Guia de Curso HP2-E58

HP Sales Certified
Converged Infrastructure
Solutions 2014
Study guide
HP Confidential For training purposes only

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

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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
Study guide
Contents
Contents .................................................................................................................................................... 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 .................................................................................................................................................... 26
Selling 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
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
Delivering Customer Value ..................................................................................................... 39
Understanding customer value .............................................................................................................. 39
HP value differentiators.......................................................................................................................... 43
Notes: ...................................................................................................................................................... 44
Strategy and Tactics ............................................................................................................. 47
Notes: ...................................................................................................................................................... 48
Study guide
Introduction
This study guide is designed as a supplement to the HP Sales Certified Converged Infrastructure
Solutions 2014 web-based training. Completing the training course is the best way to prepare for the
HP 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 for
the exam. The combination of the course and the study guide offers the following advantages:
The study guide is easily accessible from any computer with access to the HP Sales Certified
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 begin

Before you begin, please review the following section of this guide.
Approach
This study guide is divided into sections just like the training itself, and you are encouraged to complete
the sections in the order presented so that you may thoroughly understand the material in each section
before attempting to complete the next in the series.
Be sure to read all of the information in this guide.
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Segmentation
Although these topics are not essential for preparing for the exam, we believe that the following
sections contain valuable information about selling servers, storage, networking and services and
should 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:
Overview
A business needs dont just depend on the size of their organization. Some companies can have very
sophisticated 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 solutions
to 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 and
uncover their needs more efficiently
Business drivers
Top 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 requirements
2. Responding to the growing demand for mobile access
Increasingly mobile workforce and customer base requires online access to rich-media
and bandwidth-intensive applications
Drives requirements for increased bandwidth, simplified network management, and
security solutions that define and monitor access to company-internal networks and
data
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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 with
recognizing 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 question

If a medium-sized business customer were to hire a small team of IT generalists, and start to focus on
resilience and uptime, at which stage of the JRIT framework would they be?
a.
b.
c.
d.
Starting out
Building momentum
Business expansion
All of the stages
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Answer and justification

