Infrastructure As A Service 2017 Presales Specialist Assessment

1. Oracle's strategy with Cloud services is focused on what key differentiating vision?
Mark
for Review
(1) Points
Becoming a key hyperscale vendor in the Cloud Services market
Providing a software-defined virtualized data center in the cloud (*)
Migrating Java EE and Oracle DB apps
Optimizing the ecosystem around Database
Incorrect Incorrect. Refer to the “IaaS Cloud Strategy” lesson for more information.
2. A key differentiator of Oracle's IaaS Cloud Strategy is the ability to ____ Mark
for Review
(1) Points
optimize Oracle database for on-cloud performance
separate Oracle and non-Oracle workloads in the cloud
optimize non-Oracle workloads for Cloud performance
transparently run Oracle and non-Oracle workloads on-premise and in the cloud (*)
3. Another differentiator is the broadest choice of automation tools for cloud

implementation. Which of these are examples of those automation tools? Mark for Review
(1) Points
Open APIs and On-Premise Tool Integration (*)

EBS, Peoplesoft, JD-Edwards, Siebel
Bare Metal, VMs (VMWare, KVM, Xen), Containers (Docker
Load Balancers, Cyber-Security, Firewalls
Correct Correct!
4. Strategically, we must be in the IaaS business because_______ Mark for

Review
(1) Points
the ecosystem around DB is heterogeneous (*)
the Oracle workload is key to IaaS space
more money can be made on compute efforts than non-compute
the hyperscale vendors run on the Oracle PaaS
Correct Correct!
5. What must competitors do that Oracle does not need to do in order to run
workloads both on-premise and in the cloud? Mark for Review
(1) Points
Separate Oracle and non-Oracle workloads in the cloud
Optimize Oracle workloads for performance in the cloud
Optimize non-Oracle workloads for Cloud performance

Make application changes (*)
6. If we only focused on Platform as a Service for our Cloud strategy, what percentage of the Cloud
business could we expect? Mark for Review
(1) Points
10
less than 10
more than 60
20-25 (*)
45-55
7. Which IaaS offering is also included in the PaaS/SaaS offering suite? Mark
for Review
(1) Points
Object Storage
Cloud NAS
Cloud Watch
Elastic Compute
DB Backup (*)
Market Definition & Trends

(Answer all questions in this section)
8. According to IDC, which industry will be the fastest growing vertical industry
across 2015 – 2019? Mark for Review
(1) Points
Telecommunications (*)
Government
Manufacturing
Education
Health Care
Correct Correct!
9. According to IDC, name three industries that are projected to experience five-
year compound annual growth rates (2015 – 2019) greater than 20%? Mark for Review
(1) Points
(Choose all correct answers)
Health Care
Transportation (*)
Education (*)
Oil and Gas
Media (*)
Incorrect Incorrect. Refer to the “Market Definition and Trends” lesson for more
information.
10. Based on market trends which statement clearly summarizes the best
opportunity areas for Cloud? Mark for Review
(1) Points
Selected Enterprises focused on business analtyics
Opportunity is wherever businesses are interested in using agility, scalability, innovation and
simplicity to give them a competitive edge (*)
Companies for whom price is the key factor in their decision-making
Companies that have strong security requirements due to regulatory compliance
information.
11. Which three statements are true about the business transformation that is happening as
companies pivot to the Cloud? Mark for Review
(1) Points
IT’s role in facilitating cloud computing solutions will continue to evolve (*)
Companies that do not embrace Cloud will continue to co-exist with those that do with no
impact
Companies moving aggressively to adopt cloud computing are losing market share
From a single process to end-to-end processes that impact the complete customer experience,
Cloud is transforming business as we know it (*)
IT organizations must become more agile by taking advantage of cloud computing in order to
stay relevant in today’s fast-paced world (*)
information.
12. Which three statements about worldwide spending on Infrastructure as a

Service (IaaS), according to IDC, are true? Mark for Review
(1) Points
IaaS spending will grow at a compound annual growth rate of 27% in the years 2015 - 2019 (*)
Spending on non-Cloud infrastructure is the fastest rising segment of the market
IaaS will remain the dominant cloud computing type, capturing more than ¾ of the public cloud
spending from 2015 – 2019
In the last year, public IaaS and PaaS services had the highest growth rate at 51% (*)
information.
Target Customer Profile

13. What are two characteristics of Application Developers, as a target customer for
Cloud-based solutions? Mark for Review
(1) Points
Reduction of licensing costs for applications for running business analytics
Ability to reduce datacenter power and cooling costs
Need to rapidly build applications based on business requirements (*)
Requirements for full development life cycle support (*)
Incorrect Incorrect. Refer to the “IaaS Target Customer” lesson for more information.
14. Which of these two potential customers would be poor targets for Oracle's IaaS
product solutions? Mark for Review
(1) Points
customers requiring single vendor accountability
Customers whose capacity needs are very small and decided purely based on price (*)
Pure Windows and .NET developers (*)
Customers who have very stringent security and regulatory compliance requirements
15. Which three problems are ones that our target customers are facing? Mark
for Review
(1) Points
Centralized and simplified automation infrastructure tools
Extremely heterogeneous hardware and software (*)
Rigid and inefficient siloed infrastructure (*)
Limited visibility of their infrastructure costs (*)
Increased business agility and utilization
Incorrect Incorrect. Refer to the “

