1.

Market Definition
1. Select the packaged applications that can run on Exadata.

Answers
1.EBusiness Suite

2.SAP

3.Siebel

4.Peoplesoft

2. Select the statement that is the most true.

Answers
1.Enterprise Manager 12c is only able to manage the database subsystem of an Exadata
Database Machine.  Hardware and storage management must be done by another
management tool.

2.Enterprise Manager 12c is able to manage the hardware and software of an Exadata
Database Machine.

3.Enterprise Manager 12c is not able to manage the hardware and software currently, this
capability will be introduced in a future version.

4.Enterprise Manager 12c is not a product in Oracle's technology portfolio

2. Pricing and Packaging

1. When placing an order for Exadata, the partner is required to fill out:

Answers
1.One Oracle order document for all components

2.One Oracle order document for the Oracle license and support, including Oracle
Unbreakable Linux, and one Oracle Order document for the Sun hardware and service

3.One Oracle order document for the Oracle license and support, including Oracle
Unbreakable Linux, and one Sun Order document for the Sun hardware and service

4.A Hardware Oracle Order document and a Software oracle Order document

2. When quoting or pricing Exadata, select the MANDATORY components that need to be
included:

Answers
1.Exadata Storage Server Software

2.Exadata Hardware

3.Memory Expansion Kits

4.Support

3. A complete order package consists of the following hardware related components

Answers
1.Terms & conditions
 2.Terms & conditions and warranty

3.Installation & configuration and support services

4.Terms & conditions, warranty, installation & configuration, and support services

5.All answers are incorrect

4. On which price list is the Oracle Exadata Storage Server Software located?

Answers
1.The Oracle Technology Price List.

2.The Oracle Applications Price List

3.The Sun Server Hardware Price list

4.The Oracle Engineered Systems Price List

3. Market Trends and Business Drivers

1. Information services companies are challenged to manage their ever growing data volumes.
The priorities driving IT investment in an Exadata solution include:

Answers
1.Data Consolidation

2.Instrastructure Management

3.Cross Platform Tablespaces

4.Multi Version Database Support (8.0 and higher)

2. According to industry analysts, what is the foundation for Exadata's scale-out computing.

Answers
1.Grid Computing

2.Enterprise Manager

3.Business Intelligence

4.Cisco Networking

3. Exadata is Oracle?s strategic database platform for which type of workload?

Answers
1.Warehouse Workloads

2.Consolidated Workloads

3.OLTP Workloads

4.Mixed Workloads

5.All Oracle Database Workloads

4. Product Areas and Solution Overview

1. Oracle Exadata is hailed as the all-memory machine.  How is this possible?
 Answers
1.All IO for active data can be done to flash memory & RAM memory

2.The disk-centric architecture accelerates database execution

3.Connectivity to the machine is now 10 Gigabit Ethernet

4.Memory on the database servers was doubled

2. Select the benefits of Exadata adoption across the industry.

Answers
1.Workload consolidation

2.Data Compression Improvements

3.Middleware consolidation

4.Increased performance and scalability

5.OLTP and DSS Workload support

3. What is the requirement for an application running on the Exadata Database Machine?

Answers
1.The application must be validated on Oracle Database 11gR2 and higher, Oracle
Automatic Storage Manager (ASM) and Oracle Linux or Oracle Solaris.

2.The application must be validated on Oracle Database 10g or higher and HP-UX 11.

3.The application certification does not matter as long as the middleware is appropriately
certified for the Exadata Database Machine.

4.The application must be certified on Oracle Database 11gR1.

5. Positioning the Solution

1. In general, for sales success, it is more important that the business case
_____________________.

Answers
1.aligns with business priorities

2.aligns with IT priorities

3.shows exadata is more expensive

4.is not completed

2. Which of the following are not key value propositions for the Database Machine?

Answers
1.Data Warehousing

2.OLTP

3.Middleware Integration

4.Cloud Consolidation
 3. Select the activity in the sales cycle that may lead to a longer sales cycle.

Answers
1.Proof of Value (POV) or Proof of Concept (POC)

2.Discovery Session

3.Customer Education

4.Creation of a Value Hypothesis

4. Select the best way to describe the relationship between the Oracle Database Appliance (ODA)
and Exadata.

Answers
1.ODA and Exadata are not compliementary technologies

2.ODA and Exadata are complimentary technologies

3.ODA is not a product offered by Oracle

4.ODA and Exadata are highly competitive and should never be discussed in the same
sales cycle

6. Objection Handling and Competition

1. A valid response to the objection, Oracle is more expensive to manage than competitors is:

Answers
1.Improvements in the Oracle Database made it increasingly self tuning and self-
managing.  The Exadata Storage Server Software transparently pushes database optimization
to storage eliminating much of the tuning needed for BI and ad-hoc analysis.

2.Oracle DBAs are less expensive to hire so you can hire more of them to do the
management

3.Yes it is.  But Oracle is faster than competitors by 40x

4.Yes it is.  However Oracle is a much superior technology than any other database on the
market due to its ability to support unstructured data.

2. During an Exadata sales cycle, the customer objects  stating it is risky to move their application
to a preconfigured  machine.  Your response is _____________________.

Answers
1.Deploying to an Exadata Machine offers less deployment risk as it is delivered
assembled, debugged and ready-to-run.

