Which statements are the drawbacks in a typical traditional horizontal infrastructure?

Longer time and higher cost spent in integration

Hard to upgrade and change
Complex management model
Brittle to support
Poor performance and reliability
.
When negotiating a Private Cloud Appliance opportunity, you heard from the customer
that some other vendors said PCA is new and not a proven solution. Which statements
you can use to answer the objection?

The first release of Private Cloud Appliance was in 2013. It has been evolving for several
generations till now.
All components used inside PCA are proven technologies.
Many enterprise workloads including Oracle, SAP and MS Windows have been certified on the
Private Cloud Appliance.
Private Cloud Appliance is designed for general-purpose so that customers can freely choose
guest OS and applications.
Which statement correctly describes the purpose of Trusted Partition in a PCA
deployment?

Trusted Partition can isolate resource provisioning among multiple tenants.

Trusted Partition allows customers to pay Oracle Software license by vCPUs assigned to guest
VMs.
Trusted Partition is defined to enforce security rules for different groups of applications.
Trusted Partition allows customers to pay Oracle Software license by physical cores pinned to
guest VMs.

Which are the most distinguished pain points that drive customers moving from legacy
infrastructure to cloud?

Not a single call of support

Increasing Operating Cost
Unknown time to value
Hard to upgrade applications from dated infrastructure
Not easy to match computing resources with unpredictable demands
6.
Choose PCA features which can help to improve system agility for the customer?

Enterprise-Level System Components

Built-in system management & orchestration services
Mission Critical OS
Application Certification
Comprehensive Virtualization Runtime
7.
Which questions you can ask your customers to understand their configuration
requirements for Private Cloud Appliance?

How many Compute Nodes should be configured for their business?

Do they need HA configuration for the management services in Private Cloud Appliance?
What kind of external storage resources need to connect from Private Cloud Appliance?
What physical interfaces are being used in the external network switches?
What power and cooling standards are being used in customers' data center?

8 Which customers' statements are proof of the cost benefits of Private Cloud
Appliance?

Linear scalability enabled by adding one Compute Node at a time

Stop growth of power and HVAC costs in the data center
One hour from power-on to production
Deployed as the best consolidation solution producing better ROI
Allow to manage your Oracle software licenses to fit your needs
9.
One of your customers is opening a bid for a converged virtualization platform. In the
RFP, it is obvious that the solution with more technical advantages will win. Which
features of Private Cloud Appliance you should emphasis in your proposal?

Unified management from infrastructure to applications

Trusted Partition helps to reduce Oracle software license cost
Better SDN Solution
Best-breed Rapid Application Deployment (RAD) capabilities
Great Investment Protection
Which statements about Private Cloud Appliance and SuperCluster are correct?

Both are designed as converged infrastructure for general purpose applications.

SuperCluster is configured with larger and more reliable Compute Nodes powered by SPARC
technology.
Both are configured with built-in server virtualization and Oracle SDN solution.
SuperCluster targets high-demanding mission-critical applications whereas Private Cloud
Appliance targets workgroup applications or application clusters.
12.
Which system components are configured in Expansion Rack of a PCA System?

Internal Storage
Compute Node
Fabric Interconnect
Management and Data Switches
Management Node

13 Which Service Options must be ordered with the Private Cloud Appliance system?

System & Software Support

 Installation Service
Software Configuration Service
Data and Device Retention Service
14.
Choose PCA features which can help to improve performance for the customer?

Built-in system management & orchestration services

Comprehensive Virtualization Runtime
Mission Critical OS
Application Certification
Enterprise-Level System Components
15.
Which statements about the opportunities to attach Oracle Storage with Private Cloud
Appliance are correct?

Requirement for external storage will expand to very large scale with business growth
The storage inside Private Cloud Appliance is designed as the system disk and not expandable
Oracle Storage are leading $/GB, $/IOPS in the market with great innovation
Only Oracle Storage, both ZFS Appliance and Flash Storage, are certified and supported by Private
Cloud Appliance
Oracle Storage have ready integration solution for Private Cloud Appliance

Which statement about the Oracle SDN solution in Private Cloud Appliance is NOT
correct?

Implement comprehensive SDN capabilities that include Software Defined IO Device, Software
Defined Fabric and Network Function Virtualization
All communications go through internal data fabric which is built on high-speed 10G Ethernet
technology
Enable connectivity to external resources with selected uplinks in Fabric Interconnect devices
Provide great flexibility for IO configuration in Private Cloud Appliance

17.
Which built-in capabilities of Private Cloud Appliance support resource provisioning for
multiple tenants in a cloud deployment?

Trusted Partitions can be created to isolate resources among tenants.