16. Which of these two potential customers are considered very good targets for IaaS product
solutions? Mark for Review
(1) Points
Customers whose needs are very transient (minutes, hours)
Customers who are knowledgable of Java EE (WebLogic, WebSphere, Jboss) (*)
Pure Windows and .NET developers 
customers requiring single vendor accountability (*)
17. Name two reasons why existing Oracle customers are an ideal target for Oracle
Public Cloud? Mark for Review
(1) Points
Committed to an alternative to Openstack
Want portability between Oracle public, private and on-premise deployment (*)
Prefer a multivendor, multi-stack solution
Already using Oracle DB or other Oracle apps (*)
Customer Discovery and Qualification

18. Name two opportunity areas for target customers of Storage Cloud Services.
Mark for Review
(1) Points
SMB customers who put data into object store and then spin up elastic compute cluster for
hadoop processing (*)
Customers who have a competing vendor’s solution and are very happy with it
Customers who want to back up their data in their regional data center for regulatory
compliance
Enterprise and SMB customers who want to have back up in the Cloud rather than a redundant
data center (*)
Incorrect Incorrect. Refer to the “Customer Qualification and Discovery” lesson for more
information.
19. Which three topics are good discovery areas to initiate conversations with
potential Oracle Cloud customers? Mark for Review
(1) Points
Virtualization (*)
IT infrastructure requirements (*)
Strategic Direction (*)
Windows .NET development best practices
HP server migration
information.
20. What are three key things you should determine from your customer during the
Discovery phase of the sales cycle? Mark for Review
(1) Points
Customer’s business goals and objectives (*)
How Oracle solutions can meet customer business requirements (*)
Customer’s strategic goals, especially around Cloud (*)

Whether they prefer commodity x86/Linux or Windows systems
IT resources and staffing
information.
21. What are two discovery questions you might want to ask the IT Dev/Ops team from a potential
IaaS customer? Mark for Review
(1) Points
How do you use real-time data analytics to influence your corporate business strategy?
How many different languages, frameworks, and standards are utilized across your organization
(*)
What are your corporate business goals and objectives?
How many different tools are used to configure, manage, provision, and monitor your IT
environment? (*)
information.
22. Name three opportunity areas for target customers of Compute Cloud Services.
Mark for Review
(1) Points
Customers who are Microsoft customers strong .Net developers
SMB customers who want to set up or migrate Applications Unlimited environments (*)
Enterprise or SMB customers who want to migrate an entire data center (*)
Customers who want to migrate non-Oracle workloads (*)
information.
Positioning and Overcoming Objections

23. Which three statements are key differentiators between Oracle IaaS and
Vmware’s offerings? Mark for Review
(1) Points
Oracle provides reduced vendor lock-in (*)
Oracle offers a rich cloud portfolio (IaaS, PaaS, SaaS and Private, Public and Managed Cloud from
a single vendor (*)
Partnered relationships to create a complete SaaS, PaaS and IaaS infrastructure
Oracle has ownership of all components of Oracle cloud stack (*)
Oracle supports only two configuration choices
Incorrect Incorrect. Refer to the "Positioning” lesson for more information.

24. What are two differentiators for Oracle Database Backup Service? Mark
for Review
(1) Points
Easy capacity-on demand and cost effectiveness (*)
Security and Zero data loss (*)
Provides a reliable and scalable on-premise object storage solution
Provides a platform for data that is accessed infrequently
25. Which three statements are true for high-level positioning of Oracle’s Cloud
solutions? Mark for Review
(1) Points
Oracle’s IaaS customers provision services through a character-based interface, with limited
management functionality
Oracle provides customers with the broadest, most competitive suite of Cloud services in the
industry (*)
Oracle’s Infrastructure as a Service provides both on-premise and public cloud offerings (*)
Oracle’s Infrastructure as a Service offerings are limited to Compute and Storage offerings
Oracle’s Infrastructure as a Service is differentiated in the market by being able to transparently

move between on-premise and public cloud offerings (*)
Incorrect Incorrect. Refer to the "Positioning” lesson for more informatio
26. Select three positioning statements about Oracle Elastic Compute. Mark for Review
(1) Points
Elastic Compute cost effective with flexible payment schemes offering both metered and
subscription (*)
Elastic Compute customers can start with one core and grow as necessary (*)
Elastic Compute is available in two capacities - 50 and 100
Elastic Compute is easy to use: Customers create an account, choose a service from catalog,
create an instance and begin processing (*)
Elastic Compute provides complete isolation for users that do not want noisy neighbors
27. Identify the key positioning statement for Storage Cloud Software Appliance.
Mark for Review
(1) Points
OSCS Appliance uses proprietary protocols for workloads
OSCSAppliance is a business enabler for Oracle Storage Cloud Service (*)
RMAN can be easily configured to send backups to cloud
OSCS Appliance runs exclusively with Solaris-based systems

28. Name three differentiators for Oracle Storage Cloud Services from our
competition. Mark for Review
(1) Points
Highly Secure using SSL with 256 Bit Encryption (*)
Extremely cost-effective (*)
Uses proprietary protocols to transfer data
Exclusively available for on-premise solutions
Enterprise-grade capabilities with a single global namespace and policy replication (*)
29. Name two tactics you should use when positioning Oracle’s Cloud Services.
Mark for Review
(1) Points
Oracle’s Cloud is based on proven Oracle technologies and knowledge that has been trusted by
enterprises and years of Oracle On-Demand experience (*)
Oracle is exclusively a Database company so focus sales positioning that way
Emphasize that with Oracle, customers have a choice of moving their workloads among public,
private and hybrid clouds (*)
Oracle’s virtualization technology is not as robust and Vmware’s but its inexpensive
Cross-Sell/Upsell
30. What are three criteria that are possible indications that your customer may be
more suited to a Private Cloud solution than Public Cloud? Mark for Review
(1) Points
Governance and Security (*)
Reliability/Availability (*)
Privacy and control (*)
Sift from CAPEX to OPEX
Rapid Deployment
Incorrect Incorrect. Refer to the "Cross-Sell/Upsell” lesson for more information.
31. What are three typical components of an Oracle Private Cloud/Secure Cloud Infrastructure
solution? Mark for Review
(1) Points
Oracle’s Enterprise Mgr 12c Ops Center (*)