2.Deploying to an Exadata Machine is risky but is required if they want to ever run a
Database Cloud

3.Deploying to an Exadata Machine is risky there are multiple parts to configure before it
can be started

4.Deploying to an Exadata Machine is risky but is cheaper than any commodity solution out
there so the risk is worth it

3. When prospecting a lead for an Oracle Exadata opportunity, select the best statement(s) for
overcoming an objection that a customers application is not certified on Exadata?
"Incorrect, all of the above statements are great responses to the application certification on Exadata
 objection"

Answers
1.Applications do not need to be certified against Exadata.

2.Applications that are validated with Oracle Database 11.2 (and higher), Oracle ASM, and
Linux will run against Exadata.

3.Very few applications need to certify the storage subsystem underneath a database
storage subsystem.

4.Exadata fundamentally is the Oracle Database with a very fast storage subsystem

7. Product Area Features and Functions for Non-technical Individuals

1. Select the correct statement about Oracle Exadata's ability to scale out and scale upwards.

Answers
1.A customer may purchase a 1/4 rack to meet its current needs and upgrade elastically to
larger configurations

2.Once a customer buys an 1/8th rack, they must turn in the 1/8th rack and migrate their
data to a 1/4, 1/2 or full rack

3.Oracle does not support upgrades of 1/8th racks at this time

4.Scaling from an 1/8th rack to a 1/4 rack involves the purchase of an additional leaf switch

2. Choose the correct response to use when a customer wants to know if their application will run
on Exadata.

Answers
1.Any application that runs with the Oracle Database & Automatic storage management
(ASM) today can be seamlessly migrated to Exadata with no changes to the application.

2.An application that runs Oracle Database and ASM must first be upgraded to 12c before
it can run on Exadata

3.An application that runs Oracle Database and ASM must first be upgraded to 9i before it
can run on Exadata

4.All applications must go through some upgrade process before running on Exadata

3. To design a Maximum Availability Architecture with Exadata which of the following Oracle
products will provide high availability?

Answers
1.Oracle Data Guard

2.Oracle Total Recall

3.Oracle Golden Gate

4.Oracle Active Data Guard

8. Cross-Sell/Up-Sell/Solution Selling
1. Upsell opportunities in a Database Machine sales cycle around performance, efficiency,
analytics & data integration include which of the following?

Answers
 1.Advanced Compression

2.OLAP

3.Oracle CRM

4.Data Mining

2. How do you handle a situation where a customer requires additional licenses, such as database
and options, in addition to their Exadata order?

Answers
1.Any additional orders for DB and options may be included in the Oracle Exadata Doc

2.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

3.Any additional orders for DB or options can be included with prior HQAPP approval

4.Any additional orders for DB and options may be included in the Oracle Exadata Doc,
with some potential considerations in the US

3. During an Exadata opportunity, security requirements are uncovered.  Which of the following
Oracle products can be positioned that complement Exadata?

Answers
1.Database Vault

2.Oracle Exadata Security Pack

3.Advanced Security

4.Total Security

5.Label Security

9. Requirements Gathering and Discovery

1. Select the key pain point for Exadata as it relates to business intelligence:

Answers
1.The inability quickly get access to the right detailed data when needed for business
decisions.

2.The inability to consolidate applications onto one operating system for ease of
management

3.The inability to monitor all aspects of the infrastructure

4.The inability to offer various cloud offerings as part of Platform as a service

2. When identifying Key Business Requirements, select some of the business capabilities your
customer may be trying to enable.

Answers
1.Increase costs

2.Maintain consistent performance and Manage data growth.

3.Enable Self Service Analysis

4.Analyze diverse data that span long periods of time

10. Target Customer Profile
1. Identify the metrics that facilitate a business case that tightly aligns with business vision and
core priorities.

Answers
1.Revenue growth enabled by improved BI

2.Service optimization

3.Speed to market to enable competitive advantages

4.Lower cost to develop/deploy solutions

2. A customer contacts you who has been having issues installing RAC in their environment due to
incompatibility with various drivers, switches at the network layer. Is this customer a valid opportunity?

Answers
1.No, customers who have driver compatibility issues may likely have issues configuring
Exadata as well.

2.No, customers need to have a stable network switching infrastructure to run Exadata

3.Yes, Exadata comes pre-configured and Ready to Run.  Testing is done at Oracle to
ensure compatibility of all components

4.Yes, Exadata uses the same deployment methods that ODA does, knowledge of RAC is
not needed

5.No, customers need to have a stable network switching infrastructure to run Exadata

6.No, customers who have driver compatibility issues may likely have issues configuring
Exadata as well.

3. Select the best reason to seek multiple levels of sponsorship in an Exadata opportunity?

Answers
1.An Exadata opportunity is really an operational IT discussion, sponsorship is not needed
at that level

2.Sponsorship is only needed when a customer is buying more than 5 full rack Exadatas

3.Sponsorship is only needed when a customer is buying multiple Engineered systems,

including Exadata, Big Data and Exalytics

4.IT is rarely the buyer ? but their influence is significant is closing the deal ? without IT
sponsorship & approval ? there is no deal

4. Select the metrics that may yield an unsuccessful business case that is highly competitive and
limited to IT spend.

Answers
1.Lowering Cost of Servers

2.Lowering Cost of Storage

3.Price per performance

4.Business agility

5.Service optimization
  4. If a customer chooses High Capacity (HC) Disk Drives instead of High Performance (HP) Disk Drives
the price is . . .
"Incorrect, the price is the same for either HC or HP Disk Drives."

