Which statement best describes the Proactive Select Service?
The Proactive Select Service is a single source for integrated hardware and software services.
The Proactive Select Service is an a la carte service, paid for by customers with credits that they have already purchased.
The Proactive Select Service is a service that proactively manages changes across your customer’s total environment.
The Proactive Select Service is a proactive service offered to selected Partners who have demonstrated competence in the selling of HP Integrity Services.
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?
Multiply the initial investment amout to deliver a final value for the project.
Subtract the initial investment amount to deliver a final value for the project.
Divide by the intial investment amount to deliver a final value for the project.
Allocate the cash flow over the entire lifetime of the project.
As spending decisions become scrutinized much more, what must you demonstrate to decision-makers?
that projects will be implemented quickly, thereby providing minimal disruption to existing business operations
a credible business case, with appropriate business-focused metrics that show a direct association between the investment and a positive impact on business
a commitment to manage any planning and infrastructure implementation with as low a cost as possible
that you have the products, solutions and technology that will not only give them “first-mover” advantage, but will also enable them to postpone other investments
Which percentage of customers will return if you have sold services to them as well as hardware?
Within the SCOTSMAN qualification model, why are Timescales so important?
They enable you to plan your cash flows more accurately.
They enable you to plan and manage your win: loss ratio more confidently.
They enable you to predict your sales outcomes with much more confidence.
They enable you to synchronize your quarters with those of your customers.
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?
They experience an immediate reduction in monthly hardware and maintenance costs.
They receive hardware discounted rates on at the end of term.
They receive an immediate cash infusion and retain use of critical assets.
They can sell their unwanted hardware in to the secondary market.
What is the main purpose of asking Commitment questions?
They enable you to ask for "the close."
You can check that the customer's Buying Group is financially committed to the project.
They enable you to check whether the customer is really "on side" or not.
They enable you to check that the customer will meet with you again, so that you can propose your solution to their business problem.
Who designs and leads the HP CI-MM Express process?
partners and customers who are Authorized and Qualified for the CI-MM process
partners that are Authorized and Qualified for CI-MM Express delivery
partners that are Authorized for CI-MM Express delivery
partners that are Authorized and Qualified for CI-MM delivery
What does the HP Converged Infrastructure Maturity Model, CI-MM provide?
a high-level, customized roadmap of suggested data center design modifications, which will allow customers to take full advantage of HP Blade Scale architecture
a high-level, customized roadmap of suggested next-steps and recommended projects to swap-out legacy systems in favor of the HP Infrastructure
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
a high-level, customized roadmap of suggested next-steps and recommended projects to meet overall business and IT priorities.
Why are the Alinean ROI Analyst templates for Business Critical Servers (BCS) so important in a sales campaign?
You can use them to provide decision-makers with a completely credible, costed list of the products and solutions contained your proposal.
You can use them to provide decision-makers with a business case which contains the value-proposition.
You can use them to provide decision-makers with a business case which contains a credible value-proposition and essential financial metrics.
You can use them to provide decision-makers with a business case which contains the value-proposition and a costed project plan.
How many layers make up the Converged Infrastructure architecture?
When building a business case, at what point should HP Services be considered?
at the point where all the hardware options have been defined
at the point where all hardware options and implementation services have been agreed
towards the end of the business case, in order to create a fully costed business case
at the start of the process because they are a building block of your solution
In the Converged Infrastructure architecture, what is the role of the Infrastructure Operating Environment?
It provisions and adapts application environments on the fly, to instantly respond to business demands.
It connects thousands of servers to a virtualized, high performance and low-latency network.
It allows shared capacity that can be combined, divided and repurposed to match any application demand faster and more efficiently.
It creates an intelligent, energy-aware environment across the entire data center, including IT and facilities.