HP2-Q04 V10.02 (3)

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Exam : HP2-Q04

Title :

Version : V10.02

Selling HP Integrity Server Solutions [2010]


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1.What are typical application deployment savings that customers could expect the Alinean Return on

Investment and Total Cost of Ownership templates to report?

A. 50%

B. 60%

C. 75%

D. 99%

Answer: C

2.How does FlexFabric dramatically simplify hierarchical, complex and inflexible networking?

A. by moving network intelligence away from the server edge and closer to the core

B. by moving network intelligence away from the core and closer to the server edge

C. by moving network resources away from the core and closer to the server edge

D. by moving network resources away from the server edge and closer to the core

Answer: B

3.How does a Converged Infrastructure directly link business and IT?

A. It matches the supply of IT resources with the demand for business applications in an optimal way.

B. It allows IT to manage resources efficiently, allocating physical and virtual resources on a highly

planned basis.

C. It ensures that downtime is reduced, making business more predictable.

D. It allows system deployments to be more rapid, thereby providing significant savings for the business.

Answer: B

4.What are typical cost reductions that the Alinean Return on Investment and Total Cost of

Ownership templates can deliver to customers?

A. a 38% cost reduction

B. a 62% cost reduction

C. a 50% cost reduction

D. an 80% cost reduction

Answer: C

5.What should not be addressed until the latter stages of BCS sales discussions?

A. Return on Investment

B. Payback

C. Product Functionality

D. Overall efficiency improvements

Answer: D

6.Approximately which percentage of IT budgets are some companies spending on operations rather than

on innovation or strategic needs?

A. 60%

B. 70%

C. 75%

D. 80%


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Answer: A

7.What is the main benefit that the HP Visioning Workshop provides to customers?

A. It helps customers create the concept for a technology infrastructure that better aligns with their

business.

B. It helps customers understand the technology infrastructure they will implement in their CI rollout.

C. It helps HP and Partner organizations create a comprehensive plan for the customer, recommending

specific services.

D. It helps the customer accelerate the launch of business initiatives and mitigate risk during the

infrastructure transformation.

Answer: B

8.Why do aging traditional datacenter architectures have a significant business impact?

A. They have too many servers.

B. They require large numbers of system administrators.

C. A lack of standardization impedes automation and governance.

D. There are not enough virtual servers.

Answer: C

9.Server virtualization does not always deliver the expected benefits to businesses. Which statement best

describes HP's approach to solving the problems?

A. Data centers need to be redesigned to take advantage of new technology.

B. Manual processes need to be automated and management controls tightened.

C. Hardware, software and services need to be managed more effectively.

D. More planning needs to take place when deploying virtual servers.

Answer: A

10.Which of the following is critical in relation to SMART objectives?

A. You must ensure all SMART objectives are covered before the end of the meeting.

B. You must ensure that you and your customer have shared SMART objectives.

C. You must ensure that you confirm the SMART objectives at the start of each meeting or call.

D. You must ensure that all SMART objectives are linked, in some way, to the solution that you plan to

offer.

Answer: A

11.What is the primary reason for using the "Golden Silence" technique within active listening?

A. It is the stage that allows the customer to respond to your questions.

B. Golden silence allows you to think about how to respond to the customer's responses.

C. Golden Silence is a pause, after a response from the customer, which may elicit a "golden nugget" of

extra information.

D. It is the time when you plan your Summary.

Answer: C

12.Why are structured questioning techniques so important in a sales meeting?


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A. They allow a supplier to clarify the stated business need.

B. They allow a supplier to fully understand the business problem as articulated by the customer.

C. They allow a supplier to build rapport with the customer, forming the basis of a deeper relationship.

D. They allow a supplier to potentially uncover true "business pain," which may not yet be understood by

the customer.

Answer: A

13.Why is it so important to ask Opinion questions during a sales meeting?

A. They allow you to gauge whether your product or service is the frontrunner in the bid.

B. They are a chance to gain feedback on how you are doing.

C. They establish how the customer views your ideas and suggestions.

D. They allow you to and the customer to confirm what the next steps are in the sales cycle.

Answer: C

14.Evidence from customers indicate that many sales meetings result in little progress. What is the main

reason for this?

A. The salesperson did not confirm the agenda before the meeting.

B. The salesperson focused too much on products rather than services.

C. The salesperson did not spend enough time listening.

D. The salesperson had not invited the correct people to the meeting.

Answer: A

15.As a supplier, you should be aiming for at least "Level 4" on the Business Relationship Pyramid. Which

statement describes a Supplier:Customer relationship at this level?

A. As a supplier I am delivering Product to my customer.

B. As a supplier, I am delivering True Value to my customer.

C. As a supplier, I am delivering Service Wraparound to my customer.

D. As a supplier, I am delivering Extensive Service, Product and Support to my customer.

E. As a supplier, I am delivering Qualified Business Value, and starting to create "stickiness" for my

customer.

Answer: A

16.Why are Verification questions an excellent way to start a Sales meeting?

A. They enable you to verify the customer needs.

B. They enable you to check on basic items such as agenda and objectives.

C. They enable you to verify that the correct decision makers are in the meeting, and call for anyone that

is absent.

D. They enable you to check that the business opportunity is stillcurrent, thereby ensuring you do not

waste your time

Answer: B

17.What should you do if a customer does not add further information when you leave an Active Listening

pause of one or two seconds? (Select two).

A. Wait another two seconds until they reply.


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B. Repeat the question to make sure they have understood.

C. Summarize to show you have listened.

D. Ask another question.

E. Ask if there is anything that they have not understood.

Answer: A, C

18.What are the three key components of the opening stages of a sales meeting? (Select three.)

A. Budget Identification

B. Project Resources

C. Strong Greeting

D. SMART Objectives

E. Compelling Business Reason

F. Opening Statement

Answer: B, D, E

19.What are the main benefits of diagnosing customers' needs?

A. It results in higher average sales per deal.

B. It will set the salesperson apart from other salespeople in terms of professionalism.

C. It creates trust between the salesperson and prospective customers.

D. It enables salespeople to qualify a higher percentage of deals.

Answer: B

20.According to the CFO, what is the major change in purchasing behavior that has resulted from

theeconomic turmoil of 2009/2010?

