Target Customer

(Answer all questions in this section)

1. What are three target applications for the SL150?
Mark for Review
(1) Points
(Choose all correct answers)
Encryption
Consolidation (*)
Backup (*)
Archive (*)

Correct
2. A target customer with a need for cost savings AND data protection would
consider which three SL150 features? Mark for Review
(1) Points
(Choose all correct answers)
Hot-swappable power supplies and drives (*)
Eco-savings footprint and power (*)
StorageTek robotics (*)
450 TB native capacity

Incorrect. Refer to the “Target Customer Profile” training for more

information.
3. Which three customer characteristics are targets for the SL150?
Mark for Review
(1) Points
(Choose all correct answers)
Space limited IT center (*)
Databases with archive requirements (*)
WORM and encryption application requirements
Unpredictable Data Growth (*)

Correct
4. Which two cartridge capacities are the "sweet spot" for general positioning
SL150 target customers? Mark for Review
(1) Points
(Choose all correct answers)
Fewer than 40 slots (*)
30 to 300 slots (*)
 300 to 2000 slots
More than 2000 slots

Correct

Requirements Solicitation
(Answer all questions in this section)
5. What three questions would you ask to determine if existing customers
would be good candidates for an SL150? Mark for Review
(1) Points
(Choose all correct answers)
Do you need to transition EOL or EOSL libraries? (*)
Do you have new applications that require additional storage or
newer tape technologies? (*)
With your competitive library, would you like to address your data
growth without adding another library or stacking multiple libraries?
offered by competitors? (*)
Do you need to move data to a more cost effective medium?

Correct

Requirements Solicitation
(Answer all questions in this section)
6. Consolidation is an excellent target application for storage sales. Which
three questions can determine if the customer is a good prospect for a Mark for Review
consolidation sale? (1) Points

(Choose all correct answers)

Do you have multiple servers and applications? (*)
Do you have islands of storage? (*)
Do you have applications requiring WORM or encryption?
Do you have floor space limitations? (*)

Correct
7. All target target customers in the storage market space have which three
requirements? Mark for Review
(1) Points
(Choose all correct answers)
Manage growth (*)
Reduce floor space
Reduce risk (*)
Reduce costs (*)

Correct
8. Which three questions would you ask to determine if Data Protection is a
customer requirement for an entry or mid-range customer? Mark for Review
(1) Points
(Choose all correct answers)
 Do you need to transition EOL or EOSL libraries?
Do you need to back up that disk/database you just bought? (*)
How are you going to manage your growing data? (*)
How does downtime affect your company? (*)

Correct

PE4Sales Consultants
(Answer all questions in this section)
9. Which of the following are strengths of the SL150 compared to its
competitors? Mark for Review
(10) Points
(Choose all correct answers)
StorageTek brand (*)
Oracle Software Integration (*)
UI Simplicity (*)
LDAP Support

Correct!
10. _____ of the top 10 pharmaceutical companies rely on StorageTek Tape
Mark for Review
(10) Points
8 (*)
9
10
7

Correct!

PE4Sales Consultants
(Answer all questions in this section)
11. True or False - the SL150 was designed to meet DEM power
requirements Mark for Review
(10) Points
True (*)
False

Correct!
12. True or False - To increase customer ease of use, the SL150 doesn't
allow for many Customer Replaceable Units (CRUs). Mark for Review
(10) Points
 True
False (*)

Correct!
13. Which of the following are the main competition for the SL150?
Mark for Review
(10) Points
(Choose all correct answers)
HP (*)
IBM (*)
Quantum (*)
EMC

Correct!
14. What features does the new library GUI in the Remote Browser Interface
include in the SL150? Mark for Review
(10) Points
(Choose all correct answers)
Perform library operations (*)
Manage settings (*)
Organize magazines
Monitor library health (*)

Sorry, that is not correct. Please review the course content and try
again.
15. The top software architectural characteristics are?
Mark for Review
(10) Points
(Choose all correct answers)
Linux OS (*)
Simple Installation (*)
Library management tools (*)
Power Savings

Sorry, that is not correct. Please review the course content and try
again.