T5/T7/M6/M7/ SuperCluster systems (*)
Oracle Business Intelligence Enterprise Edition
Oracle VM for SPARC (*)
Oracle Identity Management
32. According to IDC, which two statements are true about Private Cloud? Mark
for Review
(1) Points
Non-Cloud IT spending will grow significantly in the next 5 years
Spending on public cloud IT infrastructure will grow at a slightly higher rate than spending on
private cloud IT infrastructure – at 16.5% vs 14% CAGR. (*)
Non-Cloud IT spending is a trend that is exploding
In 2019, IDC expects cloud service providers pending on private cloud IT infrastructure will reach
$19.2 billion (*)
Product Features/Functions – Elastic and Dedicated Compute

33. What are two sales benefits of Oracle’s Dedicated Compute service? Mark
for Review
(1) Points
Shared network resources enable lowest cost solution
Lets you specify the number of cores which addresses licensing costs for Server Bound software
(*)
Flexible compute resources that can be purchased as 1 or many cores
Dedicated IO, CPU and network resources (*)
Incorrect Incorrect. Refer to the "Product Features and Functions for Presales Technical
Reps – Elastic and Dedicated Compute” lesson for more information.
34. What are two characteristics of Oracle Elastic Compute Services? Mark
for Review
(1) Points
Customers have complete Access to Console Output – Access Log, Diagnostic Log (*)
Customers have seamless integration with MSFT PaaS and SaaS
Customers have root access to each compute instance and VM (*)
Customers rely on Oracle to manage each compute instance
35. Select three statements that describe Oracle Elastic Compute Cloud services.
Mark for Review
(1) Points
Schedule one or 1000s of cores simultaneously within minutes (*)
Elastically scales up or down depending on Workload needs (*)
Fully isolated Compute Service with shared networking
Exclusive Solaris OS guest as only available environment
Virtual compute environment provisioned on multi-tenant compute resources (*)
Incorrect Incorrect. Refer to the "Product Features and Fu

36. What are two benefits of Oracle’s Elastic Compute service? Mark for Review
(1) Points
Dedicated IO, CPU and network resources
Predictable performance (*)
Sold in 50 or 100 OCPU capacities
Speed, innovation and agility (*)
37. Which two responses are characteristics of Compute’s un-Metered pricing
model? Mark for Review
(1) Points
Capped cost and inelastic capacity (*)
Typical for seasonal and short-term use cases
Annual renewal terms
Low variance in Service usage (*)
38. What two features are available on Dedicated Compute, but not on Elastic
Compute? Mark for Review
(1) Points
Fast Connect
Hardware isolation (*)
Metering and Quota Management
Site-to-Site VPN (*)
39. Which three responses are features of Oracle’s Dedicated Compute Service?
Mark for Review
(1) Points
Features multiple zone shapes – 500, 1000, 1500, 2000 cores
Multiple Racks can be interconnected for scale out
Dedicated environment that consists of one or more racks, each rack consist of 36 high-
performance x86 servers reserved for your use
Sold only in metered formats
Product Features/Functions – Object and Archive Storage

40. Which two of these statements about cost is true about archive storage?
Mark for Review
(1) Points
Oracle's Archive cost of $0.001 $/GB/Month per 20 TB is the lowest in the industry (*)
When support is added in to Oracle's Archive Storage Cloud Services, the price is very close to
Amazon's AWS services
Adjusting capacity and application requirements is needed to make Oracle's Archive storage
competitively priced
As long as you provide 5 9s and security and encryption, it is a straight cost play. (*)
Incorrect Sorry, that is not correct. Please revi

41. Of Oracle's Object Storage features, which two make it very easy to use for customers? Mark
for Review
(1) Points
Secure Data Transfer over SSL and encryption of uploaded data once it is uploaded
Comes pre-Integrated with other Oracle Cloud IaaS, PaaS, and SaaS SDKs (*)
Openstack SWIFT and AWS S3 APIs (*)
99.99% availability of objects over a given years enables customers to optimize latency, costs,
and regulatory needs
Incorrect Sorry, that is not correct. Please review the course content and try again.
42. What is meant by an "object" in Object Storage? Mark for Review

(1) Points
Nested files
Files that live at the “root” of the account
Files with data, associated metadata, and unique ID (*)
A group of folders on a local file-system
43. Which Oracle IaaS product is the lowest cost and functionally ideal for large data
sets of fixed content like digital video, scientific data, preservation data, big data, etc.?
Mark for Review
(1) Points
Dedicated Compute
Archive Storage (*)
Bulk Data Transfer Service
Object Storage
44. Which two features of Oracle's Object Storage make it Secure and Durable?
Mark for Review
(1) Points
Designed for up to 99.99% availability of objects (*)
Easy to use and pre-integrated with Oracle IaaS, PaaS, SaaS SDKs
Supports multi-part uploads and Integrated with popular CDNs to distribute data & reduce
latency
Secure Data Transfer over SSL and encryption of uploaded data once it is uploaded (*)
NFS access for easy integration with existing on-premise applications

