00866577 SC ServersStorageNetworkingServices SG

Copyright 2014 Hewlett-Packard Development Company, L.P.

HP Confidential For training purposes only Use of this material to deliver training without prior written permission from HP is prohibited.

HP Sales Certified Introduction to Selling

Servers, Storage,

Networking and Services

2014

Study guide

Study guide

HP Confidential For Training Purposes Only | Page 2

Copyright 2014 Hewlett-Packard Development Company, L.P.

The information contained herein is subject to change without notice. The only warranties for

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HP Sales Certified Introduction to selling Servers, Storage, Networking and Services 2014

Study guide

August 2014

HP Confidential For training purposes only

Study guide


Contents Introduction ........................................................................................................................... 5

Before you begin ....................................................................................................................................... 5

Segmentation ......................................................................................................................... 6

Top business and IT initiatives .................................................................................................................. 6

Main business drivers ................................................................................................................................ 6

Market segments and growth maturity model ........................................................................................ 6

Just Right IT (JRIT) ..................................................................................................................................... 7

Sample test question ................................................................................................................................ 9

Portfolio overview ................................................................................................................ 11

HP Servers ............................................................................................................................................... 11

Data protection ....................................................................................................................................... 13

HP Storage .............................................................................................................................................. 13

HP Networking ........................................................................................................................................ 15

Proactive Care Core components ......................................................................................................... 16

HP Technology services .......................................................................................................................... 17

Sample test question .............................................................................................................................. 19

Products and Solutions .......................................................................................................... 21

Technology Services ............................................................................................................................... 21

Servers .................................................................................................................................................... 22

Networking .............................................................................................................................................. 24

Storage .................................................................................................................................................... 26


Aligning with the customer .................................................................................................... 30

Four types of buyers ............................................................................................................................... 30

Sales Engagement Types ........................................................................................................................ 31

Business Drivers, Issues and Initiatives .................................................................................................. 32

Customers Vital Issues ........................................................................................................................... 32

The Buying Cycle ..................................................................................................................................... 33


Delivering customer value ..................................................................................................... 37

Key value differentiators ........................................................................................................................ 37

Objection handling .................................................................................................................................. 38

Study guide



Strategy and tactics .............................................................................................................. 42

Study guide


Introduction This study guide is designed as a supplement to the HP Sales Certified Introduction to selling Servers, Storage, Networking and Services 2014 web-based or instructor-led training. Completing the training

course is the best way to prepare for the HP Sales Certified Introduction to selling Servers, Storage, Networking and Services exam. This guide is a supplement and is not intended to replace the education

you get from the class; it is a review and will help prepare you for the exam. The combination of the

course and the study guide offers the following advantages:

The study guide is easily accessible from any computer with access to the HP Sales Certified Introduction to selling Servers, Storage, Networking and Services 2014 course.

You can read the study guide on a day and time convenient to your schedule.

You can work at a pace that best suits your learning style.

Before you begin

This study guide is divided into sections just like the training itself, and you are encouraged to complete

the sections in the order presented so that you may thoroughly understand the material in each section

before attempting to complete the next in the series.

Be sure to read all of the information in this guide.

Study guide


Segmentation Top business and IT initiatives

There are five top business and IT initiatives, they include:

Simplicity of IT infrastructure - Tight integration (Most compelling initiative for SMB)

SMB looking for the basics, simple architecture

Need single integrated architecture from a single source supplier

Architecture must help SMB avoid IT silos and the need for IT specialists

Security ability to secure assets and data

Solutions that define and monitor access to company internal network

Comprehensive back-up and recovery capability

Ease of integration

Look for total integrated solution across servers, storage, and networks

Want to orchestrate everything together

Scalability open-innovative platforms with future proof technologies

Want infrastructure to provide hassle free growth path

Standardized, open-standards platform offer flexibility

Avoid IT silos, which results in agility and ability to control cost

Open solutions aid the consolidation of infrastructure and reduces complexity

Combination of servers, storage, networking, software, and services that can expand as the

business grows.

IT variety & choice

Want choice and to be led to the right IT to reduce cost and accomplish their business

requirements

Main business drivers

The top five initiatives directly relate to the three main business drivers that small business owners

care most about:

Managing their business (Simplicity, Security, Ease of integration, Scalability)

Protecting their business (Security, Scalability, IT variety & choice)

Growing their business (Ease of integration, Scalability, IT variety & choice)

Market segments and growth maturity model

Just Right IT tool - Products and services that offer solutions to meet the needs of small businesses

All customers are alike in their desire to meet their business needs; however there are distinct

sectors with different needs. Identify those differences to increase productivity and enable HP

SMB solutions to be tailored accordingly.

Customer segmentation subdividing customers into groups that are similar in order to

prospect and uncover their needs more efficiently.

