Test: Oracle Exadata Database Machine 2017 Sales Specialist Assessment

Review your answers, feedback, and question scores below. An asterisk (*) indicates a correct answer.

Get Specialized! This 30-question assessment is the final step towards becoming an Oracle Exadata Database
Machine 2017 Sales Specialist. Be Recognized! Pass the test, score 80% or more, and get your OPN Specialist
Certificate!

Product Area Features and Functions for Non-technical Individuals

(Answer all questions in this section)

1. Consolidated environments inherently have complex workloads mixing sequential

and random access patterns. Due to this complex nature, the Exadata Database Mark for Review
Machine is: (1) Points

Not an ideal platform for hosting the Database Cloud

An ideal platform for hosting the Database Cloud (*)
Better suited for non-Cloud environments
Not designed to support mixed workloads at this time

Correct, Exadata can host many databases, enabling the creation of a

Database Cloud. Exadata's industry leaving scalability and performance make
it an ideal platform for these demanding workloads.

2. The major components of an Exadata Database machine are the:

Mark for Review
(1) Points

(Choose all correct answers)

Database Server (*)

BI Server
Network Layer (*)
Storage Server (*)

Correct, the Exadata Database Machine is comprised of database servers,

storage servers and a network layer

3. Select the Oracle products that facilitate Exadata's massive scale out capabilities
Mark for Review
(1) Points

(Choose all correct answers)

Oracle Real Application Clusters (*)

Automatic Storage Management (*)
Oracle Exalogic
Oracle Big Data
Exadata Storage Expansion Rack (*)

Incorrect, Oracle RAC, ASM, Exadata's Storage Expansion rack allow the
expansion of processing power and storage.
 Objection Handling and Competition
(Answer all questions in this section)

4. A customer does not believe Exadata is a viable solution because it doesn't have
data models/business solutions to match Teradata. The best response is: Mark for Review
(1) Points

Data models/Business solutions are not important in speeding up deployment

and reducing costs.
This is a valid objection, I will raise this to product management during the
next Oracle Open World.
Oracle has integrated BI data models sold as applications and industry data
models and solutions, greatly speeding up deployment and reducing costs. (*)
Oracle has an extensive team of consultants who can build the data models on
demand based on your customer requirements.

Correct, Oracle has industry and application data models that speed up
deployment and reduce costs.

5. A valid response to the objection, "Oracle is more expensive to manage than

competitors" is: Mark for Review
(1) Points

Yes it is. But Oracle is faster than competitors by 40x

Yes it is. However Oracle is a much superior technology than any other
database on the market due to its ability to support unstructured data.
Oracle DBAs are less expensive to hire so you can hire more of them to do the
management
Improvements in the Oracle Database made it increasingly self tuning and self-
managing. The Exadata Storage Server Software transparently pushes
database optimization to storage eliminating much of the tuning needed for BI
and ad-hoc analysis. (*)

Correct, improvements in the Oracle Database made it increasingly self tuning

and self-managing. The Exadata Storage Server Software transparently
pushes database optimization to storage eliminating much of the tuning
needed for BI and ad-hoc analysis.

Objection Handling and Competition

(Answer all questions in this section)

6. During a meeting with a key Stakeholder, they raise an objection that

they would like to purchase an appliance solution, like IBM Puredata Mark for Review
or Teradata, to simplify deployment. Select the most appropriate (1) Points
response.

Appliances are inherently problematic. Oracle's approach to the

appliance is to provide self-managing databases that make care
and feeding a non-issue.
This is a valid objection, Oracle is in the process of developing a
warehouse appliance machine that will directly compete with IBM
Puredata and Teradata.
IBM Puredata and Teradata are not appliance solutions. Exadata
is.
Oracle is a single point of development, sales and support for
Exadata. Oracle's installation services set all initialization
parameters by installing a working optimized database on
delivery. (*)
 Correct, Oracle is a single point of development, sales and
support for Exadata. Oracle's installation services set all
initialization parameters by installing a working optimized
database on delivery.

Market Definition
(Answer all questions in this section)

7. Select the statement that is the most true.

Mark for Review
(1) Points

Enterprise Manager 12c is not a product in Oracle's technology

portfolio.
Enterprise Manager 12c is not able to manage the hardware and
software currently, this capability will be introduced in a future
version.
Enterprise Manager 12c is only able to manage the database
subsystem of an Exadata Database Machine. Hardware and
storage management must be done by another management
tool.
Enterprise Manager 12c is able to manage the hardware and
software of an Exadata Database Machine. (*)

Correct, Enterprise Manager 12c is able to provide an

integrated view of the hardware and software on an Exadata
Database machine.

8. Exadata serves as the best machine for Database Consolidation

because: Mark for Review
(1) Points

(Choose all correct answers)

Exadata serves as a farm/cloud environment for databases (*)

Exadata offers extreme performance for complex workloads that
mix OLTP, DW, batch, reporting (*)
Exadata serves as a centralized backup source for multiple types
of databases including SQL Server and Greenplum
Exadata requires more management (people resources) to tune
the intensive workloads

Correct, Exadata is the best machine for DB consolidation

because it serves as a farm for databases and offers extreme
performance.