If a medium-sized business customer were to hire a small team of IT generalists, and start to focus on
reliability and uptime, at which stage of the JRIT framework would they be?
a.
b.
c.
d.
Starting out
Building momentum
Business expansion
All of the stages
a. Incorrect: The number buying criteria of a business in the Starting out phase is cost. They are
looking for simplicity and establishing a trusted vendor relationship.
b. Incorrect: Although organizations in the Building momentum phase may have IT generalists inhouse, their main focus is on speed and agility.
c. Correct: Organizations in the Business expansion phase would probably have a small team of IT
generalists on-premise and their priority is reliability and uptime.
d. Incorrect: Although most businesses share some common business needs, a customers needs
depend on many different factors, including the level of IT maturity. Where they are in the JRIT
framework will greatly impact their focus.
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EG Portfolio
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 Infrastructure
From the data center, campus, and branch office, to the edges of the network and out to the client, HP
Converged Infrastructure optimized enterprises with built-in intelligence. Rigid silos are transformed
into efficient and adaptive IT infrastructure.
Establish a common, modern IT architecture that pools servers, storage, networking and
services
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 providers
to 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
o
HP Moonshot redefines IT infrastructure with the worlds first software-defined server for
social, mobile, cloud, and big data.
HP AppSystem has pre-integrated technology stack including a specifically-optimized
hardware configuration, factory pre-loaded OS and tailored consulting and HP Solution Support
services. This solution delivers system performance and reduces implementation from months
to hours.
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HP Servers
The Four Pillars of HP ProLiant are based on customer requests and built on HP innovations. They show
the 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 software
maintenance process, and agentless management, HP ProLiant servers use intelligence
to 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 that
systematically updates servers and blade infrastructures at the scale of the Data
Center.
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 state
performance and by adding intelligent analytics to manage performance, resiliency and
data protection in real-time, ProLiant delivers an all-in-one platform optimized for
your storage workload demands.
Solid State Optimized: Engineered for solid state storage to deliver a dynamic balance
of performance and capacity.
Smart data protection: Confidently protect data and ensure uptime for continuous
business operations.
Smart data services: To dynamically accelerate workloads and protect data, the HP
ProLiant servers include smart analytics and workload-aware intelligent caching for
virtualized and non-virtualized environments. HP Smart Storage analyzes different
types of workload data and adapts in real-time to optimize system performance and
efficiency.
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 power
and 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 for
organizations.
Location Discovery Services: Optimize workload placement with servers that selfidentify and inventory themselves. Eliminate the need to manually inventory the
systems in the Data Center. Save time and money, match server workload to the
available power, cooling and space resources efficiently, deploy workloads and
increase workload performance.
Power Discovery Services: Eliminates power configuration errors, precisely tracks
power 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 by
automatically collecting a comprehensive view of the IT environment so customers
spend less time searching for information, less time on the phone and more time up
and running. Insight
HP Proactive Support Services: HP Proactive Support Services combine smart people
and 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 offer
maximum 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 server
cartridges.
HP Moonshot features low power, high density, compute power for dedicated
applications
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 Storage
HP 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 requirements
to be reduced by 50 per cent or more by deploying HP 3PAR StoreServ in place of legacy
storage.
HP 3PAR Thin Provisioning software has long been considered the gold standard in thin
provisioning for its simplicity and efficiency.
Unlike other bolt-on implementations, HP 3PAR Thin Provisioning utilize the industrys
only Thin Built In hardware architecture to remove allocated but unused space without
impacting performance.
HP 3PAR Thin Persistence software and other thin-reclamation solutions enable thinprovisioned storage on HP 3PAR StoreServ arrays to stay thin over time by ensuring
that 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 3PAR
StoreServ 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 less
energy.
Where does the HP storage portfolio fit with businesses at varying stages of growth? Look at the chart
below.
HP Networking
Innovations 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 management
capabilities across fault, configuration, accounting, performance and security needs.
IMC standard software is designed on a SOA architecture using a business application
flow 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 management
in 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 Access
Manager, integrated database and OS , Optional WLAN manager, fully integrated user
access 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 and
wireless networks at the edge customers can more effectively enforce security and
manage the network as a cohesive integrated system.
VirtualConnect flat SAN
The industry's first direct connection to fiber channel-based storage that doesn't
require dedicated switches, enabling a simplified architecture with best-in-class
storage, 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 services
Because customers are in the process of modernizing their infrastructure through convergence,
virtualization and cloud solutions, HP Technology Services need to be an integral part of all solutions.
HP's support services portfolio of HP Foundation Care, HP Proactive Care, HP Datacenter Care and
Lifecycle Event Services is personalized, proactive and simplified.
HP Proactive Care
o HP Proactive Care services provide faster problem resolution, coupled with proactive
services designed to help prevent problems before they occur. HP Proactive Care
integrates both proactive and reactive elements so customers can get superior value
out of their IT investments.
o Reactive support includes 24 x 7 monitoring, diagnostics and notifications
Foundation Care Services
o Collaborative Support provides reactive hardware support plus basic software
diagnosis support and 3rd party collaboration
o Support Plus and Support Plus 24 provides integrated reactive hardware and software
support
o Hardware Support provides reactive support including Next Business Day, 24x7 4 hour
response, 6 hour call to repair
o 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) for
specific technical and operational advice to help maximize performance of the customers IT
environment
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 by
documenting, tracking, and executing key services
Flexibility: If the customers needs grow during the service agreement, additional days can be
ordered to support unanticipated events or issues
HP Management Software and HP OneView

HP IT Management Software including HP OneView is a family of enterprise software products that
helps companies manage their IT infrastructures, the people and the processes required to reap the
greatest amount of responsiveness and effectiveness from todays multi-layered and highly complex
data centers.
Differentiating HP EG: scenario

Lets review the following scenario to look at the most appropriate products, who is the most common
competitor and HPs competitive strengths.
Scenario
HP Product
Competitor HP Strength
A research company
needs a reliable backup
solution
HP StoreOnce
EMC
Affordable, disk-based backup for

frequent backups and fast restores with
built-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 security
compliance. 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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Which HP networking innovation provides a plug-and-play BYOD management solution?
a.
b.
c.
d.
VirtualConnect Flat SAN

HP Intelligent Resilient Framework
IMC Smart Connect
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Which HP networking innovation provides a plug-and-play BYOD management solution?
a.
b.
c.
d.
VirtualConnect Flat SAN

HP Intelligent Resilient Framework
IMC Smart Connect
a. Incorrect: This networking innovation is not the right choice. IT does not provide a plug-and-play
BYOD management solution.
b. Incorrect: 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.
c. Incorrect: This networking innovation is not the right choice. IT does not provide a plug-and-play
BYOD management solution.
d. Correct: IMC Smart Connect provides a plug-and-play BYOD management solution.
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Products and Solutions