Beat your competitors

Boost your revenues better prospect targeting

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Shorten sales cycle

Become a trusted advisor

Position HP medium business group solutions

Concentrate on the most profitable customers

Just Right IT (JRIT)

Small business clients have different needs based on

Size

Expectations of end-customer Small Business Growth Path

Marketplace Competition

JRIT designed to help meet clients needs anywhere on the growth path starting with

recognizing which of the three stages on the path the customer falls:

Starting out

o Setting up the basic infrastructure

o Establishing trusted vendor relationship

o Determining cost - the major buying criteria

o Deciding between cloud, outsourcing, or on-premise

o Looking for simplicity

o Believes Warranty & Service are important factors

Building momentum

o Firmly in growth mode adding employees, customers, facilities, manufacturing o Building trusted advisor status with vendors

o Need to scale IT easily and non-disruptively

o Use speed and agility as decision criteria

o Growth of on premise IT due to more applications and users

o May have dedicated IT generalists in-house

o Need integrated security and disaster recovery

o Look at analytics and BI

Business expansion

o Growth now means multiple sites, products, and customers

o Has more formal vendor relations with more interaction points

o Needs to add more applications and update IT infrastructure

o Potential need for blade servers or cloud computing

o Resolves problems faster with a small IT team

o Reliability and uptime are a priority

o Has an advanced security infrastructure

o Requires more analytics and BI

o Wants a more rigorous DR/BC (Disaster Recovery and Business Continuity)

o Requires system integration

o Includes a trained and certified staff

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Notes:

Study guide


Sample test question

Which business initiative helps SMBs avoid IT silos and the need for IT specialists?

a. Security

b. Simplicity of IT infrastructure

c. Scalability

d. IT variety & choice

Study guide


Answer and justification

Which business initiative helps SMBs avoid IT silos and the need for IT specialists?

a. Security

b. Simplicity of IT infrastructure

c. Scalability

d. IT variety & choice

a. Incorrect: The Security initiative will help a customer to secure their assets and data and

provide solutions for comprehensive back-up and recovery capability.

b. Correct: The Simplicity of IT infrastructure business initiative is the most compelling to SMBs

who are looking for a simple architecture that will help them avoid IT silos and the need for IT

specialists.

c. Incorrect: While the Scalability initiative can help a SMB avoid IT silos, most business that are

looking for scalability are looking to consolidate their infrastructure and reduce complexity.

They are interested in flexibility, agility, and controlling costs.

d. Incorrect: The IT variety & choice business initiative will help a customer who wants choice.

These customers want to be led to the right IT infrastructure solutions that will help reduce

costs and accomplish their business requirements.

Study guide


Portfolio overview Although these topics are not essential for preparing for the exam, we believe that the following

sections in the course contain valuable information about selling servers, storage, networking, and

services and should still be reviewed.

HP SMB products, services and solutions

What is a server?

What is an HP ProLiant Server?

Continuous customer-inspired innovation

What is storage?

What is a network?

Types of networks

Foundation care

Lifetime warranty 2.0

Proactive care

Lifecycle event services

To prepare for the exam, pay particular attention to the following sections about the Portfolio

overview.

HP Servers

This chart shows how our server portfolio fits into the customer maturity stage:

Key innovations for servers

Industry-first location intelligence and power discovery Reduce power and airflow, reclaim

limited space, reduce error prone manual checking and documenting power and rack

configurations

HP ProLiant Gen8 servers Customer-driven innovation Eliminates common tasks and

problems that can cause downtime and data loss.

HP Insight Management Automates and simplifies system provisioning, troubleshooting, and

firmware and software updates

Smart Memory Performance tuned and optimized for HP ProLiant Gen8 servers

HP ProLiant Gen8 servers Tool-less access, Smart socket guide

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Key capabilities of servers

Value to customers - ROI in 5 months, 65% more performance for the same power and space,

30 days per year less admin, 66% faster time to problem resolution, 0% increase in

transactional workload, 1000x resilience for critical data, 3x faster deployment

Four Pillars of HP ProLiant was based on customer requests and built on HP innovations.

Integrated Lifecycle Automation

o HP Proactive Insight architecture: Clients gain insight and capabilities that

automate and simplify system provisioning, troubleshooting, and firmware and

software updates

o Industry-first HP Active Health system Embedded tools, simplified firmware and software maintenance, and agentless management. Use intelligent automation.

o Intelligent provisioning Get systems online three times faster with a fully integrated system and OS configuration tool.

o Smart Update A system maintenance tool that systematically updates servers

and blade infrastructures at the scale of the data center.

Dynamic Workload Acceleration

o Eliminates cost and complexity

o Solid state optimized

o Smart data protection

o Smart data services

Automated Energy Optimization

o Reduce the power and airflow needed to operate HP ProLiant Gen8 servers.

o Reclaim space, power and cooling resources for workloads

o Reduces error prone manual checking and documenting of power and rack

configurations

HP Proactive Service Support

o Insight Online Industrys first comprehensive cloud-based, IT management and support portal

o Keeps IT systems and business up and running

Since HP does not eliminate intelligence, automation, and differentiation when it develops a

server at a lower price point, you are still able to offer the same variety of services that you

would with a more expensive product.

