Guia de Curso HP2-E58

8/10/2019 Guia de Curso HP2-E58

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

HP Sales Certified Converged Infrastructure

Solutions 2014

Study guide

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


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

The information contained herein is subject to change without notice. The only warranties forHP products and services are set forth in the express warranty statements accompanyingsuch products and services. Nothing herein should be construed as constituting an additional

warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.

This is an HP copyrighted work that may not be reproduced without the written permission ofHP. You may not use these materials to deliver training to any person outside of yourorganization without the written permission of HP.

Microsoft and Windows are U.S. registered trademarks of the Microsoft group of companies.

HP Sales Certified Converged Infrastructure Solutions 2014

Study guide

February 2014

HP Confidential For training purposes only

HP Confidential For Training Purposes Only | Page 2


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ContentsContents .................................................................................................................................................... 3

Introduction ........................................................................................................................... 5

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

Approach ................................................................................................................................................... 5

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

Overview.................................................................................................................................................... 6

Business drivers ........................................................................................................................................ 6

Just Right IT maturity model .................................................................................................................... 8

Notes: ........................................................................................................................................................ 9

Sample test question .............................................................................................................................. 10

Answer and justification ...................................................................................................................... 11

EG Portfolio .......................................................................................................................... 12

HP Converged Infrastructure .................................................................................................................. 12

HP Servers ............................................................................................................................................... 13

HP Storage .............................................................................................................................................. 15

HP Networking ........................................................................................................................................ 16

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

HP Management Software and HP OneView .......................................................................................... 18

Differentiating HP EG: scenario .............................................................................................................. 18

HP EG value propositions: scenario ........................................................................................................ 18

Notes: ...................................................................................................................................................... 19



Products and Solutions .......................................................................................................... 22

Converged Infrastructure ....................................................................................................................... 22

The value of Converged Infrastructure solutions ............................................................................... 22

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

Sales scenario - Your first meeting with the customer ...................................................................... 23

Sales scenario Positioning the HP Server solution .......................................................................... 23

Sales scenario The competitive value proposition .......................................................................... 23

HP Server innovation ........................................................................................................................... 23

Choosing the right server .................................................................................................................... 24

Competitively selling HP Servers ........................................................................................................ 24



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

Network simplification and FlexNetwork architecture ................ .................. .................. ................. .. 25

HP Networking simplification.............................................................................................................. 25

FlexManagement applications ............................................................................................................ 26

Storage .................................................................................................................................................... 26Selling HP Storage overview video ..................................................................................................... 26

Sales scenario ...................................................................................................................................... 27

Technology Services ............................................................................................................................... 27

Lifecycle Services ................................................................................................................................ 28

Scenario introduction/challenge ......................................................................................................... 28

HP Technology Services and the competition .................................................................................... 29

Notes: ...................................................................................................................................................... 30

Sample test question .............................................................................................................................. 31Answer and justification ...................................................................................................................... 32

Aligning with the customer .................................................................................................... 33

Business drivers, issues and initiatives .................................................................................................. 33

Top business and IT initiatives ................................................................................................................ 34

Sales engagement types ........................................................................................................................ 34

Building the business case ...................................................................................................................... 35

Notes: ...................................................................................................................................................... 36

Sample test question .............................................................................................................................. 37Answer and justification ...................................................................................................................... 38

Delivering Customer Value ..................................................................................................... 39

Understanding customer value .............................................................................................................. 39

HP value differentiators.......................................................................................................................... 43

Notes: ...................................................................................................................................................... 44



Strategy and Tactics ............................................................................................................. 47 Notes: ...................................................................................................................................................... 48



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IntroductionThis study guide is designed as a supplement to the HP Sales Certified Converged InfrastructureSolutions 2014 web-based training. Completing the training course is the best way to prepare for theHP Sales Certified Converged Infrastructure Solutions 2014 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 forthe 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 Converged Infrastructure Solutions 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 beginBefore you begin, please review the following section of this guide.

ApproachThis study guide is divided into sections just like the training itself, and you are encouraged to completethe sections in the order presented so that you may thoroughly understand the material in each sectionbefore attempting to complete the next in the series.

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



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SegmentationAlthough these topics are not essential for preparing for the exam, we believe that the followingsections contain valuable information about selling servers, storage, networking and services andshould still be reviewed.

Customer trends and issues Market segments, growth maturity model Technology Services Lifecycle

To prepare for the exam, pay particular attention to the following topics:

OverviewA business needs dont just depend on the size of their organization. Some companies can have verysophisticated enterprise requirements driven by the requirements of their own customers.

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 solutionsto be tailored accordingly.

