Lenovo Data Center Hyperconverged
Sales Certification Exam Study Guide
(DCP-103C)
Business Partner Edition
August 2018 Version 1.1
Data Center Hyperconverged Sales Certification Exam Study Guide August 2018 2
Table of Contents
Job Role Description ..................................................................................................................................... 3
Exam Information .......................................................................................................................................... 3
Exam Objectives ........................................................................................................................................... 3
Recommended Training and Study Aids ...................................................................................................... 4
Sample Questions ......................................................................................................................................... 5
Online Practice Exam .................................................................................................................................... 6
Register for the Certification Exam ............................................................................................................... 6
Exam Delivery Period .................................................................................................................................... 6
Cancellation Policy ........................................................................................................................................ 6
Retake Policy ................................................................................................................................................ 7
Contact Us..................................................................................................................................................... 7
Data Center Hyperconverged Sales Certification Exam Study Guide August 2018 3
Job Role Description
The Lenovo Certified Data Center Hyperconverged Sales Professional works as a Lenovo internal or
business partner technical seller. This individual can identify and describe basic components of a data
center including virtualization, server, storage, networking and hyperconverged. They can apply their
knowledge and expertise to how the components fit together. They can tell the Lenovo hyperconverged
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 77%
• Languages English, Chinese, and Japanese
Recommended pre-requisite skills. This exam is intended for sellers with a minimum of six months
experience selling data center. It is also recommended that the seller complete the Lenovo Data Center
Sales Professional certification exam prior to attempting this certification.
This exam includes products announced as of May 1, 2017. Any product announcements or withdrawals
made after that date are not reflected in this exam.
Exam Objectives
Section 1 - Product & Portfolio Overview (33%)
Describe the hyperconverged infrastrucure
Identify key characteristics of a hyperconverged offering
Identify target applications, optimal workloads and use cases for hyperconverged offerings
Idenitify keywords that indicate opportunities to introduce the Lenovo HX product family
Describe key features and benefits of the HX product line
Describe key workload capabilities of each HX product
Section 2 - Lenovo Value Proposition and Differentiators (13%)
Explain why a customer should select Lenovo HX for their hyperconverged solution
Present the Lenovo HX value proposition
Give an elevator speech illustrating the Lenovo hyperconverged value propositions and
proof points
Section 3 - Positioning (11%)
Identify the correct hyperconverged solution for a customer scenario
Overcome common objections to implementing Lenovo HX (technical and financial)
Section 4 - Business conversations (35%)
Identify common business and technical drivers that influence a customer to consider a
hyperconverged infrastructure
Explain the benefits of Lenovo HX to a customer
Given a scenario, identify HX opportunities based on pain point
Given a scenario, idenify HX opportunities based on business goal
Data Center Hyperconverged Sales Certification Exam Study Guide August 2018 4
Given a scenario, identify HX opportunities based on technical requirements
Use key discovery questions when working with a customer
Section 5 - Market Opportunity for Lenovo (5%)
Identify the market opportunities for Lenovo HX
Explain the Lenovo point of view for Hyperconverged
Section 6 - Partnerships (2%)
Describe and position the Lenovo/Nutanix partnership and the value it brings to our
customers and partners
Section 7 - Services (1%)
Describe and position the Nutanix Cluster Deployment Services to a customer
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 Hyperconverged Sales
Certification Exam.
ONLINE CURRICULUM
Title Course Code Resource Type
Features and Benefits: Lenovo Converged
HX Series
SXSW2119
Family Introduction: Converged and
Hyperconverged
SXSW1101
Hyperconverged Infrastructure with Nutanix
and Lenovo – Part 1
SXSV2110
15 minute video
Hyperconverged Infrastructure with Nutanix
and Lenovo– Part 2
SXSV2111
15 minute video
Simple Explanation of How Nutanix Works
SXSW2107
Lenovo HX Seller Series – SAP and HX DCGHXW003
Lenovo HX Seller Series: Cloud Economics
– How to Fight the Bullies in the Cloud
DCGHXW002
Positioning Hyperconverged Lenovo HX
Series
DCGHXP001
Lenovo HX Series Deployment Services DCGHXS001
Business Conversation Lenovo HX DCGHXB001
Lenovo Hyperconverged Point of View
(POV)
Lenovo HX Flash Cards
LEARNING RESOURCE
Nutanix Bible
• Architecture Section 2.2
• Cloud Connect Section 3.4.6
•
Data Locality Section 3.2.12
Website
Data Center Hyperconverged Sales Certification Exam Study Guide August 2018 5
Sample Questions
Sample questions provide a quick look at the type of questions presented on the certification exam.
1. What is a hyperconverged appliance?
A. an infrastructure platform that pre-integrates server, storage and networking to run any application
B. a turnkey infrastructure platform that converges compute, storage and virtualization to run any
application at any scale
C. a custom infrastructure platform that converges compute, storage and virtualization to run any
application at any scale
D. an infrastructure platform that pre-integrates server, storage and virtualization to run any application
2. A Lenovo HX solution is customized for each customer based on the workloads for which the customer is
purchasing the solution. Lenovo HX supports all-flash, cold storage, and nodes that support Graphics
Processing Unit (GPU) acceleration for workloads.
What workloads could demand the use of GPU in a Lenovo HX Appliance?
A. database workloads
B. file services
C. virtual desktop infrastructure workloads
D. SAP
3. Identify a financial driver that would influence a customer to consider a hyperconverged infrastructure.
A. faster return on investment
B. lower net present value
C. amortization
D. accelerated depreciation
4. Which discovery question focuses on an organizational or political driver that would influence a customer
to consider Lenovo HX?
A. How have new government regulations impacted your strategy for new projects?
B. How is the current economy impacting your budget and sales strategy
C. How are you supporting your virtualized environment today?
D. How is your budget this fiscal year, compared to previous years?
Answers
1. B
2. C
3. A
4. A
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Online Practice Exam
The online practice exam includes 34 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-DCP103P on the payment screen. This
coupon is valid for one attempt only. Any subsequent attempts are subject to the USD 30 test fee.
Register for the Certification Exam
Register for your certification exam at www.pearsonvue.com/lenovo. Lenovo certification exams only
require a web browser and internet connection. Login to your account, select an exam, and enter your
payment method. Exams are unproctored and can be taken immediately after scheduling.
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).
Data Center Hyperconverged Sales Certification Exam Study Guide August 2018 7
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.
Contact Us
Contact the Lenovo Certification Program team at LenovoCerts@lenovo.com with questions or feedback.