A. CFOs are looking for the latest technology, because it will not need to be replaced for a long time.

B. CFOs are looking upon technology purchases as an investment, one that will deliver a strong return

and a short payback.

C. CFOs are now looking for creative financing arrangements on all new purchases.

D. CFOs are looking for sales techniques that explain how the technology will give the company a

competitive edge.

Answer: A

21.Which item in this list is a "Quality of Service Risk" question within the CI-MM Express process?

A. average CPU utilization

B. IT standards

C. data availability

D. storage and network fabric

Answer: C

22.Which component of the HP's "common compute platform" delivers the Matrix OperatingEnvironment?

A. Onboard Administrator

B. iLo3

C. Insight Dynamics

D. Flex Fabric


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Answer: C

23.What is a defining feature of HP iCap

A. It minimizes cooling costs.

B. It can cut the cost of common data center tasks by up to 40%.

C. It can minimize capital expenditure on Disaster Recovery systems.

D. It can cut application deployment by up to 50%.

Answer: A

24.On which two areas does CI-MM Express focus?

A. Technology and Architecture

B. Management Tools and Processes

C. Innovation and Operations

D. Security and Infrastructure

E. Reliability and Serviceability

Answer: B

25.The economics of the data center are to be transformed by Blade Scale architecture. By

whatpercentage can total cost of ownership be reduced (versus traditional infrastructures) because of

cost savings, efficiency improvements and service level enhancements?

A. 30%

B. 50%

C. 70%

D. 80%

Answer: C

26.Which item is an "Agility" question heading within the CI-MM Express process?

A. IT standards

B. Storage and Network Fabric

C. Storage Utilization

D. Average CPU Utilization

Answer: A

27.What are the performance and footprint offerings offered by HP's scale-up Unix blade?

A. HP offersthe industry's first 8 socket, scale-up UNIX blade with three times the performance in half the

footprint.

B. HP offersthe industry's first 8 socket, scale-up UNIX blade with double the performance in one quarter

the footprint.

C. HP offersthe industry's first 8 socket, scale-up UNIX blade with double the performance in half the

footprint.

D. HP offersthe industry's first 8 socket, scale-up UNIX blade with three times the performance in one

third of the footprint.

Answer: A


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28.What is the reason that the Blade Scale architecture can significantly reduce power and cooling costs

compared to legacy servers? (Select two).

A. Technology and Architecture / Risk

B. Technology and Architecture / Speed

C. Management Tools and Processes / Cost

D. Management Tools and Processes / Agility

Answer: B

29.When existing customers move from older servers to Blade Scale architecture, what is the maximum

performance gain they could expect to achieve?

A. It is possible to configure and manage up to a thousand servers or more as a single domain, costs are

reduced.

B. The new processors require 30% less power per core.

C. The new processors require 50% less power per core.

D. Fewer cores are required to deliver the workload.

E. IT can provision infrastructure for applications in minutes, and less power is used.

Answer: A

30.In pure benchmark performance terms, which of these benefit statements is correct for Blade Scale

architecture systems?

A. up to ten times performance gain

B. up to twenty times performance gain

C. up to thirty times performance gain

D. up to forty times performance gain

Answer: C

31.Which major factor in IT is stifling business innovation?

A. Up to 70% of IT costs are being spent on operations rather than on innovations for the

business.

B. IT staff seldomsee a link between technology and what it is used for.

C. Most datacenter technology is running in non-converged infrastructures.

D. There is an over-provisioning of infrastructure rather than provisioning for the correct business areas.

Answer: B

32.Which statement is true in relation to HP's common server architecture?

A. Both halves of the C7000 and Superdome2 enclosure chassis are identical.

B. Customers can mix and match new Integrity and storage blades within the same enclosure, but they

cannot mix existingProLiant servers.

C. Common Networking using Virtual Connect provides wire-once connectivity that manages all

subsequent "rewiring" virtually.

D. The marginal cost of investing in Itanium is quite high, given any existing investment in thex86 stream.

Answer: A

33.Which of these messaging statements correctly describes Integrity servers that use the revolutionary


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Blade Scale architecture?

A. They can connect hundreds of servers to a virtualized, high performance and low-latency network.

B. They will scale efficiently and provide investment protection and capacity growth into the next decade.

C. They deliver virtualization across networks efficiently and securely.

D. The systems provide Always-On resiliency, exploiting over 50 innovations to ensure global business

continuity

Answer: A

34.Which of these customer requirements suggests proposing Superdome 2 rather than a cluster of

Integrity/ ProLiant blades?





continuity

Answer: A

35.What is the main business benefit of quick redeployment with the HP Integrity Converged

Infrastructure?

A. The customer needs the highest resilience, most scalability and the complete suite of partitioning

options.

B. The customer needs to achieve capping of cores for database license charges.

C. The customer's performance and availability requirements are more modest, but still mission-critical.

D. The customer needs the lowest cost option for a virtualized Integrity Blade environment.

Answer: B

36.If you sell HP Services, by what percentage can your commission be increased?

A. the ability to save on license cost

B. the ability to reduce power consumption

C. the ability to respond to the business requirements of all users

D. the ability to survive a disaster-recovery situation rapidly

Answer: B

37.What is the scorecard measurement used by ESN and TS for measuring Services Attach?

A. 30%

B. 50%

C. 43%

D. 64%

Answer: C

38.Productivity, Revenue, Reputation and Financial Performance are all components of which important

Mission Critical concept?

A. 24x7 support contracts

B. a reduction in unplanned downtime per customer


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C. percentage of "lonely server" box sales

D. an increase in service sales plotted against the industry benchmark

Answer: A

39.Which statement best describes the Cost of Downtime tool?

A. percentage of system availability

B. cost of infrastructure infrastructure

C. the ability tovirtualize

D. the cost of downtime

Answer: B

40.What is the main benefit for customers when they use Integrity Converged Infrastructure Consulting

Services from HP?

In the HP Mission Critical Services cycle, what is the next step after identifying the customer's business

drivers?

A. The model is designed to calculate the actual cost of downtime associated with operational risks in

businesses and organizations.

B. The tool is based on data collected over five years, from over 300 companies in 20 countries.

C. The customer can use the tool directly to calculate the cost of downtime based on a variety of factors

including country, organization size and existing best practices.

D. The tool is designed to calculate the average cost of downtime associated with operational risks in


Answer: D

41.Using the IDC Cost of Downtime Tool and 2008 data, which industry sector lost the most revenue

through unplanned downtime?