Cross-Sell/Up-Sell/Solution Selling
(Answer all questions in this section)

9. How do you handle a situation where a customer requires additional

licenses, such as database and options, in addition to their Exadata Mark for Review
order? (1) Points
 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
(*)
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 and options may be included in the
Oracle Exadata Doc

Incorrect! You can order DB or options on the same order doc,

but in the US tax exemptions/reduction issues may apply

10. During an Exadata opportunity, security requirements are uncovered.

Which of the following Oracle products can be positioned that Mark for Review
complement Exadata? (1) Points

(Choose all correct answers)

Advanced Security (*)

Total Security
Database Vault (*)
Label Security (*)
Oracle Exadata Security Pack

Correct, Database Vault, Advanced Security and Label security

are complementary security offerings to Exadata

Cross-Sell/Up-Sell/Solution Selling
(Answer all questions in this section)

11. Upsell opportunities in a Database Machine sales cycle around performance,

efficiency, analytics & data integration include which of the following? Mark for Review
(1) Points

(Choose all correct answers)

Data Mining (*)

Advanced Compression (*)
Oracle CRM
OLAP (*)

Correct, Advanced Compression, OLAP, Data Mining and GoldenGate are all
upsell opportunities around performance, efficiency, analytics and data
integration.

Market Trends and Business Drivers

(Answer all questions in this section)

12. According to market analysts, select the four primary database management
challenges that face enterprise IT. Mark for Review
(1) Points
 (Choose all correct answers)

Database Performance (*)

Skills Shortage (*)
Database Growth (*)
Security (*)
Application Data Model Knowledge Transfer

Correct, according to the Enterprise Security Group, the four primary

database management challenges are: performance, growth, skills shortage
and security.

13. Information services companies are challenged to manage their ever growing data
volumes. The priorities driving IT investment in an Exadata solution include: Mark for Review
(1) Points

Data Consolidation (*)

Multi Version Database Support (8.0 and higher)
Instrastructure Management
Cross Platform Tablespaces

Correct, Data consolidation is a key initiative in the market and a key

initiative driving Exadata sales

14. Exadata and Enterprise Manager 12c are key enablers for cloud architectures.
Select the key features that position it well as an enabler for the cloud. Mark for Review
(1) Points

(Choose all correct answers)

Scalability (*)
Exadata Machine delivered assembled, debugged, and ready-to-run (*)
Clustering (*)
Self Service Provisioning (*)

Incorrect, Exadata comes ready to run, its scalability and clustering position
it well for the cloud. Self Service Provisioning through Enterprise Manager
also provides a key tenant in Cloud computing.

Positioning the Solution

(Answer all questions in this section)

15. In general, for sales success, it is more important that the business case
_____________________. Mark for Review
(1) Points

aligns with business priorities (*)

aligns with IT priorities
 is not completed
shows exadata is more expensive

Incorrect, development of the business case and alignment with business

priorities in support of the Exadata Database Machine is critical to sales
success.

Positioning the Solution

(Answer all questions in this section)

16. Select the activity in the sales cycle that may lead to a longer sales cycle.
Mark for Review
(1) Points

Discovery Session
Customer Education
Creation of a Value Hypothesis
Proof of Value (POV) or Proof of Concept (POC) (*)

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

17. If a customer prefers a general purpose system that still utilizes Exadata
components but gives them the option of the database and application together Mark for Review
on the same machine, what other Oracle solutions can be positioned? (1) Points

Oracle Sparc Supercluster (*)

Oracle Big Data
Oracle Exalogic
Oracle Exalytics

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.

18. Select one of the major contributors to the lower total cost of ownership for the
Database Machine. Mark for Review
(1) Points

Ability to connect to Big Data

Ability to support multple versions of the Oracle Database (8.0 and higher)
Leveraging of commodity components (*)
Increased number of administrators for support

Correct! Leveraging of commodity components is one of the major

contributors to the lower total cost of ownership for the Database Machine.

Product Areas and Solution Overview

 (Answer all questions in this section)

19. Oracle Exadata is hailed as the all-memory machine. How is this possible?
Mark for Review
(1) Points

Connectivity to the machine is now 10 Gigabit Ethernet

All IO for active data can be done to flash memory & RAM memory (*)
The disk-centric architecture accelerates database execution
Memory on the database servers was doubled

Incorrect, all IO for active data can be done to flash memory thanks to the
Exadata software

20. What key components of the architecture make the statement "Exadata is
architected for Flash" true. Mark for Review
(1) Points

(Choose all correct answers)

Flash Cache (*)

Scale Out Storage (*)
Total Recall
Compression (*)

Incorrect, Scale Out Storage, compression and Flash Cache are enables for
the Flash architecture Exadata utilizes

Product Areas and Solution Overview

(Answer all questions in this section)

21. Select the benefits of Exadata adoption across the industry.

Mark for Review
(1) Points

(Choose all correct answers)

Increased performance and scalability (*)

Workload consolidation (*)
Middleware consolidation
OLTP and DSS Workload support (*)
Data Compression Improvements (*)