Customer needs can depend on several factors:

Level of IT maturity Organizational maturity Buying cycle Industry trends Competitive environment Management style Financial position

Customer segmentation subdividing customers into groups that are similar in order to prospect anduncover their needs more efficiently

Business driversTop 5 business drivers:

1. Responding to the rapid growth in Big Data Sometimes used to describe a massive volume of both structured and unstructured

data collected through various means At HP, term refers to a number of technologies specifically engineered to handle the

large amounts of data being analyzed, and the corresponding storage requirements2. Responding to the growing demand for mobile access

Increasingly mobile workforce and customer base requires online access to rich-mediaand bandwidth-intensive applications

Drives requirements for increased bandwidth, simplified network management, andsecurity solutions that define and monitor access to company-internal networks anddata



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3. Embracing cloud computing Enables quick and scalable IT services on demand Requires IT environments that are flexible, automated and secure

4. Adopting open-innovative platforms with future-proofed technologies Offers the flexibility that was previously unavailable through proprietary platforms Enables organizations to avoid IT silos, resulting in agility and the ability to control

costs Aids the consolidation of infrastructure and the reduction of complexity

5. Reducing complexity and IT sprawl Years of technology purchase and mergers and acquisitions led to increase in

complexity and sprawl IT sprawl wastes data center resources such as power, cooling and space, and internal

resources of each server (CPU cycles, memory and storage) Leads to resources tied up in maintenance and operations - not enough resources left

for innovation



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Just Right IT maturity model 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 withrecognizing which of the 3 stages on the path the customer falls:

Starting out Set up basic infrastructure Establish trusted vendor relationship Cost - the major buying criteria Decide between cloud, outsourcing or on-premise Look for simplicity Warranty & Service important

Building momentum Growth mode adding employees, customers, facilities, manufacturing

Building trusted in advisor status with vendors Need to scale IT easily & non-disruptively Speed and agility decision criteria More applications and users driving on-premise IT May have dedicated IT generalists in-house Need integrated security & disaster recovery Look at analytics and BI

Business expansion

Grow to include multiple sites, products and customers More formal vendor relations with more interaction points More applications & IT infrastructure Potential need for blade servers or cloud computing Small team of IT generalists on-premise Reliability and uptime - priority Advanced security infrastructure More analytics and BI More rigorous DR/BC System integration

Staff trained and certified



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Notes:



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Sample test questionIf a medium-sized business customer were to hire a small team of IT generalists, and start to focus onresilience and uptime, at which stage of the JRIT framework would they be?

a. Starting out

b. Building momentumc. Business expansiond. All of the stages



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EG PortfolioAlthough these topics are not essential for preparing for the exam, we believe that the followingsections contain valuable information about selling servers, storage, networking and services andshould still be reviewed.

HP EG products, services and solutions Differentiating HP EG products and solutions Differentiating HP EG: Scenarios HP EG value propositions: scenario introduction HP EG value propositions: scenarios


HP Converged InfrastructureFrom the data center, campus, and branch office, to the edges of the network and out to the client, HPConverged Infrastructure optimized enterprises with built-in intelligence. Rigid silos are transformedinto efficient and adaptive IT infrastructure.

Establish a common, modern IT architecture that pools servers, storage, networking andservices

Simplify with an integrated approach, so management is intuitive Integrate easily into existing infrastructure and applications to accelerate time-to-application

value while reducing costs

As part of the HP Converged Cloud portfolio, HP CloudSystem enables enterprises and service providersto build and manage services across private, public and hybrid cloud environments on a simplified,integrated architecture:

Intelligent automation; application-to-infrastructure Complete service lifecycle management from provisioning to monitoring to retirement Supports multi-hypervisor, multi-OS, and heterogeneous infrastructures Pre-packaged service design tools HP Cloud Maps Built on proven and market-leading HP Converged Infrastructure and HP Cloud Service

Automation

Converged Infrastructure is built on HP innovations.

o HP Moonshot redefines IT infrastructure with the worlds first software-defined server forsocial, mobile, cloud, and big data.

o HP AppSystem has pre-integrated technology stack including a specifically-optimizedhardware configuration, factory pre-loaded OS and tailored consulting and HP Solution Supportservices. This solution delivers system performance and reduces implementation from monthsto hours.



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HP ServersThe Four Pillars of HP ProLiant are based on customer requests and built on HP innovations. They showthe capabilities and value HP Servers deliver to customers:

Integrated Lifecycle Automation

Servers so intelligent they eliminate tedious, time-consuming tasks . HP ProLiant Gen8 is the result of a comprehensive HP effort to take the IT

administration experience to an all-new, simplified level. HP Proactive Insight architecture embedded inside each ProLiant server, clients gain

insight and a rich set of capabilities that automate and simplify system provisioning,troubleshooting, and firmware and software updates.

Industry-first Active Health system, embedded tools, simplified firmware and softwaremaintenance process, and agentless management, HP ProLiant servers use intelligenceto automate the most common tasks during each step of the IT lifecycle.

Intelligent provisioning: Get systems online three times faster with a fully integrated

system and OS configuration tool. Smart Update: A breakthrough system maintenance tool with one-click simplicity thatsystematically updates servers and blade infrastructures at the scale of the DataCenter.

Dynamic Workload Acceleration Servers so intelligent they converge storage, compute and I/O to turbo-charge

application performance Eliminates cost and complexity and removes the #1 most common performance

bottleneck storage. By engineering HP ProLiant Gen8 servers for solid stateperformance and by adding intelligent analytics to manage performance, resiliency anddata protection in real-time, ProLiant delivers an all-in-one platform optimized foryour storage workload demands.

