Enterprise Server Sales Exam Study

Guide
October 2015 Version 1.0
Table of Contents

Job Description ....................................................................................................................................... 3

Exam Information ..................................................................................................................................... 3

Exam Objectives ...................................................................................................................................... 3

Recommended Training and Study Aids ................................................................................................. 3

Sample Questions .................................................................................................................................... 3

Online Practice Test ................................................................................................................................. 3

Register for the Certification Exam .......................................................................................................... 3

Cancellation/Reschedule and Refund Policy ........................................................................................... 3

Retake Policy ........................................................................................................................................... 3

Contact Us................................................................................................................................................ 3

Enterprise Server Technical Sales Exam Study Guide October 2015 2

Job Role Description
The Lenovo Certified Enterprise Server Sales Professional works as a Lenovo internal or business
partner seller. This individual can identify and describe the features of Lenovo’s server portfolio, and is
able to apply their knowledge of ThinkServer, System x, Flex and NeXtScale servers to meet customer
requirements. This individual can also identify and describe features of Lenovo’s storage and networking
products. He or she can apply their knowledge and expertise to differentiate between products within the
same family, and match basic stated requirements with the correct product. He or she also has
knowledge of competitive offerings and can successfully present the Lenovo solution to close sales. This
individual is familiar with tools and resources, and can use them to respond to customer questions. To
complete the sale, this individual understands warranty and services options, and includes the correct
option to support customer requirements.

Exam Information
 Number of questions at least 62
 Time allowed in minutes 105
 Passing score 64%
 Languages English

Recommended pre-requisite skills. This exam is intended for sellers with a minimum of one year
experience selling Lenovo servers, storage and networking products.

This exam includes products announced as of September 30, 2015. Any product announcements or
withdrawals made after that date are not reflected in this exam.

Exam Objectives
Section 1 – Lenovo Server Product Knowledge (26%)
1.01 Given a scenario, determine which Rack or Tower system should be utilized
1.02 Given a scenario, identify Mission Critical opportunities
1.03 Given a scenario, identify when Dense systems should be utilized
1.04 Given a scenario, identify Blade opportunities
1.05 Given a scenario, identify product options
1.06 Identify the right server for a given workload
1.07 Identify features of XClarity
Section 2 – Lenovo Storage Product Knowledge (18%)
2.01 Understand features and product positioning of Lenovo Storage S2200 and S3200
2.02 Understand features and product positioning of IBM Storwize V3700 from Lenovo
2.03 Identify differences between DAS, NAS and SAN
2.04 Identify features of storage networking products
2.05 Understand basic factors that affect selecting and sizing a storage solution
2.06 Identify storage management features
2.07 Understand tape technology and positioning
Section 3 – Networking Product Knowledge (11%)
3.01 Understand concepts and terminology of networking

Enterprise Server Technical Sales Exam Study Guide October 2015 3

3.02 Identify when to use top-of-rack switches
3.03 Identify embedded switch features and offerings
3.04 Identify features of Lenovo networking products that support interoperability with existing networks
3.05 Demonstrate knowledge of Lenovo products that provide Software Defined Networking / Software
Defined Data Center (SDN/SDDC) support
Section 4 – Lenovo Services (6%)
4.01 Identify warranty support offerings
4.02 Identify professional services offerings around complex solutions
4.03 Identify maintenance services offerings
Section 5 – Competitive Selling and Proposed Solutions (23%)
5.01 Given the customer’s existing environment, recommend a solution to meet their stated
requirements
5.02 Given a scenario, propose the appropriate solution (VDI, SAP HANA, Cloud, consolidation,
database)
5.03 Present the value proposition for a given solution or product
5.04 Discuss the concepts of converged, hyperconverged, hyperscale and HPC
5.05 Identify workload-based competitive positioning
5.06 Given a scenario, respond to objections about company, products and solutions
Section 6 – Sales Tools, Resources and Processes (10%)
6.01 Demonstrate knowledge of available configurators and sales tools, what they are and when to use
them
6.02 Demonstrate knowledge of the processes available to the seller

Recommended Training and Study Aids

Recommended training and resources are intended to help you gain knowledge related to the exam
objectives. This information, while comprehensive, may not cover all questions on the exam, and
completing training alone does not guarantee that you will pass the exam. Experience is a key
component of preparation.

Lenovo employees can find online training by referring to the Enterprise Server Sales Exam Prep
Curriculum on Learning@Lenovo.

