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Review your answers, feedback, and question scores below. An asterisk (*) indicates a correct answer.
Get Specialized! This 30-question assessment is the final step towards becoming an Oracle Exadata Database
Machine 2016 Sales Specialist. Be Recognized! Pass the test, score 80% or more, and get your OPN Specialist
Certificate!
Increase costs
2. Select the key pain point for Exadata as it relates to business intelligence:
Mark for
Review
(1) Points
The inability quickly get access to the right detailed data when needed for
business decisions. (*)
The inability to monitor all aspects of the infrastructure
The inability to consolidate applications onto one operating system for ease
of management
The inability to offer various cloud offerings as part of Platform as a service
Incorrect, the inability to get access to the right detailed data is a key
customer pain point for Exadata as it relates to Business Intelligence
Market Definition
Siebel (*)
Peoplesoft (*)
SAP (*)
Orders not associated with the Exadata order itself cannot be included on
the Exadata Order doc, they must be ordered via a separate order
document
Any additional orders for DB or options can be included with prior HQAPP
approval
Any additional orders for DB and options may be included in the Oracle
Exadata Doc, with some potential considerations in the US (*)
Any additional orders for DB and options may be included in the Oracle
Exadata Doc
Correct! You can order DB or options on the same order doc, but in the US
tax exemptions/reduction issues may apply
Cross-Sell/Up-Sell/Solution Selling
(Answer all questions in this section)
6. During an Exadata opportunity, security requirements are uncovered. Which of the
following Oracle products can be positioned that complement Exadata? Mark for
Review
(1) Points
Incorrect, Advanced Compression, OLAP, Data Mining and GoldenGate are all
upsell opportunities around performance, efficiency, analytics and data
integration.
8. What products are included in the Oracle Exadata Storage Server Software Support
agreement? Mark for
Review
(1) Points
9. When placing an order for Exadata, the partner is required to fill out:
Mark for
Review
(1) Points
Oracle Database licenses are separate and must be licensed for both the
database and storage server cores
Oracle Databse licenses should not be handled in an Exadata order, the
customer must have them as part of a previous purchase
Oracle Database licenses are separate and must be licensed for the databse
server (*)
Oracle Database licenses are a part of the Exadata software included in the
box
Incorrect, Oracle Database licenses are separate and must be licensed for the
databse server
11. What pricing metric is used to calculate the price of the Oracle Exadata Storage
Server Software? Mark for Review
(1) Points
Processor
Disk Drive (*)
Number of Named Users
Custom Quote Only
Incorrect, the Oracle Exadata Storage Server Software is priced by disk drive
12. Select the Oracle products that facilitate Exadata's massive scale out capabilities
Mark for Review
(1) Points
Incorrect, Oracle RAC, ASM, Exadata's Storage Expansion rack allow the
expansion of processing power and storage.
13. Select the correct statement about Oracle Exadata's ability to scale out and scale
upwards. Mark for Review
(1) Points
14. At which of the following levels is the Database Machine considered to be Fault
Tolerant? Mark for Review
(1) Points
15. Exadata and Enterprise Manager 12c are key enablers for cloud architectures.
Select the key features that position it well as an enabler for the cloud. Mark for Review
(1) Points
Incorrect, Exadata comes ready to run, its scalability and clustering position
it well for the cloud. Self Service Provisioning through Enterprise Manager
also provides a key tenant in Cloud computing.
Instrastructure Management
Data Consolidation (*)
Security (*)
18. Identify the key stakeholders for a VALUE BASED Oracle Exadata Opportunity?
Mark for
Review
(1) Points
CIO/CTO
19. A customer contacts you who has been having issues installing RAC in their
environment due to incompatibility with various drivers, switches at the Mark for
network layer. Is this customer a valid opportunity? Review
(1) Points
20. Identify the metrics that facilitate a business case that tightly aligns with
business vision and core priorities Mark for
Review
(1) Points
21. Select the metrics that may yield an unsuccessful business case that is highly
competitive and limited to IT spend. Mark for
Review
(1) Points
Service optimization
Price per performance (*)
Business agility
Lowering Cost of Storage (*)
Lowering Cost of Servers (*)
22. During a meeting with a key Stakeholder, they raise an objection that they would
like to purchase an appliance solution, like IBM Puredata or Teradata, to simplify Mark for
deployment. Select the most appropriate response. Review
(1) Points
IBM Puredata and Teradata are not appliance solutions. Exadata is.
