Exadata 2014 Sales
Exadata 2014 Sales
Correct, development of the business case and alignment with business prio
rities in support of the Exadata Database Machine is critical to sales success.
7.
If a customer prefers a general purpose system that still utilizes E
xadata components but gives them the option of the database and application toge
ther on the same machine, what other Oracle solutions can be positioned?
Mar
k for Review
(1) Points
Oracle Big Data
Oracle Sparc Supercluster (*)
Oracle Exalogic
Oracle Exalytics
Correct, all of the above data warehousing sales scenarios identify potent
ial quick wins for the Database Machine.
9.
Identify the key stakeholders for a VALUE BASED Oracle Exadata Oppor
tunity?
Mark for Review
(1) Points
(Choose all correct answers)
Business Application Owner (*)
Database Administrators
Line of Business (LOB) owner (*)
Business Analyst (*)
CIO/CTO
11.
A customer contacts you who has been having issues installing RAC in thei
r environment due to incompatibility with various drivers, switches at the netwo
rk layer. Is this customer a valid opportunity?
Mark for Review
(1) Points
Yes, Exadata uses the same deployment methods that ODA does, knowledge of RA
C is not needed
No, customers need to have a stable network switching infrastructure to run
Exadata
Yes, Exadata comes pre-configured and Ready to Run. Testing is done at Oracl
e to ensure compatibility of all components (*)
No, customers who have driver compatibility issues may likely have issues co
nfiguring Exadata as well.
Select the key pain point for Exadata as it relates to business int
Mark for Review
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 serv
ice
The inability to consolidate applications onto one operating system for ease
of management
Correct, the inability to get access to the right detailed data is a key c
ustomer pain point for Exadata as it relates to Business Intelligence
Oracle has an extensive team of consultants who can build the data models on
demand based on your customer requirements.
Oracle has integrated BI data models sold as applications and industry data
models and solutions, greatly speeding up deployment and reducing costs. (*)
Data models/Business solutions are not important in speeding up deployment a
nd reducing costs.
16.
During a meeting with a key Stakeholder, they raise an objection that the
y would like to purchase an appliance solution, like IBM Puredata or Teradata, t
o simplify deployment. Select the most appropriate response.
Mark for Review
(1) Points
Oracle is a single point of development, sales and support for Exadata. Orac
le's installation services set all initialization parameters by installing a wor
king optimized database on delivery. (*)
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.
This is a valid objection, Oracle is in the process of developing a warehous
e appliance machine that will directly compete with IBM Puredata and Teradata.
The Exadata Database Machine is often referred to as the "In Memory Ware
house Machine"
Correct, Exadata can host many databases, enabling the creation of a Datab
ase Cloud. Exadata's industry leaving scalability and performance make it an ide
al platform for these demanding workloads.
Select all the true statements regarding the Exadata1/8th rack offering
Mark for Review
(1) Points
(Choose all correct answers)
It is 1/8th the cost of a 1/4 rack of Exadata
Smaller and lower cost entry-level system with easy upgradability to larger
Exadata Database Machine (*)
Makes breakthrough Exadata technology available more broadly to: smaller sy
stems, departments, smaller companies, and smaller countries. (*)
The rack is 1/8th the physical size of a full rack
Incorrect, the 1/8th rack Exadata Database machine is a smaller and lower
cost system that makes Exadata technology available to a broader audience
Cross-Sell/Up-Sell/Solution Selling
(Answer all questions in this section)
22.
The combination of Big Data, Exadata and Exalytics allow you to "Ge
t to Information."
Mark for Review
(1) Points
Big Data facilitates the hosting of large Oracle Database Warehouses, Exadat
a hosts only mixed workload Oracle Databases, and all of them are analyzed by Ex
alytics
Big Data, Exadata and Exalytics cannot be combined to help "Get to Informati
on"
Big Data facilitates the acquiring of large amounts of unstructured data, Ex
adata organizes and analyzes the data into structured data that can be analyzed
using Exalytics. (*)
Big Data facilitates the acquiring of large amounts of structured data only,
Exadata organizes and analyzes this data using Exalytics.
Incorrect! You can order DB or options on the same order doc, but in the U
S tax exemptions/reduction issues may apply
24.
Customers deploying Oracle Applications on Exalogic and Exadata der
ive benefits among others, in the following areas. Choose all that apply.
Ma
rk for Review
(1) Points
(Choose all correct answers)
Performance (*)
Manageability (*)
Consolidation (*)
Supportability (*)
Correct, Oracle Apps on Exalogic and Exadata are benefited from increased
performance, consolidation, ease of manageability and supportability.
Incorrect! Customers have the option of buying just the Exadata software a
Market Definition
(Answer all questions in this section)
29.
or Review
(1) Points
Mark f
Correct, the 4 key steps to get to discovery are qualifying customer inter
est, creating a hypothesis, educate the customer and perform discovery.