Technology services for servers

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Data protection

All businesses need to manage infrastructure to ensure consistent access to business-critical data and

protect against unforeseen downtime and outages. Data protection can seem complex to many small

businesses, therefore some leave their data unprotected.

You can help organizations understand the need for data protection and the options available. In some

cases, there are even government or industry regulations that require your clients to save data for a

set amount of time. These clients should consider StoreEver family products.

HP Storage

Where they fit into the portfolio

Memory versus Storage

Computer data storage, often called storage or memory, is a technology consisting of computer

components and recording media used to retain digital data. It is a core function and fundamental

component of computers. Often the fast, volatile technologies (which lose data when powered off) are

referred to as computer memory, while slower permanent technologies are referred to as computer

storage, but these terms can also be used interchangeably.

Computer Memory: The fast, volatile data-retention technologies

Computer Storage: Slower, permanent data-retention technologies

Key storage innovations

HP Thin Technologies

Allows a volume to be created and made available without the need to dedicate physical

storage until it is actually needed

HP 3PAR Thin Provisioning Software is the gold standard for simplicity and efficiency

Uses the industrys only Built-in hardware architecture to remove allocated but unused

space without impacting performance

HP StoreOnce Deduplication Federated de-duplication

Features consistent, high-performance architecture

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Uses a single deduplication engine

Delivers the industrys first federated deduplication solution with many patented

innovations, this is why it is called StoreOnce

Top-level scalable storage

Express Query

Allows organizations to locate files and perform file system analytics up to 100,000x faster

than previous file system search methods

Software-Defined Storage

Shared storage deployed as software

Lowers cost, increases agility, boosts efficiency, and reduces risk

Portfolio: HP StoreVirtual VSA and HP StoreOnce VSA

Flash-Optimized Storage technologies

Ideally suited for tiering applications, virtual desktop environments, Enterprise and OLTP

applications, and analytics/decision-support applications

HP Memristor (Memory resistor)

Intended for application in nanoelectronic memories and computer logic as a replacement

for flash, SSD, and DRAM

Provides more efficient form of memory, retains information during power loss

Key storage capabilities

HP Converged Storage

Provides single architecture to cover storage needs from low to high, with converged

protocol access across Block, Object, and File.

ROI to the power of 3 Return on information, return on infrastructure, and return on

individuals

Polymorphic Storage or Common Tier-1 Data Services from Mid-range, High End, and Flash

HP 3PAR StoreServ Storage modern storage systems to meet the needs of small to large

data centers running business applications up through enterprise-wide deployment of

mission-critical applications.

HP 3PAR StoreServ enables a single-system architecture to exist in several forms from low

to high and can grow in any direction. However, it retains common Tier-1 data services

without introducing/supporting a new storage architecture

Enterprise storage features at mid-sized prices HP 3PAR StoreServ 7000

Reduce time spent managing storage

Reduce capacity requirements by 50%

Grow with freedom in any direction

Get Thin Guarantee

Move to HP 3PAR StoreServ reduces storage capacity requirements by 50%

Free storage assessment shows how HPs built-in Thin Technologies offer the most

comprehensive thin solution in industry

Get Virtual Guarantee

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HP 3PAR StoreServ Storage is the only storage platform in industry to come with VMware

virtual machine density guarantee

Customers achieve 2x VM density on physical servers in existing VMware vSphere

environments

StoreOnce Deduplication

Faster backups patented variable chunking and intelligent container-matching

technologies performance 3x faster than competition

Backup and run faster after recovery HP restores 32TB/hr 5x faster than competitors

Recovery performance up to 80% of its backup performance

HP Networking

Elements of networks

Switches connect devices via Ethernet so that they can talk to each other.

Routers connect multiple networks so that users in one location can communicate with

users in another location. Servers connect devices, routers connect networks.

Wireless Access Points Allow businesses to handle personal devices and disparate

services (Wi-Fi, text messages, smartphones, apps, and so on). This makes it easy for

customers to do business with them and enables employees and vendors to stay connected

away from the workplace.

HP OfficeConnect New name and identity for HP Networking SMB portfolio

Ideal for organizations in Starting Out or Building Momentum phases

Strongly associated with quality and value

Where they fit

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Key solutions of networks

Key capabilities of networks

Switches Superior reliability, proven performance, reduces complexity

Routers Provide array of wide area connectivity options, easy to use VPN capabilities,

comprehensive security features

Wireless Intelligent wireless networking solutions; provide access, management and

security for businesses of all sizes; flexible, scalable

Network Security Complete set of security solutions; address todays security threats at

the perimeter and interior of businesses

Network Management HP Intelligent Management Center (IMC) a unified, single pane-of-

glass (or single-point) network management solution that provides visibility across entire

networks, enabling complete management of resources, services and users

Unified Communications Delivers integrated communications globally, minimized

complexity and cost

Proactive Care Core components

Advisory Support

Advanced Solution Center Technical Account Manager delivers:

Semi-annual specific firmware, patch and software update recommendations

Semi-annual Proactive Scan

Quarterly incident & trend reporting

Hardware and Software Support

Advanced Solution Center Technical Solution Specialists delivers a premium call experience:

Rapid connection to specialists with advanced solution skills

On shore/near shore support backed by HPs global delivery organization

Single Point of Contact for end-to-end case ownership

Collaboration with third parties

Choice of HW on-site support levels (NBD, 24X7, 6hr CTR)

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Insight Remote Support

Secure 24X7 monitoring, diagnostics and notifications

Required (installation assistance provided)

HP Technology services

Because customers are in the process of modernizing their infrastructure through convergence,

virtualization and cloud solutions, HP Technology Services need to be an integral part of all solutions.

