Backup & Recovery

1. How much backup capacity do most customers have compared to primary stor
age?
5X-10X

2. Which two (2) can an EMC Global Financial Services help with in a sales
cycle?
Work with your customer on leasing details
Discuss financial details of the deal with your customer

3. When should you bring your local BRS representative into the sales proce
ss?
When you first find the opportunity

4. Why is it important to walk the customer s data center floor? Select the b
est reply.
Identify what server vendors and operating systems they have
Get an understanding of the actual tape volume
Find outdated technologies ideal for swaps
See what competitive technologies are in use
Calculate how much backup data they have on site

5. Which three (3) are major EMC s differentiators for target based deduplica
tion?
Lower disk capacity requirement
Inline deduplication capability
Restore performance

6. What resource can be used to download recorded whiteboard presentations?

The PodCenter

7. Which two (2) would indicate that a customer is a good prospect for back
up to disk?
 They have tape libraries going on maintenance within the next 9
months
They are currently challenged with their tape infrastructure
They have limited staffing knowledgeable in backup
They are happy with their current backup software
They have 5X data in their backup environment than production

8. What are two (2) backup concerns business owner worries about?
Meeting Service Level Agreements (SLA s)
Cost of downtime

9. What product monitors the entire backup and provides trend analysis?
Data Protection Advisor

10. What is the most important role the head of Data Center Operations can p
rovide in the sales process?
Can be a champion to the CIO

11. Which three (3) would be a Unified Storage target audience for mid-range
customers?
VMware Administrator
DB Administrator
IT Administrator

12. Which four (4) Assessment Tools are available to identify and close Unif
ied Storage Opportunities?
File System Assessment
Power Calculator
E-Mail Server
Data De-duplication

13. Which five (5) types of content can be found in EMC s PodCenter?
Video Whiteboards
Field Best Practices
Executive Messaging
Audio Podcasts
Technical Demos
14. What should you look for in every customer environment that enables a po
tential opportunity for Unified Storage?

A compelling event

15. Which two (2) would be a Unified Storage target audience for SMB custome
rs?
Owns Application and Infrastructure
IT Generalist

16. What type of Reference Documents can help you save time positioning and
selling EMC Unified Storage
EZ Reference Sheets

17. When negotiating with prospective customers what should you consider imp
ortant as part of the process?
Know what concessions you can make

18. What is the best reason and benefit to you to propose leasing to your cu
stomers?
Sell more systems over time

19. What is one of the main benefits of the Opportunity Assessment Worksheet
?
Shows your account teams strengths and weaknesses

20. What is the best way to prepare for a call to qualify a potential Unifie
d Storage customer?
Create and Agenda, Know your customer and leverage the tools you
have available to prepare
21. What are two (2) reasons customers believe they still need to backup to
tape.
It is transportable for offsite storage
Low upfront costs

22. What three (3) questions are good to open a backup opportunity?

Have you had an unsuccessful restore?

Are you meeting your backup windows?

Are you updating your current tape library?