Answers
 1.More expensive because the High Capacity (HC) Disk Drives have more capacity than High
Performance (HP) Disk Drives

 2.Less expensive because the High Capacity (HC) Disk Drives have less performance than the
High Performance (HP) Disk Drives

 3.The same for either HC or HP drives.

Requirements Gathering and Discovery

 1. 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 Education & Sponsorship, and 4 -
Perform Value Discovery

Answers
 1.Qualify Customer Interest
 2.Create a Hypothesis
 3.Educate the Customer
 4.Perform Discovery
 5.Sell them a Big Data Appliance

Test: Oracle Exadata Database Machine 2016 Sales Specialist Assessment

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!

Requirements Gathering and Discovery

(Answer all questions in this section)

1. When identifying Key Business Requirements, select some of the business

capabilities your customer may be trying to enable.  Mark for
Review 
(1) Points

(Choose all correct answers)

Analyze diverse data that span long periods of time (*)

Enable Self Service Analysis (*)
Increase costs
Maintain consistent performance and Manage data growth. (*)

Correct, maintaining consistent performance, enabling self service analsis

and analyzing diverse data over long periods are key business
requirements your customer may try to enable
 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
(Answer all questions in this section)

3. Select the statements that apply to an Exadata Database Machine.

 Mark for
Review 
(1) Points

(Choose all correct answers)

One of the value propositions of the Exadata Database Machine is complete

infrastructure management
One of the value propositions of the Exadata Database Machine is lower
cost (*)
One of the value propositions of the Exadata Database Machine is
performance (*)
One of the value propositions of the Exadata Database Machine is cross
version support (Oracle Database 8.0 and higher)

Incorrect, the value proposition of the Database Machine is based on

extreme performance, lower cost, and a complete pre-integrated solution.

4. Select the packaged applications that can run on Exadata.

 Mark for
Review 
(1) Points

(Choose all correct answers)

Siebel (*)
Peoplesoft (*)
EBusiness Suite (*)
SAP (*)

Incorrect, applications do not need to be certified to run on Exadata.

Applications that support Oracle Database 11gR2 EE with ASM will run on
Exadata without any modifications necessary.
 Cross-Sell/Up-Sell/Solution Selling
(Answer all questions in this section)

5. How do you handle a situation where a customer requires additional licenses,

such as database and options, in addition to their Exadata order?  Mark for
Review 
(1) Points

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

(Choose all correct answers)

Label Security (*)

Database Vault (*)
Advanced Security (*)
Total Security
Oracle Exadata Security Pack

Correct, Database Vault, Advanced Security and Label security are

complementary security offerings to Exadata

7.  Upsell opportunities in a Database Machine sales cycle around performance,

efficiency, analytics & data integration include which of the following?  Mark for
Review 
(1) Points

(Choose all correct answers)

Advanced Compression (*)

 Oracle CRM
OLAP (*)
Data Mining (*)

Incorrect, Advanced Compression, OLAP, Data Mining and GoldenGate are all
upsell opportunities around performance, efficiency, analytics and data
integration.

Pricing and Packaging

(Answer all questions in this section)

8.  What products are included in the Oracle Exadata Storage Server Software Support
agreement?  Mark for
Review 
(1) Points

Oracle Linux Support

Oracle Exadata Storage Server Software Support (*)
Oracle Real Application Clusters Support
Oracle Database Support

Incorrect, Oracle Exadata Storage Server Software Support includes support

for the Exadata Storage Server Software only.

9.  When placing an order for Exadata, the partner is required to fill out:
 Mark for
Review 
(1) Points

One Oracle order document for all components (*)

One Oracle order document for the Oracle license and support, including
Oracle Unbreakable Linux, and one Oracle Order document for the Sun
hardware and service
A Hardware Oracle Order document and a Software oracle Order document
One Oracle order document for the Oracle license and support, including
Oracle Unbreakable Linux, and one Sun Order document for the Sun hardware
and service

Incorrect! All of the components can be ordered from a single order

document

10. How is the database licensed within an Exadata?

 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

Pricing and Packaging

(Answer all questions in this section)

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

Product Area Features and Functions for Non-technical Individuals

(Answer all questions in this section)

12. Select the Oracle products that facilitate Exadata's massive scale out capabilities
 Mark for Review 
(1) Points

(Choose all correct answers)

Oracle Real Application Clusters (*)

Oracle Exalogic
Automatic Storage Management (*)
Oracle Big Data
Exadata Storage Expansion Rack (*)

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

Oracle does not support upgrades of 1/8th racks at this time

A customer may purchase a 1/4 rack to meet its current needs and upgrade
elastically to larger configurations (*)
Scaling from an 1/8th rack to a 1/4 rack involves the purchase of an
additional leaf switch
 Once a customer buys an 1/8th rack, they must turn in the 1/8th rack and
migrate their data to a 1/4, 1/2 or full rack

Incorrect, Exadata allows easy elastic expansion within and between racks.

14. At which of the following levels is the Database Machine considered to be Fault
Tolerant?  Mark for Review 
(1) Points

Database and Storage

Database only
Fault tolerance will be fully available in the next version of the Sun Oracle
Database Machine.
Database, Storage, and Network (*)
Database and Network

Incorrect, the Database Machine is fault tolerant at the Database, Storage,

and Network levels.