45. Which feature of Oracle’s Object Store gives it elastic scalability and helps to
maximize network throughput and resiliency with regions designed to minimize network latency.
Mark for Review
(1) Points
Supports multi-part loads (*)
Pre-integrated with Oracle IaaS, PaaS, SaaS SDKs
Backups compressed before they’re sent to the cloud
Correct Correct!
46. Why is our Object Storage feature of using a single global namespaces a key differentiating
benefit to customers? Mark for Review
(1) Points
Gives customers a broad choice of OS, Hypervisor - Bare Metal, VMs (VMWare, KVM, Xen) and
containers (Docker)
Turns any server into a local mount to the Oracle Storage Cloud
Provides a virtualized, private direct connections bypassing the Internet
If customers change geography, they don't have to rewrite apps, APIs and urls (*)
47. Which two of these use cases reap great benefits from being able to use a mix
of on-premise storage with Cloud Archival Storage for cold data?
Mark for Review
(1) Points
Big Data Analytics (*)
Media and Entertainment (*)
New product development
Product Features/Functions – Database Backup Storage

48. With Oracle's File Backup Service, who have have we integrated with to securely
back up files to Oracle's Object Store? Mark for Review
(1) Points
RMAN
Equinix
Openstack SWIFT
Symantec NeBbackup (*)
49. Which of these features of Oracle Database Backup Service ensures security and
availability? Mark for Review
(1) Points
Storage capacity added with the click of a button or REST API cal
3-way mirroring and active degradation monitoring (*)
Policy-based archive and purge
50. Which two of these are excellent use cases for Oracle's Database Backup
Service? Mark for Review
(1) Points
Use cloud backup to create Disaster Recovery instance on Oracle Cloud (*)
Create test or development instance on Oracle Cloud (*)
Cloud Exchange Portal and APIs to simplify automated provisioning and managing connections
51. Which of these is an excellent use case for Oracle's Database Backup Service? Mark for
Review
(1) Points
Enables customers to avoid high network costs and long transfer times
Use cloud backup to create Disaster Recovery (or) test/dev instance on Oracle Cloud (*)
Quickly store and retrieve unstructured data from applications running on Oracle PaaS
Product Features/Functions – NAS and Bulk Data Storage

52. Which of these is a key feature of the Storage Cloud Software Appliance?
Mark for Review
(1) Points
Provides a virtualized, private direct connections bypassing the Internet
Makes customers' files metadata available to their filesystem all the time, but stores the actual
files on the Oracle Storage Cloud. (*)
Enables an IPSec tunnel to be easilty created from customer premise to Oracle Compute Cloud
53. What does the Storage Cloud Software Applicance look like to the on-premise
backup application? Mark for Review
(1) Points
A file system (*)
A Linux host
A ZFS appliance
A cloud object
Correct Correct!
54. The Oracle NAS product within IaaS is officially known as _____? Mark for
Review
(1) Points
Oracle Storage Cloud NAS
OSCS Appliance (*)
Oracle Hierarchical Storage Manager (OHSM)
Oracle NAS Gateway
55. The Storage Cloud Software Appliance is offered with what type of pricing
option(s)?
Mark for Review
(1) Points
Metered only
No charge (*)
Metered and Unmetered
Unmetered only
56. One caveat with the Network site-to-site VPN service is that there is a hard-coded maximum
number of site-to-site tunnels supported by each gateway. What is this maximum number? Mark
for Review
(1) Points
250
10
20 (*)
100
Incorrect Incorrect. Refer to the “Networking Product Features” lesson for more
information.
57. What would be a primary reason for a customer to decide to go with an Oracle
Fast Connect networking service instead of a VPN network service? Mark for Review
(1) Points
Elastic Scaling, up and down
Multiple connectivity options
Potential bandwidth limitation for large data streams (*)

Security groups and Network Access Control Lists for inbound and outbound filtering
information.
58. Which IaaS Networking services provides access to the secure, high-bandwidth
MPLS connection enabling the use of 802.1 VLANs into the Oracle Cloud? Mark for Review
(1) Points
Oracle Fast Connect Cloud Exchange Service (Partner Edition)
Network Bonding
Virtual Private Network Service
Oracle Fast Connect Enterprise Edition Service (*)
information.
59. The Fast Connect Cloud Exchange Service provides a facility for secure,
virtualized, private direct connections bypassing the Internet where customesr can transfer data via a
cross-connect with a dedicated line into Oracle from where?
Mark for Review
(1) Points
AT&T
OpenStack
MPLS Network Connect Service
Equinix (*)
information.
60. Within few steps, IPSec tunnels can be created from customer premise to Oracle
Compute Cloud. This feature describes with IaaS Cloud Networking offering Mark for Review
(1) Points
Network Bonding
Virtual Private Network Service (*)
Oracle Fast Connect Cloud Exchange Service
Oracle Fast Connect Enterprise Edition Service
Incorrect Incorrect. Refer to the “Networking Product Fe

1. Oracle's IaaS platform consists of which services? Mark for Review
(1) Points
Database, Storage, Networking
Storage, Networking, Compute (*)
Servers, Storage, Networking
Database, Compute, Networking
Compute, Process, Storage
2. Which of these is not a capability that is part of Oracle's Cloud Strategy? Mark
for Review
(1) Points
Enables oversubscription (*)
Unified cloud management across IaaS & PaaS, and across public & private clouds 
Migrate existing software stack and infrastructure automation tools without having to rewrite
them
Gives the customers more control over security, governance and performance
Correct Correct!
3. Oracle's strategy with Cloud services is focused on what key differentiating

vision? Mark for Review
(1) Points
Providing a software-defined virtualized data center in the cloud (*)
Migrating Java EE and Oracle DB apps
Becoming a key hyperscale vendor in the Cloud Services market
Optimizing the ecosystem around Database
Correct Correct!
4. Strategically, we must be in the IaaS business because_______ Mark for