No matter where your organization is on its technology journey, HP Lifecycle Event Services can help.

From strategy to design, deployment and operations, to education services, Lifecycle Event Services

offers expertise every step of the way.

Technology Lifecycle (sometimes referred to as Infrastructure Lifecycle):

Study guide


Notes:

Study guide



Which of the following are HP Storage innovations?

a. HP Memristor and HP Thin Technologies

b. HP Insight Management and Smart Memory

c. Unified Communications and Insight Remote Support

d. Intelligence and Power Discovery and HP OfficeConnect

Study guide



Which of the following are HP Storage innovations?

a. HP Memristor and HP Thin Technologies

b. HP Insight Management and Smart Memory

c. Unified Communications and Insight Remote Support

d. Intelligence and Power Discovery and HP OfficeConnect

a. Correct: HP Memristor and HP Thin Technologies are HP Storage innovations. HP Memristor

provides a more efficient form of memory and retains information during power loss. HP 3PAR Thin

Provisioning is the gold standard for simplicity and efficiency.

b. Incorrect: While HP Insight Management and Smart Memory are both HP innovations, they are HP

Server innovations not HP Storage innovations.

c. Incorrect: Unified Communications is an HP Networking capability and Insight Remote Support is

one of the core components of Proactive Care, they are not HP Storage innovations.

d. Incorrect: While the Industry-first location Intelligence and Power Discovery is an HP innovation, it

is one of the HP Servers innovations and HP OfficeConnect is the new name for the HP Networking SMB portfolio.

Study guide


Products and Solutions Technology Services

Although these topics are not essential for preparing for the exam, we believe that the following



Warranty Cover

Warranty Cover Comparison

Services available across the Solution Lifecycle

Sales Scenario Introduction

HP Proactive Care Competitive Benefits

To prepare for the exam, pay particular attention to the following sections about Technology Services.

HP Foundation Care

The primary support segments available in Care Packs to offer to the SMB are HP Foundation Care and

HP Proactive Care.

HP Foundation Care includes Reactive Hardware & Software Support and provides:

A wide range of services that are reliable, simple ,and affordable

A single number to call for hardware and software problems

Consistent global services by HP technical experts and authorized Channel Partners

Enhanced support experience with Insight Remote Support and HP Support Center

HP Foundation care that keeps the customers IT infrastructure running

HP Proactive Care provides an enhanced call experience with rapid access to technical expertise who

will manage the customers case from start to finish, couple with proactive services designed to help prevent problems before they occur. HP Proactive Care integrates both proactive and reactive elements

so customers can get superior value out of their IT investments.

Secure 24 x 7 monitoring, diagnostics and notifications

Phone home capability

Pre-requisite for HP Proactive Care

Limitations of Standard Warranty

What does an HP Care Pack make over a standard warranty? With HP Care Pack, if a critical piece of

equipment fails on Friday at 6:00 PM, as soon as the incident occurs troubleshooting begins and the

fault is identified. By midnight, the reboot occurs. With only warranty support, the risk and possible

cost to the customer can be staggering. What if the critical piece of equipment wasnt repaired and available until Tuesday? With HP Care Pack Service or HP Contractual Service downtime and cost are

significantly reduced by offering support outside of standard business hours. This is a great start to

positioning the value of HP Technology Services.

Sales Scenario 1 and 2

Study guide


Lets say you are working with a customer and have identified HP Proactive Care Pack with 24 x 7 cover with 4 hour response as the most appropriate service to meet their needs. When selling this service to

your customer remember to explain that HP Proactive Care will pay for itself by reducing unplanned

down time. When your customers are worried about cost, it is important to recommend the right level

of service. HP Proactive Care with 24 x 7 cover is the right service for a customer whose business

demands high availability. It is the right service to minimize unplanned down time.

The competition

For IBM or Dell to match the menu of Proactive Select, customers would need a custom contract or they

would need to purchase multiple services. Both choices cost more than HP Proactive Care.

Servers




SMB Maturity Stages

Server Introduction Talking Points

Sales Scenario 1

Sales Scenario 2

Sales Scenario 3

Server Video 2

Examples

To prepare for the exam, pay particular attention to the following sections about Servers.

Server Video 1

HP has created servers that are primarily focused on the SMB market. Lets look at a perfect example; our recent Microserver:

What we were able to do is actually not only come up with a really great industrial design and a

server that basically is focused on SMB, but all of that wonderful intelligence, all of that

wonderful automation, all of that differentiation which should help our channel partners sell

more, that's not something we took out of the Microserver, its pre-built in.