Converged Infrastructure
Although these topics are not essential for preparing for the exam, we believe that the following topics
contain valuable information about selling servers, storage, networking and services and should still be
reviewed.
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 is
Client Server (how must businesses run IT today), and the third wave is the world of Convergence. For
most medium-sized businesses this will be Converged Infrastructure on-site, but for some it will be
Converged Cloud products. It is important to understand how your customer is changing and how HP
can help them move to Converged Infrastructure.
Traditional IT Infrastructure:
Dedicated technology silos and lots of components created for peak capacity to meet each
individual 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
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 cosmetic
products. They have some non HP Servers and use VMware vCenter. They are growing and you are
meeting 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 complement
their limited IT resources; and with increasing reliance on servers, they need to minimize the risk of
unplanned downtime. This customer is already virtualizing, and you can show how you and HP can
drive server efficiencies, as well as using this as an opportunity to show the value of HP Storage and
Technology Services.
Whether you are familiar or unfamiliar with HP products, at this stage of the sale, the information HP
provides in Just Right/Simply IT Solutions Guides or other Sales Guides will help you position the
current 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 is
important 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 Gen8
server, allowing customers to boost base-level configurations as their needs change overtime. Only HP
offers user-inspired design features that prevent data loss, reduce downtime, and improve
serviceability. is the best way to show how the HP DL380e meets the customers needs and provides
value 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 power
capacity, and extend the life of data centers
Choosing the right server
Competitively selling HP Servers
Networking
FlexFabric benefits
FlexFabric applications
FlexFabric architecture
FlexCampus introduction
Study guide
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 support
todays 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 is
open-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 taking
multiple 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 one
virtual 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 the
virtual and physical network infrastructure and helps IT overcome the challenges of administering the
new 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 and
automating the management of complex multi-vendor/multi-platform environments. This is a key
differentiator for HP.
Storage
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 siloed
competitors. You can offer Best- in-Class servers, Best- in-Class networking as well as Best- in-Class
storage systems from HP as a Converged Infrastructure solution and literally differentiate the value
you 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, but
you can also maximize the sales opportunity
Services such as assessment, design, implementation and an early engagement with
HP 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 IT
across 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 realize
as much value for their environment. They are also concerned about losing the
investment they have made in their existing storage from EMC.
You can use the HP Get Thin Guarantee program and its associated tools to
demonstrate 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 no
customer satisfaction issues will impact future opportunities
Establish good communications with your customer, partner team, and the HP team, so
that you are aware of customer needs and developments
As your customers business grows and they make technology transitions, ensure you
help map that journey with them
Technology Services
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 each
phase of the Lifecycle. It is advisable to start with the optimized recommendation for relevant services
for 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 run
financial applications. Their priority is to ensure the sales and financial department have 24x7 access
to the application and minimum unplanned downtime. The customer would like to purchase the server
with the standard warranty and decide what level of service they need later. They are also worried
about cost. What level of service would you propose to them?
A warranty would only protect your customer against problems with the product itself, not the
service that the product delivers
6 hour CTR HW Support would provide a good level of protection, but not the optimal service
level for a customer whose business demands high availability
HP Proactive Care with 24x7 cover would minimize unplanned down time and pay for itself.
Study guide
HP Technology Services and the competition

There are many services named mission critical by our competitors, but a careful comparison usually
demonstrates that those services are not as comprehensive as HP Proactive Care.
Study guide
Notes:
Study guide

Which server is most appropriate for Police, Fire, and Ambulance with 99.99% availability?
a.
b.
c.
d.
HP Moonshot
HP Integrity
HP ProLiant DL380e
HP ProLiant BL460c
Study guide

Which server is most appropriate for Police, Fire, and Ambulance with 99.99% availability?
a.
b.
c.
d.
HP Moonshot
HP Integrity
HP ProLiant DL380e
HP ProLiant BL460c
a. Incorrect: HP Moonshot has simple processing only and is most appropriate as a dedicated hosting
server.
b. Correct: With 99.99% availability, HP Integrity is a server appropriate for emergency services such
as Police, Fire and Ambulance.
c. Incorrect: HP ProLiant DL380e has plenty of rack space, power and cooling capacity available and is
appropriate 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.
Study guide
Aligning with the customer