Market Trends and Business Drivers

(Answer all questions in this section)

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

(Choose all correct answers)

Exadata Machine delivered assembled, debugged, and ready-to-run (*)

Clustering (*)
Scalability (*)
Self Service Provisioning (*)

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.

Market Trends and Business Drivers

(Answer all questions in this section)

16. Information services companies are challenged to manage their ever growing

data volumes. The priorities driving IT investment in an Exadata solution  Mark for
include: Review 
(1) Points

Multi Version Database Support (8.0 and higher)

Cross Platform Tablespaces
 Instrastructure Management
Data Consolidation (*)

Incorrect, Data consolidation is a key initiative in the market and a key

initiative driving Exadata sales

17. According to market analysts, select the four primary database management

challenges that face enterprise IT.  Mark for
Review 
(1) Points

(Choose all correct answers)

Database Performance (*)

Security (*)
Skills Shortage (*)
Application Data Model Knowledge Transfer
Database Growth (*)

Incorrect, according to the Enterprise Security Group, the four primary

database management challenges are: performance, growth, skills
shortage and security.

Target Customer Profile

(Answer all questions in this section)

18. Identify the key stakeholders for a VALUE BASED Oracle Exadata Opportunity?
 Mark for
Review 
(1) Points

(Choose all correct answers)

Line of Business (LOB) owner (*)

Business Application Owner (*)
Database Administrators
CIO/CTO
Business Analyst (*)

Incorrect, key stakeholders are Line of Business (LOB) owner , Business

Application owner and Business Analyst

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
 No, customers need to have a stable network switching infrastructure to
run Exadata
No, customers who have driver compatibility issues may likely have issues
configuring Exadata as well.
Yes, Exadata comes pre-configured and Ready to Run. Testing is done at
Oracle to ensure compatibility of all components (*)
Yes, Exadata uses the same deployment methods that ODA does,
knowledge of RAC is not needed

Incorrect, Oracle Exadata comes preconfigured and ready to run.

20. Identify the metrics that facilitate a business case that tightly aligns with
business vision and core priorities  Mark for
Review 
(1) Points

(Choose all correct answers)

Revenue growth enabled by improved BI (*)

Lower cost to develop/deploy solutions dat
Service optimization (*)
Speed to market to enable competitive advantages (*)

Incorrect! Revenue growth by improved BI, service optimization, and

speed to market are metrics of a business case that tightly aligns with
business vision and core priorities.

Target Customer Profile

(Answer all questions in this section)

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

(Choose all correct answers)

Service optimization
Price per performance (*)
Business agility
Lowering Cost of Storage (*)
Lowering Cost of Servers (*)

Incorrect, focusing on lowering cost of servers and storage and

price/performance yield a business case that is highly competitive and limited
to IT spend.

Objection Handling and Competition

(Answer all questions in this section)
 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.

Correct, 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.

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

Data models/Business solutions are not important in speeding up deployment

and reducing costs.
This is a valid objection, I will raise this to product management during the
next Oracle Open World.
Oracle has integrated BI data models sold as applications and industry data
models and solutions, greatly speeding up deployment and reducing costs. (*)
Oracle has an extensive team of consultants who can build the data models on
demand based on your customer requirements.

Incorrect, Oracle has industry and application data models that speed up
deployment and reduce costs.

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

(Choose all correct answers)

Exadata fundamentally is the Oracle Database with a very fast storage

subsystem (*)
Applications do not need to be certified against Exadata. (*)
Applications that are validated with Oracle Database 11.2 (and higher), Oracle
ASM, and Linux or Solaris will run against Exadata. (*)
Very few applications need to certify the storage subsystem underneath a
database storage subsystem. (*)

Incorrect, all of the above statements are great responses to the application
certification on Exadata objection

Positioning the Solution

(Answer all questions in this section)

25. Select one of the major contributors to the lower total cost of ownership for the
Database Machine.  Mark for
Review 
(1) Points

Ability to connect to Big Data

Leveraging of commodity components (*)
Ability to support multple versions of the Oracle Database (8.0 and higher)
Increased number of administrators for support

Correct! Leveraging of commodity components is one of the major

contributors to the lower total cost of ownership for the Database Machine.

Positioning the Solution

(Answer all questions in this section)

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

ODA and Exadata are not compliementary technologies (*)

ODA is not a product offered by Oracle
ODA and Exadata are highly competitive and should never be discussed in the
same sales cycle
ODA and Exadata are complimentary technologies

Incorrect, ODA and Exadata are complimentary technologies

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

Product Areas and Solution Overview

(Answer all questions in this section)

29. What is the requirement for an application running on the Exadata Database

Machine?  Mark for
Review 
(1) Points

The application certification does not matter as long as the middleware is

appropriately certified for the Exadata Database Machine.
The application must be validated on Oracle Database 11gR2 and higher,
Oracle Automatic Storage Manager (ASM) and Oracle Linux or Oracle Solaris.
(*)
The application must be certified on Oracle Database 11gR1.
The application must be validated on Oracle Database 10g or higher and HP-
UX 11.

Correct, any application running on the Exadata Database Machine must be

validated on Oracle Database 11gR2, Oracle Automatic Storage Manager
(ASM), and Oracle Linux or Oracle Solaris.