If you're a channel partner who's selling to SMB, you have the capability of not only selling

them the server, but you have the capability of selling them a lot of services. You have the

capability of doing all of the post-service sales and support, and you get that with our SMB

offering which you can't get from anybody else.

HP ServeIT

It is important to understand the IT maturity of the SMB customer to see what type of needs they have,

so you can show the value of your HP solution. You need to also understand how the maturity stage

will affect the customers buying criteria, so you can match your HP server solution to their criteria.

A business in the Starting out stage has between 1 and10 employees and no IT expertise on staff. They

are looking to set up a basic infrastructure and are very cost-conscious.

Study guide


The HP ProLiant Microserver is an excellent option for entry level customers, and has essential

features for small business and departmental use. Its the latest development from HP and features a great industrial design.

The HP ProLiant Microserver includes HPs key innovative technologies such as intelligence,

automation, and differentiation, all built in .

Businesses in the Building momentum stage are starting to grow and have a user base of between 11

to 49 users and may have a few IT generalists on staff. HP ProLiant Tower Servers are the right servers

for customers in the building momentum stage. HP ProLiant Tower Servers are expandable tower

servers that are ideal for remote and branch offices and growing businesses.

For businesses in the Expansion stage, the business has taken off and business applications and

databases are growing, requiring a higher performing computing environment and the need to support

between 50 to 100 users. The business will have a small department of IT generalists. HP ProLiant

Rack Servers are the right servers for customers in the expansion stage. HP ProLiant DL Rack Servers

are versatile, rack-optimized servers with a balance of efficiency, performance, and management.

Innovation

HP made three server innovations to meet customer needs:

ProLiant Gen 8 Server Automation & Insight: Reduces the need for a dedicated IT Staff. For

customers who dont have an IT staff and therefore desire simplicity

ProLiant Gen 8 Server Scalability: For customers who need high performance from our servers,

to support business apps & databases

ProLiant Gen 8 Server Intelligence: For customers that need a short ROI period to justify their

purchase

Positioning a Server Solution

In addition to understanding the IT maturity of the customer, it is important to understand the server

lines that will most frequently satisfy the needs of small and medium size businesses in each maturity

phase.

The Just Right IT Initiative and ServeIT program will help you in this regard.

Bundled IT infrastructure recommendations for the behavior associated with each growth

maturity stage can be identified by using the Just Right IT tool.

JRIT Bundles

HP has created servers that are primarily focused on the SMB market. Lets look at a perfect example; how our recent Microserver fits within each of the maturity stages.

Starting out includes:

HP ProLiant Microserver 1P

HP RDX320 External Backup System

HP 1810 v2 Web-managed Switch

HP Total Care

Building Momentum includes:

HP ProLiant ML350e Gen8 2P Performance model

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HP RDX1000 DL server backup module

HP 1910 v2 Web-managed switch

HP Total Care

Business Expansion includes, but is not limited to:

DL 385p Gen 8 1P or 2P

2910 all fully managed switches

HP 3 year

4 hour 24x7 Proactive Care Service

Networking




Network Video 1

Portfolio Overview

Simplified Unmanaged Small Business Network

HP FlexNetwork

Our Building Blocks

Unified Wired-Wireless Networks

To prepare for the exam, pay particular attention to the following sections about Networking.

Example customer profiles

HP Networking delivers solutions at every phase of your customers growth. Whether their business is just starting out and they require basic connectivity, or the businesses is expanding, our solutions are

unified by one simple goal expansion.

Customers who are just starting out require:

Basic wired and wireless connectivity

Shared printer

Remote connectivity

Access to shared backup storage device

These customers need:

Plug and play simplicity

Reliable, high-speed wired connectivity for servers, PCs, notebooks and printers

Scalable, based on industry-standard technologies

Starting out with HP OfficeConnect

The HP OfficeConnect portfolio is the right choice for customers who are just starting out. The small

business switching portfolio ranges from plug-and-play unmanaged switches to managed, or smart-

managed, switches with advanced features and functionality that support the needs of a growing

business.

Study guide


Unmanaged networks

With the integrated ProLiant Microserver Gen8 and PS1810 switch, HP provides a unified server and

switch solution that is simple, affordable, and reliable. HP PS1810 Switch Series are smart-managed,

fixed-configuration Gigabit Layer 2 switches that are purpose-built to work with HP Microserver.

Designed for small businesses looking for an integrated, easy-to-administer server-switch

combination.

HP 1410 series switches are unmanaged Gigabit Ethernet and Fast Ethernet switches designed for

small businesses looking for entry-level, economical networking solutions that come with a lifetime

warranty. Key features include:

Unmanaged Gigabit Ethernet and Fast Ethernet switches

Green features for low power consumption

Fanless for silent operation

Lifetime warranty

Smart-managed networks

The reference architecture for a smart-managed network is ideal for businesses that require high-

performance wireless and wired LAN connections for servers, storage, printers, client PCs, and

notebooks. Wireless access points support mobile workers, while your guests gain secured Internet

access through a separate virtual LAN. You can manage your switches, access points, and routers

through an intuitive, easy-to-use web interface from any PC on the network.