2.
A value hypothesis is _____________________.
(1) Points
Mark fo
Oracle Database licenses are separate and must be licensed for the databse s
erver (*)
Oracle Databse licenses should not be handled in an Exadata order, the custo
mer must have them as part of a previous purchase
Oracle Database licenses are a part of the Exadata software included in the
box
Oracle Database licenses are separate and must be licensed for both the data
base and storage server cores
Correct, Oracle Database licenses are separate and must be licensed for th
e databse server
9.
On which price list is the Oracle Exadata Storage Server Software lo
cated?
Mark for Review
(1) Points
The Sun Server Hardware Price list
The Oracle Applications Price List
The Oracle Technology Price List.
The Oracle Engineered Systems Price List (*)
11.
When selling Oracle Exadata, a reseller can
(1) Points
Can resell first year support, quote second year support and provide first l
ine support for the first year
Resell both first and second year support
Resell multi-year support and provide customer support
Resell first year of support only, but quote second year support (*)
The reseller can only sell license and hardware, not support.
Correct! As with any standard Oracle sale, partners can resell first year
support and are required to quote second year.
Identify the key stakeholders for a VALUE BASED Oracle Exadata Oppo
Mark for Review
(1) Points
(Choose all correct answers)
Line of Business (LOB) owner (*)
Business Application Owner (*)
Business Analyst (*)
CIO/CTO
Database Administrators
Correct, Line of Business (LOB) owner , Business Application owner and Bus
iness Analyst
14.
Which of the following questions would NOT be asked of a Solution A
rchitect to identify a Exadata Database Machine opportunity?
Mark for Review
(1) Points
(Choose all correct answers)
Do business users complain about high response times? (*)
Is your current solution entirely fault tolerant? (*)
Are you planning to consolidate into a cloud environment? (*)
How do you preserve a single source of the truth? (*)
Are you planning to upgrade your BI Server?
The Exadata Database Machine is often referred to as the "In Memory Ware
house Machine"
Correct, Exadata can host many databases, enabling the creation of a Datab
ase Cloud. Exadata's industry leaving scalability and performance make it an ide
al platform for these demanding workloads.
18.
To design a Maximum Availability Architecture with Exadata which of
the following Oracle products will provide high availability?
Mark for Revi
ew
(1) Points
(Choose all correct answers)
Oracle Golden Gate (*)
Oracle Total Recall
Oracle Data Guard (*)
Oracle Active Data Guard (*)
Incorrect, Oracle Data Guard, Active Data Guard and Golden Gate from failu
res across data centers
Correct, the Exadata Storage Expansion rack is for applications that requi
re large amounts of storage. This may include structured data, archive data, lar
ge objects and on-disk backups.
20.
Mark fo
r Review
(1) Points
(Choose all correct answers)
Updated Xen Hypervisor
Automatically moves all active data into flash and RAM memory while keeping
less active data on disk. (*)
Massive Memory (*)
Oracle Data Warehouse Builder
21.
Exadata and Enterprise Manager 12c are key enablers for cloud architectur
es. Select the key features that position it well as an enabler for the cloud.
Mark for Review
(1) Points
(Choose all correct answers)
Self Service Provisioning (*)
Exadata Machine delivered assembled, debugged, and ready-to-run (*)
Scalability (*)
Clustering (*)
Correct, Exadata comes ready to run, its scalability and clustering positi
on it well for the cloud. Self Service Provisioning through Enterprise Manager a
lso provides a key tenant in Cloud computing.
22.
Information services companies are challenged to manage their ever
growing data volumes. The priorities driving IT investment in an Exadata solutio
n include:
Mark for Review
(1) Points
Data Consolidation (*)
Instrastructure Management
Multi Version Database Support (8.0 and higher)
Cross Platform Tablespaces
Cross-Sell/Up-Sell/Solution Selling
(Answer all questions in this section)
24.
The combination of Big Data, Exadata and Exalytics allow you to "Ge
t 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 Informati
on"
Big Data facilitates the acquiring of large amounts of unstructured data, Ex
adata organizes and analyzes the data into structured data that can be analyzed
using Exalytics. (*)
Big Data facilitates the hosting of large Oracle Database Warehouses, Exadat
a hosts only mixed workload Oracle Databases, and all of them are analyzed by Ex
alytics
Correct! You can order DB or options on the same order doc, but in the US
tax exemptions/reduction issues may apply
ODA and Exadata are highly competitive and should never be discussed in the
same sales cycle
ODA and Exadata are complimentary technologies (*)
ODA is not a product offered by Oracle
ODA and Exadata are not compliementary technologies
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 quicke
r win in an OLTP opportunity for the Exadata Database Machine.
29.
Which of the following are not key value propositions for the Datab
ase Machine?
Mark for Review
(1) Points
Data Warehousing
Cloud Consolidation
Middleware Integration (*)
OLTP