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| Section | Weight | Objectives |
|---|---|---|
| System z Product Knowledge & Positioning | 30% | - Performance, scalability and capacity planning - Architecture and key differentiators - Security, reliability and availability features |
| Competitive Positioning & Sales Strategy | 20% | - Address objections and risk concerns - Support post-sales and implementation - Compare with alternative platforms |
| Customer Requirements & Qualification | 25% | - Gather and validate business needs - Determine budget, ROI and TCO justification - Identify decision process and compelling reasons |
| Solution Design & Value Proposition | 25% | - Map customer workloads to System z capabilities - Integration with existing IT environments - Pricing models and licensing options |
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