Oracle is a single point of development, sales and support for Exadata.
Oracle's installation services set all initialization parameters by installing a
working optimized database on delivery. (*)
This is a valid objection, Oracle is in the process of developing a warehouse
appliance machine that will directly compete with IBM Puredata and Teradata.
Appliances are inherently problematic. Oracle's approach to the appliance is to
provide self-managing databases that make care and feeding a non-issue.
23. A customer does not believe Exadata is a viable solution because it doesn't have
data models/business solutions to match Teradata. The best response is: Mark for
Review
(1) Points
24. When prospecting a lead for an Oracle Exadata opportunity, select the best
statement(s) for overcoming an objection that a customers application is not Mark for
certified on Exadata? Review
(1) Points
Incorrect, all of the above statements are great responses to the application
certification on Exadata objection
25. Select one of the major contributors to the lower total cost of ownership for the
Database Machine. Mark for
Review
(1) Points
26. Select the activity in the sales cycle that may lead to a longer sales cycle.
Mark for
Review
(1) Points
Customer Education
Proof of Value (POV) or Proof of Concept (POC) (*)
Creation of a Value Hypothesis
Discovery Session
Correct, POCs and POVs are likely to increase the time for a deal to close.
27. Select the best way to describe the relationship between the Oracle Database
Appliance (ODA) and Exadata. Mark for
Review
(1) Points
28. Which of the following are not key value propositions for the Database Machine?
Mark for
Review
(1) Points
OLTP
Middleware Integration (*)
Data Warehousing
Cloud Consolidation
Correct, Middleware integration is not one of the key value propositions for
the Database Machine
30. Select all the true statements regarding the Exadata1/8th rack offering.
Mark for
Review
(1) Points
(Choose all correct answers)
Incorrect, the 1/8th rack Exadata Database machine is a smaller and lower
cost system that makes Exadata technology available to a broader audience
Incorrect, Oracle Exadata features massive memory and moves all I/Os to
memory
3. At which of the following levels is the Database Machine considered to be Fault
Tolerant? Mark for Review
(1) Points
Database only
Database and Network
Database, Storage, and Network (*)
Database and Storage
Fault tolerance will be fully available in the next version of the Sun Oracle
Database Machine.
Correct, the Database Machine is fault tolerant at the Database, Storage, and
Network levels.
4. When placing an order for Exadata, the partner is required to fill out:
Mark for Review
(1) Points
Correct! All the components are ordered from a single order document
5. On which price list is the Oracle Exadata Storage Server Software located?
Mark for Review
(1) Points
Correct, the price of Oracle Exadata Storage Server Software is listed in the
Oracle Exadata and Exalogic Price List
Incorrect! As with any standard Oracle sale, partners can resell first year
support and are required to quote second year.
7. What products are included in the Oracle Exadata Storage Server Software
Support agreement? Mark for Review
(1) Points
Market Definition
(Answer all questions in this section)
8. Exadata serves as the best machine for Database Consolidation because:
Mark for Review
(1) Points
Peoplesoft (*)
EBusiness Suite (*)
SAP (*)
Siebel (*)
11. Information services companies are challenged to manage their ever growing data
volumes. The priorities driving IT investment in an Exadata solution include: Mark for Review
(1) Points
Instrastructure Management
Data Consolidation (*)
Cross Platform Tablespaces
Multi Version Database Support (8.0 and higher)
Enterprise Manager
Business Intelligence
Cisco Networking
Grid Computing (*)
13. Select the activity in the sales cycle that may lead to a longer sales cycle.
Mark for Review
(1) Points
Discovery Session
Customer Education
Proof of Value (POV) or Proof of Concept (POC) (*)
Creation of a Value Hypothesis
Correct, POCs and POVs are likely to increase the time for a deal to close.