Solid State Optimized: Engineered for solid state storage to deliver a dynamic balanceof performance and capacity.

Smart data protection: Confidently protect data and ensure uptime for continuousbusiness operations.

Smart data services: To dynamically accelerate workloads and protect data, the HPProLiant servers include smart analytics and workload-aware intelligent caching forvirtualized and non-virtualized environments. HP Smart Storage analyzes differenttypes of workload data and adapts in real-time to optimize system performance andefficiency.

Automated Energy Optimization Servers and infrastructure so intelligent they maximize use of space, power and

cooling. HP has developed intelligent and efficient server and infrastructure technologies that

reduce the power and airflow needed to operate our latest HP ProLiant Gen8 servers.These technologies reclaim limited space, power and cooling resources for needed



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workloads, while also reducing error prone manual checking and documenting of powerand rack configurations.

Thermal Discovery Services: Reduce energy usage and increase compute capacity.Getting the most workload capacity out of IT equipment is a top priority fororganizations.

Location Discovery Services: Optimize workload placement with servers that self-identify and inventory themselves. Eliminate the need to manually inventory thesystems in the Data Center. Save time and money, match server workload to theavailable power, cooling and space resources efficiently, deploy workloads andincrease workload performance.

Power Discovery Services: Eliminates power configuration errors, precisely trackspower usage by rack and server by server, while eliminating manual record keeping.

Proactive Service Support Servers so intelligent they redefine the service experience. Insight Online: The industrys first comprehensive cloud-based, IT management and

support portal. HP Insight Online transforms the typical support experience byautomatically collecting a comprehensive view of the IT environment so customersspend less time searching for information, less time on the phone and more time upand running. Insight

HP Proactive Support Services: HP Proactive Support Services combine smart peopleand intelligent technology to keep your IT systems and business up and running.

So how do the HP servers fit? Review the chart below to see how they fit.

Towers Servers Tower servers are ideal for small, remote or branch office environments, and offer

maximum in-chassis flexibility and all-inclusive server/storage solutions. Rack Servers



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Rack servers are ideal for data centers and use with external storage. They offermaximum computing power in a space-saving design.

Blade Servers Blade servers are ideal for data centers and use with external storage, and offer

maximum computing power in space, power and cooling saving designs. The ProLiant BL family is a community of servers where functionality that is dedicated

and specialised is separate and everything that is common is shared The ProLiant BL family is

Cartridge Servers Moonshot server cartridges are ideal for dedicated workloads, and fit in a system

chassis providing shared power, cooling, and management resources for the servercartridges.

HP Moonshot features low power, high density, compute power for dedicatedapplications

The HP Moonshot family is a community of servers where functionality that is

dedicated and specialised is separate and everything that is common is shared HP Moonshot redefines IT infrastructure with the worlds first software-defined server

for social, mobile, cloud, and Big Data

HP ProLiant Gen8 server innovations include:

Tool-less access Smart socket guide

HP StorageHP Storage innovations include:

HP Thin Technologies Thin provisioning 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 extremely simple to deploy and use. Unique to

HP 3PAR StoreServ, HP 3PAR Thin Conversion software enables capacity requirementsto be reduced by 50 per cent or more by deploying HP 3PAR StoreServ in place of legacystorage.

HP 3PAR Thin Provisioning software has long been considered the gold standard in thinprovisioning for its simplicity and efficiency.

Unlike other bolt-on implementations, HP 3PAR Thin Provisioning utilize the industrysonly Thin Built In hardware architecture to remove allocated but unused space withoutimpacting performance.

HP 3PAR Thin Persistence software and other thin-reclamation solutions enable thin-provisioned storage on HP 3PAR StoreServ arrays to stay thin over time by ensuringthat unused capacity is reclaimed for use by the array on an on-going basis



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HP Get Thin Guarantee promises new HP 3PAR StoreServ customers at least 50%reduction in capacity requirements by simply replacing legacy storage with HP 3PARStoreServ Storageguaranteed.

HP Memristor Memristor devices are intended for applications in nanoelectronic memories and

computer logic, as a replacement for Flash, SSD, and DRAM. The device provides a more efficient form of memory that can retain its information

even when it loses power. It will significantly outperform flash memory, holding its memory longer. It is simpler,

easier to make, which means its cheaper, and it can be switched a lot faster, with lessenergy.

Where does the HP storage portfolio fit with businesses at varying stages of growth? Look at the chartbelow.

HP NetworkingInnovations for HP Networking include:

HP IRF (Intelligent Resilient Framework) HP IRF provides software virtualization technology to connect multiple network devices

through physical IRF ports and perform necessary configurations, and then these

devices are virtualized into a distributed device. HP IMC (Intelligent Management Center)

HP Intelligent Management Center (IMC) Standard Software Platform is a standalone,comprehensive management solution that delivers integrated modular managementcapabilities across fault, configuration, accounting, performance and security needs.IMC standard software is designed on a SOA architecture using a business applicationflow model as its core to allow the management of resources, services, and users to be



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fully integrated. This software enables an enterprise business to grow its managementin scale and seamlessly accommodate new technologies.