PE4Sales Consultants

(Answer all questions in this section)

16. How many expansion modules can the SL150 handle?

Mark for Review
(10) Points
 9 (*)
16
10
5

Correct!
17. Which of the following are the differentiating capabilities for the SL150?
Mark for Review
(10) Points
(Choose all correct answers)
Simplicity (*)
Modular Growth (*)
Scalability (*)
Speed

Correct!
18. The base model of the SL-150 features how many USB ports?
Mark for Review
(10) Points
7
9 (*)
8
6

Correct!
19. The SL150 can expand to fill how up to ___ rack units?
Mark for Review
(10) Points
20
21 (*)
11
15

Correct!
20. Installation is so simple it can be completed in less than _____ minutes.
Mark for Review
(10) Points
60
45
30 (*)
90

Sorry, that is not correct. Please review the course content and try
again.
PE4Sales Consultants
(Answer all questions in this section)
21. Which of the following are hot-swappable components for the SL-150
Mark for Review
(10) Points
(Choose all correct answers)
LTO Drives (*)
Power Supplies (*)
Magazines
Operator Panel

Correct!
22. StorageTek SL150 has the highest scalability in its class - while also
allowing for the highest _____. Mark for Review
(10) Points
Authority
Density (*)
TCO
Availability

Sorry, that is not correct. Please review the course content and try
again.
23. True or False - the SL150 can proactively monitor the library health.
Mark for Review
(10) Points
True (*)
False

Correct!

Market Definition
(Answer all questions in this section)
24. Name three features of tape storage that can provide data protection.
Mark for Review
(1) Points
(Choose all correct answers)
Hot swappable components (*)
Back-up Copies (*)
Scalability
WORM technology (*)

Correct
25. Regardless of the industry or the size of the company, what element is a
defining characteristic of the marketplace for tape, especially in the Mark for Review
entry/mid-range space? (1) Points
 unpredictable data growth (*)
enterprise performance
24x7 availability needs
encryption and compliance requirements

Correct

PE4Sales Consultants
(Answer all questions in this section)
16. How many expansion modules can the SL150 handle?
Mark for Review
(10) Points
9 (*)
16
10
5

Correct!
17. Which of the following are the differentiating capabilities for the SL150?
Mark for Review
(10) Points
(Choose all correct answers)
Simplicity (*)
Modular Growth (*)
Scalability (*)
Speed

Correct!
18. The base model of the SL-150 features how many USB ports?
Mark for Review
(10) Points
7
9 (*)
8
6

Correct!
19. The SL150 can expand to fill how up to ___ rack units?
Mark for Review
(10) Points
20
21 (*)
11
 15

Correct!
20. Installation is so simple it can be completed in less than _____ minutes.
Mark for Review
(10) Points
60
45
30 (*)
90

Sorry, that is not correct. Please review the course content and try
again.

Market Definition
(Answer all questions in this section)
26. Name three of the top markets where tape storage is especially strong.
Mark for Review
(1) Points
(Choose all correct answers)
Telecom, Media & Entertainment (*)
Financial Services (*)
Government and Scientific (*)
Manufacturing and Heavy Industry

Correct
27. Name three customer issues which are considerations for reducing costs.
Mark for Review
(1) Points
(Choose all correct answers)
Power and Cooling (*)
Virtual Storage
Management (*)
Physical Storage (*)

Correct

Objection Handling
(Answer all questions in this section)
28. Which is the only vendor with redundant and non-disruptive robotics and
library electronics? Mark for Review
(1) Points
Spectralogic
HP
 IBM
Oracle StorageTek (*)

Correct
29. Which of these is a key differentiator across the entire StorageTek
Library portfolio? Mark for Review
(1) Points
Redundant robotics
Library Design (*)
Rack-mounting and modularity
Database application performance

Correct
30. When competing against Oracle's SL500 in the entry/mid-range space,
what three key considerations should you keep in mind? Mark for Review
(1) Points
(Choose all correct answers)
Customers need simplicity more than HA failover (*)
Two partitions is sufficient for most customers (*)
CRU model of service is preferred (*)
Customers prefer slot and upgrade licensing capability

Correct
Objection Handling
(Answer all questions in this section)
31. IBM and Dell must offer how many products to compete with the
scalability of a single SL150? Mark for Review
(1) Points
One
Three (*)
Four
Two