Special objects in system firmware are defined to group resources to be provisioned.
Special management tool is implemented in system firmware to manage resource provisioning.
Oracle Enterprise Manager 13c or later is leveraged to build cloud solution with multiple tenants
support.

18.
Identify three customer descriptions which are more possible to purchase Private Cloud
Appliance solution?

Migrate a VDI platform that is hosting thousands of MS Windows desktops

 Current Oracle server users who want to refresh their legacy system
Intent to provide cloud services to end users
Consolidate multiple Analytics applications that need to process huge amount of data efficiently
Plan to transition to Converged Infrastructure for application consolidation

19.
Identity reasons why Private Cloud Appliance are much simpler to support than
competitive solutions.

Built-in Dashboard tool can provide monitoring for Private Cloud Appliance from infrastructure to
application.
Best practices including ASR can be applied to enable rapid system support.
Leverage unified supporting team at backend to resolve issues more efficiently.
All building blocks in Private Cloud Appliance are from Oracle so that can provide true single point
of support.
PCA System has been certified for critical enterprise workloads based on real tests.

20.
Which statements about pricing model of Private Cloud Appliance are correct?

The service options for Private Cloud Appliance will ensure proper installation and maintenance of
the system.
In a Purchase Order of Private Cloud Appliance, both System Options and Service Options must be
included.
The system parts of Private Cloud Appliance include System Rack and Compute Nodes.
All services can only be delivered by Field Engineers from Oracle ACS.
21.
Which components can be customized for the Base Rack of Private Cloud Appliance?

Internal Ethernet Switches

Internal ZFS Storage Appliance
Transceivers for Ethernet Modules in the Fabric Interconnect Devices
IO Modules in the Fabric Interconnect Devices
PDUs in the rack

22.
While talking with a customer holding a private cloud service, you heard the following
complains on their current infrastructure: 1. Annual OPEX is sky rocketing 2. Hard to
scale with business growth 3. Urgent demand for enhancing PaaS and SaaS services for
enterprise users 4. Lacking powerful Compute Node (64 Cores, 2TB RAM is a minimum)
for mission-critical applications 5. Multi-vendor finger pointing for support 6. Exhausted
floor space and power budget in the data center Which of the above issues can be
resolved if Private Cloud Appliance with EMCC can be deployed for the customer?

1, 2, 3, 5, 6
All of those issues
 2, 3, 5, 6
1, 2, 4, 5, 6

23.
Which three products in the market are top competitors of Private Cloud Appliance?

HP ConvergedSystem for Virtualization

VCE VBlock
IBM PurePower System
NetApp FlexPod
Citrix CloudPlatform
24.
In an open bid for a converged virtualization platform, the customer shows preference for
the solution with lower TCO. Which features of Private Cloud Appliance you can leverage
to attract the interest of the customer?

Trusted Partition helps to reduce Oracle software license cost

Can upgrade system with latest server platform and software components
Faster time-to-value with free Oracle VM Template
Be able to connect external storage resources
Engineered to simplify integration, management and support

25.
One of your customers wants to build a new infrastructure for hosting broad scope of
Oracle Software. Which statements can be leveraged to promote Private Cloud
Appliance?

Unified management solution from infrastructure to applications

Allow the customer to control software license cost with Trusted Partition
Certified platform based on real tests so that can get official support without compromise
Expand server and storage capacity without need of manual configuration
Ready VM templates enable Rapid Application Deployment

26.
One of your customers wants to build a new private cloud infrastructure. Which
statements can be leveraged to recommend Private Cloud Appliance?

Out-of-box private cloud solution to deliver comprehensive cloud services

Reduce overall cost for the customer
Flexible to choose running applications on bare-metal servers or inside guest VMs
Engineered with Oracle Virtual Networking to enable IO multi-tenancy
Ability to grow computing power for cloud infrastructure on demand

27.
In case one of your customers want to refresh their aged system, which questions can
be used to estimate the possibility to include Private Cloud Appliance in your solution?
 How many applications need to be hosted in the new infrastructure?
Is IO performance a bottleneck in current system?
Has scaling and go-to-market time a big issue to the customer?
Is the customer ready for new innovative technology with virtualization?
Is the customer looking to reduce footprint and maximize productivity?
28.
Which statements about the market trends are correct?

Traditional Infrastructure future growth will be flat or even negative

Traditional Infrastructure will keep growing at high speed
Converged Infrastructure future growth will be flat or even negative
Converged Infrastructure is growing faster than Traditional Infrastructure
29.
Which statements about the opportunities of Converged Infrastructure for Server
Virtualization are correct?