Industry leading Software Defined Networking Virtual Application Networks enable the first end-to-end SDN solution to deliver agility.

IMC Smart Connect Provides a plug-and-play BYOD management solution; single pane-of-glass

management virtual appliance, Intelligent Management Center IMC User AccessManager, integrated database and OS , Optional WLAN manager, fully integrated useraccess policy speeds installation, easier to use.

Unified wired wireless networks HP Unified Wired and Wireless Access unifies campus networks to improve the user

experience, strengthen security, and simplify management. By integrating wired andwireless networks at the edge customers can more effectively enforce security andmanage the network as a cohesive integrated system.

VirtualConnect flat SAN

The industry's first direct connection to fiber channel-based storage that doesn'trequire dedicated switches, enabling a simplified architecture with best-in-classstorage, servers and network innovations BladeSystem, Virtual Connect and 3PAR.

40GB Blade networking connections HP provides 40GB downlinks on blade servers, to deliver very fast, near-real time,

performance, ideal for high performance clusters or financial services applications.

HP Technology servicesBecause 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.HP's support services portfolio of HP Foundation Care, HP Proactive Care, HP Datacenter Care andLifecycle Event Services is personalized, proactive and simplified.

HP Proactive Careo HP Proactive Care services provide faster problem resolution, coupled with proactive

services designed to help prevent problems before they occur. HP Proactive Careintegrates both proactive and reactive elements so customers can get superior valueout of their IT investments.

o Reactive support includes 24 x 7 monitoring, diagnostics and notifications Foundation Care Services

o Collaborative Support provides reactive hardware support plus basic softwarediagnosis support and 3 rd party collaborationo Support Plus and Support Plus 24 provides integrated reactive hardware and software

supporto Hardware Support provides reactive support including Next Business Day, 24x7 4 hour

response, 6 hour call to repairo Software Support includes reactive software support and software updates



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Personalized Support Option:

The personalized support option provides an assigned Account Support Manager (ASM) forspecific technical and operational advice to help maximize performance of the customers ITenvironment

Benefits of HP Proactive Care Personalized Support Option A technical expert who knows the customers environment: An assigned HP Account Support

Manager (ASM) provides best-practice advice and collaboration regarding projects and issues Tailored services: Up to 4 business days per year of ASM time to provide technical and

operational advice based on best practices Support planning: In addition to the operational and technical advice time, a support plan is

developed annually and reviewed twice a year to help minimize risk to the business bydocumenting, tracking, and executing key services

Flexibility: If the customers needs grow during the service agreement, additional days can beordered to support unanticipated events or issues

HP Management Software and HP OneViewHP IT Management Software including HP OneView is a family of enterprise software products thathelps companies manage their IT infrastructures, the people and the processes required to reap thegreatest amount of responsiveness and effectiveness from todays multi-layered and highly complexdata centers.

Differentiating HP EG: scenarioLets review the following scenario to look at the most appropriate products, who is the most commoncompetitor and HPs competitive strengths.

Scenario HP Product Competitor HP Strength

A research companyneeds a reliable backupsolution

HP StoreOnce EMC Affordable, disk-based backup forfrequent backups and fast restores withbuilt-in deduplication

HP EG value propositions: scenario

Lets review the following scenario to look at the most appropriate value proposition for this customer.A retailer with shops around the country needs to install new servers to reduce risk and ensure securitycompliance. The solution must also:

Enhance performance and reliability of the IT infrastructure of each store Consolidate servers by virtualization, and provide scalability Speed deployment with efficient management tools, reducing business disruption



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Notes:



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Sample test questionWhich HP networking innovation provides a plug-and-play BYOD management solution?

a. VirtualConnect Flat SANb. HP Intelligent Resilient Framework

c. 40GB Blade networking connectionsd. IMC Smart Connect



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Answer and justification

Which HP networking innovation provides a plug-and-play BYOD management solution?

a. VirtualConnect Flat SANb. HP Intelligent Resilient Frameworkc. 40GB Blade networking connectionsd. IMC Smart Connect

a. Incorrect: This networking innovation is not the right choice. IT does not provide a plug-and-playBYOD management solution.

b. Incorrect: HP IRF provides software virtualization technology to connect multiple network devicesthrough physical IRF ports and perform necessary configurations, and then these devices arevirtualized into a distributed device.

c. Incorrect: This networking innovation is not the right choice. IT does not provide a plug-and-playBYOD management solution.

d.

Correct: IMC Smart Connect provides a plug-and-play BYOD management solution.



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Products and SolutionsConverged InfrastructureAlthough these topics are not essential for preparing for the exam, we believe that the following topicscontain valuable information about selling servers, storage, networking and services and should still bereviewed.

HP products for the Converged Infrastructure solution


The value of Converged Infrastructure solutions

We are in the third wave of IT infrastructure for businesses. The first wave is Mainframe, the second isClient Server (how must businesses run IT today), and the third wave is the world of Convergence. Formost medium-sized businesses this will be Converged Infrastructure on-site, but for some it will beConverged Cloud products. It is important to understand how your customer is changing and how HPcan help them move to Converged Infrastructure.