30. Select all the true statements regarding the Exadata1/8th rack offering.
 Mark for
Review 
(1) Points

(Choose all correct answers)

The rack is 1/8th the physical size of a full rack

Makes breakthrough Exadata technology available more broadly to: smaller
systems, departments, smaller companies, and smaller countries. (*)
Smaller and lower cost entry-level system with easy elastic upgradability to
larger Exadata Database Machines (*)
It is 1/8th the cost of a 1/4 rack of Exadata

Incorrect, the 1/8th rack Exadata Database machine is a smaller and lower
cost system that makes Exadata technology available to a broader audience

Product Areas and Solution Overview

(Answer all questions in this section)

31. What are some of the key innovations in Oracle Exadata?

 Mark for Review 
(1) Points
 (Choose all correct answers)

Massive Memory (*)

Updated Xen Hypervisor
Oracle Data Warehouse Builder
Automatically moves all active data into flash and RAM memory while
keeping less active data on disk. (*)

Incorrect, Oracle Exadata features massive memory and moves all I/Os to
memory

Product Area Features and Functions for Non-technical Individuals

(Answer all questions in this section)

1. Hybrid Columnar Compression _____________________________. Select all

answers that apply.  Mark for Review 
(1) Points

(Choose all correct answers)

Provides tremendous cost savings (*)

Enables workloads to run faster due to Exadata's ability to offload compression
to storage cells (*)
Is available for commodity, non-Exadata servers
Enables the highest levels of data compression (*)

Correct, Hybrid Columnar Compression enables the highest levels of data

compression and provides tremendous cost-savings and performance
improvements due to reduced I/O. Most workloads run faster using Hybrid
Columnar Compression than they do without it due to Exadata's ability to
offload compression to the storage cells.

2. Select the statement that most applies to the Exadata Database Machine.
 Mark for Review 
(1) Points

The Exadata Database Machine is often referred to as the "Smart Flash

Machine"
The Exadata Database Machine is often referred to as the "In Memory
Warehouse Machine"
The Exadata Database Machine is often referred to as the "In Memory
Machine" (*)
The Exadata Database Machine is often referred to as "Baby Big Data"

Incorrect, Oracle Exadata is an In Memory Machine suited for OLTP,

Warehouse and Mixed Workloads

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.

Pricing and Packaging

(Answer all questions in this section)

4. When placing an order for Exadata, the partner is required to fill out:
 Mark for Review 
(1) Points

One Oracle order document for all components (*)

One Oracle order document for the Oracle license and support, including
Oracle Unbreakable Linux, and one Sun Order document for the Sun hardware
and service
One Oracle order document for the Oracle license and support, including
Oracle Unbreakable Linux, and one Oracle Order document for the Sun
hardware and service
A Hardware Oracle Order document and a Software oracle Order document

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

The Oracle Applications Price List

The Oracle Engineered Systems Price List (*)
The Oracle Technology Price List.
The Sun Server Hardware Price list

Correct, the price of Oracle Exadata Storage Server Software is listed in the
Oracle Exadata and Exalogic Price List

Pricing and Packaging

(Answer all questions in this section)

6.  When selling Oracle Exadata, a reseller can

 Mark for Review 
(1) Points
 Resell multi-year support and provide customer support
Resell both first and second year support
Can resell first year support, quote second year support and provide first line
support for the first year
The reseller can only sell license and hardware, not support.
Resell first year of support only, but quote second year support (*)

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

Oracle Database Support

Oracle Real Application Clusters Support
Oracle Linux Support
Oracle Exadata Storage Server Software Support (*)

Correct, Oracle Exadata Storage Server Software Support includes support

for the Exadata Storage Server Software.

Market Definition
(Answer all questions in this section)

8.  Exadata serves as the best machine for Database Consolidation because:
 Mark for Review 
(1) Points

(Choose all correct answers)

Exadata requires more management (people resources) to tune the intensive

workloads
Exadata serves as a farm/cloud environment for databases (*)
Exadata serves as a centralized backup source for multiple types of
databases including SQL Server and Greenplum
Exadata offers extreme performance for complex workloads that mix OLTP,
DW, batch, reporting (*)

Correct, Exadata is the best machine for DB consolidation because it serves

as a farm for databases and offers extreme performance.

9.  Select the packaged applications that can run on Exadata.

 Mark for Review 
(1) Points

(Choose all correct answers)

Peoplesoft (*)
 EBusiness Suite (*)
SAP (*)
Siebel (*)

Correct, applications do not need to be certified to run on Exadata.

Applications that support Oracle Database 11gR2 EE with ASM will run on
Exadata without any modifications necessary.

Market Trends and Business Drivers

(Answer all questions in this section)

10. According to market analysts, select the four primary database management

challenges that face enterprise IT.  Mark for Review 
(1) Points

(Choose all correct answers)

Application Data Model Knowledge Transfer

Database Performance (*)
Skills Shortage (*)
Database Growth (*)
Security (*)

Correct, according to the Enterprise Security Group, the four primary

database management challenges are: performance, growth, skills shortage
and security.

Market Trends and Business Drivers

(Answer all questions in this section)

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)

Correct, Data consolidation is a key initiative in the market and a key

initiative driving Exadata sales

12. According to industry analysts, what is the foundation for Exadata's scale-out

computing.  Mark for Review 
(1) Points

Enterprise Manager
 Business Intelligence
Cisco Networking
Grid Computing (*)

Correct, Grid computing is the foundation for Exadata's scale-out computing

Positioning the Solution

(Answer all questions in this section)

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

Increased number of administrators for support

Ability to support multple versions of the Oracle Database (8.0 and higher)
Ability to connect to Big Data
Leveraging of commodity components (*)

Correct! Leveraging of commodity components is one of the major

contributors to the lower total cost of ownership for the Database Machine.