Review
(1) Points
the ecosystem around DB is heterogeneous (*)
the Oracle workload is key to IaaS space
the hyperscale vendors run on the Oracle PaaS
more money can be made on compute efforts than non-compute
Correct Correct!
5. Which IaaS offering is also included in the PaaS/SaaS offering suite? Mark
for Review
(1) Points
Cloud NAS
DB Backup (*)
Cloud Watch
Object Storage
Elastic Compute
Incorrect Incorrect. Refer to the “IaaS

6. Another differentiator is the broadest choice of automation tools for cloud implementation.
Which of these are examples of those automation tools? Mark for Review
(1) Points
Bare Metal, VMs (VMWare, KVM, Xen), Containers (Docker

Load Balancers, Cyber-Security, Firewalls
Open APIs and On-Premise Tool Integration (*)
7. If we only focused on Platform as a Service for our Cloud strategy, what

percentage of the Cloud business could we expect? Mark for Review
(1) Points
more than 60
20-25 (*)
less than 10
10
45-55
Market Definition & Trends

8. According to IDC, which industry will be the fastest growing vertical industry
across 2015 – 2019? Mark for Review
(1) Points
Manufacturing
Telecommunications (*)
Government
Health Care
Education
information.
9. Which three statements about worldwide spending on Infrastructure as a

Service (IaaS), according to IDC, are true? Mark for Review
(1) Points
IaaS spending will grow at a compound annual growth rate of 27% in the years 2015 - 2019 (*)
IaaS will remain the dominant cloud computing type, capturing more than ¾ of the public cloud
spending from 2015 – 2019
Spending on non-Cloud infrastructure is the fastest rising segment of the market
In the last year, public IaaS and PaaS services had the highest growth rate at 51% (*)
information.
10. Which three statements are true about the business transformation that is
happening as companies pivot to the Cloud? Mark for Review
(1) Points

Companies that do not embrace Cloud will continue to co-exist with those that do with no
impact
IT organizations must become more agile by taking advantage of cloud computing in order to
stay relevant in today’s fast-paced world (*)
Companies moving aggressively to adopt cloud computing are losing market share
From a single process to end-to-end processes that impact the complete customer experience,
Cloud is transforming business as we know it (*)
IT’s role in facilitating cloud computing solutions will continue to evolve (*)
information.
11. What are three key business drivers that are contributing to the transformation in business due
to the Cloud? Mark for Review
(1) Points
Creating business value through innovation (*)
Commodity pricing for x86 servers
Need for highly scalable resources (*)
Competitive advantage through increased business agility (*)
Increased demand for on-premise services

information.
12. Based on market trends which statement clearly summarizes the best
opportunity areas for Cloud? Mark for Review
(1) Points
Companies that have strong security requirements due to regulatory compliance
Companies for whom price is the key factor in their decision-making
Opportunity is wherever businesses are interested in using agility, scalability, innovation and
simplicity to give them a competitive edge (*)
Selected Enterprises focused on business analtyics
information.
Target Customer Profile

13. Which of these two potential customers would be poor targets for Oracle's IaaS
product solutions? Mark for Review
(1) Points
customers requiring single vendor accountability
Customers whose capacity needs are very small and decided purely based on price (*)
Pure Windows and .NET developers (*)

Customers who have very stringent security and regulatory compliance requirements
14. Which three problems are ones that our target customers are facing? Mark
for Review
(1) Points
Increased business agility and utilization
Limited visibility of their infrastructure costs (*)
Extremely heterogeneous hardware and software (*)
Rigid and inefficient siloed infrastructure (*)
Centralized and simplified automation infrastructure tools
15. Which of these two potential customers are considered very good targets for
IaaS product solutions? Mark for Review
(1) Points
customers requiring single vendor accountability (*)
Pure Windows and .NET developers 
Customers who are knowledgable of Java EE (WebLogic, WebSphere, Jboss) (*)

Customers whose needs are very transient (minutes, hours)
Incorrect Incorrect. Refer to

16. Name three use cases that provide a good basis for target IaaS customers. Mark for
Review
(1) Points
Customers who want to backup and archive business critical data durably & securely with lowest
cost (*)
Customers who need to amortize existing investments through their productive lives
Customer wanting to migrate an entire Corporate Data Center (*)
Customers with stringent security and privacy requirements
Customers who are setting up or migrating Applications Unlimited Environments (*)
17. What are two characteristics of Application Developers, as a target customer for
Cloud-based solutions? Mark for Review
(1) Points
Ability to reduce datacenter power and cooling costs
Need to rapidly build applications based on business requirements (*)
Reduction of licensing costs for applications for running business analytics

Requirements for full development life cycle support (*)
Customer Discovery and Qualification

18. Name three opportunity areas for target customers of Compute Cloud Services.
Mark for Review
(1) Points
SMB customers who want to set up or migrate Applications Unlimited environments (*)
Enterprise or SMB customers who want to migrate an entire data center (*)
Customers who are Microsoft customers strong .Net developers
Customers who want to migrate non-Oracle workloads (*)
information.
19. When discussing strategic direction with a potential IaaS customer, what are
three questions that may be helpful during discovery? Mark for Review
(1) Points
How are rapid deployment of applications and business agility goals for your company? (*)
What is your company’s strategy for Cloud? (*)
What type of desktop environment do your employees use daily?
Do you find that your company spends too much time and resources integrating and/or
maintaining systems? (*)
Does proprietary hardware and software impact your business?
information.
20. When discussing their current IT infrastructure with a potential IaaS customer,
what are three questions that may be helpful during discovery? Mark for Review
(1) Points
Are comparisons between IBM Power servers or Mainframes a deciding competitive factor for
you?
Does the availability of opensource software influence your hardware decision-making?
How would being able to have all of your Service level agreements met, without the hassle of
managing hardware, upgrades and other performance issues, impact your business? (*)
Do you have legacy systems that are not meeting your business requirements? (*)
What is your strategy for backups and/or disaster recovery? (*)
Incorrect Incorrect. Ref

