Course ID 01120338
Course format, Typical duration WBT – Web Based, Self Paced, 4 hours
Skill level Foundational
Delivery languages English
Lab required No
Related certifications HPE Sales Certified – Hybrid IT Solutions [2019]

In preparation for these exams
Selected items from this course are included in these exams:

HPE2-E70: Selling the Value of HPE Hybrid IT Solutions

Course description
This course provides IT sales professionals a competitive advantage by understanding industry and technology trends and transitioning to a more strategic value-based selling approach. The course focuses on value-based selling strategies and tools with an emphasis on becoming more conversant in the language of HPE Everything-as-a-Service, Software-defined, and Intelligent storage solutions. A value-based selling approach will help IT sales professionals uncover opportunities and thrive in today’s changing IT environment.

The course content includes:
• The technology trends that are driving IT buying decisions today
• Value-selling tools and strategies
• Value-based conversations about consumption models and financing
• The shift to software-defined infrastructure
• Uncovering intelligent storage opportunities

Please note: for the best learning experience, it is recommended that you use Google Chrome to take this course.
To support learners taking the sales certification exam, course participants are provided with a downloadable eBook study guide made available on HPE Press.
Ideal candidate for this course
HPE channel partner and HPE sales professionals.

Topics
Topic 1: Digital Transformation and Trends
Topic 2: The Transition to Value Selling
Topic 3: Everything as a Service
Topic 4: Shift to Software Defined–Hybrid Cloud
Topic 5: Intelligent Storage
Topic 6: Course Summary

Objectives
After you successfully complete this course, expect to be able to:
• Engage in more strategic value-based IT conversations
• Differentiate yourself from that of a vendor to a valued partner with your customers
• Lead strategic conversations in HPE Everything-as-a-Service, Software-defined, and Intelligent Storage solutions
• Clearly differentiate HPE and the value HPE provides

How to register
View the Certification and Learning Global Training Calendar to register for the training offerings that best meets your needs.

Question: 1
How does digital disruption affect customers purchasing decisions for storage solutions?

A. To support the new generation of apps and data, customers need the right storage solutions designed to cope with these new demands.
B. To develop an intelligent infrastructure, customers need to migrate the majority of their infrastructure to the public cloud.
C. To complete with cloud-based companies, most IT organizations IT departments are doubling or tripling IT budgets compared to five years ago.
D. To go digital, companies need to virtualize their data center, which begins with virtual storage.

Answer: D

Question: 2
Your customer prioritizes simplified management and reduced data management costs for general storage workloads. Which solution family should you suggest?

A. HPE StoreOnce
B. HPE 3PAR
C. HPE Nimble
D. HPE Apollo

Answer: B

Question: 3
In what situation is it ideal to create a BVF for your potential customer?

A. When you want to build long-time value, understand the customer’s business language and demonstrate your added value.
B. Because BVFs are time-consuming to create, you should only make one if your customer asks for it.
C. When you’ve tried other selling tactics and the customer still hesitant about HPE solutions.
D. You should create a BVF for every customer, regardless of account size and future potential earnings.

Answer: A

Question: 4
Your customer has data stored in containers throughout an infrastructure that is virtualized from the
core to the edge. The company is struggling to keep IT admins up to date with the skills needed to
manage data and move it to where it needs to be. Which aspect of the HPE portfolio should you
discuss with this customer to qualify the opportunity?

A. Intelligent storage solutions
B. Everything as a Service solutions
C. Software-defined solutions
D. Hybrid cloud solutions

Answer: A

Explanation:
Intelligent storage is a storage system or service that uses AI to continuously learn and adapts to its
hybrid cloud environment to better manage and serve data.

Question: 5
HPE software-defined infrastructure solutions are designed to meet the needs of what types of customers?

A. Customers who are interested in moving all their workloads to a public cloud hosting service to remove the on-premises component of their IT.
B. Customers who need to keep the data and processes of each team within the organization separated into individual silos.
C. Customers who want to gain stronger and more reliable IT capabilities by adding more hardware to their existing traditional data center.
D. Customers who are looking to replace to replace their aging, complex infrastructure with a simplified anf flexible solution.

Answer: C

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