More server virtualization features can be implemented with better integration

Rapid application deployment with software appliance
Complexity in implementing server virtualization solution is increasing steadily
Deep integration with a full stack and end-to-end solution
30.
One of your customers shows interests to replace their aged infrastructure with Private
Cloud Appliance. The customer expect it can serve for long period. Following are the
their major concerns: 1. Overall cost during the lifecycle 2. How to extend the life of
Private Cloud Appliance to protect their investment Which statements can answer
customer's concerns?

Private Cloud Appliance is engineered to reduce customer's cost spent on integration,

management and support.
Oracle commits to ensure Private Cloud Appliance up-to-date with firmware updates.
The initial purchase cost of Private Cloud Appliance is lower than competitive solutions in the
market.
Customer can expand and refresh computing power for Private Cloud Appliance with latest x86
server.
Trusted Partition policy can help reduce license cost for Oracle Software running on Private Cloud
Appliance.

1. Market Trends of Private Cloud Appliance

 1. Which statements about the benefits of Oracle's Converged Infrastructure are correct?

 2. One of your customers initiate a cloud solution for their next generation data center, which
three concepts will more probably be leveraged in your solution design?
  3. Which four words you heard when negotiating an opportunity with a customer will more
possibly lead to a cloud solution?

 4. Why Oracle Engineered Systems can be the win-win deal for customers, partners and
Oracle?

2. Private Cloud Appliance Introduction

 1. Which features of Private Cloud Appliance can help to protect customers investment in a
PCA deployment?

 2. Which statements can explain the power-on to production within an hour capability in
Private Cloud Appliance?

 3. Which virtualization technology are native in Private Cloud Appliance solution?

 4. Which hardware components are building blocks of Private Cloud Appliance?

 5. Which statements correctly describe the fact of Private Cloud Appliance?

3. Position Private Cloud Appliance

 1. Which customers' statements are proof of easy to use of Private Cloud Appliance?

 2. Which statements about the core value propositions of Private Cloud Appliance are
correct?

 3. Which statement is NOT proper value proposition of Private Cloud Appliance?

 4. Which application consolidation scenario is most suitable for Private Cloud Appliance?
Incorrect

4. Sell Private Cloud Appliance

 1. Why Enterprise Manager Cloud Control (EMCC) is a highly recommended component for
any Private Cloud Appliance deployment?

 2. Which statements can explain the reasons why customers may have interest to purchase
Public Cloud Services from Oracle even they have Private Cloud Appliance platform in their data
center?

 3. Which strategies can be leveraged to upsell other Oracle Products with Private Cloud
 Appliance?

 4. One of your customers plan to deploy a new CRM system on their Private Cloud Appliance
platform. Which statements can be leveraged to promote Oracle Siebel Software to the customer?

 5. You are negotiating an opportunity with a customer to sell Oracle Exalogic for their App
Server Consolidation platform. However the customer has already deployed Private Cloud
Appliance, how can you let the customer understand the necessity and benefits of such a
combination.

 6. Which statements about Compute Node configuration in Private Cloud Appliance are
correct?

5. Target Customers of Private Cloud Appliance

 1. When negotiating a Private Cloud Appliance opportunity with a customer, the customer
shows the fear of vendor lock-in. Which statements can answer customer's concern?

 2. Choose PCA features which can help to simplify use, management and support for the
customer?
Incorrect

 3. From the following CIO top business priorities choose those that can be fulfilled by Private
Cloud Appliance solution?
Incorrect

 4. Choose PCA features which can help to reduce overall cost for customers?
Incorrect

 5. When negotiating a Private Cloud Appliance opportunity with a customer, you learn that the
customer has the concern on reliability and performance of Oracle VM platform. Which statements
can answer customer's concern?

 6. One of your customers is planning a new private cloud platform. Because of limited staff,
less complexity in all areas is their top priority. You want to propose Private Cloud Appliance and
Enterprise Manager Cloud Control (EMCC) for this case. Which EMCC features can support your
decision?
Incorrect

6. Competition and Objection Handling

 1. In a marketing event, a customer showed interest to Private Cloud Appliance. However
when you call the customer several days later, the customer tell you that their applications are mostly
running on MS Windows and RedHat Linux OS. They have no confidence that those applications will
run smoothly on PCA. Which statements can help you answer this customer?

 2. A world Top 500 company plans to deploy a virtualization platform to host their critical
business. You intent to leverage Private Cloud Appliance in the solution, however you heard some
other ISV will propose general-purpose Converged x86 Systems. Which statements you can use to
differentiate your solution?

 3. Which statements about Private Cloud Appliance competition strategy are correct?

 4. While communicating with your customers about Private Cloud Appliance, after they know
the price they are sometimes less interested in the product. Which statements can help you retain
the interest from customers?

 5. It is common in many Private Cloud Appliance cases that other vendors always use the
message PCA will lock your complete stack to Oracle against PCA. Which statements you can use
to answer the objection?