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有了解IBM的存储认证387的吗？
Section 1 - Requirements Analysis (14%)
Establish relationship and develop technical rapport with key influencers in the account (e.g., technical, financial)
Qualify the opportunity
Determine and validate the customer's storage requirements
Determine the customer's technical issues and potential limitations
Identify the customer's existing strategic I/T plans relevant to storage (e.g., migration, consolidation, cost)
Identify any storage technology preferences and/or assumptions that the customer has
Size the opportunity
Evaluate the current environment, including identification of:
Host types
Network types
Applications
Data requirements
Backup/recovery requirements
Currently installed products/vendors
Determine the application storage requirements, including:
Performance
Capacity
Reliability
Availability
Scalability
Connectivity
Storage and data management
Business continuity
Section 2 - Storage Architecture/Design (22%)
Identify possible solution
Evaluate potential competitive strategies and solutions
Identify IBM competitive advantages
Review feasibility of solution options with sales specialist
Develop configurations
Analyze the potential configuration options
Consider variables affecting the configuration, including:
Storage product attributes (e.g., cache, adapters, availability, connectivity, performance, capacity)
Describe the Copy Service/Advanced Replication Functions
Hosts (e.g., type, connections, slots, adapters)
Network
Storage Area Network (SAN)
Network Attached Storage (NAS, iSCSI)
Environmentals (e.g., humidity, temperature, etc.)
Solution migration requirements and the impact on data migration
Backup window requirements
Customer personnel skills
Recommend the most appropriate solution, justify it, and demonstrate value
Recommend alternative solutions as appropriate (e.g., in response to customer objections, budgetary constraints)
Articulate technical benefits of proposed (alternative) solutions in terms of business value that a non-technical person can understand
Validate that the solution meets application storage requirements (e.g., review with peers or product experts, benchmark when critical to close the deal, pre-sales systems assurance)
Provide supporting technical documentation to be included in the proposal/offer
Locate and use tools and resources as appropriate to support the creation and design of open storage solutions
Use product experts including key IBM and Business Partner resources to help resolve technical issues
Locate and use the appropriate IBM publications (e.g., White Papers, SAPR Guides, Red Books, product literature, application briefs)
Locate and use non-IBM industry and technical resources (e.g., System design textbooks, user groups)
Locate and use the appropriate IBM support (e.g., Presentations, Benchmarks, Configurators, CompeteLine, Competition Web site, Sales Manuals, Competency Center Web site, Consultline, Support Line, Techline, Storage Proven Solutions, tools such as DiskMagic, etc.)
Identify professional services required to support the solution
Section 3 - Planning and Installation (13%)
Conduct systems/solution assurance review
Complete solution assurance review process, if applicable, in cooperation with the customer
Review environmental requirements (e.g., power, cooling, floor space, loading, dock access) with the customer
Conduct a technical audit of logical and physical configuration and document the configuration
Validate the installation details of the solution with the customer (e.g., review cabling, adapters, disk layout)
Assess the impact of the solution (new install or existing/upgrade) on the production environment
Consider the effect on existing applications and hardware
Consider migration (e.g., storage, servers)
Consider backup window
Implement the solution
Create an implementation schedule for the installation with the customer
Monitor resources for the installation (e.g., customer, IBM, Business Partner)
Validate completion of the installation (e.g., confirm that the customer is operational, address any customer satisfaction issues, identify data and non-data customer responsibilities)
Assist with migration planning as appropriate
Identify different types of migration, including:
Direct attached storage to network storage (e.g., Disk to Storage subsystem, Tape to full automation, SAN, NAS, SVC, SFS)
Platform change (e.g., HP to IBM)
Adding capacity (e.g., Dynamic RAID expansion)
Non-RAID to RAID
Local to network-based back-up
Assist the customer in managing the effects of the migration on the production environment (e.g., hardware, back-up window)
Section 4 - Post-Installation Support (19%)
Determine and resolve problems associated with the storage infrastructure
Identify severity of problems and the impact of problems on business
Identify appropriate tools for problem diagnosis (e.g. IBM TotalStorage Enterprise Storage Server Expert family, various OS utilities and error logs, ITSRM, ITSANMgr, MDM, SFS)
Suggest appropriate action to the customer
Escalate critical situations as appropriate and follow up through resolution
Analyze storage infrastructure performance issues and tuning considerations
Describe performance characteristics of a variety of applications (e.g., transaction processing, video processing, data warehousing)
Understand and identify the impact of different RAID levels on performance
Understand and identify the performance characteristics of various open storage products/solutions
Describe the features, benefits, and limitations of host/device interface architecture (e.g., SCSI, FC, SETA, SSA, ESCON, FICON, and future technologies)
Recommend optimum file system configuration
Analyze storage performance bottlenecks (e.g., hot files, I/O, network, SAN, software, memory, NAS)
Consider potential upgrade options
Understand scalability of storage products (e.g., Min, Max)
Understand feature options
Understand cost options
Identify situations where upgrading is not possible and recommend solutions
Consider migration implications
Provide customer training/skill transfer
Identify customer skill needs and recommend appropriate technical training (e.g., Education Card)
Deliver informal customer training seminars, product updates, and conference calls, as needed
Section 5 - Storage Product Knowledge (32%)
Articulate the IBM TotalStorage solution strategy
Describe storage hierarchy as it relates to price, performance, and business requirements (e.g., tape vs. disk vs. optical)
Describe the technical benefits and differentiating features of IBM storage products including the following:
IBM TotalStorage Enterprise Storage Server (ESS)
ESS Copy Services/Advanced Replication Functions
IBM TotalStorage FAStT Storage Server
FAStT Copy Services/Advanced Replication Functions
Enterprise storage management software (e.g., TotalStorage software, Tivoli Storage Products, web-based storage specialists)
Other disk storage solutions (e.g., SSA, SCSI, SETA, Fibre Channel)
SAN Solutions
NAS Solutions
Removable storage products
Tape drives
Automated tape libraries
IBM TotalStorage Virtualization products (e.g., SVC, SFS)
Copy Services/Advanced Replication Functions
Identify how IBM enterprise disk solutions meet the following technical requirements of the customer:
Disaster recovery and business continuance
High availability
Data management (e.g., backup/restore, archive)
Storage sharing
Data sharing
Storage consolidation
Application testing
Performance
Enterprise storage resource management
Capacity planning
Asset management
Security management
Media management/migration
Configuration management
Performance
Data sharing
Problem determination
Describe how network topologies affect the storage environment
Describe SAN and how it applies to the customer environment
Understand the impact of IBM and non-IBM host system platforms on open storage solutions
Understand and articulate the functionality of disk characteristics, for example:
Differences in host and disk interface technology (e.g., SSA, SCSI, Fibre Channel)
How RAID levels and dynamic sparing affect performance and availability
Cache as it relates to performance of disk subsystems
Understand and articulate the functionality of tape characteristics, for example:
Differences in tape recording technologies (e.g., 4mm, 8mm, DLT, Magstar, LTO)
Automated tape libraries
Understand trends and directions of open storage products
Understand the effect of applications on the storage environment |
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发表于 2005-06-08 15:30