Incorrect, workload consolidation, data compression

improvements,increased performance and OLTP/DSS support are among the
benefits customers have seen with Exadata adoption

Requirements Gathering and Discovery

(Answer all questions in this section)
 22. A value hypothesis is _____________________.
Mark for Review
(1) Points

Critical in providing focus and depth in an Exadata discovery effort (*)

Critical in sizing the Exadata machine for your customer
Critical during the pricing and packaging step in the Exadata sales cycle
A scientific term not related to Exadata

Correct, a value hypothesis is extremely critical in providing focus and depth

for an Exadata discovery effort

23. In building a business case for Exadata, the 4 steps to get to discovery are to 1 -
Qualify Customer's Interest, 2 - Create a Value Hypothesis, 3 - Customer Mark for Review
Education & Sponsorship, and 4 - Perform Value Discovery (1) Points

(Choose all correct answers)

Qualify Customer Interest (*)

Educate the Customer (*)
Sell them a Big Data Appliance
Create a Hypothesis (*)
Perform Discovery (*)

Correct, the 4 key steps to get to discovery are qualifying customer interest,
creating a hypothesis, educate the customer and perform discovery.

Pricing and Packaging

(Answer all questions in this section)

24. Exadata Storage Server Software Support fees are calculated based on which of
the following Mark for Review
(1) Points

22 percent of list price Exadata Storage Server Software fees

22 percent of net price Exadata Storage Server Software fees (*)
22 percent of list price Exadata Storage Server Hardware fees
22 percent of net price of Exadata Storage Server Hardware fees

Correct, Support fees are calculated at 22 percent of Net Exadata Storage

Server Software fees.

25. How do you calculate the price for Exadata Storage Server software licenses in a
Exadata Database Machine? Mark for Review
(1) Points

Contact your Oracle representative

Multiply the number of storage nodes x the number of disk drives (*)
 Multiply the number of disk drives x number of CPUS
Exadata Storage Server software is not required on the Exadata Database
Machine

Correct, the number of Exadata Storage Server licenses are calculated by

multiplying the number of Storage Server Nodes by the number of disk
drives in each node

Pricing and Packaging

(Answer all questions in this section)

26. Select the two correct configurations for the Exadata X5-8 and Exadata X5-2.
Mark for Review
(1) Points

The Exadata X5 Database machines can be configured elastically (*)

The Exadata X5-8 comes in half and full rack configurations only
The Exadata X5-8 comes in a full rack configuration only
The Exadata X5-2 comes in a full rack configuration only

Incorrect, the Exadata X5 Database Machines can be configured elastically

27. When selling Oracle Exadata, a reseller can

Mark for Review
(1) Points

Resell multi-year support and provide customer support

Resell both first and second year support
Resell first year of support only, but quote second year support (*)
Can resell first year support, quote second year support and provide first line
support for the first year
The reseller can only sell license and hardware, not support.

Correct! As with any standard Oracle sale, partners can resell first year
support and are required to quote second year.

Target Customer Profile

(Answer all questions in this section)

28. A customer contacts you who has been having issues installing RAC in their
environment due to incompatibility with various drivers, switches at the network Mark for Review
layer. Is this customer a valid opportunity? (1) Points

No, customers who have driver compatibility issues may likely have issues
configuring Exadata as well.
Yes, Exadata uses the same deployment methods that ODA does, knowledge
of RAC is not needed
Yes, Exadata comes pre-configured and Ready to Run. Testing is done at
Oracle to ensure compatibility of all components (*)
No, customers need to have a stable network switching infrastructure to run
Exadata
 Correct, Oracle Exadata comes preconfigured and ready to run.

29. Identify the key stakeholders for a VALUE BASED Oracle Exadata Opportunity?
Mark for Review
(1) Points

(Choose all correct answers)

Line of Business (LOB) owner (*)

Business Analyst (*)
CIO/CTO
Business Application Owner (*)
Database Administrators

Incorrect, key stakeholders are Line of Business (LOB) owner , Business

Application owner and Business Analyst

30. Which data warehousing sales scenario identifies a potential quick win for the
Database Machine? Mark for Review
(1) Points

(Choose all correct answers)

A customer or prospect with a need for a hardware re-fresh. (*)

A customer or prospect needing data mart consolidation (*)
A customer or prospect looking for a pre-configured solution (*)
An existing Oracle data warehouse customer experiencing performance and
scalability issues (*)

Correct, all of the above data warehousing sales scenarios identify potential
quick wins for the Database Machine.

Target Customer Profile

(Answer all questions in this section)

31. Which of the following questions would NOT be asked of a Solution Architect to
identify a Exadata Database Machine opportunity? Mark for Review
(1) Points

(Choose all correct answers)

Is your current solution entirely fault tolerant? (*)

How do you preserve a single source of the truth? (*)
Do business users complain about high response times? (*)
Are you planning to consolidate into a cloud environment? (*)
Are you planning to upgrade your BI Server?

Correct, all of the above questions might be asked of a Solution Architect to

identify an Exadata Database Machine opportunity.