Traditional IT Infrastructure:

Dedicated technology silos and lots of components created for peak capacity to meet eachindividual need

Compartmentalized with few standards that crossed multiple silos Often requiring dedicated power, cooling, management and support in order to upgrade Cost of maintenance continues to increase, while adding more complexity and reducing time

spent on innovation

HP Converged Infrastructure: Simplifying and aligning IT to the speed of the business Fully integrated converged systems and accelerating the deployment of all our customers top

initiatives in virtualization, cloud, collaboration, and Big Data Deliver speed and agility Ensure uptime targets are met and SLAs maintained Lower costs and risks Allow IT staff time for innovation

Servers

Although these topics are not essential for preparing for the exam, we believe that the followingsections contain valuable information about selling servers, storage, networking and services andshould still be reviewed.

Positioning HP Servers HP Technology Solutions for Servers Scenario challenges 1, 3 HP Servers value



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Sales scenario - Your first meeting with the customer

Lets say you have discovered the customer is a retailer with 50 shops selling healthcare and cosmeticproducts. They have some non HP Servers and use VMware vCenter. They are growing and you aremeeting with the IT manager. Ask these key questions in the following order.

What are your top three business drivers? What needs to happen for this project to be successful? How will you make your decision about how to proceed? What is your experience with your existing HP equipment? How many vendors are you talking to? What is your budget?

Sales scenario Positioning the HP Server solution

In Business Expansion, customers need less complexity, more scalability, and services to complementtheir limited IT resources; and with increasing reliance on servers, they need to minimize the risk ofunplanned downtime. This customer is already virtualizing, and you can show how you and HP candrive server efficiencies, as well as using this as an opportunity to show the value of HP Storage andTechnology Services.

Whether you are familiar or unfamiliar with HP products, at this stage of the sale, the information HPprovides in Just Right/Simply IT Solutions Guides or other Sales Guides will help you position thecurrent HP solutions, and provide you with value and competitive sales information.

Sales scenario The competitive value proposition

Your customer wants to ensure availability, reduce downtime and improve serviceability. It isimportant to show value to this customer and differentiate HP solutions from the competition.

A statement such as, Flexibility and performance form the foundation of the HP ProLiant DL380e Gen8server, allowing customers to boost base-level configurations as their needs change overtime. Only HPoffers user-inspired design features that prevent data loss, reduce downtime, and improveserviceability. is the best way to show how the HP DL380e meets the customers needs and providesvalue other vendors cannot supply.

HP Server innovation

Three HP Server innovations: Integrated Lifecycle Automation

Systems online 3x faster Troubleshoot 5x faster with more context and accuracy Deploy 3x faster with 93% less downtime during online updates

HP Insight Management Increases efficiency and control of entire server management infrastructure



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Control from embedded on-system utilities, CMS, or the cloud Single-console access to virtual and physical resources Improved visibility into your server management system Reduces unplanned downtime

Automated Energy Optimization HP ProLiant family are enabled by 3D Sea of Sensor technologies customers gain

visibility and control over the energy efficiency of their data center Enabled the creation of HP Location Discovery Services, HP Thermal Discovery Services,

and HP Power Discover Services to help reduce energy use, reclaim data center powercapacity, and extend the life of data centers

Choosing the right server

Competitively selling HP Servers

NetworkingAlthough these topics are not essential for preparing for the exam, we believe that the followingsections contain valuable information about selling servers, storage, networking and services andshould still be reviewed.

FlexFabric benefits FlexFabric applications FlexFabric architecture FlexCampus introduction



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FlexCampus overview FlexBranch introduction FlexBranch value FlexBranch applications FlexBranch benefits FlexBranch in action FlexManagement introduction Value of HP Networking Competitive advantage of HP Networking Lifetime Warranty 2.0 HP Technology Services and Networking


Network simplification and FlexNetwork architecture

Below you can see the components of each specific solution in the FlexNetwork architecture.

HP Networking simplification

Smartnet fatigue - existing networks have traditionally been built in 3 tiers which cannot supporttodays traffic demands; and they are complex and costly to manage and support.

HP simplified the network by providing a flatter architecture, going from 3 tiers to 2 or 1 tier that isopen-standards; enabling devices to be connected more directly to each other.

Delivers higher performance Faster response time Higher availability

Flatter networks mean fewer devices and fewer ports for lower TCO.

Virtualizing the network Taking multiple devices and making it look like one virtual device and takingmultiple physical switches and make them look like one, in one location.

With the Intelligent Resilient Framework (IRF) - take multiple locations and make them look like onevirtual network and connect multiple locations through virtual device interconnect (VDR).



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IRF:

Enables network tiers to be flattened improves automation increases operational efficiency Increases availability and resilience Increases performance Lowers costs and complexity

FlexManagement applications

HP FlexManagement provides Intelligent Management Center (IMC) provides a unified view into thevirtual and physical network infrastructure and helps IT overcome the challenges of administering thenew virtual server edge.

IMC:

Accelerates application and service delivery Simplifies operations and management Boosts network availability

Single Pane of Glass management - Unify wired and wireless network environments by simplifying andautomating the management of complex multi-vendor/multi-platform environments. This is a keydifferentiator for HP.