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

Positioning the Solution

(Answer all questions in this section)

16. When positioning the Exadata Database Machine in an OLTP opportunity, which of

the following conditions should be present to lead to a quick win?  Mark for Review 
(1) Points

(Choose all correct answers)

An application certified on Oracle Database 11g R2 and higher (*)

An existing stable application running on both RAC and Linux (or Solaris) (*)
An existing stable application running on an HP server.

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.

Objection Handling and Competition

(Answer all questions in this section)

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

(Choose all correct answers)

Very few applications need to certify the storage subsystem underneath a

database storage subsystem. (*)
Applications do not need to be certified against Exadata. (*)
Exadata fundamentally is the Oracle Database with a very fast storage
subsystem (*)
Applications that are validated with Oracle Database 11.2 (and higher),
Oracle ASM, and Linux or Solaris will run against Exadata. (*)

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)

Oracle Exadata represents years of tuning that do not have to be done by

the customer<br> (*)
Exadata is engineered and optimized end-to-end<br> (*)
Exadata storage has NO tuning knobs<br> (*)
Performance tuning, and stress testing performed at Oracle is done on the
exact same configuration that the customer has ensuring better performance
and higher quality. (*)

Correct, all of the statements are great responses to the performance

 optimization objection for Exadata

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

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.
IBM Puredata and Teradata are not appliance solutions. Exadata is.
Appliances are inherently problematic. Oracle's approach to the appliance is
to provide self-managing databases that make care and feeding a non-issue.

Correct, 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.

Requirements Gathering and Discovery

(Answer all questions in this section)

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

(Choose all correct answers)

Educate the Customer (*)

Perform Discovery (*)
Sell them a Big Data Appliance
Qualify Customer Interest (*)
Create a Hypothesis (*)

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

(Answer all questions in this section)

21. Select the key pain point for Exadata as it relates to business intelligence:
 Mark for Review 
(1) Points

The inability to monitor all aspects of the infrastructure

The inability to consolidate applications onto one operating system for ease
of management
The inability quickly get access to the right detailed data when needed for
business decisions. (*)
 The inability to offer various cloud offerings as part of Platform as a service

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. (*)

Incorrect, 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.

23. How do you handle a situation where a customer requires additional licenses,

such as database and options, in addition to their Exadata order?  Mark for Review 
(1) Points

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

(Choose all correct answers)

Manageability (*)
Implementation Difficulties
Supportability (*)
Consolidation (*)
 Performance (*)

Correct, Oracle Apps on Exalogic and Exadata are benefited from increased
performance, consolidation, ease of manageability and supportability.

Product Areas and Solution Overview

(Answer all questions in this section)

25. The Exadata Storage Expansion rack is:

______________________________________.  Mark for Review 
(1) Points

A Database Machine with Database Servers replaced by more Storage

Servers (*)
Not a product offered by Oracle
A Database Machine with Storage Servers replaced with all Database Servers
A Database Machine with more memory available than the regular rack

Incorrect, a Database Machine with Database Servers replaced by more

Storage Servers

Product Areas and Solution Overview

(Answer all questions in this section)

26. What key components of the architecture make the statement "Exadata is

architected for Flash" true.  Mark for Review 
(1) Points

(Choose all correct answers)

Flash Cache (*)

Total Recall
Compression (*)
Scale Out Storage (*)

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

Connectivity to the machine is now 10 Gigabit Ethernet

Memory on the database servers was doubled
All IO for active data can be done to flash memory & RAM memory (*)
The disk-centric architecture accelerates database execution

Correct, all IO for active data can be done to flash memory thanks to the
 Exadata software

Target Customer Profile

(Answer all questions in this section)

28. Identify the metrics that facilitate a business case that tightly aligns with business
vision and core priorities  Mark for Review 
(1) Points

(Choose all correct answers)

Service optimization (*)

Speed to market to enable competitive advantages (*)
Lower cost to develop/deploy solutions
Revenue growth enabled by improved BI (*)

Correct! Revenue growth by improved BI, service optimization, and speed to

market are metrics of a business case that tightly aligns with business vision
and core priorities.

29. Which data warehousing sales scenario identifies a potential quick win for the
Database Machine?  Mark for Review 
(1) Points

(Choose all correct answers)

A customer or prospect looking for a pre-configured solution (*)

A customer or prospect needing data mart consolidation (*)
A customer or prospect with a need for a hardware re-fresh. (*)
An existing Oracle data warehouse customer experiencing performance and
scalability issues (*)

Incorrect, all of the above data warehousing sales scenarios identify

potential quick wins for the Machine

30. Identify the key stakeholders for a VALUE BASED Oracle Exadata Opportunity?
 Mark for Review 
(1) Points

(Choose all correct answers)

Business Application Owner (*)

CIO/CTO
Business Analyst (*)
Line of Business (LOB) owner (*)
Database Administrators

Correct, Line of Business (LOB) owner , Business Application owner and

 Business Analyst

Target Customer Profile

(Answer all questions in this section)

31. Which of the following questions would NOT be asked of a Solution Architect to

identify a Exadata Database Machine opportunity?  Mark for Review 
(1) Points

(Choose all correct answers)

Is your current solution entirely fault tolerant? (*)

Are you planning to upgrade your BI Server?
How do you preserve a single source of the truth? (*)
Do business users complain about high response times? (*)
Are you planning to consolidate into a cloud environment? (*)

Incorrect, all of the above questions might be asked of a Solution Architect

to identify an Exadata Database Machine opportunity.

