22/7/2015 Oracle Exadata Database Machine 2014 Sales Specialist Assessment

1. Select one Question revoir

of the (1) Points
major
contributors
to the
lower total
cost of
ownership
for the
Database
Machine.

Leveraging of commodity components (*)

Ability to connect to Big Data
Increased number of administrators for support
Ability to support multple versions of the Oracle Database (8.0 and higher)

Correct! Leveraging of commodity components is one of

the major contributors to the lower total cost of
ownership for the Database Machine.
2. If a customer prefers a general purpose system that still utilizes Exadata Question revoir
components but gives them the option of the database and application together (1) Points
on the same machine, what other Oracle solutions can be positioned?
Oracle Exalytics
Oracle Sparc Supercluster (*)
Oracle Exalogic
Oracle Big Data
Correct, the SPARC SuperCluster T4-4 utilizes high
performance software from Oracle Exadata and Oracle
Exalogic combined with new SPARC T4-4 servers, Oracle
Exadata Storage Servers, ZFS Storage Appliance, and
InfiniBand technology, and Oracle Solaris 11. The full
capabilities of Oracle Exadata along with Exadata Storage
Servers will be included with every SPARC SuperCluster
T4-4.
3. Select the best way to describe the relationship between the Oracle Database Question revoir
Appliance (ODA) and Exadata. (1) Points
ODA and Exadata are complimentary technologies (*)
ODA and Exadata are not compliementary technologies
ODA is not a product offered by Oracle
ODA and Exadata are highly competitive and should never be discussed in the
same sales cycle
Correct, ODA and Exadata are complimentary
technologies
4. Select the activity in the sales cycle that may lead to a longer sales cycle. Question revoir
(1) Points
Creation of a Value Hypothesis
Discovery Session
Customer Education

Proof of Value (POV) or Proof of Concept (POC) (*)

Correct, POCs and POVs are likely to increase the time for
a deal to close.

Cross-Sell/Up-Sell/Solution Selling
(Rpondez toutes les questions de cette section.)
5. How do you handle a situation where a customer requires additional licenses, such Question revoir
as database and options, in addition to their Exadata order? (1) Points
Any additional orders for DB and options may be included in the Oracle

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22/7/2015 Oracle Exadata Database Machine 2014 Sales Specialist Assessment

Exadata Doc
Orders not associated with the Exadata order itself cannot be included on the
Exadata Order doc, they must be ordered via a separate order document
Any additional orders for DB or options can be included with prior HQAPP
approval
Any additional orders for DB and options may be included in the Oracle
Exadata Doc, with some potential considerations in the US (*)
Correct! You can order DB or options on the same order
doc, but in the US tax exemptions/reduction issues may
apply

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