StorageAlthough these topics are not essential for preparing for the exam, we believe that the followingsections contain valuable information about selling servers, storage, networking and services andshould still be reviewed.

HP Storage sales plays Competitively selling HP Storage


Selling HP Storage overview video

People are looking for higher level solution environments.

Big data solutions Server virtualization Private cloud implementations

The power of Converged Infrastructure allows you to differentiate HP offerings from our more siloedcompetitors. You can offer Best- in-Class servers, Best- in-Class networking as well as Best- in-Classstorage systems from HP as a Converged Infrastructure solution and literally differentiate the valueyou can provide your customers through CI solutions.



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Sales scenario

There are 5 stages in the buying cycle:

1. Recognize needs Ensure that you find out your customers business drivers and priorities, so that you are

not only clear on their IT maturity and what stage of their buying cycle they are at, butyou can also maximize the sales opportunity

Services such as assessment, design, implementation and an early engagement withHP Financial Services will be highly beneficial to this customer

2. Identify requirements Think about the type of HP Storage Solutions and value HP Storage can offer, especially

as customers grow beyond their current virtualized applications and consolidate ITacross multiple sites

3. Evaluate options Lets say your customer has heard about the HP 3PAR StoreServ storage solution and

the value it can offer them, but they are concerned whether they will be able to realizeas much value for their environment. They are also concerned about losing theinvestment they have made in their existing storage from EMC.

You can use the HP Get Thin Guarantee program and its associated tools todemonstrate the benefits for your customer

4. Mitigate risks You want to ensure that all the processes run smoothly for your customer and have no

damaging impact on their business Check to see if any services are available from HP that can help you lower any risks the

customer perceives

5.

Purchase solution Maintain high standards across all aspects of the customer relationship, so that nocustomer satisfaction issues will impact future opportunities

Establish good communications with your customer, partner team, and the HP team, sothat you are aware of customer needs and developments

As your customers business grows and they make technology transitions, ensure youhelp map that journey with them

Technology ServicesAlthough these topics are not essential for preparing for the exam, we believe that the followingsections contain valuable information about selling servers, storage, networking and services andshould still be reviewed.

HP Foundation and Proactive Care HP Proactive Care competitive benefits




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Lifecycle Services

Here is an example of the opportunities to sell services for HP storage products and services for eachphase of the Lifecycle. It is advisable to start with the optimized recommendation for relevant servicesfor each phase, as it provides a high level of support to your customers.

Scenario introduction/challenge

Lets say you have a manufacturing customer with global sales and support who needs a server to runfinancial applications. Their priority is to ensure the sales and financial department have 24x7 accessto the application and minimum unplanned downtime. The customer would like to purchase the serverwith the standard warranty and decide what level of service they need later. They are also worriedabout cost. What level of service would you propose to them?

A warranty would only protect your customer against problems with the product itself, not theservice that the product delivers

6 hour CTR HW Support would provide a good level of protection, but not the optimal servicelevel for a customer whose business demands high availability

HP Proactive Care with 24x7 cover would minimize unplanned down time and pay for itself.



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HP Technology Services and the competition

There are many services named mission critical by our competitors, but a careful comparison usuallydemonstrates that those services are not as comprehensive as HP Proactive Care.



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Notes:



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Sample test questionWhich server is most appropriate for Police, Fire, and Ambulance with 99.99% availability?

a. HP Moonshotb. HP Integrityc. HP ProLiant DL380ed. HP ProLiant BL460c



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Which server is most appropriate for Police, Fire, and Ambulance with 99.99% availability?

a. HP Moonshotb. HP Integrityc. HP ProLiant DL380ed. HP ProLiant BL460c

a. Incorrect: HP Moonshot has simple processing only and is most appropriate as a dedicated hostingserver.

b. Correct : With 99.99% availability, HP Integrity is a server appropriate for emergency services suchas Police, Fire and Ambulance.

c. Incorrect: HP ProLiant DL380e has plenty of rack space, power and cooling capacity available and isappropriate for a large data center.

d. Incorrect: With many applications, HP ProLiant BL460c offers high density processing that would

be most appropriate for an organization such as a research lab.



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Aligning with the customerAlthough these topics are not essential for preparing for the exam, we believe that the following topicscontain valuable information about selling servers, storage, networking and services and should still bereviewed.

Customer trends and issues Decision Makers in customers Elements of the buying Cycle Using EG portfolio value propositions Buying cycles in customers Sales engagements in customers Sales engagement examples


Business drivers, issues and initiativesThere are a number of IT problems that can be caused by a companys business initiatives:

Responding to the rapid growth in Big Data. Big Data is one of HPs big plays and a top ITpriority

Responding to the demand for mobile access: Most legacy network infrastructures were notbuilt to allow consumer-oriented devices to access corporate data and applications. Lack ofnetwork capacity and scalability and Wireless Local Area Network were not originally designedto cope with the huge traffic demands of consumer devices, and support for devices that needto connect is a big consideration.