The HP MSR 930 router is part of a typical smart-managed small business network:

HP MSR 93x routers deliver integrated routing, switching, security, voice, WLAN, integrated

4GLTE/3G, serial port, ADSL, 4-pair G.SHDSL, and optional dual 3G WAN in a single box.

With comprehensive IPv4 and IPv6 routing, MPLS, QoS, firewall, NAT, VPN, switching, voice, and

wireless capabilities in a compact, fixed, form factor. MSR 93x Series is based on open

standards for seamless integration within small-branch deployments.

HP has also created a network blueprint specifically for your midsize business needs. Use this sample

architecture to deploy a network that provides reliable connectivity to your primary and remote

locations.

IMC Smart Connect Virtual Appliance edition allows you to deploy BYOD as a single software

package. The virtual appliance comes in two packages:

IMC Smart Connect Virtual Appliance provides user access, guest access management, and

device fingerprinting and self-registration.

IMC Smart Connect Virtual Appliance with WLAN Manager also includes a single policy

enforcement and converged network management across wired and wireless

environments. Unified BYOD monitoring further enables administrators to plan for capacity

and comply with regulatory requirements.

Study guide


Storage




HP Simply StoreIT solution 1

HP Server Options

To prepare for the exam, pay particular attention to the following sections about Storage.

HP Simply StoreIT solution

HP Simply StoreIT is a collection of solution-oriented products designed to take the stress out of

storage by helping you solve the challenges you are facing today, taking into account your current

growth stage and future trajectory.

HP Simply StoreIT Solutions for SQL Server include HP D-Series Disk Enclosures, HP MSA

Storage, and HP StoreVirtual Storage.

Working with HPs channel partners worldwide, HP customers can cut through the noise, find

the right solutions to fit their businesses immediate needs, and be assured that those solutions

will be easy to manage, affordable to own, and reliable to operate.

HP can help you to map customers storage challenges to core solution areas, so you can show

the value of the HP solution, whatever the customers IT and storage requirements, size, or development stage.

Server Virtualization

Exchange SQL Server File Sharing Data

Protection

HP D-Series Disk Enclosures

HP MSA Storage

HP StoreVirtual Storage

HP MSA Storage

HP StoreVirtual Storage

HP StoreEasy Storage

HP StoreEver tape drives (for long term backup), autoloaders & MSL tape libraries

HP StoreOnce backup

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Notes:

Study guide



Which switch series are unmanaged Gigabit Ethernet and Fast Ethernet switches, design for small

businesses looking for entry-level, economical networking solutions?

a. HP 1410 Switch Series

b. HP 1810 Switch Series

c. HP 1910 Switch Series

d. HP 2920 Switch Series

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Which switch series are unmanaged Gigabit Ethernet and Fast Ethernet switches, design for small

businesses looking for entry-level, economical networking solutions?

a. HP 1410 Switch Series

b. HP 1810 Switch Series

c. HP 1910 Switch Series

d. HP 2920 Switch Series

a. Correct: HP 1410 series switches are unmanaged Gigabit Ethernet and Fast Ethernet switches

designed for small businesses looking for entry-level, economical networking solutions that come

with a lifetime warranty.

b. Incorrect: HP 1810 switch series are smart-managed, fixed-configuration Gigabit Layer 2 switches

designed for small businesses looking for an integrated, easy-to-administer server-switch

combination.

c. Incorrect: HP 1910 switches are advanced smart-managed fixed-configuration Gigabit Ethernet

(GbE) and Fast Ethernet (FE) switches designed for small businesses in an easy-to-administer

solution.

d. Incorrect: The HP 2920 Switch Series consists of five switches spread across 24/48 Port, with and

without PoE+ models. It is not the right switch designed for small businesses looking for entry-

level, economical networking solutions.

Study guide


Aligning with the customer Although these topics are not essential for preparing for the exam, we believe that the following



Video 1

Video 2

The Buying Cycle Scenario 1

The Buying Cycle Scenario 2

Building the Business Case

To prepare for the exam, pay particular attention to the following sections about Aligning with the

customer.

Four types of buyers

In order to sell HP Enterprise Group Products and Solutions, you need to be familiar with your

customers purchasing methods.

There are four types of buyers you will come in contact with:

The Economic buyer

The User

The Coach

The Technical buyer

The Economic buyer

Often the President or the CEO. Theyre motivated by the big picture. They want to know how

this purchase will give them a competitive advantage, make more money, or cut costs for the

company.

They look for proof of performance, such as examples of how other companies have benefited.

Often the economic buyers motivation and goals trickle down to others in the company to

support internal initiatives.

User buyer

The user buyer is the person who will actually use your product or service. It is important to

explain to them how your product or service will make their life easier. For example: You may

be meeting with the Line of Business Manager, or LOB, who might be leading a large marketing

initiative that requires your products or services.

LOBs are not generally interested in technical features, but rather immediate and long term

business value to their project.