A. Partners ensure the key to long-term customer success by helping them get the correct design.

B. Partners ensure customer success by helping the customer maintain optimum availability, efficiency

and flexibility for their Converged Infrastructure.

C. Partners assist customers in situations where customers neither have the appropriate resources or

data center facilities.

D. Customers are assisted by Partners with appropriate Financing and Education Services.

Answer: B

42."Mission Critical" support needs are changing. What is the best description for this evolution?

A. understanding the customer's objectives and Critical Success Factors

B. scoping the datacenter design and cost savings

C. provisionally calculating the number of ProLiant and Blade servers required

D. identifying the appropriate HP Services

Answer: B

43.What is the most important pre-requisite for a credible business case?

A. Retail

B. Healthcare


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C. Financial

D. Communication, Media and Entertainment (CME)

Answer: C

44.What is the definition of Return on Investment (ROI)?

A. There is now more support for business processes rather than for technology.

B. Rapid and "invisible" technical support is becoming more important as the speed of IT change

increases.

C. Mission Critical support needs to include flexible, expert services across the entire infrastructure

D. Mission Critical supportneed to focus on Converged support systems and away from Servers, software

and PCs.

Answer: B

45.What is the primary reason that a competitor would have offered your customer a better price on a

large number of IT solution sales?

A. for the customer and supplier to agree on the contents

B. for the customer and supplier to trust one another

C. for the customer and supplier to have worked out every relevant financial metric

D. for the customer and supplier to have worked out the projected benefits to the business

Answer: A

46.Which financial metric technique allows decision-makers to evaluate projects and investments of

differing types, using a common analysis process?

A. the impact of resultant savings or, if applicable, the increase in revenue that will be achieved B. the

impact of resultant savings or, if applicable, the opportunity cost of expenditure on alternative projects

C. the impact of resultant savings or, if applicable, the increase in revenue that will be achieved over a

specific time period, taking into account the value of money over time

D. the impact of resultant savings or, if applicable, the increase in revenue that will be achieved, taking

into account the time it takes to pay back any loans needed to fund the investment

Answer: C

47.By which percentage can customers reduce their Total Cost of Ownership by leasing?

A. The customer did not perceive the level of value in your proposal.

B. The customer's buying cycle not matching your selling cycle.

C. Disagreements between IT and the rest of the business on the solution that you are offering. D.

Another supplier is actually guiding the sales process.

Answer: B

48.What is the main reason for asking Money questions in the SCOTSMAN model?

A. ROI

B. Payback

C. Internal Rate of Return

D. Net Present Value

Answer: A


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49.What is the major benefit in asking Needs questions within a structured Qualification questioning

strategy?

A. 8-10%

B. 10-15%

C. 15-18%

D. 15-20%

Answer: C

50.In a sales cycle, what is the main benefit of a structured qualification method?

A. They add professionalism to price negotiations and ensure that you use the appropriate financial

terminology.

B. You can consider whether funding routes such as HP Financial Services should be considered.

C. You can discuss project cost with the customer or prospect.

D. You can confirm the funding for this project is actually fully available.

Answer: B

51.Which type of asset service is outside the scope of HP Financial Services?

A. You can immediately make a proposal to the customer or prospect, thereby reducing the length of your

sales cycle.

B. You can uncover hidden needs and confirm that stated needs are valid.

C. You can use them to sell HP Services to a customer.

D. You can use them to help you understand the implication or consequence of any delay to the project.

Answer: A

52.HP Leasing and Financing options can facilitate budget reporting and planning. What is the main

cause of this?

A. Customers can avoid large up-front payments.

B. Customers can have predictable expenses.

C. Customers can pay for an HP service that assists with budgets and reports.

D. Customers who lease will have simpler technology configurations.

Answer: C

53.What is the primary benefit of the HP Data Center Smart Grid collecting and communicating thousands

of power and cooling measurements across IT systems and facilities in real-time?

A. asset transfer

B. asset disposition

C. asset acquisition

D. asset management

Answer: B

54.When organizations move towards a converged infrastructure, what happens to the different IT

stacks?

A. Customers can avoid large up-front payments.


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B. Customers can have predictable expenses.

C. Customers can pay for an HP service that assists with budgets and reports.

D. Customers who lease will have simpler technology configurations.

Answer: C

55.Why is HP Financing unlike many other financing sources?

A. Costs can be reduced across all areas of the business, not just in IT operations and the

Datacenter

B. Customers can reduce capacity, thereby reducing the number of data centers that they possess or

operate.

C. Customers can increase the capacity and useful lifespan of their data center, postponing or eliminating

additional capital expense.

D. Customers can ultimately reduce the number of servers that they have to support, dramatically

reducing operating expenses for data administrators.

Answer: C

56.In the Converged Infrastructure architecture, what is the role of the Infrastructure Operating

Environment?

A. They will multiply.

B. They stay separate but reduce in number.

C. They become more expensive to run.

D. They gradually become reunited.

Answer: A

57.How many servers can you manage as a single Matrix domain?

A. 500

B. 600

C. 800

D. 1000

Answer: A

58.Which is a benefit to HP Integrity server customers?

A. an increase in cable management complexity

B. energy efficiency, with up to 10% improvement

C. the highest level of availability for every application

D. simplicity and efficiency that results in lower TCO

Answer: C

59.Which messaging statement describes what HP Integrity servers deliver?

A. HP Integrity servers simply deliver more computing power.

B. HP Integrity servers always deliver availability, scalability, and virtualization.

C. HP Integrity servers deliver predictable, standards-based IT staff resources.

D. HP Integrity servers deliver maximum power using maximum resources.

Answer: B


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60.Which statement is true of today's IT infrastructure? (Select two.)

A. Underutilized server capacity is no longer an issue.

B. Cost of operations is now the lowest portion of the IT budget.

C. The IT environment has become complex and difficult to maintain.

D. Energy needs for power and cooling are no longer concerns of the CIO.

E. There is a struggle to meet service level agreements for critical workloads.

Answer: C, E

61.Which statement is true about the roadmap for the HP Integrity server family?

