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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: HP Portfolio Overview & Value Proposition | 16% | - Positioning HP solutions against competitors - Differentiators and competitive advantages - HP server, storage, networking and services portfolio |
| Topic 2: HP Technology Services | 2% | - Foundation, Proactive and Consulting services - Support and lifecycle services |
| Topic 3: HP Server Solutions | 20% | - ProLiant rack/tower/blade servers - Use cases and target environments - Key features and benefits |
| Topic 4: HP Storage Solutions | 16% | - Matching storage to customer requirements - Block, file, object and backup solutions - StoreEasy, MSA, StoreOnce, StoreEver |
| Topic 5: HP Networking Solutions | 26% | - LAN, WAN, wireless and data center networking - FlexNetwork architecture and features - Networking value and business outcomes |
| Topic 6: Customer Segmentation & Buying Process | 20% | - Identify customer types and business needs - Align solutions with buying cycle stages - Recognize IT trends and business drivers |
1. A customer says to you, 'Data protection is too complicated and too expensive for my business.' What should you do?
A) Explain that most business network devices include adequate data protection capabilities.
B) Agree and help them to understand that data protection is more important in large enterprise organizations.
C) Show them the data protection solutions available from third-party service providers.
D) Take the opportunity to explain the importance of data protection and the HP options available.
2. Which HP Simply StoreIT solution includes SAN management and is particularly easy for ProLiant and BladeSystem administrators to use?
A) HP StoreEver
B) HP StoreOnce
C) HP StoreEasy
D) HP MSA servers
3. What should you think about during the Mitigate Risk stage of the customer buying cycle? (Select two.)
A) The potential profit margin of the solution
B) Potential customer objections
C) Solution option considerations
D) The customers stage in the maturity model
E) The potential services you can offer
4. According to the Just Right IT (JRIT) maturity model, which business requirement indicates a customer that is in the starting out stage of growth?
A) The IT manager requests information on the latest technology in cloud computing solutions.
B) The business has an initiative to improve reliability and uptime in the IT infrastructure.
C) The business is looking for integrated security and disaster recovery capabilities.
D) The most important consideration for buying a business solution is cost
5. What ROI can HP claim with HP ProLiant Gen8 servers?
A) 5 months
B) 13 months
C) 3 months
D) 12 months
Solutions:
| Question # 1 Answer: D | Question # 2 Answer: B | Question # 3 Answer: B,C | Question # 4 Answer: D | Question # 5 Answer: A |
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