Final Exam -Phase 1: Onboarding
What is it called when we introduce a new technology into a customer's environment?
Disrupt
What are the 3 Ways software is purchased?
Full-Packed Product (FPP), OEM, & Volume Licensing
Who in the IT Organization Chart is most concerned with compatibility, functionality, management, & support?
Help desk & Administration
Who in the IT Organization Chart cares most about cost/benefits, long-term effects, and execution?
IT Director
What is the definition of "the Cloud"?
"Someone else's data center" or data center delivered as a service over the internet
What is SHI's BHAG
$25 Billion Revenue/ $1 Billion GM
Fill in the 3 Missing labels of the Network Diagram: (Short Answer)
1. Firewall 2. Cloud 3. SAN Switch
What year was SHI founded?
1989
What does A.I.R. stand for? (Short Answer)
Acknowledge, Ignore, Resume
What does ABA stand for? (Short Answer)
Active Buying Account
What are the 4 Principles of Communication?
Active Listening, Open-Ended Questions, Genuine Curiosity, Clarify Buzzwords.
Which Term is best described as programs installed within an operating system to complete a set function or task?
Application
In most cases, how do you get Deal Registration approved?
Be THE FIRST to bring the deal to the manufacturer and prove you are driving the opportunity.
What does B.A.N.T.C. stand for? (Short Answer)
Budget Authority Need Timeline Competition
What Channel Model does SHI follow?
Channel Model 1
Which Term best defines the concept of moving all of a customer's renewal dates for a single manufacturer to one date?
Co-Term
What needs to be in the subject line of an email sent to an internal resource like ASG? List 3: (Short Answer)
Company/Account Name, Product/Manufacturer Part #, Request being asked, & Agreement # (if the customer has it)
A custom laptop built for a customer is referred to as:
Configure to Order
A customer would like to move from using many manufacturers for similar purposes to one manufacturer that can cover their purpose entirely (term)
Consolidation
Explain how SHI's Pro-Timeline is a differentiator: (open-ended)
Created by SHI (not another company), It is a complimentary service for customers, It is completely customizable and available any time of day.
What Hot-Keys enable "Filters" in Excel?
Ctrl+Shift+L
What are the 3 Types of storage devices our customers use in their Data Centers?
DAS (Direct Access Storage), SAN (Storage Access Network), NAS (Network Access Storage)
Special Pricing awarded by the manufacturer for bringing in new or big-business opportunities (term)
Deal Registration
What are SHI's 6 Solution Practices?
End-User Workspace Unified Communications & Collaborations Networking Data Centers Cloud Security
What does FUD stand for?
Fear, Uncertainty, Doubt
What 3 Services are listed for SHI's end-user workspace Value Prop?
Fort Knox, e-Commerce Platform, & [email protected]
List out the Channel Model-1 Flow Chart:
Manufacturer-Distributor-Reseller-Customer
When the customer requests a quote, what is the first thing you should ask for?
Manufacturing Part# (or Specifications)
Which type of software allows companies to secure their data and control activities on mobile devices?
Mobile Device Management (MDM)
What are the 3 Categories security is broken down into?
Network, Endpoint, & Information
What are the 2 Ways software is licensed?
Perpetual & Subsciption
When setting up your customer on SHI.com, you must select which level of pricing you want them to see. Which tier is considered to be the most aggressive or competitive in the market?
Platinum
What are the 3 Ways we position every solution practice?
Portfolio, Resources, & Services
SHI offers the ___________ and scale of a national reseller combined with the resources and ___________ of a local VAR. (Short Answer)
Portfolio, Expertise
What is SHI's Sales Methodology?
Profile, Meet, Co-Sell, Close
Why is it important for you, as an IAE to understand the IT Organization Chart?
Provides a visual landscape of the company you are working with, Allows you to find multiple contacts within a company, You can tailor the conversation to the contact you're speaking with.
Who in the IT Organization Chart is most concerned with pricing, financing options, and PO process?
Purchasing
Who are SHI's 8 strategic partners?
Pure Cohesity Dell EMC HPE HPI AWS Microsoft Cisco
What does QBA stand for?
Quality Buying Account
Describe the Difference between "Roll-Out" & "Refresh". (Short Answer)
Roll-Out: introducing a new product to a market/group of people in phases or at strategic times Refresh: introducing new product all at once
What are the 3 Main Networking devices?
Routers, Switches, & Access Points
Which email alias should I reach out to if I have a Data-Center question? (Short Answer)
Why is it important to memorize and use Hot-Keys?
Saves time and creates efficient work habits
What tool do you use to check schedules for internal resources to ensure you are booking a meeting when they are available?
Scheduling Assistant
List the 5 Components we need to confirm when profiling an account:
Seat Size, HQ Location, Budget, Vertical/Industry, Market Segment
What does S.M.A.R.T. Goals stand for?
Specific, Measurable, Attainable, Relevant, Timely
What benefit does your customer have for incorporating UCC into their environment?
Streamlines Communication, Allows for Transformative Collaboration, & Saves Money
What type of licenses are paid on a recurring basis in order to continue using that software?
Subscription
Who are SHI's Top 3 Distributors?
Synnex Ingram Micro Tech Data
What are the 3 Server Form Factors?
Tower Server, Rack Server, & Blade Server
Tablets are included in the mobility category (t/f)
True
When customers are logged into their SHI account, they can view product availability and which distribution center locations are stocked with that product. (t/f)
True
You can find multiple resources such as training decks and partner information on MySHI.com (t/f)
True
You have a relevant reason to call for EVERY time you reach out to your customers. (t/f)
True
What is the #1 thing SHI says our customers value in us?
Understands my business
What is SHI's Mission Statement? (Short Answer)
We are passionate about delivering exceptional value and experience as we help customers select, deploy, and manage technology.
List 2 Ways that SHI is able to provide low-costs to our customers?
We utilize a Vertical Distribution Model, No Advertising, Partnerships with Top Manufacturers.
What is SHI's Vision? (Short Answer)
We will be the #1 technology solutions provider for every SHI customer.
Who would you contact to get a customer setup on SHI.com?