A. It is tied closely to the roadmap for PA-RISC processors.

B. It is tied closely to the roadmap for the Intel Itanium processor.

C. It is tied to projected increases in power and cooling availability.

D. It is tied to the trend towards higher bandwidth single-core processors.

Answer: B

62.Which Integrity servers benefit from the higher performance and greater availability of the HP sx2000

chipset? (Select two.)

A. HP Integrity rx2660

B. HP Integrity rx6600

C. HP Integrity rx8640

D. HP Integrity rx3600

E. HP Integrity Superdome

Answer: C, E

63.Which HP Integrity servers use the zx2 chipset and provide double chip spare memory? (Select two.)

A. rx2660

B. rx3600

C. rx7640

D. rx6600

E. rx8640

Answer: A, B

64.How many processor cores are the maximum supported in the high-end HP Integrity Superdome

servers?

A. 32

B. 64

C. 128

D. 256

Answer: C

65.Which key capabilities based on customer IT imperatives allow HP Integrity solutions to provide better

return on IT investment? (Select three.)

A. increased ROI


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B. flexible capacity

C. complete IT utility

D. secured availability

E. simplified management

F. performance-based tuning

Answer: B, D, E

66.Which components are part of the HP 9000 Evolution program?

A. extensive services and tools that enable evolution

B. support for PA-RISC and Itanium in the same cabinet

C. extended warranties for HP 9000 servers and components

D. strong partner support to ensure continued support of key applications

E. programs and incentives that ease the financial considerations for transition

Answer: A, D, E

67.Which statement is true about the comparison between entry-level and mid-range Integrity servers?

A. Integrity entry-level servers do not support multi-OS capabilities, while mid-range servers do.

B. Integrity entry-level servers do not provide remote management capabilities, while mid-range servers

do.

C. Integrity entry-level servers support only software-based partitions, while mid-range servers support

software-based, soft and hard partitions.

D. Integrity entry-level servers support single-core processors, but mid-range servers support dual-core

processors.

Answer: C

68.During which phase of the HP 9000 Evolution program are customers presented with information that

allows them to understand the road map and the options available to them?

A. Design

B. Manage

C. Planning

D. Awareness

Answer: A

69.Which statement best describes the HP Integrity rx2660 server?

A. a full-height 2P blade server

B. a 4P rack-mountable mid-range server

C. a powerful server in a compact 2U chassis

D. a cell-based server that supports fournPars

Answer: C

70.During which phase of the HP 9000 Evolution program do customers run tests and validate the test

results?

A. Manage

B. Planning


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C. Awareness

D. Implementation

Answer: D

71.Which features would lead a customer to choose the HP Integrity BL870c server rather than the HP

Integrity BL860c server? (Select two.)

A. The BL870c provides more mezzanine expansion slots than the BL860c.

B. The BL870c provides more memory capacity than the BL860c.

C. The BL870c allows more blades per 10U rack space than the BL860c.

D. The BL870c supports more processor cores than the BL860c.

Answer: B, D

72.You are working with a customer who wants to run different operating systems in hard partitions on the

same server. Which server should you recommend?

A. HP Integrity rx2660

B. HP Integrity rx6600

C. HP Integrity rx7640

D. HP Integrity BL870c

Answer: C

73.Hard partitioning is available in servers with which hardware feature?

A. zx1 or zx2 chipsets

B. cell-based technology

C. dual-processor modules

D. at least fourFibre Channel ports

Answer: B

74.Which operating system is dominant in the health care, telecommunications, and gaming industries?

A. HP-UX 11i

B. Windows Server 2003

C. OpenVMS

D. Linux

Answer: D

75.Which strategic operating systems are associated with the HP multi-OS strategy? (Select two.)

A. AIX

B. HP-UX

C. Solaris

D. Netware

E. Windows

Answer: B, E

76.Which operating system is dominant in industries such as gaming and telecommunications?

A. Linux


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B. HP-UX

C. Windows

D. OpenVMS

Answer: A

77.How does the HP multi-OS strategy support the Adaptive Infrastructure? (Select two.)

A. by providing flexible OS configuration, which increases time required for change

B. by running more than one operating system on the same hardware, which lowers cost

C. by expanding hardware configurations for each application, which lowers service levels

D. by running one operating system on each hardware configuration, which increases cost

E. by simplifying deployment, configuration, and maintenance, which increases service levels

Answer: B, E

78.What are the three primary benefits of the HP multi-OS strategy for customers? (Select three.)

A. faster automation

B. higher service levels

C. business intelligence

D. lower costs

E. business intelligence

F. increased speed to change

Answer: B, E, F

79.Which portfolio does the HP multi-OS strategy support?

A. Business intelligence

B. Adaptive Infrastructure

C. Information management

D. Service-oriented architecture

Answer: B

80.What are typical customer applications for HP-UX 11i?

A. gaming, health care, custom applications

B. web services, manufacturing, business intelligence

C. order processing, large consolidations, manufacturing

D. order processing, large consolidations, data warehousing

Answer: C

81.HP Systems Insight Manager fault management features provide notification for which events? (Select

two.)

A. device driver changes

B. network adapter packet error rate

C. Active Update

D. system inventory reporting E. processor pre-failure alerts

Answer: D, E


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82.Which management product is available free for all HP server customers?

A. HPOpenView Operations

B. HP Systems Insight Manager

C. HP Business Process Manager

D. HPOpenView Storage Area Manager

Answer: B

83.Which product is part of the Availability component of the HP VSE?

A. HP Service guard

B. HP Availability Manager

C. Integrity Virtual Machines

D. HP-UX Workload Manager

Answer: A

84.Which product extends HP SIM by providing modular software to manage deployment, configuration,

and workload processes for Integrity servers?

A. HP OpenVMS

B. HP Open View

C. HP Integrity Essentials

D. Resource Partitions

Answer: C

85.Which technology enables you to configure new environments quickly by changing the priorities for

existing or spare resources?

A. clustering

B. virtualization

C. 64-bit computing

D. Multi-OS capabilities

Answer: B

86.Which benefits of HP Service guard are the most important to communicate to customers? (Select

two.)

A. maximize uptime

B. industry standard components

C. extended warranties

D. HP design

E. reduced administration costs

Answer: A, E

87.Which partition types are software-based and do not provide dedicated resources to the partition?

A. vPars

B. nPars

C. Integrity Partitions

D. Integrity Virtual Machines


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Answer: A

88.Which customer requirement would lead you to recommend Global Workload Manager rather than

HP-UX Workload Manager?