21. What are two discovery questions you might want to ask business leaders from a potential IaaS
customer? Mark for Review
(1) Points
How do you take advantage of disuptive technology to enable your business? (*)
What kind of legacy systems do you have in your data center?
Does the speed of our new processor in our latest server portfolio impact your hardware
purchase decisions?
How do you quantify ROI and business benefits from your Information Technology (IT)
investments? (*)
information.
22. When discussing Application and Resource Management with a potential IaaS
customer, what are three questions that may be helpful during discovery? Mark for Review
(1) Points
How many data centers does your company maintain?
What kind of applications are you running and what kind of characteristics do they have? (*)
Who is your Chief Financial Officer?
Do you have any plans to roll out new applications or reach new audiences that could strain the
capacity and performance of existing systems or infrastructure? (*)
Are your resource requirements constant, or do they fluctuate based on the needs of particular
projects? (*)
information.
Positioning and Overcoming Objections

23. Which three statements are true about Engineered Systems Services? Mark
for Review
(1) Points
Exadata as a service can be positioned as an option with customers who want to run their
databases extremely fast or for customers who have very large-scale databases (*)
Big Data Cloud Service enables customers to run diverse workloads like Hadoop (*)
Engineered Systems Services are elastic services that do not offer complete isolation
Engineered Systems services are integrated with Oracle Cloud Services like IaaS (*)
Engineered Systems Services are delivered as on-premise solutions to a customer’s datacenter
24. Name three differentiators for Oracle Compute Cloud Services from our
competition. Mark for Review
(1) Points
Packaged Solutions to migrate Oracle Applications Unlimited environments (*)
Oracle has the largest pool of capacity for Cloud vendors

Tight Integration with Oracle’s Platform-as-a-Service (*)
More Predictable Performance and Security due to better isolation (*)
Oracle IaaS is best choice for customers who are are strong Windows users
25. Name two tactics you should use when positioning Oracle’s Cloud Services.
Mark for Review
(1) Points
Oracle is exclusively a Database company so focus sales positioning that way
Oracle’s virtualization technology is not as robust and Vmware’s but its inexpensive
Oracle’s Cloud is based on proven Oracle technologies and knowledge that has been trusted by
enterprises and years of Oracle On-Demand experience (*)
Emphasize that with Oracle, customers have a choice of moving their workloads among public,
private and hybrid clouds (*)
26. Select three positioning statements about Oracle Dedicated Compute. Mark for Review
(1) Points
Oracle’s Dedicated Compute service allows customer to specify the number of cores for
software licensing purposes (*)
Dedicated Compute offers a fully isolated elastic compute service (*)
Dedicated Compute is limited to one rack of 36 servers
Dedicated Compute’s dedicated network ensures predictable performance, unlike AWS (*)
Dedicated Compute does not allow further partitioning
Vmware’s offerings? Mark for Review
(1) Points
Oracle provides reduced vendor lock-in (*)
Partnered relationships to create a complete SaaS, PaaS and IaaS infrastructure
Oracle has ownership of all components of Oracle cloud stack (*)
Oracle offers a rich cloud portfolio (IaaS, PaaS, SaaS and Private, Public and Managed Cloud from
a single vendor (*)
Oracle supports only two configuration choices
28. Which statement describes the key differentiator for Oracle Bulk Data Transfer
(1) Points
Excellent data transfer choice when security and encryption are not needed
Turns any server into local mount to Oracle Storage Cloud 
Data is written to high performance Network Attached Storage Appliance which is securely
transported to Oracle (*)
Provides a permanent on-premise solution for transferring large amounts of data regularly
Amazon’s offerings? Mark for Review
(1) Points
Management tools are free (*)
Oracle is not committed to OpenStack
Oracle customers can run applications on-premise and in the cloud without having to change
their applications (*)
Oracle is always the lowest price
Oracle offers unified management across IaaS, PaaS and SaaS, as well as across Oracle Private
and Public clouds (*)

Cross-Sell/Upsell
30. According to IDC, which two statements are true about Private Cloud? Mark
for Review
(1) Points
Non-Cloud IT spending will grow significantly in the next 5 years
Spending on public cloud IT infrastructure will grow at a slightly higher rate than spending on
private cloud IT infrastructure – at 16.5% vs 14% CAGR. (*)
In 2019, IDC expects cloud service providers pending on private cloud IT infrastructure will reach
$19.2 billion (*)
Non-Cloud IT spending is a trend that is exploding
Incorrect Incorrect. Refer to the "Cross-Sell/Upsell” les

31. What are three things to remember about cross-sell and upsell opportunities whenever you are
working with a customer for an Oracle solution? Mark for Review
(1) Points
Don’t leave revenue on the Table (*)
Sell the strength of Oracle’s brand across the entire Red Stack (*)
Leverage Oracle’s broad portfolio of products and world record benchmarks as key components
in your sales repertoire (*)
If Public Cloud is not the perfect fit for your customer, move on to a new opportunity
Promote the use of Vmware for the most robust and cost-effective virtualization technology
32. What two statements explain how to best position cross-selling/upselling into
SaaS or PasS when pursuing an IaaS opportunity? Mark for Review
(1) Points
Oracle partners to create a comprehensive SaaS, PaaS, and IaaS porfolio
Oracle uses Microsoft’s PaaS to fully integrate their offerings
Oracle Cloud offers the industry’s broadest portfolio of connected cloud services across SaaS,
PaaS, and Iaas (*)
Whereever your initial conversations with your customers start – remember with Oracle that
you have a complete suite of Cloud Services you could potentially extend your conversation (*)
Product Features/Functions – Elastic and Dedicated Compute