Previous Page 7 of 7 Summary

1. Market Definition
 1. Select the statement that is the most true.

Answers
 1.Enterprise Manager 12c is only able to manage the database subsystem of an Exadata
Database Machine.  Hardware and storage management must be done by another management
tool.
 2.Enterprise Manager 12c is able to manage the hardware and software of an Exadata
Database Machine.
 3.Enterprise Manager 12c is not able to manage the hardware and software currently, this
capability will be introduced in a future version.
 4.Enterprise Manager 12c is not a product in Oracle's technology portfolio

 2. Select the statements that apply to an Exadata Database Machine

Answers
 1.One of the value propositions of the Exadata Database Machine is performance
  2.One of the value propositions of the Exadata Database Machine is lower cost
 3.One of the value propositions of the Exadata Database Machine is complete infrastructure
management
 4.One of the value propositions of the Exadata Database Machine is cross version support
(Oracle Database 8.0 and higher)

2. Pricing and Packaging

 1. On which price list is the Oracle Exadata Storage Server Software located?

Answers
 1.The Oracle Technology Price List.
 2.The Oracle Applications Price List
 3.The Sun Server Hardware Price list
 4.The Oracle Engineered Systems Price List

 2. Exadata Storage Server Software Support fees are calculated based on which of the following

Answers
 1.22 percent of list price Exadata Storage Server Software fees
 2.22 percent of list price Exadata Storage Server Hardware fees
 3.22 percent of net price Exadata Storage Server Software fees
 4.22 percent of net price of Exadata Storage Server Hardware fees

 3. Select the two correct configurations for the Exadata X5-8 and Exadata X5-2.

Answers
 1.The Exadata X5-8 comes in half and full rack configurations only
 2.The Exadata X5-8 comes in a full rack configuration only
 3.The Exadata X5 Database machines can be configured elastically
 4.The Exadata X5-2 comes in a full rack configuration only

 4. A complete order package consists of the following hardware related components

Answers
 1.Terms & conditions
 2.Terms & conditions and warranty
 3.Installation & configuration and support services
 4.Terms & conditions, warranty, installation & configuration, and support services
 5.All answers are incorrect

3. Market Trends and Business Drivers

 1. Exadata is Oracle?s strategic database platform for which type of workload?

Answers
 1.Warehouse Workloads
 2.Consolidated Workloads
 3.OLTP Workloads
 4.Mixed Workloads
 5.All Oracle Database Workloads

 2. According to industry analysts, what is the foundation for Exadata's scale-out computing.

Answers
  1.Grid Computing
 2.Enterprise Manager
 3.Business Intelligence
 4.Cisco Networking

 3. Information services companies are challenged to manage their ever growing data volumes. The
priorities driving IT investment in an Exadata solution include:

Answers
 1.Data Consolidation
 2.Instrastructure Management
 3.Cross Platform Tablespaces
 4.Multi Version Database Support (8.0 and higher)

4. Product Areas and Solution Overview

 1. Oracle Exadata is hailed as the all-memory machine.  How is this possible?

Answers
 1.All IO for active data can be done to flash memory & RAM memory
 2.The disk-centric architecture accelerates database execution
 3.Connectivity to the machine is now 10 Gigabit Ethernet
 4.Memory on the database servers was doubled

 2. Where can partners go on the web to find the latest information about Oracle Exadata?

Answers
 1.Oracle Developers Conference
 2.Oracle Exadata Knowledge Zone
 3.IOUG
 4.Our competitors

 3. Select the benefits of Exadata adoption across the industry.

Answers
 1.Workload consolidation
 2.Data Compression Improvements
 3.Middleware consolidation
 4.Increased performance and scalability
 5.OLTP and DSS Workload support

5. Positioning the Solution

 1. Select one of the major contributors to the lower total cost of ownership for the Database
Machine.

Answers
 1.Leveraging of commodity components
 2.Increased number of administrators for support
 3.Ability to connect to Big Data
 4.Ability to support multiple versions of the Oracle Database (8.0 and higher)

 2. Select the activity in the sales cycle that may lead to a longer sales cycle.

Answers
  1.Proof of Value (POV) or Proof of Concept (POC)
 2.Discovery Session
 3.Customer Education
 4.Creation of a Value Hypothesis

 3. Select the best way to describe the relationship between the Oracle Database Appliance (ODA)
and Exadata.

Answers
 1.ODA and Exadata are not compliementary technologies
 2.ODA and Exadata are complimentary technologies
 3.ODA is not a product offered by Oracle
 4.ODA and Exadata are highly competitive and should never be discussed in the same sales
cycle

 4. In general, for sales success, it is more important that the business case
_____________________.

Answers
 1.aligns with business priorities
 2.aligns with IT priorities
 3.shows exadata is more expensive
 4.is not completed

6. Objection Handling and Competition

 1. 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:
"Incorrect, Oracle has industry and application data models that speed up deployment and reduce
costs."