Business Partners can find online training on your region’s e-learning system. Search by course title or
course code.

Reference materials can be downloaded from www.lenovo.com/systems in the Reference Library, or from
Lenovo Press. When reviewing reference materials focus on what will be tested as described in the test
objectives. For example, objective 1.01 refers to selecting the correct rack or tower server based on
customer requirements. Therefore, focus on features and positioning of rack and tower servers
discussed in associated reference materials.

Enterprise Server Technical Sales Exam Study Guide October 2015 4

 Server Products Course Code Study Tips
Online Training  Complete online training to learn basic
Family Portfolio: Rack and Tower SXXW1200 information about the Lenovo server portfolio.
Family Portfolio: Mission Critical  Know the basic facts for all servers such as
SXXW1201 memory, drives, and systems management.
Servers
 Know the differences between servers, general
Family Portfolio: Blade SXXW1202 product positioning within the server product
Family Portfolio: Dense SXXW1203 portfolio, which servers are typically associated
Introduction to Workloads SXTW1100 with which workloads, and typical expansion
options.
Reference Materials
Lenovo Server Portfolio  Be able to identify the correct solution based on
the customer’s business needs and
Lenovo Server Positioning requirements.
Lenovo Server Operating System
Interoperability Guide
Server Product Guides (All servers
including Flex Systems, Flex Chassis, lenovopress.com
and NeXtScale)
Lenovo Flex System Products and
Technology
Storage Products
Online Training  Complete online training to learn basic
information about Lenovo storage products.
Family Portfolio: Storage SXSW1200
 Know the basic facts for all storage systems
Lenovo S2200 and S3200 Storage such as capacity, expansion, host connectivity,
LTU49531
Technical Overview RAID levels, licensed features, and
Reference Materials management.
 Know the differences between storage
S2200/S3200 Product Guides lenovopress.com systems, general product positioning within the
portfolio.
 Be able to identify the correct storage solution
IBM Storwize V3700 Product Guide lenovopress.com based on the customer’s business needs and
requirements.
Networking Products
Online Training  Complete online training to learn the basics of
Family Portfolio: Networking SXNS1200 Lenovo networking products. Even though
there are many product overview modules,
Lenovo’s RackSwitch Family they are short in duration and worth the time to
LTU47741
Overview become more conversant in networking
RackSwitch Product Overview products and terminology.
Multiple modules
modules  Know the basic characteristics of all
Flex System Networking Family networking products including top-of-rack,
LTU48898 converged and embedded switched such as
Overview number and type of ports, connectivity, and
Flex System Interconnect Fabric LTU48848 features.
Flex System Family Overview  Know the differences between networking
modules for switch and system Multiple modules products, target audience and general
positioning within the portfolio.
interconnect modules
Lenovo Networking Strategy Video:  Be able to identify the correct networking
LTU47833 product based on the customer’s business
Why Lenovo? needs and requirements.
Reference Materials
RackSwitch Product Guides lenovopress.com
Flex System Switch and Module
lenovopress.com
Product Guides
Systems Management
Online Training  It is not necessary to know how to use
systems management tools, but knowing when
Lenovo XClarity Features and
LTU49317 each one would be used is very important.
Benefits  Know which system management tool is
Reference Materials associated with which server, and the major
Lenovo XClarity Administrator Product functions and uses of each one.

Enterprise Server Technical Sales Exam Study Guide October 2015 5

 Guide
IMM and IMM2 Support on System x
and BladeCenter Servers
Lenovo Flex System Products and
Technology
Tools, Resources, Warranty Support Options
Online Training  It is not necessary to know how to use tools
and configurators, but knowing when each one
LESC Online Sales Configurator
LTU49888 would be used is very important.
Introduction  Know which configuration or reference tool is
Resource Materials associated with which server, and the major
Pre-Sales Advisor Tool (PSAT) functions and uses of each one.
Standalone Solutions Configuration
Tool (SSCT)
System x and Cluster Solutions
configurator (x-config)
ServerProven
PSRef
xREF
3D Virtual Tours
UpdateXpress
ToolsCenter for Lenovo x86 Servers

Sample Questions
Sample questions provide a quick look at the type of questions presented on the certification exam.