33. What are two benefits of Oracle’s Elastic Compute service? Mark for
Review
(1) Points
Speed, innovation and agility (*)

Dedicated IO, CPU and network resources
Predictable performance (*)
34. Select three statements that describe Oracle Elastic Compute Cloud services.
Mark for Review
(1) Points
Virtual compute environment provisioned on multi-tenant compute resources (*)
Schedule one or 1000s of cores simultaneously within minutes (*)
Fully isolated Compute Service with shared networking
Exclusive Solaris OS guest as only available environment
Elastically scales up or down depending on Workload needs (*)
35. What are two sales benefits of Oracle’s Dedicated Compute service? Mark
for Review
(1) Points
Shared network resources enable lowest cost solution

Dedicated IO, CPU and network resources (*)
Flexible compute resources that can be purchased as 1 or many cores
Lets you specify the number of cores which addresses licensing costs for Server Bound software
(*)
Incorrect Incorrect. Refer to the "P

36. Select three statements that describe Oracle Dedicated Compute Cloud services. Mark for
Review
(1) Points
Storage and memory – 100 TB disk capacity, 15 TB RAM (*)
Elastic compute in a dedicated rack (*)
Shared IO, CPU and network resources
Multiple racks can be interconnected for scale out (*)
37. Identify two aspects of Oracle Elastic Compute Services’ heterogeneous

configuration capabilities. Mark for Review
(1) Points

Customers rely on Oracle Cloud Administrators for Console Output – Access Log, Diagnostic Log,
etc.
Customers can have Multiple Instance Types – Choose Cores, Storage, Network, Boot Partition
(*)
Customers can choose only Solaris and Oracle Linux OS for an instance
Customers can create their own private catalog of Services (*)
38. What are two characteristics of Oracle Elastic Compute Services? Mark
for Review
(1) Points
Customers have complete Access to Console Output – Access Log, Diagnostic Log (*)
Customers have root access to each compute instance and VM (*)
Customers have seamless integration with MSFT PaaS and SaaS
39. What two features are available on Dedicated Compute, but not on Elastic
(1) Points

Site-to-Site VPN (*)
Metering and Quota Management
Hardware isolation (*)
Fast Connect
Product Features/Functions – Object and Archive Storage

40. Which Oracle IaaS product is the lowest cost and functionally ideal for large data
sets of fixed content like digital video, scientific data, preservation data, big data, etc.?
Mark for Review
(1) Points
Dedicated Compute
Archive Storage (*)
Bulk Data Transfer Service
Object Storage
Incorrect Sorry, that is not correct. Please rev

41. What is the primary method for accessing Oracle Storage Cloud Service? Mark for Review
(1) Points
Java library that wraps the RESTful web service
RESTful API (*)
Customer applications
Java SDK
42. Which two features of Oracle's Object Storage make it Secure and Durable?
Mark for Review
(1) Points
Easy to use and pre-integrated with Oracle IaaS, PaaS, SaaS SDKs
Supports multi-part uploads and Integrated with popular CDNs to distribute data & reduce
latency
Secure Data Transfer over SSL and encryption of uploaded data once it is uploaded (*)
Designed for up to 99.99% availability of objects (*)
43. Which feature of Oracle’s Object Store gives it elastic scalability and helps to
maximize network throughput and resiliency with regions designed to minimize network latency.
Mark for Review
(1) Points
Supports multi-part loads (*)
Pre-integrated with Oracle IaaS, PaaS, SaaS SDKs
Correct Correct!
44. Which two of these use cases reap great benefits from being able to use a mix
of on-premise storage with Cloud Archival Storage for cold data?
Mark for Review
(1) Points
Big Data Analytics (*)
Media and Entertainment (*)
New product development
45. Which two of these statements about cost is true about archive storage?
Mark for Review
(1) Points

As long as you provide 5 9s and security and encryption, it is a straight cost play. (*)
When support is added in to Oracle's Archive Storage Cloud Services, the price is very close to
Amazon's AWS services
Oracle's Archive cost of $0.001 $/GB/Month per 20 TB is the lowest in the industry (*)
Adjusting capacity and application requirements is needed to make Oracle's Archive storage
competitively priced
46. What is meant by an "object" in Object Storage? Mark for Review

(1) Points
Nested files
A group of folders on a local file-system
Files with data, associated metadata, and unique ID (*)
Files that live at the “root” of the account
47. Of Oracle's Object Storage features, which two make it very easy to use for
customers? Mark for Review
(1) Points
Openstack SWIFT and AWS S3 APIs (*)

99.99% availability of objects over a given years enables customers to optimize latency, costs,
and regulatory needs
Comes pre-Integrated with other Oracle Cloud IaaS, PaaS, and SaaS SDKs (*)
Product Features/Functions – Database Backup Storage

48. Which two of these are excellent use cases for Oracle's Database Backup
(1) Points
Create test or development instance on Oracle Cloud (*)
Cloud Exchange Portal and APIs to simplify automated provisioning and managing connections
Use cloud backup to create Disaster Recovery instance on Oracle Cloud (*)
49. Which of these features of Oracle Database Backup Service ensures security and
availability? Mark for Review
(1) Points
Storage capacity added with the click of a button or REST API cal
Policy-based archive and purge
3-way mirroring and active degradation monitoring (*)
50. With Oracle's File Backup Service, who have have we integrated with to securely
back up files to Oracle's Object Store? Mark for Review
(1) Points
Equinix
RMAN
Symantec NeBbackup (*)
Openstack SWIFT
51. Which of these is an excellent use case for Oracle's Database Backup Service? Mark for
Review
(1) Points
Quickly store and retrieve unstructured data from applications running on Oracle PaaS
Use cloud backup to create Disaster Recovery (or) test/dev instance on Oracle Cloud (*)
Product Features/Functions – NAS and Bulk Data Storage