Embracing cloud computing: While the cloud provides an elastic and scalable infrastructure for

enterprise applications, migrating to the cloud from on-site servers can introduce severalchallenges, such as code changes. Adopting open innovative platforms with future-proofed technologies: HP has adapted open-

innovative platforms to offer flexibility and choices. This includes Open Stack Architecture toallow a choice of languages and tools to develop materials.

Reducing Complexity and IT Sprawl: By collapsing workflow steps and saving administrativetime with key tasks, enterprises can accelerate key technology projects.

HP Enterprise Group offers solutions and products to help manage all the challenges posed byvarious business drivers. Responding to the rapid growth in Big Data, HP solutions include:

HP 3PAR StoreServ HP StoreOnce HP StoreAll Express Query HP StoreAll Storage

CloudOpt is one of the HP solutions to address customers embracing cloud computing. CloudOptenables easier onboarding and migration to the cloud by accelerating data movement and applicationaccess.



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Top business and IT initiativesIn order to sell HP Enterprise Group Solutions and Products, you need to be familiar with yourcustomers purchasing methods. You can better understand this process by approaching it from twodifferent angles. The four types of buyers you may meet include:

Technical buyer- The person responsible for ensuring the product meets the technicalrequirements User buyer Those who use your product or services Coach buyer- The coach acts like a sort of ally for you Economic buyer Often this person is the CIO or President of the company. This type of buyer is

motivated by the big picture

Sales engagement typesThe two most common sales engagement types are Transactional Selling and Consultative Selling. Thetable below highlights features of both sales engagement types.

The Transactional engagement is appropriate for commodities. The customer knows what theywant, and are ready to shop around because they are looking for the best deal, and are not tiedto 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 andunderstand. They trust your advice, and are ready to be guided by you, particularly as they maynot know what they want or need. Their sales are usually larger and infrequent, and face-to-face meetings are essential!



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Building the business caseThe three most important financial metrics your customer will use to evaluate your proposal are:

An investment's payback period The rate of return on an investment or ROI . ROI allows customers to evaluate the performance

of an investment. It is calculated by dividing the present value of the expected benefits ofproject by the present value of its cost expressed as a percentage. Present value is the value ofsomething in today's money it takes into account an assumed interest rate.

The minimum acceptable rate of return on an organization's investments known as the hurdlerate .



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Notes:



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Sample test questionWhich type of buyer is often the CIO and is concerned with the big picture?

a. The userb. The coach

c. The technical buyerd. The economic buyer



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Which type of buyer is often the CIO and is concerned with the big picture?

a. The userb. The coachc. The technical buyerd. The economic buyer

a. Incorrect: The user is the person who will actually use your product or service. They are notconcerned with the big picture.

b. Incorrect: This is not the right choice. The coach is more of your ally and not concerned with the bigpicture

c. Incorrect: While this is a good choice it is not the right choice. The technical buyer is responsible formaking sure that the product fits the technical specifications of the company.

d. Correct : The economic buyer is concerned with the big picture and is often times the CIO.



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Delivering Customer Value Carmina scenario: challenge 1, 2 Aidana scenario: challenge 1, 2 Differentiating HP Servers Differentiating HP Storage Differentiating HP Networking Differentiating HP Technology Services Objection handling


Understanding customer valueHP understands that each business journey is unique, with its own needs and specific goals each step ofthe way.

Starting out HP Servers:

HP MicroServero Server performance but at a PC price; Space-savingo Ideal for the small officeo Reliable and expandable

HP ProLiant Tower serverso Expandable tower servers are ideal for small to medium-sized businesseso Low-risko Designed for fast server implementation

HP Networking solutions HP OfficeConnect

o Do more with lesso Share resources and collaborate without complexityo Switching and wireless solutionso Simple to manage, affordable to own and reliable

Wirelesso Easy-to-use web user interfaceo Quick set-up pageo Lifetime warranty

Routero Reduced chance of human errorso High reliabilityo Faster time to marketo Lifetime warranty

Switcheso Unmanaged and smart-managed deviceso Flexible connection and deployment options



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o Low power consumptiono Silent operationo Lifetime warranty

HP Storage solutions HP MSA

o Very affordable entry level Storage Area Networko Flexible support for interfaces (FC/iSCSI/SAS)o Easy to implement and manage

HP Data Protectoro Increased storage efficiency (Using HP StoreOnce Federated Deduplication)o Data protection to ensure business continuityo Reduce cost and complexity

HP Technology services HP Installation and Deployment

o Low risk, experienced engineers handle critical stages, ensuring faster time to

operation HP Foundation Care

o Affordable reactive hardware and software supporto Fast essential IT support

Building momentum

HP Servers HP ProLiant Rack Servers

o Reduced costs First in the industry to include 3D array of temperature sensors tohelp precisely control server fans to direct cooling and reduce unnecessary fanpower, saving on cooling costs

HP Integrated Lights-Out (iLO)o Automated intelligence to maintain complete controlo Simple server setupo Health monitoringo Remote administration

HP Networking solutions Intelligent Resilient Framework (IRF)

o Resilient, dispersed Disaster Recovery solutiono Load balancing and high availabilityo Simplified network operation

