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| Section | Weight | Objectives |
|---|---|---|
| Architecture & Integration Basics | 10% | - Networking and connectivity - Hybrid cloud integration - Data protection and security |
| Customer Requirements & Solution Matching | 30% | - Align solutions to business needs - Assess customer storage challenges - Scalability and performance planning |
| IBM Storage Portfolio Overview | 25% | - Software-defined storage
|
| Sales Tools & Support Resources | 15% | - Capacity Magic, Disk Magic tools - IBM Techline and Sales Enablement |
| Competitive Positioning & Value Proposition | 20% | - TCO and ROI analysis - IBM storage benefits and use cases - Differentiators vs competitors |
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