Correct

PE4Sales SL150
(Answer all questions in this section)
32. Select the three differentiating capabilities of the SL150.
Mark for Review
(10) Points
(Choose all correct answers)
Scalability (*)
Simplicity (*)
Modular Growth (*)
Speed

Correct!
 33. True or False - The SL150 is NOT customer installable
Mark for Review
(10) Points
True
False (*)

Correct!
34. True or False - With the StorageTek SL150, simplicity begins with the
library installation and continues throughout the life of the product, even Mark for Review
as you expand for data growth (10) Points

True (*)
False

Correct!
35. The SL150, populated with LTO5 tape drives, has up _____ TB native
capacity Mark for Review
(10) Points
450 (*)
30
500
300

Correct!

PE4Sales SL150
(Answer all questions in this section)
36. How many slots can the SL150 scale up to?
Mark for Review
(10) Points
30
200
300 (*)
100

Correct!
37. What are the top reasons customers choose StorageTek Libraries?
Mark for Review
(10) Points
(Choose all correct answers)
Best Scalability (*)
Best Availability (*)
Best Variety
Best TCO (*)

Correct!
 38. How many different products does IBM need to offer to match same
market segments as the SL150? Mark for Review
(10) Points
4
5
2
3 (*)

Correct!
39. True or False, the SL150 is customer installable and customer
upgradable. Oracle offers a wide range of services to simplify Mark for Review
management and support. (10) Points

True (*)
False

Correct!

Cross-Sell
(Answer all questions in this section)
40. Which three customer situations provide good SL150 up-sell
opportunties? Mark for Review
(1) Points
(Choose all correct answers)
Existing SL24/SL48 or SL500 customers (*)
Existing customers with data growth (*)
Existing customers with competitive libraries and data growth (*)
Existing customers requiring WORM functionality

Correct

Cross-Sell
(Answer all questions in this section)
41. Which of these up-sell opportunities is ideal for the SL150 due to
simplicity, scalability, and ease-of-use? Mark for Review
(1) Points
Exadata
Oracle Database Appliance (*)
Linear Tape File System
Sparc Supercluster

Correct
42. The SL150 provides partners with an upsell opportunity that is only
available with the SL150 and no other Oracle StorageTek tape library. Mark for Review
What is that up-sell opportunity? (1) Points

Consulting services
 Installation services
Implementation services
On-going Support Service (*)

Correct

Storage Overview
(Answer all questions in this section)
43. Which three products reflect Oracle's current StorageTek Tape archive
portfolio going forward? Mark for Review
(1) Points
(Choose all correct answers)
SL150 (*)
SL500
SL3000 (*)
SL8500 (*)

Correct
44. CIOs have indicated that their storage requirements revolve around 4
key business requirements according to the training. Choose 4. Mark for Review
(1) Points
(Choose all correct answers)
Scale (*)
Performance (*)
Efficiency (*)
Data Integrity (*)
Data reporting

Correct
45. A complete storage portfolio offers all 4 of the following options. Choose
4. Mark for Review
(1) Points
(Choose all correct answers)
Tape Archive (*)
USB Personal Storage
High Speed Flash Storage (*)
High Performance FC Disk (*)
NAS File Based storage (*)

Correct

Storage Overview
(Answer all questions in this section)
 46. Which one of the following choices represents one of the largest capacity
tape drives available in the industry today? Mark for Review
(1) Points
9840D
LTO-4
DLT6000
T10000 (*)

Correct
47. Customers need to continuously store data. However, what is the
approximate percentage of data that is never actually used again after it Mark for Review
is stored? (1) Points

20%
40%
80% (*)
95%

Correct

Market Trends
(Answer all questions in this section)
48. The archive storage trend provides which three of these benefits?
Mark for Review
(1) Points
(Choose all correct answers)
Data protection via back-up copies of data (*)
Energy savings (*)
Storage cost savings (*)
Database cost savings

Correct
49. What is the primary driver of market trends in tape storage?
Mark for Review
(1) Points
Data growth (*)
Databases and database management
Cost of archive
Shortcomings of disk storage

Correct
50. Name three storage challenges that drive industry trends.
Mark for Review
(1) Points
(Choose all correct answers)
Growing data diversity, especially unstructured data (*)
Growing re-use of data
Increasing storage management costs (*)
Data center power costs are increasing (*)

Correct