14. Select one of the major contributors to the lower total cost of ownership for the
Database Machine. Mark for Review
(1) Points
15. Which of the following are not key value propositions for the Database Machine?
Mark for Review
(1) Points
Data Warehousing
Cloud Consolidation
OLTP
Middleware Integration (*)
Correct, Middleware integration is not one of the key value propositions for
the Database Machine
Correct, an existing stable application running on both RAC and Linux (or
Solaris) and certified on Oracle Database 11gR2 and higher will lead to a
quicker win in an OLTP opportunity for the Exadata Database Machine.
17. When prospecting a lead for an Oracle Exadata opportunity, select the best
statement(s) for overcoming an objection that a customers application is not Mark for Review
certified on Exadata? (1) Points
Correct, all of the above statements are great responses to the application
certification on Exadata objection
18. A customer has spent years optimizing their application to run on their HP servers
and Netapp storage. Select the best responses to their objection that moving to Mark for Review
Exadata will require years of tuning. (1) Points
(Choose all correct answers)
19. During a meeting with a key Stakeholder, they raise an objection that they would
like to purchase an appliance solution, like IBM Puredata or Teradata, to simplify Mark for Review
deployment. Select the most appropriate response. (1) Points
20. In building a business case for Exadata, the 4 steps to get to discovery are to 1 -
Qualify Customer's Interest, 2 - Create a Value Hypothesis, 3 - Customer Mark for Review
Education & Sponsorship, and 4 - Perform Value Discovery (1) Points
Correct, the 4 key steps to get to discovery are qualifying customer interest,
creating a hypothesis, educate the customer and perform discovery.
Requirements Gathering and Discovery
21. Select the key pain point for Exadata as it relates to business intelligence:
Mark for Review
(1) Points
Correct, the inability to get access to the right detailed data is a key
customer pain point for Exadata as it relates to Business Intelligence
Cross-Sell/Up-Sell/Solution Selling
(Answer all questions in this section)
22. The combination of Big Data, Exadata and Exalytics allow you to "Get to
Information." Mark for Review
(1) Points
Big Data facilitates the acquiring of large amounts of structured data only,
Exadata organizes and analyzes this data using Exalytics.
Big Data, Exadata and Exalytics cannot be combined to help "Get to
Information"
Big Data facilitates the hosting of large Oracle Database Warehouses,
Exadata hosts only mixed workload Oracle Databases, and all of them are
analyzed by Exalytics
Big Data facilitates the acquiring of large amounts of unstructured data,
Exadata organizes and analyzes the data into structured data that can be
analyzed using Exalytics. (*)
Any additional orders for DB or options can be included with prior HQAPP
approval
Orders not associated with the Exadata order itself cannot be included on the
Exadata Order doc, they must be ordered via a separate order document
Any additional orders for DB and options may be included in the Oracle
Exadata Doc, with some potential considerations in the US (*)
Any additional orders for DB and options may be included in the Oracle
Exadata Doc
Correct! You can order DB or options on the same order doc, but in the US
tax exemptions/reduction issues may apply
24. Customers deploying Oracle Applications on Exalogic and Exadata derive benefits
among others, in the following areas. Choose all that apply. Mark for Review
(1) Points
Manageability (*)
Implementation Difficulties
Supportability (*)
Consolidation (*)
Performance (*)
Correct, Oracle Apps on Exalogic and Exadata are benefited from increased
performance, consolidation, ease of manageability and supportability.
Incorrect, Scale Out Storage, compression and Flash Cache are enables for
the Flash architecture Exadata utilizes
27. Oracle Exadata is hailed as the all-memory machine. How is this possible?
Mark for Review
(1) Points
Correct, all IO for active data can be done to flash memory thanks to the
Exadata software
28. Identify the metrics that facilitate a business case that tightly aligns with business
vision and core priorities Mark for Review
(1) Points
29. Which data warehousing sales scenario identifies a potential quick win for the
Database Machine? Mark for Review
(1) Points
30. Identify the key stakeholders for a VALUE BASED Oracle Exadata Opportunity?
Mark for Review
(1) Points