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Topic	Details
Topic 1	Use appropriate discovery questions to uncover customers’ needs for intelligent storage Explain how customers are changing the way they pay for IT and consume services to achieve their desired business outcomes
Topic 2	Identify customer characteristics that indicate an opportunity for HPE GreenLake Qualify customers for HPE Intelligent Data Platform based on their business drivers
Topic 3	Identify customer characteristics that indicate opportunities to sell HPE hybrid cloud solutions Use appropriate discovery questions to uncover customer’s needs for HPE GreenLake
Topic 4	Identify and overcome barriers and objections by recognizing HPE’s key differentiators in software-defined solutions for Hybrid IT Identify and overcome barriers and objections by recognizing key differentiators with HPE GreenLake

Q31. Which common challenge can make a customer a good candidate for HPE GreenLake?

Users are complaining about inconsistent applications performance at branch offices.

IT staff is overwhelmed, putting the customer at risk of error-caused security and availability issues.

The customer’s growth remains stagnant and below 1% a year.

Financial pressures are causing the customer to turn away from OPEX in favor of CAPEX.

Q32. Whatis one benefit of the HPE acquisition of BlueData for HPE customers?

BlueData is primarily a consultant for managing data protection and recovery, and HPE Pointnext is adding services in these areas.

With the addition of BlueData, a leading hardware provider for supercomputing, HPE can offer customers a more extensive HPC portfolio.

Customers can obtain the BlueData software platform, designed to simplify the deployment of artificial intelligence (AI), on density-optimized HPE Apollo servers.

HPE has added BlueData’s AI-based algorithms for deduplication and compression to make HPE storage solutions more efficient.

Q33. A customer asks you what makes OneView a worthwhile investment for the business. What is one thing that you should explain?

An IDC study showed that customers achieve significantly lower downtime and faster provisioning with OneView.

Analysts agree that OneView’s artificial intelligence (AI) engine gives customers valuable insights into their data platform.

All ProLiant Gen10 servers come with Advanced OneView licenses, so OneView represents a no-cost investment.

OneView includes a cloud metering component that helps customers reduce their public cloud spending.

Q34. What is one benefit of HPE InfoSight?

It simplifies lifecycle operations with workflows.

It decreases time spent provisioning hardware.

It provides template-based orchestration.

It lowers IT operating expenditures.

Q35. Why is TCO an important consideration for potential HPE GreenLake customers?

Customers should understand TCO is not important because the cost of HPE GreenLake cannot be compared with the cost of traditional IT.

Discussing TCO with customers will help them understand the large, upfront costs required for HPE GreenLake.

Customers need to understand that TCO decreases with HPE GreenLake because customers do not refresh their infrastructure as often.

By helping your customers recognize the high cost of overprovisioning, you can help them understand the advantages of HPE GreenLake.

Q36. What is one way HPE differentiates itself as a provider of hybrid cloud solutions?

HPE enables companies to customize their solutions with a Unified API

HPE provides hybrid cloud solutions that integrate with the top two public cloud providers

HPE provides development tools for public and private clouds

HPE provides a superior public cloud experience and seamless integration with private clouds

Q37. Your mid-sized customer wants to implement an HPE hybrid cloud solution but is worried about the cost. What should you talk about to overcome this objection?

The HPE Business Scholarschips program offers smaller businesses a chance to earn extra capital and complete with bigger enterprises.

HPE data analytics determine on a daily basis whether the customer is actually financially at-risk or not.

On a price-per-unit basis, HPE is the most affordable option in the market.

HPE Financial Services help customers find a way to implement a new solution that is within their budget.

Q38. What is one benefit artificial intelligence providing for HPE composability?

Automating third-party integration with the HPE Unified API

Providing template-based provisioning as part of HPE InfoSight

Using predictive analytics to optimize the infrastructure

Providing security analysis of HPE firmware

Q39. What is one benefit of HPE GreenLake for HPE Intelligent Data Platform solutions?

It unlocks the ability for customers to migrate their data between their on-prem environment and the public cloud.

It adds more software features to HPE storage arrays and provides experts to advise customers on implementing those features.

It brings intelligence that is only available on HPE storage arrays delivered by GreenLake.

It helps customers achieve predictable costs for storage with a consumption-based model and metering.

Q40. Why is a Unified API a critical component of composability?

It is exposes the Artificial Intelligence (AI) features that are embedded in HPE InfoSight.

It provides a container run-time environment for DevOps, which speeds up application development.

It enables customers to use the tools they prefer to further orchestrate their environment.

It helps customers establish silos for different workloads, making it easier to manage the infrastructure.

Q41. You have proposed an HPE Primera 630 solution to a customer. The customer has had to do forklift upgrades in the past and isconcerned about that hassle in the future. What feature of your proposal should you explain?

The Primera 630 system offloads most of the customers’ data to HPE StoreOnce Catalyst, making upgrades unlikely to be necessary.

The Primera 630 system is the largest capacity solution that HPE offers, so the need for a future upgrade is unlikely.

The Primera 630 system is built on the same hardware platform as Nimble, so the customer can seamlessly move from Primera to Nimble as necessary.

The TimelessService for the Primera 630 system will permit a free upgrade to a larger scale Primera system in the future.

Q42. What is one distinguishing feature of HPE Pointnext?

It is the research lab where HPE develops the disruptive technologies of tomorrow.

It delivers services that help customers transform their culture, modernize processes, and enhance IT skills.

It provides awide array of software as a service (SaaS) solutions for customer consumption.

It provides customers with compute, storage, and networking products that are not yet generally available.

Q43. Which correctly describes how customers are using public cloud today?

Just under half of customers run any workloads in the public cloud, and they are primarily SMBs.

A majority of customers now run the majority of their workloads in the public cloud.

Most customers are using public cloud services, but only a smallminority of workloads actually run in the public cloud.

Only about ten percent of customers run any workloads in the public cloud, but they are the largest enterprises.

Q44. How does HPE recommend positioning HPE SimpliVity versus HPE Nimble solutions?

SimpliVity is targeted for scale up storage requirements while Nimble is targeted for scale out requirements.

SimpliVity is targeted for mission critical workloads while Nimble is targeted for general purpose workloads.

Both solutions are targeted for general purpose workloads, but SimpliVity is targeted specifically for emerging big data and AI applications.

Both solutions are targeted for general purpose workloads, but SimpliVity is for customers who want hyperconvergence.

Q45. You are proposing an HPE Intelligent Data Platform solution to a customer. The customer says: “I’m actually strongly considering cloud storage instead. On-prem storage solutions are too slow to deploy and too expensive to scale.” What is one way that can you overcome this objection?

“Sure, your public cloud solution is convenient. But what about orchestrating your infrastructure? In the cloud, it’s all siloed.”

“Public cloud providers are offering outdated tools to develop apps. Only private cloud environments allow you to containerize your apps.”

“HPE GreenLake offers the same scalability and pay-as-you-go economics of the public cloud but in the safety of an on-prem environment.”

“Public cloud is the right choice, but with HPE’s public cloud, you’ll have greater performance and reliability. There’s no oversubscription and no downtime.”

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