A. the requirement to manage servers in different countries

B. the need to manage servers using operating systems other than HP-UX

C. the need to centrally manage virtualization features across multiple servers

D. the need to manage servers and storage virtualization across operating systems

Answer: C

89.Which HP Technology Services offering allows customers to cost-effectively upgrade or extend

standard warranties?

A. Network Services

B. Education Services

C. Care Pack Services

D. Industry Standard Server Technology Services

Answer: C

90.Which HP Technology Services offering includes expert assessments in IT performance, availability,

power and cooling, security, and service management improvement?

A. Network Services


C. Data Center Services

D. Software Technology Services

Answer: C

91.Your global customer has recently switched from IBM to HP. The solution consists of HP hardware,

software, and services in several countries. To support employees in this transaction, the CIO has

expressed interest in classroom and online instruction available in local languages.

Which Technology Services offering should you propose?

A. Education Services

B. Data Center Services

C. Printer Technology Services

D. Storage Technology Services

Answer: A

92.Which HP Services organization helps customers repair hardware, resolve software issues, install and

upgrade software, and enhance the overall performance of their IT environment?

A. Outsourcing

B. Warranty Support

C. Technology Services

D. Consulting & Integration

Answer: C


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93.Your financial services customer has recently acquired another company, causing disparate email

systems across the enterprise. This has resulted in costly and incompatible platforms. The CIO has asked

you to speak with him about how he can reduce redundancy and simplify the software environment.

Which HP Services solution category should you discuss?

A. Virtualization

B. Adaptive Infrastructure

C. Information Management

D. Applications Management

Answer: D

94.What is the business value for HP partners when selling HP Services?

A. HP maintains a direct relationship with the customer, resulting in greater simplicity for the partner.

B. The partner creates of all service development work, including guides, templates, tools, and processes,

which can be used for future customers.

C. Increased revenue and profit margins are achieved by selling services along with hardware and

software.

D. The partner manages all service support calls in order to build a better customer relationship.

Answer: D

95.Which HP Technology Services offering has dedicated teams of specialists that employ best-inclass

management processes to support servers, storage, networks, and applications?

A. Network Services


C. Printer Technology Services

D. Mission Critical and Proactive Services

Answer: D

96.What is the business value for HP customers when buying HP Services?

A. Implementation documentation is maintained by the customer to improve self-sufficiency.

B. HP passes account management responsibility to the partner for improved local response. C. To

reduce cost and complexity, HP Services does not provide services for competitive hardware platforms.

D. Customers receive consistent, best-in-class services that are implemented to specified design,

documentation, testing, and quality standards.

Answer: D

97.Which HP Technology Services benefit helps customers choose HP over the competition?

A. HP and its authorized reseller partners provide limited services coverage.

B. HP offers services on only HP equipment, making itsimplerfor customers to choose HP.

C. HP Technology Services offerings are quoted after the hardware sale so customers can make a more

informed choice.

D. HP Technology Services are a better value than a simple warranty; they protect not only the product

but also a customer's business.

Answer: D


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98.Your healthcare customer is facing challenges in securely managing a growing number of patient

records. Records include patient forms, lab results, and images. Which HP Services solution category

should you discuss?

A. Information Management

B. Service Management

C. Applications Management

D. Infrastructure Modernization

Answer: A

99.Which service level is comprised of short-term engagements to help customers plan, design, and

manage their environments?

A. Reactive

B. Warranty

C. Data center

D. Mission critical

Answer: C

100.What are the primary organizations within HP Services? (Select three.)

A. Technology Services

B. Business Intelligence

C. Business Technology Optimization

D. Outsourcing

E. Adaptive Infrastructure

F. Consulting and Integration

Answer: A, D, F

101.What does the ideal HP Services customer want to achieve?

A. to maintain the budget percentage ratio on spend for maintenance and innovation

B. to focus on tactical, rather than strategic, applications for the enterprise

C. to ensure consistent IT service delivery across the enterprise to meet demand

D. to reduce flexibility in consuming IT services to lower costs

Answer: C

102.Which HP Services solution categories align to the Adaptive Infrastructure? (Select two.)

A. Outsourcing

B. Service Management

C. Information Management

D. Applications Optimization

E. Infrastructure Modernization

Answer: B, D

103.Which HP Technology Services offering is considered the premier offering for the most demanding

workloads and applications running on HP-UX, OpenVMS, Microsoft Windows and Linux?

A. Printer Technology Services


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B. Data Center Services

C. Storage Technology Services

D. Business Critical Technology Services

Answer: B

104.Which service level is considered the most basic HP Technology Services offering?

A. Critical

B. Reactive

C. Warranty

D. Proactive

Answer: B

105.HP Integrity servers provide features that address which customer priorities? (Select two.)

A. the need to reduce storage and information management costs

B. the need to reduce paper and move towards digital documentation

C. the need to modernize applications

D. the need to meet safety regulation and compliance requirements

E. the need to enable faster innovation

Answer: C, D

106.What are organizational benefits of Service Management solutions? (Select two.)

A. the ability to run IT as a business to support growth

B. lower costs through automation and accelerate innovation

C. increased enterprise risk through standardization processes

D. reduced compliance requirements through improved automation

E. the ability to build business intelligence for better decision-making

Answer: B, E

107.The Application & SOA Transformation solution focuses on three customer initiatives. What is one of

these customer initiatives?

A. IT Service Management

B. Compliance &eDiscovery

C. BC&A Information Availability

D. Packaged Applications Implementation

Answer: A

108.Which customer initiatives indicate an HP Integrity server opportunity? (Select two.)

A. consolidation

B. IT service management

C. business continuity and availability

D. business information and availability

E. preference for scale-out architecture

Answer: A, C


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109.Which customer initiatives are a focus of the Data Center Transformation solution? (Select two.)

A. Application Modernization

B. BC&A Information Availability

C. Energy and Space Efficiency

D. Business Service Management

E. BC&A Infrastructure Availability

Answer: C, D

110.Information Management solutions focus on four customer initiatives. What is one of these customer

initiatives?