Technical buyer

The technical buyer is responsible for making sure that the product fits the technical

specifications of the company.

Study guide


Since the technical buyer never has the sole authority to say yes, theyre often overlooked in

the sales process. However, if they are overlooked because they do not have the funding they

have the power to nix the project.

Here there are 2 types of roles.

The CIO, who looks at the big picture and worries about both internal and external Service

level agreements (SLAs). The CIO will drive decisions where he can demonstrate return on

technology investments.

The IT Manager (and staff) who need to understand the technology and are often asked to

explain it to the funder (LOB) internally.

The Coach

The coach acts like an ally and is someone who is on your side at the customers site.

This is a person who can guide you through the sale by letting you know what is happening

behind the scenes and advising you on what to do.

The role of the coach is not tied to a specific job title; anyone could be a coach

Sales Engagement Types

The two most common sales engagement types, or motions, are Transactional Selling and Consultative

Selling. The motion that you should use depends on the relationship you have with your customer and

the type of solution that you are discussing.

The table that follows highlights features of both sales engagement types.

Transactional Consultative

Commodity Strategic

Customers do not see any differences

between products and they look for the

lowest price

Salesperson is a trusted advisor

Customer knows what they want Customer may be unaware of a problem

Key to success: marketing, efficiency,

volume

Key to success: deep understanding of HP Enterprise

Group Solutions, customers and ability to influence

Short sales cycle Long sales cycles

Small, frequent sales Large, infrequent sales

Greater reliance on telesales, web Meetings with sales representatives and technical experts

Sales Managers focus on activity Sales Managers focus on coaching

Study guide


The Transactional engagement is appropriate for commodities. The customer knows what they want,

and are ready to shop around because they are looking for the best deal, and are not tied to any

particular vendor or supplier.

The breadth of capabilities within the HP Enterprise Group family requires Consultative Selling. The

Consultative sale is best when a strategic sale is required with a customer you know and understand.

They trust your advice, and are ready to be guided by you, particularly as they may not know what they

want or need. Their sales are usually larger and infrequent, and face-to-face meetings are essential!

Business Drivers, Issues and Initiatives

There are a number of common business issues that are drivers for IT solutions. These range from

Analysis to Complexity.

Lets say you are working with a customer who tells you everyone in the company wants to use their own phone, device, or tablet wherever they are to access their email and business applications. That

creates network bottlenecks and the customer tells you he is concerned about security.

In this case, HP IMC User Access Management is the best solution to address device proliferation and

security.

For customers who need to constantly take advantage of new technologies to stay competitive and

dont have the IT infrastructure or resources to deal with it, they need a different solutionone that responds to the challenge of technology adoption:

Tell the customer they can save time because they dont have to evaluate technology from

numerous vendors. HP Just Right IT is designed and priced for their unique needs.

Tell the customer they can save money because they dont have to worry about deployment

and integration. HP focuses on products that offer plug-and-play simplicity and the services to

get them up and running fast.

Customers Vital Issues

Regardless of the size of the organization, IT issues are very similar.

SLAs need to be maintained and IP protected.

Reducing IT complexity and associated costs is vital.

This often means developing new strategies to create a better infrastructure and to deliver more

dynamic services.

Study guide


The Buying Cycle

The customer buying cycle consists of the following five stages:

1. Recognize Needs: Determine business drivers and priorities.

The customer identifies, describes, and begins to quantify the impact and technical challenges

relevant to their business problem or need. They can also begin working with HP Financial Services.

HP Consulting services can help analyze the customers IT environment and develop tailored IT infrastructure strategies.

2. Identify Requirements: Ask clarifying questions.

This stage is more structured where you identify the requirements for the deployment solution by

asking questions.

3. Evaluate Options: Provide the customer with options to evaluate.

In this stage the customer determines the optimal way to solve problems or meet business needs,

including doing nothing or attempting a solution using only internal resources. Show the value of

consolidation, virtualization, and future growth.

4. Mitigate Risks: Mitigates risks.

This is done by reviewing all potential risks, identifying mitigation plans, considering the impact of

any remaining risk, and agreeing to act to solve the problem. You should think about any potential

objections and come up with a response to them.

5. Purchase Solution: Build your on-going relationship.

At this stage you should build your on-going relationship with this customer and think about

additional services to help build your position as a trusted advisor. Look for new opportunities to

satisfy further requirements.

Study guide


Notes:

Study guide



Which of the following would be a customer concern when looking at the business issue of security?

a. We need to constantly take advantage of new technologies to stay competitive.

b. Our services need to support us from when we start our business and as we grow.

c. We have specific issues based on our size, our customer requirements and our competitive

differentiator.

d. Everyone in the company wants to use their own phone, device, or tablet wherever they are to

access their email and business applications.