Answers
 1.Oracle has an extensive team of consultants who can build the data models on demand
based on your customer requirements.
 2.Oracle has integrated BI data models sold as applications and industry data models and
solutions, greatly speeding up deployment and reducing costs.
 3.This is a valid objection, I will raise this to product management during the next Oracle
Open World.
 4.Data models/Business solutions are not important in speeding up deployment and
reducing costs.

 2. A valid response to the objection, Oracle is more expensive to manage than competitors is:

Answers
 1.Improvements in the Oracle Database made it increasingly self tuning and self-managing.
The Exadata Storage Server Software transparently pushes database optimization to storage
eliminating much of the tuning needed for BI and ad-hoc analysis.
 2.Oracle DBAs are less expensive to hire so you can hire more of them to do the
management
 3.Yes it is.  But Oracle is faster than competitors by 40x
 4.Yes it is.  However Oracle is a much superior technology than any other database on the
market due to its ability to support unstructured data.

 3. 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 deployment.  Select the most
appropriate response.

Answers
  1.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.
 2.Appliances are inherently problematic.  Oracle's approach to the appliance is to provide
self-managing databases that make care and feeding a non-issue.
 3.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.
 4.IBM Puredata and Teradata are not appliance solutions.  Exadata is.

7. Product Area Features and Functions for Non-technical Individuals

 1. Choose the correct response to use when a customer wants to know if their application will run
on Exadata.
"Incorrect, Exadata runs the standard Oracle Database so applications can be seamlessly migrated
without any changes being made."

Answers
 1.Any application that runs with the Oracle Database & Automatic storage management
(ASM) today can be seamlessly migrated to Exadata with no changes to the application.
 2.An application that runs Oracle Database and ASM must first be upgraded to 12c before it
can run on Exadata
 3.An application that runs Oracle Database and ASM must first be upgraded to 9i before it
can run on Exadata
 4.All applications must go through some upgrade process before running on Exadata

 2. To design a Maximum Availability Architecture with Exadata which of the following Oracle
products will provide high availability?

Answers
 1.Oracle Data Guard
 2.Oracle Total Recall
 3.Oracle Golden Gate
 4.Oracle Active Data Guard

 3. The major components of an Exadata Database machine are the:

Answers
 1.Database Server
 2.Storage Server
 3.Network Layer
 4.BI Server

8. Cross-Sell/Up-Sell/Solution Selling
 1. Customers deploying Oracle Applications on Exalogic and Exadata derive benefits among
others, in the following areas.  Choose all that apply.

Answers
 1.Performance
 2.Consolidation
 3.Manageability
 4.Supportability
 5.Implementation Difficulties

 2. The combination of Big Data, Exadata and Exalytics allow you to Get to Information.

Answers
 1.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.
 2.Big Data facilitates the acquiring of large amounts of structured data only, Exadata
organizes and analyzes this data using Exalytics.
 3.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
 4.Big Data, Exadata and Exalytics cannot be combined to help Get to Information

 3. During an Exadata opportunity, security requirements are uncovered.  Which of the following
Oracle products can be positioned that complement Exadata?

Answers
 1.Database Vault
 2.Oracle Exadata Security Pack
 3.Advanced Security
 4.Total Security
 5.Label Security

9. Requirements Gathering and Discovery

 1. A value hypothesis is _____________________.

Answers
 1.Critical in providing focus and depth in an Exadata discovery effort
 2.A scientific term not related to Exadata
 3.Critical in sizing the Exadata machine for your customer
 4.Critical during the pricing and packaging step in the Exadata sales cycle

 2. Select the key pain point for Exadata as it relates to business intelligence:

Answers
 1.The inability quickly get access to the right detailed data when needed for business
decisions.
 2.The inability to consolidate applications onto one operating system for ease of
management
 3.The inability to monitor all aspects of the infrastructure
 4.The inability to offer various cloud offerings as part of Platform as a service

10. Target Customer Profile

 1. A customer contacts you who has been having issues installing RAC in their environment due to
incompatibility with various drivers, switches at the network layer. Is this customer a valid opportunity?

Answers
 1.No, customers who have driver compatibility issues may likely have issues configuring
Exadata as well.
 2.No, customers need to have a stable network switching infrastructure to run Exadata
 3.Yes, Exadata comes pre-configured and Ready to Run.  Testing is done at Oracle to
ensure compatibility of all components
 4.Yes, Exadata uses the same deployment methods that ODA does, knowledge of RAC is
not needed
 5.No, customers need to have a stable network switching infrastructure to run Exadata
 6.No, customers who have driver compatibility issues may likely have issues configuring
Exadata as well.

 2. Which data warehousing sales scenario identifies a potential quick win for the Database
Machine?

Answers
  1.An existing Oracle data warehouse customer experiencing performance and scalability
issues
 2.A customer or prospect looking for a pre-configured solution
 3.A customer or prospect needing data mart consolidation
 4.A customer or prospect with a need for a hardware re-fresh.

 3. Which of the following questions would NOT be asked of a Solution Architect to identify a
Exadata Database Machine opportunity?

Answers
 1.How do you preserve a single source of the truth?
 2.Is your current solution entirely fault tolerant?
 3.Are you planning to consolidate into a cloud environment?
 4.Do business users complain about high response times?
 5.Are you planning to upgrade your BI Server?

 4. Select the metrics that may yield an unsuccessful business case that is highly competitive and
limited to IT spend.

Answers
 1.Lowering Cost of Servers
 2.Lowering Cost of Storage
 3.Price per performance
 4.Business agility
 5.Service optimization