HP IMC Smart Connecto Comprehensive BYOD solutiono Easy on-boarding, provisioning, and monitoringo Single-pane-of-glass management

Unified Wired and Wirelesso Unified access and policy controlo Saves space and power



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o Redundancy for always on network accesso Flexibility and choice

HP Storage solutions HP StoreVirtual

o Pay as you grow approach for storage; scalable solution for virtualization;

hardware appliances or software on servers HP StoreOnce

o Cost effective Saleable backup solutiono Lowers bandwidth needed for remote office replication

HP Technology Services HP Collaborative Support

o Single point of contact (call management, problem diagnosis, hardware andsoftware)

HP Proactive Careo Fast problem awareness and notification

o Rapid connection to experts (in local language)o Fast problem escalation

HP Converged Systems HP VirtualSystem

o Lower costso Reduce IT sprawlo Common, modern IT architecture to pool server, storage and networking resourceso Simplify IT management

Gaining efficiency

HP Servers HP Smart Update

o Automated system maintenance-systematic server updateso Deploy updates 3x faster, with 93% less downtime during online updates

HP Networking solutions HP Intelligent Management Center (IMC)

o Single-pane-of-glass multi-vendor network managemento Visibility of the entire networko Increased efficiencyo Greater agility

HP IMC VAN (Virtual Application Network) Connection Manager Softwareo Automation and orchestration of edge configurationo Template-based approach for policy managemento Virtual machine migrationo Edge switch management

HP ISSU (In-Service Support Updates)o Zero downtime updating of network infrastructure

HP Storage solutions



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HP StoreEasyo High availabilityo Simple to manage file and application storageo Reduce storage

HP StoreEvero Small footprint and low power consumption tape management

HP Technology Services Infrastructure Optimization

o Optimize resources and utilizationo Improve ROI and TCOo Analysis and recommendations

HP Converged System AppSystem

o Accelerates time-to-valueo Pre-integrated, pre-loaded systems for dedicated applications (e.g. Big Data

analytics)o Reduces the time and complexity of deploying applications

HP VirtualSystemo Large businesses wanting to remove complexity while maintaining performance for

any physical or virtualized application

Expanding the business

HP Servers HP Insight Control

o Reduces operational expenses and decreases unplanned downtimeo Single, easy-to-use management consoleo Deploy new servers fastero Reduce power consumption

HP Networking solutions HP FlexNetwork Architecture

o Open and standard-based solutiono Scales on three dimensions-functionality, connectivity, and capacityo Agile and secureo OPEX savings (simplified and streamlined deployment, management, and training)o Software Defined Networks (Openness, agility, and simplicity)o HPs blueprint for cloud-optimized networking (secure deployment of scalable,

cloud-optimized architectures; flatter, simpler networks, that support cloudcomputing server-to-server virtual machine and workload traffic flows)

HP Storage solutions HP 3PAR StoreServ

o Effortless Tier 1 storage with mid-range affordabilityo Efficient, autonomic, multi-tenant, federated

HP Technology Services



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HP Lifecycle Event Serviceso Minimize business disruption; flexible options to handle unpredictable service

needso Help for design, implementation, deployment correct configuration, operational

support and training

HP Converged Systems HP CloudSystem

o Complete portfolio of solutions and serviceso Private, managed, public, and hybrid cloud solutionso Open, standards-based technologyo Secure and reliable

HP value differentiators



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Sample test questionIf a customer has a requirement for converged systems which of the following differentiators would bethe best to use in order to position HP?

a. With HP Converged Systems, your environment will be up to 75% less complex and HP is

able to manage 6000 different devices from 220 manufactures.b. With HP Converged Systems you will achieve 75% faster provisioning of applications and

decrease downtime from 10 hours to 20 minutes per yearc. HP is world number 1 in Converged Systems and is the only vendor unifying UNIX and x86d. HP offers a single point of contact for both HP and third party vendors and 24x7x365

system monitoring



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If a customer has a requirement for converged systems which of the following differentiators would bethe best to use in order to position HP?

a. With HP Converged Systems, your environment will be up to 75% less complex and HP is ableto manage 6000 different devices from 220 manufactures

b. With HP Converged Systems you will achieve 75% faster provisioning of applications anddecrease downtime from 10 hours to 20 minutes per year

c. HP is world number 1 in Converged Systems and is the only vendor unifying UNIX and x86d. HP offers a single point of contact for both HP and third party vendors and 24x7x365 system

monitoring

a. Incorrect: This would be the best differentiator to use to position HP Networking.b. Correct : When positioning HP Converged Systems, tell your customer that with HP Converged

Systems they will achieve 75% faster provision of applications and they will decrease downtime

form 10 hours to 20 minutes per year.c. Incorrect: HP is world number 1 in the Server market, and telling your customer that HP is the onlyvendor unifying UNIX and x86 is a good way to differentiate HP Servers.

d. Incorrect: This statement would be best used to differentiate HP Technology Services.



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Strategy and TacticsAlthough these topics are not essential for preparing for the exam, we believe that the following topiccontains valuable information about selling servers, storage, networking and services and should stillbe reviewed.

Using HP and competitive plays



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Guia de Curso HP2-E58

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