A. Consolidation

B. SOA enablement

C. Business intelligence

D. IT Service management

Answer: C

111.Identify a customer initiative of Service Management solutions:

A. Center Management

B. Energy and Space Efficiency

C. Paper-based Process Automation

D. Strategy and Portfolio Management

Answer: D

112.Which HP Utility Pricing Solution is handled end-to-end by HP, and focuses on IT issues as they

relate to core strategic business issues?

A. Price per unit

B. Critical capacity

C. Operating lease

D. Managed capacity

Answer: D

113.Which HP Utility Pricing Solution matches IT costs to expected use, and allows customers to

temporarily or permanently activate hardware based upon application demand?

A. Price per unit

B. Instant capacity

C. Managed capacity

D. Provisioned capacity

Answer: B

114.Your customer's CIO commented that her data center is optimized for stability, but needs

improvement in the areas of business agility and responsiveness. What pricing model should you discuss

with her?

A. Leasing model

B. Utility pricing model


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C. Deferred payment model

D. Traditional purchasing model

Answer: B

115.Your customer is considering leasing as part of an overall HP solution. Which benefits should you

discuss with the customer? (Select two.)

A. Leasing increases TCO over the life of the solution.

B. Leasing reduces the risks associated with technology obsolescence.

C. Customers are better able to manage assets and improve business outcomes.

D. Leasing requires large upfront capital outlay that decreases over the life of the solution.

E. Leasing reduces the complexity of asset management because HP Financial Services does not lease

competitive equipment.

Answer: B, C

116.Which offerings are part of the HP Financial Services suite of IT financial and asset management

solutions?

A. leasing, purchasing, customization

B. environmental lifecycle, asset recovery, single-vendor solution

C. purchasing, customization, single-vendor solution

D. leasing, asset recovery, pre-owned equipment

Answer: D

117.Which HP Utility Pricing Solution is appropriate for customers who want to pay for IT assets based

upon actual usage and do less capacity planning?

A. Sale lease-back

B. Metered capacity

C. Managed capacity

D. Short-term finance

Answer: B

118.Which type of CI-MM Express Metrics Tale question is a very high priority for Mission Critical

Systems?

A. Technology and Architecture / Risk

B. Technology and Architecture / Speed

C. Management Tools and Processes / Cost

D. Management Tools and Processes / Agility

Answer: B

119.What is the reason that the Blade Scale architecture can significantly reduce power and cooling costs

compared to legacy servers? (Select two).

A. It is possible to configure and manage up to a thousand servers or more as a single domain, costs are

reduced.

B. The new processors require 30% less power per core.

C. The new processors require 50% less power per core.


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D. Fewer cores are required to deliver the workload.

E. IT can provision infrastructure for applications in minutes, and less power is used.

Answer: Pending

120.When existing customers move from older servers to Blade Scale architecture, what is the maximum

performance gain they could expect to achieve?

A. up to ten times performance gain

B. up to twenty times performance gain

C. up to thirty times performance gain

D. up to forty times performance gain

Answer: C

121.In pure benchmark performance terms, which of these benefit statements is correct for Blade Scale

architecture systems?

A. They provide two to nine times the performance of their immediate predecessors.

B. They provide three to fifteen times the performance of their immediate predecessors.

C. They provide five to twelve times the performance of their immediate predecessors.

D. They provide twelve to twenty times the performance of their immediate predecessors.

Answer: A

122.Which statement is true in relation to HP's common server architecture?

A. Both halves of the C7000 and Superdome2 enclosure chassis are identical.

B. Customers can mix and match new Integrity and storage blades within the same enclosure, but they

cannot mix existingProLiant servers.

C. Common Networking using Virtual Connect provides wire-once connectivity that manages all

subsequent "rewiring" virtually.

D. The marginal cost of investing in Itanium is quite high, given any existing investment in thex86 stream.

Answer: A

123.Which of these messaging statements correctly describes Integrity servers that use the revolutionary

Blade Scale architecture?





continuity

Answer: A

124.Which of these customer requirements suggests proposing Superdome 2 rather than a cluster of

Integrity/ ProLiant blades?

A. The customer needs the highest resilience, most scalability and the complete suite of partitioning

options.

B. The customer needs to achieve capping of cores for database license charges.

C. The customer's performance and availability requirements are more modest, but still missioncritical.


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D. The customer needs the lowest cost option for a virtualized Integrity Blade environment.

Answer: B

125.What is the main business benefit of quick redeployment with the HP Integrity Converged

Infrastructure?

A. the ability to save on license cost

B. the ability to reduce power consumption

C. the ability to respond to the business requirements of all users

D. the ability to survive a disaster-recovery situation rapidly

Answer: B

126.If you sell HP Services, by what percentage can your commission be increased?

A. 30%

B. 50%

C. 43%

D. 64%

Answer: C

127.What is the scorecard measurement used by ESN and TS for measuring Services Attach?

A. 24x7 support contracts

B. a reduction in unplanned downtime per customer

C. percentage of "lonely server" box sales

D. an increase in service sales plotted against the industry benchmark

Answer: A

128.Productivity, Revenue, Reputation and Financial Performance are all components of which important

Mission Critical concept?

A. percentage of system availability

B. cost of infrastructureinfrastructure

C. the ability tovirtualize

D. the cost of downtime

Answer: B

129.Which statement best describes the Cost of Downtime tool?

A. The model is designed to calculate the actual cost of downtime associated with operational risks in


B. The tool is based on data collected over five years, from over 300 companies in 20 countries.

C. The customer can use the tool directly to calculate the cost of downtime based on a variety of factors

including country, organization size and existing best practices.

D. The tool is designed to calculate the average cost of downtime associated with operational risks in


Answer: D

130.What is the main benefit for customers when they use Integrity Converged Infrastructure Consulting


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Services from HP?

A. Partners ensure the key to long-term customer success by helping them get the correct design.

B. Partners ensure customer success by helping the customer maintain optimum availability,

efficiency and flexibility for their Converged Infrastructure.

C. Partners assist customers in situations where customers neither have the appropriate resources or

data center facilities.

D. Customers are assisted by Partners with appropriate Financing and Education Services.

Answer: B

131.In the HP Mission Critical Services cycle, what is the next step after identifying the customer's

business drivers?

A. understanding the customer's objectives and Critical Success Factors

B. scoping the datacenter design and cost savings

C. provisionally calculating the number ofProLiant and Blade servers required

D. identifying the appropriate HP Services

Answer: B

132.Using the IDC Cost of Downtime Tool and 2008 data, which industry sector lost the most revenue

through unplanned downtime?