1. A customer requires a high performance 2U rack server that is capable of memory upgrades
beyond 1 TB memory and Self Encryption Drives (SED). Which server should be recommended?
a. System x3550 M5
b. System x3650 M5
c. ThinkServer RD450
d. ThinkServer RD350

2. When discussing Lenovo S3200 and IBM Storwize V3700 storage solutions, what are the correct
features for moving highly-used data from slower hard drive devices (HDD) to faster solid state
devices (SSD)?
a. Super Tiering and Mega Tiering
b. Maxi Tiering and Ultra Tiering
c. Burst Tiering and Opti Tiering
d. Real-time Tiering and Easy Tiering

3. Lenovo offers an innovative Flex System-based networking technology that helps build flexible,
scalable, and easily managed data center networks that deliver high performance point of
delivery (POD) solutions, while providing both Ethernet and Fibre Channel connectivity. What is
the name of this technology?
a. XClarity
b. Cisco UCS Mode
c. Flex System Interconnect Fabric
d. Easy Connect Mode

Enterprise Server Technical Sales Exam Study Guide October 2015 6

 4. What is the recommended minimum network bandwidth needed to run a converged
infrastructure?
a. 1 GbE
b. 8 Gb
c. 10 GbE
d. 16 Gb

5. Which Lenovo tool can work offline and export configurations to different files types such as .xls
and .csv for further processing?
a. Standalone Solution Configuration Tool
b. Lenovo Enterprise Technical Services
c. Configuration and Options Guide
d. ServerProven

Answers

1. B
2. D
3. C
4. C
5. A

Online Practice Exam

The online practice exam includes 57 questions of similar content and difficulty as questions on the
certification exam. Passing the practice exam does not result in certification. However, taking the
practice exam can help you determine whether or not you are ready to sit for the certification exam, or in
what areas additional study may be needed.

To schedule a practice exam go to www.webassessor.com/lenovo/index.html. Log in to your

Webassessor account, and select Schedule an Exam from the menu bar. Practice exams are
unproctored and can be taken immediately after scheduling.

Register for the Certification Exam

Certification exams can be taken at a Kryterion Testing Network (KTN) center, or online using Kryterion’s
Online Proctored service (OLP). OLP allows you to take your exam at a time and location that is
convenient to you, such as in the evening at home. An online proctor monitors your testing session
through your web camera, maintaining a testing environment similar to testing in a test center. A stable
internet connection and external camera is required. Internal cameras cannot be used for OLP testing
because the proctor cannot observe enough of your testing area while the test is in progress.

Register for your certification exam at www.webassessor.com/lenovo/index.html At the time of

registration you will select the KTN site for your exam, or the OLP option. Payment is made by credit
card, voucher or coupon at the time of registration.

Enterprise Server Technical Sales Exam Study Guide October 2015 7

Lenovo Employees. When creating an account on Webassessor you must include your Lenovo email
address and employee number so that certifications earned can be added to your learning record.

Lenovo Business Partners. You must register for an account on Lenovo Partner Network (LPN) before
creating an account on Webassessor. The LPN username and company name included in your LPN
profile must match the information provided when creating your Webassessor account so that
certifications earned can be properly added to your LPN profile.

Be assured that only information on certifications earned is passed to the above-mentioned systems. In
keeping with Lenovo’s Candidate Agreement, at no time is information on individual test performance,
either pass or fail, shared with anyone without your express written permission.

Cancellation/Reschedule and Refund Policy

If you registered for an exam at a Kryterion Testing Network (KTN) center, you can cancel or reschedule
your exam up to 72 hours before your scheduled exam time. To reschedule, log in to your Webassessor
account, click on the details of your scheduled exam, and select the option to reschedule or cancel your
exam.

If you registered to take a Kryterion Online Proctored (OLP) exam, you can reschedule your exam up to
24 hours before your scheduled exam time. To reschedule, log in to your account, click on the details of
your scheduled exam, and select the option to reschedule or cancel your exam.

You will not be refunded any portion of your exam fee, or any portion of the value of a coupon or
voucher, if you do not cancel or reschedule before the deadline for your exam, or if you miss your
exam appointment.

Retake Policy
Certification (proctored) exams. There is no waiting period to retake a proctored exam a second time.
However, if you do not pass on your second attempt there is a 30-day waiting period before attempting
the exam a third and each subsequent time. There is no discount for retake exams; the full published fee
applies.

Practice (unproctored) exams. There is no waiting period to retake an unproctored exam. There is no
discount for retake exams; the full published fee applies.

Contact Us
Contact the Lenovo Certification Program team at [email protected] with questions or feedback.

Enterprise Server Technical Sales Exam Study Guide October 2015 8