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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Customer Needs Analysis & Solution Design | 25% | - Analyze business and technical challenges - Match needs to HP storage portfolio - Identify storage requirements |
| Topic 2: HP Storage Services & Value Proposition | 20% | - HP Technology Services and support levels - ServiceOne and lifecycle services - Demonstrate ROI and TCO benefits |
| Topic 3: Solution Proposal & Implementation Basics | 10% | - Create effective sales proposals - Collaborate with technical teams - Understand licensing and configuration |
| Topic 4: HP Storage Product Portfolio | 30% | - HP StoreOnce backup and recovery - HP StoreEasy and entry-level storage - Software-defined storage and virtualization - HP 3PAR StoreServ storage systems |
| Topic 5: Competitive Positioning & Sales Strategy | 15% | - Differentiate HP solutions from competitors - Address customer objections and concerns - Position cloud and hybrid storage options |
1. What should occur first during the initial meeting with a potential SMB customer?
A) explaining and positioning the HP Storage solutions
B) highlighting problems in the customer's IT infrastructure
C) discussing the specific business and IT infrastructure needs
D) developing and broadening the customer's IT knowledge
2. Your company sells HP Technology Services with HP solutions. Which advantage would the ServiceOne Program offer your company?
A) It allows you to sell HP Technology Services to your customers at a discounted rate.
B) It waives the certification requirements necessary to sell HP services.
C) It establishes your company as an authorized HP Support Center that can provide services to any organization in your area.
D) It expands your relationship with your customers by allowing you to deliver the HP services that you sell.
3. What are HP differentiators when proposing storage for an HP Microsoft SQL solution? (Select two.)
A) best path to the future
B) best resolution rate of all vendors
C) best total cost of ownership
D) highest purchase price
E) lowest purchase price
4. Which storage solution provides a hypervisor-agnostic and software-defined architecture withsnapshots, thin provisioning, and multi-site disaster recovery?
A) HP 3PAR StoreServ
B) HP StoreOnce VSA
C) HP StoreEver
D) HP StoreVirtual VSA
5. A customer's business is building momentum. Which HP Storage backup and data protection approach is appropriate to address their challenges?
A) simplify backups, with directly attached enclosures
B) improve backup efficiency and remote office protection
C) automate long-term compliance and remote data protection
D) improve remote office protection, offsite vaulting, and tape media
Solutions:
| Question # 1 Answer: D | Question # 2 Answer: C | Question # 3 Answer: A,E | Question # 4 Answer: A | Question # 5 Answer: D |
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