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

There 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 IT
priority
Responding to the demand for mobile access: Most legacy network infrastructures were not
built to allow consumer-oriented devices to access corporate data and applications. Lack of
network capacity and scalability and Wireless Local Area Network were not originally designed
to cope with the huge traffic demands of consumer devices, and support for devices that need
to 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 several
challenges, such as code changes.
Adopting open innovative platforms with future-proofed technologies: HP has adapted openinnovative platforms to offer flexibility and choices. This includes Open Stack Architecture to
allow a choice of languages and tools to develop materials.
Reducing Complexity and IT Sprawl: By collapsing workflow steps and saving administrative
time with key tasks, enterprises can accelerate key technology projects.
HP Enterprise Group offers solutions and products to help manage all the challenges posed by
various 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. CloudOpt
enables easier onboarding and migration to the cloud by accelerating data movement and application
access.
Study guide
Top business and IT initiatives

In order to sell HP Enterprise Group Solutions and Products, you need to be familiar with your
customers purchasing methods. You can better understand this process by approaching it from two
different angles. The four types of buyers you may meet include:
Technical buyer- The person responsible for ensuring the product meets the technical
requirements
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 types

The two most common sales engagement types are Transactional Selling and Consultative Selling. The
table below highlights features of both sales engagement types.
The Transactional engagement is appropriate for commodities. The customer knows what they
want, and are ready to shop around because they are looking for the best deal, and are not tied
to any particular vendor or supplier.
The breadth of capabilities within the HP Enterprise Group family requires Consultative Selling.
The Consultative sale is best when a strategic sale is required with a customer you know and
understand. They trust your advice, and are ready to be guided by you, particularly as they may
not know what they want or need. Their sales are usually larger and infrequent, and face-toface meetings are essential!
Study guide
Building the business case

The 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 of
project by the present value of its cost expressed as a percentage. Present value is the value of
something 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 hurdle
rate.
Study guide
Notes:
Study guide

Which type of buyer is often the CIO and is concerned with the big picture?
a.
b.
c.
d.
The user
The coach
The technical buyer
The economic buyer
Study guide

Which type of buyer is often the CIO and is concerned with the big picture?
a.
b.
c.
d.
The user
The coach
The technical buyer
The economic buyer
a. Incorrect: The user is the person who will actually use your product or service. They are not
concerned with the big picture.
b. Incorrect: This is not the right choice. The coach is more of your ally and not concerned with the big
picture
c. Incorrect: While this is a good choice it is not the right choice. The technical buyer is responsible for
making 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.
Study guide
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 value

HP understands that each business journey is unique, with its own needs and specific goals each step of
the way.
Starting out
HP Servers:
HP MicroServer
o Server performance but at a PC price; Space-saving
o Ideal for the small office
o Reliable and expandable
HP ProLiant Tower servers
o Expandable tower servers are ideal for small to medium-sized businesses
o Low-risk
o Designed for fast server implementation
HP Networking solutions
HP OfficeConnect
o Do more with less
o Share resources and collaborate without complexity
o Switching and wireless solutions
o Simple to manage, affordable to own and reliable
Wireless
o Easy-to-use web user interface
o Quick set-up page
o Lifetime warranty
Router
o Reduced chance of human errors
o High reliability
o Faster time to market
o Lifetime warranty
Switches
o Unmanaged and smart-managed devices
o Flexible connection and deployment options
Study guide
o Low power consumption

o Silent operation
o Lifetime warranty
HP Storage solutions
HP MSA
o Very affordable entry level Storage Area Network
o Flexible support for interfaces (FC/iSCSI/SAS)
o Easy to implement and manage
HP Data Protector
o Increased storage efficiency (Using HP StoreOnce Federated Deduplication)
o Data protection to ensure business continuity
o 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 support
o 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 to
help precisely control server fans to direct cooling and reduce unnecessary fan
power, saving on cooling costs
HP Integrated Lights-Out (iLO)
o Automated intelligence to maintain complete control
o Simple server setup
o Health monitoring
o Remote administration
Intelligent Resilient Framework (IRF)
o Resilient, dispersed Disaster Recovery solution
o Load balancing and high availability
o Simplified network operation
HP IMC Smart Connect
o Comprehensive BYOD solution
o Easy on-boarding, provisioning, and monitoring
o Single-pane-of-glass management
Unified Wired and Wireless
o Unified access and policy control
o Saves space and power
Study guide
o Redundancy for always on network access