A. Retail

B. Healthcare

C. Financial

D. Communication, Media and Entertainment (CME)

Answer: C

133."Mission Critical" support needs are changing. What is the best description for this evolution?

A. There is now more support for business processes rather than for technology.

B. Rapid and "invisible" technical support is becoming more important as the speed of IT change

increases.

C. Mission Critical support needs to include flexible, expert services across the entire infrastructure

D. Mission Critical supportneed to focus on Converged support systems and away from Servers, software

and PCs.

Answer: B

134.What is the most important pre-requisite for a credible business case?

A. for the customer and supplier to agree on the contents

B. for the customer and supplier to trust one another

C. for the customer and supplier to have worked out every relevant financial metric

D. for the customer and supplier to have worked out the projected benefits to the business

Answer: A

135.What is the definition of Return on Investment (ROI)?

A. the impact of resultant savings or, if applicable, the increase in revenue that will be achieved

B. the impact of resultant savings or, if applicable, the opportunity cost of expenditure on alternative


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projects

C. the impact of resultant savings or, if applicable, the increase in revenue that will be achieved over a

specific time period, taking into account the value of money over time

D. the impact of resultant savings or, if applicable, the increase in revenue that will be achieved, taking

into account the time it takes to pay back any loans needed to fund the investment

Answer: C

136.What is the primary reason that a competitor would have offered your customer a better price on a

large number of IT solution sales?

A. The customer did not perceive the level of value in your proposal.

B. The customer's buying cycle not matching your selling cycle.

C. Disagreements between IT and the rest of the business on the solution that you are offering.

D. Another supplier is actually guiding the sales process.

Answer: B

137.Which financial metric technique allows decision-makers to evaluate projects and investments of

differing types, using a common analysis process?

A. ROI

B. Payback

C. Internal Rate of Return

D. Net Present Value

Answer: A

138.By which percentage can customers reduce their Total Cost of Ownership by leasing?

A. 8-10%

B. 10-15%

C. 15-18%

D. 15-20%

Answer: C

139.What is the main reason for asking Money questions in the SCOTSMAN model?

A. They add professionalism to price negotiations and ensure that you use the appropriate financial

terminology.

B. You can consider whether funding routes such as HP Financial Services should be considered.

C. You can discuss project cost with the customer or prospect.

D. You can confirm the funding for this project is actually fully available.

Answer: B


Environment?

A. To makes things work.

Answer:A

141.Why is HP Financing unlike many other financing sources?


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A. It is better.

Answer: A

142.When organizations move towards a converged infrastructure, what happens to the different IT

stacks?

A. They will multiply.

B. They stay separate but reduce in number.

C. They become more expensive to run.

D. They gradually become reunited.

Answer: A

143.What is the primary benefit of the HP Data Center Smart Grid collecting and communicating

thousands of power and cooling measurements across IT systems and facilities in real-time?

A. Costs can be reduced across all areas of the business, not just in IT operations and the Datacenter

B. Customers can reduce capacity, thereby reducing the number of data centers that they possess or

operate.

C. Customers can increase the capacity and useful lifespan of their data center, postponing or eliminating

additional capital expense.

D. Customers can ultimately reduce the number of servers that they have to support, dramatically

reducing operating expenses for data administrators.

Answer: C

144.What is the major benefit in asking Needs questions within a structured Qualification questioning

strategy?

A. You can immediately make a proposal to the customer or prospect, thereby reducing the length of your

sales cycle.

B. You can uncover hidden needs and confirm that stated needs are valid.

C. You can use them to sell HP Services to a customer.

D. You can use them to help you understand the implication or consequence of any delay to the project.

Answer: A

145.In a sales cycle, what is the main benefit of a structured qualification method?

A. It helps you avoid peaks and troughs throughout the year.

B. It will help you maximize your revenue.

C. It will help you stop wasted time because you will spend less time on deals that are going nowhere.

D. It will help you close deals faster.

Answer: D

146.Which type of asset service is outside the scope of HP Financial Services?

A. asset transfer

B. asset disposition

C. asset acquisition

D. asset management

Answer: B


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147.What is the estimated size of the Converged Infrastructure market in 2012?

A. $20 billion

B. $25 billion

C. $30 billion

D. $35 billion

Answer: B

148.What is the solution to physical and virtual server sprawl?

A. a Converged Infrastructure where each server manages more business functions

B. a Converged Infrastructure that reunifies business, application, and infrastructure functions

C. a Converged Infrastructure which tackles the problems of ageing architecture

D. a Converged Infrastructure where hardware hardware and software are seamlessly integrated

Answer: B

149.How much money does the market intelligence firm IDC estimate will be spent maintaining virtal

servers by 2012?

A. $50 billion

B. $75 billion

C. $80 billion

D. $100 billion

Answer: D

150.In terms o Converged Infrastructure, what is HP ¯ s goal

A. to make hardware and software systems easier to mange remotely

B. to simplify datacenter power and coling operations and management

C. to make infrastructure provisioning, modification and ongoing management simple

D. to automatically provision network, server and storage requirements

Answer: C

151.Which provisioning benefits can customers achieve in an HP Coverged Infrastructure?

A. provisioning of new services in less than two hours

B. provisioning of new services in less than two days

C. provisioning of new services in less than two weeks

D. provisioning of new services in between 10 and 20 hours

Answer: A

152.What is the purpose of asking a ° Level ¡± quest i on in a sal es meet i n

A. to determine whether the customer or prospect has further business issues that you could solve

B. to determine the business problem they are facing

C. to discover whether the problem they have specified is the real problem

D. to detemine the implications or consequence of their statements to the business

Answer: D


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153.Which statement best describes why Level 2 Probing questions are so important?

A. They allow the supplier to prove that the customer ¯ s per cei ved i ssue i s not t he r eal one

B. They the supplier to establish the extent of the business pain, allowing you to eventually postion full

business value.

C. They allow the supplier to understand the implications of inaction within the business.

D. They sllow the supplier to understand a problem, and then suggest possible product and service

solutions.

Answer: D

154.In a tough economic environment, where every sale counts, what is the best way to sell technology?

