Lenovo Data Center Storage Sales

Certification Exam Study Guide

(DCP-109C)
January 2019 Version 1.0
Table of Contents

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

Exam Information .......................................................................................................................................... 3
Exam Objectives ........................................................................................................................................... 3
Recommended Training and Study Aids ...................................................................................................... 4
Sample Questions ......................................................................................................................................... 4
Online Practice Exam .................................................................................................................................... 5
Register for the Certification Exam ............................................................................................................... 6
Exam Delivery Period .................................................................................................................................... 6
Cancellation Policy ........................................................................................................................................ 6
Retake Policy ................................................................................................................................................ 6
Recertification Policy ..................................................................................................................................... 6
Contact Us..................................................................................................................................................... 6

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Job Role Description
The Lenovo Certified Storage Sales Professional works as a Lenovo internal or business partner
seller. This individual can identify and describe basic components of a data center, and can apply their
knowledge and expertise to how the components fit together. They can tell the Lenovo storage story. This
individual also has knowledge of how to have a consultative business conversation.

Exam Information
• Number of questions 40
• Time allowed in minutes 60
• Passing score 72%
• Languages English, Chinese, and Japanese

Recommended pre-requisite skills. This exam is intended for sellers with a minimum of six months of
experience selling data center.

This exam includes products announced as of December 2018. Any product announcements or
withdrawals made after that date are not reflected in this exam.

Exam Objectives
Section 1 - Product and Portfolio Overview (25%)
Identify the target applications, optimal workloads, and use cases for the Lenovo SAN and DAS
offerings.
Describe the benefits of the Lenovo storage product line (SAN, DAS, and tape).
Section 2 - Lenovo Value Proposition and Differentiators (18%)
Explain the value proposition for the Lenovo storage product families.
Give an elevator speech illustrating the value proposition and proof points for the Lenovo storage
offerings.
Section 3 - Positioning (18%)
Identify keywords that indicate opportunities to introduce the Lenovo storage product families.
Overcome common objections to implementing Lenovo storage offerings (technical and
financial).
Section 4 - Business conversations (27%)
Identify common business and technical drivers that influence a customer to consider a storage
solution.
Identify Lenovo storage opportunities within a customer scenario by pain point.
Identify Lenovo storage opportunities within a customer scenario by business goal.
Identify Lenovo storage opportunities within a customer scenario by technical requirements.
Use key discovery questions to identify a Lenovo storage opportunity.
Section 5 - Market Opportunity for Lenovo (5%)
Identify the market opportunities for Lenovo storage.
Section 6 - Services (7%)
Describe and position Lenovo storage-related services to a customer.

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Recommended Training and Study Aids
Recommended training and resources are intended to help you gain knowledge related to the exam
objectives. Completing this training, while comprehensive, does not guarantee that you will pass the
exam. Experience and application are key components of preparation.

Business Partners can find online training on your region’s learning system (LenovoPartner.com or
Lenovo Partner Network). Follow the links for Training and e-learning. Under the Roadmap tab, you will
find a roadmap that includes all the recommended training for the Data Center Storage Sales Certification
Exam (DCP-109C).

Lenovo employees can find online training by referring to the Storage Sales Certification Exam Prep
Curriculum on Grow@Lenovo.

ONLINE CURRICULUM
 Title Course Code Resource Type
Lenovo Portfolio: Storage SXSW1201r4 14 minute online learning
Lenovo DAS Datasheets DDASP001 PDF file
Positioning DAS Storage DDASP100 15 minute online learning
Lenovo ThinkSystem DM and DE Series
DDMO101 30 minute online learning
Overview
Positioning ThinkSystem DE Series DDET200 12 minute online learning
Selling ThinkSystem DE Series DDET206 8 minute online learning
Selling ONTAP DDMO102 22 minute online learning
Services for Lenovo Storage DSTO032 PDF file
Services for ThinkSystem DM DSVC122 10 minute online learning
Positioning Lenovo Tape Storage DTP100 PDF file
Family Portfolio: Gen6 Fiber Channel SAN
SXNW1203r2 24 minute online learning
Switches
Lenovo DB400D/DB800D Fibre Channel
DSTO016v2 17 minute online learning
SAN Directors Overview
Lenovo Storage Business Conversations for
DSTOB001 14 minute online learning
DCG Sellers

Sample Questions
1. A customer uses hundreds of virtual machines with an identical base image.

Which DM Series feature will increase storage efficiency and decrease the storage footprint?

A. Scale-up capability
B. Inline deduplication
C. FlexGroup
D. FlexClone

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 2. A customer has an application testing team of five employees. All five need immediate access to
copies of live data for testing purposes.

Which ONTAP feature will meet their needs?

A. Dynamic Disk Pools

B. Active IQ
C. MetroCluster
D. FlexClone

3. Which DE Series feature significantly reduces the time to rebuild from a drive failure?

A. Dynamic Disk Pools

B. Asynchronous Mirroring
C. Snapshot Copies
D. SSD Caching

4. What are three advantages of DB400D and DB800D?

A. Higher port density

B. Optional trunking feature
C. Lower power consumption
D. Single power supply support
E. Lower latency and local switching
F. Standard Brocade Network Advisor

Answers
1. B
2. D
3. A
4. A,C,E

Online Practice Exam

The online practice exam includes 38 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 register for the certification exam, or help
identify areas where additional study may be needed.

To schedule a practice exam go to www.pearsonvue.com/lenovo. Login to your account, select an exam,

and enter your payment method. Practice exams are unproctored and can be taken immediately after
scheduling.

Take your first practice exam free! Lenovo is currently waiving the USD 30 test fee for your first practice
exam. When scheduling your exam enter coupon code FREE-DCP109P on the payment screen. This
coupon is valid for one attempt only. Any subsequent attempts are subject to the USD 30 test fee.

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Register for the Certification Exam
Register for your certification exam at www.pearsonvue.com/lenovo. Login to your account, select an
exam, and enter your payment method. This exam is unproctored and can be taken immediately after
scheduling; only a web browser and internet connection are required.

LENOVO EMPLOYEE: You must include your Lenovo email address and employee number when
creating an account so that certifications earned can be added to your Grow@Lenovo transcript.

LENOVO BUSINESS PARTNER: You must use your business email address as your primary address.
Not using your business email address can negatively impact your company’s partner status.

If you pass your exam and meet all requirements for a credential, you will receive an e-mail from Lenovo
within 72 business hours with instructions to access your certificate, logo and digital badge through the
Lenovo certification tracking system called CertMetrics.

Exam Delivery Period

The exam delivery period is 30 days from registration. After 30 days, the exam delivery period expires
and you will not receive a refund and will not be able to take the exam. You will need to register and pay
again to take the exam.

Cancellation Policy
You may cancel this exam as long as the exam has not been started, and the delivery period has not
expired (30 days from registration).

Retake Policy
Certification exams. There is no waiting period to retake an 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. The full published fee must be paid for all retake exams.

Practice exams. There is no waiting period to retake a practice exam. There is no discount for retake
exams; the full published fee applies.

Recertification Policy
Certifications awarded for passing the DCP-109C exam will expire after two years. To re-certify, you must
pass the most current version of the certification exam. Visit the Lenovo certification tracking system,
CertMetrics, to check the status of your certification(s).

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

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