52. The Oracle NAS product within IaaS is officially known as _____? Mark for
Review
(1) Points
Oracle NAS Gateway
Oracle Hierarchical Storage Manager (OHSM)
Oracle Storage Cloud NAS
OSCS Appliance (*)
53. The Storage Cloud Software Appliance is offered with what type of pricing
option(s)?
Mark for Review
(1) Points
Metered only
Unmetered only
Metered and Unmetered

No charge (*)
54. What does the Storage Cloud Software Applicance look like to the on-premise
backup application? Mark for Review
(1) Points
A ZFS appliance
A file system (*)
A Linux host
A cloud object
55. What are three characteristics of the Bulk Data Transfer Service? Mark
for Review
(1) Points
The customer, not Oracle, unpacks data into Object Store or Archive Storage
Oracle, not the customer, unpacks data into Object Store or Archive Storage (*)
The service includes a locked-down ZFS appliance (*)
Enables customers to avoid high network costs and long transfer times (*)
Enables deployment of Lightweight Hypervisor or Docker image
56. Which IaaS Networking services provides access to the secure, high-bandwidth MPLS connection
enabling the use of 802.1 VLANs into the Oracle Cloud? Mark for Review
(1) Points
Oracle Fast Connect Cloud Exchange Service (Partner Edition)
Oracle Fast Connect Enterprise Edition Service (*)
Virtual Private Network Service
Network Bonding
information.
57. The Fast Connect Cloud Exchange Service provides a facility for secure,
virtualized, private direct connections bypassing the Internet where customesr can transfer data via a
cross-connect with a dedicated line into Oracle from where?
Mark for Review
(1) Points
Equinix (*)
AT&T
OpenStack
MPLS Network Connect Service

Correct Correct!
58. What would be a primary reason for a customer to decide to go with an Oracle
Fast Connect networking service instead of a VPN network service? Mark for Review
(1) Points
Potential bandwidth limitation for large data streams (*)
Security groups and Network Access Control Lists for inbound and outbound filtering
Multiple connectivity options
Elastic Scaling, up and down
Correct Correct!
59. Which of these IaaS Cloud Networking offerings is a feature of Dedicated

(1) Points
Oracle Fast Connect Enterprise Edition Service
Virtual Private Network Service (*)
Oracle Fast Connect Cloud Exchange Service
Network Bonding
information.
60. One caveat with the Network site-to-site VPN service is that there is a hard-
coded maximum number of site-to-site tunnels supported by each gateway. What is this maximum
number? Mark for Review
(1) Points
250
20 (*)
10
100
Incorrect Incorrect. Refer to the “Networkin

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1. Oracle's strategy with Cloud services is focused on what key differentiating vision?

Becoming a key hyperscale vendor in the Cloud Services market

Providing a software-defined virtualized data center in the cloud (*)

Migrating Java EE and Oracle DB apps

Optimizing the ecosystem around Database

optimize Oracle database for on-cloud performance

separate Oracle and non-Oracle workloads in the cloud

optimize non-Oracle workloads for Cloud performance

3. Another differentiator is the broadest choice of automation tools for cloud

Open APIs and On-Premise Tool Integration (*)

Bare Metal, VMs (VMWare, KVM, Xen), Containers (Docker

Load Balancers, Cyber-Security, Firewalls

4. Strategically, we must be in the IaaS business because_______ Mark for

the ecosystem around DB is heterogeneous (*)

the Oracle workload is key to IaaS space

more money can be made on compute efforts than non-compute

the hyperscale vendors run on the Oracle PaaS

Separate Oracle and non-Oracle workloads in the cloud

Optimize Oracle workloads for performance in the cloud

Optimize non-Oracle workloads for Cloud performance

Market Definition & Trends

(Choose all correct answers)

Oil and Gas

Selected Enterprises focused on business analtyics

Companies for whom price is the key factor in their decision-making

Companies that have strong security requirements due to regulatory compliance

(Choose all correct answers)

12. Which three statements about worldwide spending on Infrastructure as a

(Choose all correct answers)

Spending on non-Cloud infrastructure is the fastest rising segment of the market

Target Customer Profile

(Choose all correct answers)

Reduction of licensing costs for applications for running business analytics

Ability to reduce datacenter power and cooling costs

Need to rapidly build applications based on business requirements (*)

Requirements for full development life cycle support (*)

(Choose all correct answers)

customers requiring single vendor accountability

Pure Windows and .NET developers<br> (*)

(Choose all correct answers)

Centralized and simplified automation infrastructure tools

Extremely heterogeneous hardware and software (*)

Rigid and inefficient siloed infrastructure (*)

Limited visibility of their infrastructure costs (*)

Increased business agility and utilization

Incorrect Incorrect. Refer to the “

(Choose all correct answers)

Customers whose needs are very transient (minutes, hours)

Customers who are knowledgable of Java EE (WebLogic, WebSphere, Jboss) (*)

Pure Windows and .NET developers<br>

customers requiring single vendor accountability (*)

(Choose all correct answers)

Committed to an alternative to Openstack

Prefer a multivendor, multi-stack solution

Already using Oracle DB or other Oracle apps (*)

Customer Discovery and Qualification

(Choose all correct answers)

(Choose all correct answers)

IT infrastructure requirements (*)

Strategic Direction (*)

Windows .NET development best practices

(Choose all correct answers)

Customer’s business goals and objectives (*)