A. Respond to customer ¯ s r equest s as qui ckl y as possi bl e, i n or der t o suppl y t hei r i dentifi ed needs

B. Ask questions so that you fully understand their stated requirements.

C. Ask questions and provide best-advice so that you can diagnose the customer ¯ s r eal need

D. Ensure that you build rapport whit your customer by suggesting solutiond to prblems as soon as the

customer mentions

Answer: C

155.What is the major benefit of a Compelling Business Reason (CBR)?

A. It provides a reason for the customer or prospect to listen to you.

B. It allows you to present your solution.

C. It provides a repeatable way to present you and your company to the customer or prospect.

D. It provides a ° hoo ¡± in or der f

you to present your product or solution to the customer.

Answer: A

156.What is the simplest partitioning scheme?

A. HP-UX Secure Resource Partitions (SRPs)

B. Hp Integrity Virtual Machines, also known as Integrity VM]

C. Individual servers or Blades, each dedicated to specific applications

D. Node Partitions, also Known as nPars

Answer: D

157.How do Mission Critical customers benefit the most from an HP Integrity Converged Infrastructure?

A. They are able to recover systems in a short time period.

B. They have availability when requored, and flexibility when the business needs it.

C. They have secure and flexible systems.

D.They are able to raidly balance workloads across physical and virtal servers>

Answer: A

158.Which set of words characterizes a mission critical environment in a converged infrastructure?

A. Robust, Virtualized, Orchestrated, Optimized and Modular

B. Virtualized, Modular, Resilient, Orchestrated and Open

C. Orchestrated, Virtualized, Matrix, Optimized and Resilient

D. Virtualized, Resilient, Orchestrated, Optimized and Modeular

Answer: D


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159.Which statement best describes the Proactive Select Service?

A. The Proactive Select Service is a single source for integrated hardware and software services.

B. The Proactive Select Service is an a la carte service, paid for by customers with credits that they have

already purchased.

C. The Proactive Select Service is a service that proactively manages changes across your customer ¯ s

total environment.

D. The Proactive Select Service is a proactive service offered to selected Partners who have

demonstrated competence in the selling of HP Integrity Services.

Answer: C

160.You are working out the NET Present Value for a project. The present value of all current and future

projected cash flows has already been calculated. What is the next step?

A. Multiply the initial investment amout to deliver a final value for the project.

B. Subtract the initial investment amount to deliver a final value for the project.

C. Divide by the intial investment amount to deliver a final value for the project.

D. Allocate the cash flow over the entire lifetime of the project.

Answer: B

161.As spending decisions become scrutinized much more, what must you demonstrate to

decision-makers?

A. that projects will be implemented quickly, thereby providing minimal disruption to existing business

operations

B. a credible business case, with appropriate business-focused metrics that show a direct association

between the investment and a positive impact on business

C. a commitment to manage any planning and infrastructure implementation with as low a cost as

possible

D. that you have the products, solutions and technology that will not only give them °fi r s-mover ±

advantage, but will also enable them to postpone other investments

Answer: B

162.Which percentage of customers will return if you have sold services to them as well as hardware?

A. 65%

B. 70%

C. 75%

D. 85%

Answer: A

163.Within the SCOTSMAN qualification model, why are Timescales so important?

A. They enable you to plan your cash flows more accurately.

B. They enable you to plan and manage your win: loss ratio more confidently.

C. They enable you to predict your sales outcomes with much more confidence.

D. They enable you to synchronize your quarters with those of your customers.

Answer: C


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164.Under HP Asset Transfer, HP leases hardware back to the customer for a term that matches the

future refresh of that equipment. What is the benefit for the customer?

A. They experience an immediate reduction in monthly hardware and maintenance costs.

B. They receive hardware discounted rates on at the end of term.

C. They receive an immediate cash infusion and retain use of critical assets.

D. They can sell their unwanted hardware in to the secondary market.

Answer: A

165.What is the main purpose of asking Commitment questions?

A. They enable you to ask for "the close."

B. You can check that the customer's Buying Group is financially committed to the project.

C. They enable you to check whether the customer is really "on side" or not.

D. They enable you to check that the customer will meet with you again, so that you can propose your

solution to their business problem.

Answer: Pending

166.Who designs and leads the HP CI-MM Express process?

A. partners and customers who are Authorized and Qualified for the CI-MM process

B. partners that are Authorized and Qualified for CI-MM Express delivery

C. partners that are Authorized for CI-MM Express delivery

D. partners that are Authorized and Qualified for CI-MM delivery

Answer: Pending

167.What does the HP Converged Infrastructure Maturity Model, CI-MM provide?

A. a high-level, customized roadmap of suggested data center design modifications, which will allow

customers to take full advantage of HP Blade Scale architecture

B. a high-level, customized roadmap of suggested next-steps and recommended projects to swap-out

legacy systems in favor of the HP Infrastructure

C. a high-level, customized roadmap of suggested next-steps and recommended projects to map out the

tangible financial benefits of a Converged Infrastructure based on HP Integrity servers

D. a high-level, customized roadmap of suggested next-steps and recommended projects to meet overall

business and IT priorities.

Answer: Pending

168.Why are the Alinean ROI Analyst templates for Business Critical Servers (BCS) so important in a

sales campaign?

A.You can use them to provide decision-makers with a completely credible, costed list of the products and

solutions contained your proposal.

B.You can use them to provide decision-makers with a business case which contains the

value-proposition.

C.You can use them to provide decision-makers with a business case which contains a credible

value-proposition and essential financial metrics.

D.You can use them to provide decision-makers with a business case which contains the


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value-proposition and a costed project plan.

Answer: Pending

169.How many layers make up the Converged Infrastructure architecture?

A. 3

B. 4

C. 5

D. 6

Answer: Pending

170.When building a business case, at what point should HP Services be considered?

A. at the point where all the hardware options have been defined

B. at the point where all hardware options and implementation services have been agreed

C. towards the end of the business case, in order to create a fully costed business case

D. at the start of the process because they are a building block of your solution

Answer: Pending


Environment?

A. It provisions and adapts application environments on the fly, to instantly respond to business demands.

B. It connects thousands of servers to a virtualized, high performance and low-latency network.

C. It allows shared capacity that can be combined, divided and repurposed to match any application

demand faster and more efficiently.

D. It creates an intelligent, energy-aware environment across the entire data center, including IT and

facilities.

Answer: Pending

Documents

HP2-Q04 V10.02 (3)