a ZFS file system can be
changed.
Descendent file systems inherit ZFS encryption. (*)
An encryption policy can be set when a ZFS file system
is created. (*)
ZFS encryption supports root pool encryption.

Sorry, that is not correct. Refer to

the "Systems Architecture" lesson
for more information.

52. What are the strengths of Oracle Solaris security? (Choose

Question à
four)
revoir
(1) Points

(Choisir toutes les réponses correctes)

Risk of outsider attacks is reduced by using

authentication services and network service protection.
(*)
Oracle Solaris 11 provides mandatory access control
with Trusted Extensions. (*)
Because the security features in Oracle Solaris 11 are
integrated and not bolted on, the system security is
assured from the start. (*)
Zones, privileges, and role-based access control are
 used to contain applications and users. (*)
Data protection features are automatically configured
upon system installation.

Correct!

Product Essentials for Sales Consultants – OVM for SPARC

(Répondez à toutes les questions de cette section.)

53. Secure live migration means (select two) …

Question à
revoir
(1) Points

Guest VMs are hardened

RAM contents are copied between host in 'clear text'
RAM contents are copied between hosts in encrypted
form (*)
Virtual machines are paused before transmission