o Flexibility and choice
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 solution
o Lowers bandwidth needed for remote office replication
HP Technology Services
HP Collaborative Support
o Single point of contact (call management, problem diagnosis, hardware and
software)
HP Proactive Care
o Fast problem awareness and notification
o Rapid connection to experts (in local language)
o Fast problem escalation
HP Converged Systems
HP VirtualSystem
o Lower costs
o Reduce IT sprawl
o Common, modern IT architecture to pool server, storage and networking resources
o Simplify IT management
Gaining efficiency
HP Servers
HP Smart Update
o Automated system maintenance-systematic server updates
o Deploy updates 3x faster, with 93% less downtime during online updates
HP Intelligent Management Center (IMC)
o Single-pane-of-glass multi-vendor network management
o Visibility of the entire network
o Increased efficiency
o Greater agility
HP IMC VAN (Virtual Application Network) Connection Manager Software
o Automation and orchestration of edge configuration
o Template-based approach for policy management
o Virtual machine migration
o Edge switch management
HP ISSU (In-Service Support Updates)
o Zero downtime updating of network infrastructure
Study guide
HP StoreEasy
o High availability
o Simple to manage file and application storage
o Reduce storage
HP StoreEver
o Small footprint and low power consumption tape management
Infrastructure Optimization
o Optimize resources and utilization
o Improve ROI and TCO
o Analysis and recommendations
HP Converged System
AppSystem
o Accelerates time-to-value
o Pre-integrated, pre-loaded systems for dedicated applications (e.g. Big Data
analytics)
o Reduces the time and complexity of deploying applications
HP VirtualSystem
o 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 downtime
o Single, easy-to-use management console
o Deploy new servers faster
o Reduce power consumption
HP FlexNetwork Architecture
o Open and standard-based solution
o Scales on three dimensions-functionality, connectivity, and capacity
o Agile and secure
o 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 cloud
computing server-to-server virtual machine and workload traffic flows)
HP 3PAR StoreServ
o Effortless Tier 1 storage with mid-range affordability
o Efficient, autonomic, multi-tenant, federated
Study guide
HP Lifecycle Event Services

o Minimize business disruption; flexible options to handle unpredictable service
needs
o Help for design, implementation, deployment correct configuration, operational
support and training
HP Converged Systems
HP CloudSystem
o Complete portfolio of solutions and services
o Private, managed, public, and hybrid cloud solutions
o Open, standards-based technology
o Secure and reliable
HP value differentiators
Study guide
Notes:
Study guide

If a customer has a requirement for converged systems which of the following differentiators would be
the 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 year
c. HP is world number 1 in Converged Systems and is the only vendor unifying UNIX and x86
d. HP offers a single point of contact for both HP and third party vendors and 24x7x365
system monitoring
Study guide

If a customer has a requirement for converged systems which of the following differentiators would be
the 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 year
c. HP is world number 1 in Converged Systems and is the only vendor unifying UNIX and x86
d. 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 only
vendor 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.
Study guide
Strategy and Tactics

Although these topics are not essential for preparing for the exam, we believe that the following topic
contains valuable information about selling servers, storage, networking and services and should still
be reviewed.
Using HP and competitive plays
Study guide
Notes:

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HP Sales Certified

HP Confidential For training purposes only

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

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Before you begin

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Customer trends and issues

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3. Embracing cloud computing

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Just Right IT maturity model

Small business clients have different needs based on

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Sample test question

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Answer and justification

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HP EG products, services and solutions

Intelligent automation; application-to-infrastructure

Converged Infrastructure is built on HP innovations.

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Integrated Lifecycle Automation

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HP ProLiant Gen8 server innovations include:

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HP IRF (Intelligent Resilient Framework)

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Personalized Support Option:

Benefits of HP Proactive Care Personalized Support Option

HP Management Software and HP OneView

Differentiating HP EG: scenario

Affordable, disk-based backup for

HP EG value propositions: scenario

Enhance performance and reliability of the IT infrastructure of each store

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Sample test question

VirtualConnect Flat SAN

HP Confidential For Training Purposes Only | Page 20

Answer and justification

VirtualConnect Flat SAN

HP Confidential For Training Purposes Only | Page 21

Products and Solutions

HP products for the Converged Infrastructure solution

The value of Converged Infrastructure solutions

Simplifying and aligning IT to the speed of the business

HP Confidential For Training Purposes Only | Page 22

Sales scenario - Your first meeting with the customer

What are your top three business drivers?

Sales scenario Positioning the HP Server solution

Sales scenario The competitive value proposition

Integrated Lifecycle Automation

HP Confidential For Training Purposes Only | Page 23

Control from embedded on-system utilities, CMS, or the cloud

Choosing the right server

Competitively selling HP Servers

HP Confidential For Training Purposes Only | Page 24

Network simplification and FlexNetwork architecture

Delivers higher performance