Study guide



Which of the following would be a customer concern when looking at the business issue of security?

a. We need to constantly take advantage of new technologies to stay competitive.

b. Our services need to support us from when we start our business and as we grow.

c. We have specific issues based on our size, our customer requirements and our competitive

differentiator.

d. Everyone in the company wants to use their own phone, device, or tablet wherever they are

to access their email and business applications.

a. Incorrect: This choice is more aligned to a complexity business issue and not a security issue.

b. Incorrect: While this is a good choice it is not the right choice. This choice is more of a space issue.

c. Incorrect: This choice is more of an analysis issue and not a security issue

d. Correct: This is the best choice since there would be significant security issues for any company

that is looking for everyone in the company to use their own phone, device, or tablet wherever they

are to access their email and business applications.

Study guide


Delivering customer value Although these topics are not essential for preparing for the exam, we believe that the following



Understanding customer value needs

Understanding customer value matching products and services

Just Right IT example configurations

Matching HP value scenarios 1,2,3,4

To prepare for the exam, pay particular attention to the following sections about Delivery customer

value.

Key value differentiators

HPs diverse portfolio sets us apart and we are the only company that can deliver hardware, software, and services that meet the needs of all our SMB customers. There are numerous value differentiators

that you can use that demonstrate how to position the unique HP value that protects against

competition. Some of these are shown here:

Server

Storage

Networks

Technology Services

Dell: World no. 2

HP: World no. 1

HP: 150 design

innovations

HP: ROI in 5 months

HP: 65% more

performance for

same power/space

HP: 66% faster

problem resolution

HP: Only vendor

unifying UNIX and x86

HP: 30 days per year

less admin

HP: 33% lower TCO

OpenSource Linux

HP: 2x VM density

IBM: World no. 2

HP: World no. 1

HP: Get Thin

Guarantee

HP: Autonomic,

integrated

Management

HP: Federated de-

duplication

HP: Integrated Blade

SAN

HP: Innovation leader

HP: Unique Tier 1 SMB

to Enterprise array

HP: World no. 2

HP: Pioneering spatial

stream MIMO Aps

HP: Plug-and-play

BYOD solution

HP: Up to 75% less

complex

HP: Manage 6000

different network

devices from 220

manufacturers

HP: 2x Scalable Data

Center Fabric

HP: VAN deploy in

minutes not months

HP: SDN ready

infrastructure

HP: Assigned technical

experts, who own

problems end-to-end

HP: Environment-wide

Entitlement (One contract

for anything in your

environment)

HP: Single point of contact

for both HP and third

party vendors

HP: 24x7x365 system

monitoring

Study guide


Objection handling

Objections and challenges should be viewed as an opportunity. The manner in which you address them

is influential. The better prepared you are the more confident and accurate your interaction with

customers will be and the more likely they are to trust you and your solutions. Here are some

examples of customer concerns and good quality responses:

Concern

Response

HP equipment is too expensive.

HPs product range offers entry points for every budget and options for sharing or mitigating risk, such as the Virtual Systems and pay-as-you-grow. HPs leadership in innovation means that high-end capabilities soon trickle-down.

HP services are too expensive.

The HP Services support portfolio is a simplified and standardized portfolio of support

services across all technologies from low-cost, entry-level solutions to proactive 24X7 mission-critical support. HP Just Right IT makes it easy to deliver affordable value to

help you meet your goals.

HP solutions are too complex.

The small business growth plan is designed to meet your needs at each stage of your

companys development so you can effectively protect and grow your business. The HP JRIT program is designed to meet your needs at each stage of development with IT

solutions that are simple, affordable and reliable for your business.

My main need is networking and Cisco is the

market leader in this area

Cisco has historically been the market leader, but HPs market share is now growing at Ciscos expense. Especially for businesses that want a network that is more cost-effective to run and easier to manage. Can I show you how HP Networking will benefit

your business?

I want to be able to order directly from the

manufacturer

Suppliers who want to supply the most cost-effective solutions often have a direct route

to the customer, but unless you are very large this means online access only. At HP we

believe that buying is only part of what customers need. HP has local representatives

and support, so that not only do you get help when you buy but you have a local advisor

throughout all the stages of your IT needs.

Study guide


Notes:

Study guide



Which of the following is a key value differentiator for HP Storage?

a. 2x scalable in minutes, not hours

b. 65% more performance for the same power/space

c. Get Thin Guarantee

d. Assigned technical experts, who own problems end-to-end

Study guide



Which of the following is a key value differentiator for HP Storage?

a. 2x scalable in minutes not hours

b. 65% more performance for the same power/space

c. Get Thin Guarantee

d. Assigned technical experts, who own problems end-to-end

a. Incorrect: While 2x scalable in minutes, not hours is an HP key differentiator, it describes HP

Networking not Storage.

b. Incorrect: 65% more performance for the same power/space is a key differentiator for HP Servers.

c. Correct: Tell your customers about the HP Get Thin Guarantee to differentiate HP Storage from our

competitors.

d. Incorrect: Tell your customers about assigned technical experts, who own problems end-to-end

when you want to differentiate HP Technology Services from our competitors.

Study guide


Strategy and tactics Although these topics are not essential for preparing for the exam, we believe that the following



Who is buying?

Using HP and competitive sales plays

Study guide


Notes:

Documents

00866577 SC ServersStorageNetworkingServices SG