HP Client Relationship & Pre-Sales 3

Question 1

During a discovery call, a client mentions their backup windows are causing production slowdowns. Which HP solution family should a pre-sales professional highlight first?

Accepted Answer

HP StoreOnce with Catalyst deduplication software

Answer

HP StoreOnce with Catalyst performs deduplication at source, dramatically shrinking backup data and reducing the backup window's impact on production networks.

Question 2

A prospect is evaluating three vendors including HP. They ask for customer references. What is the ideal pre-sales response?

Accepted Answer

Provide relevant references from similar industries and use cases, coordinated with HP's reference program

Answer

HP's formal reference program ensures references are properly matched to the prospect's industry and use case, protecting both customer privacy and deal integrity.

Question 3

A large healthcare client wants to modernize infrastructure while meeting HIPAA requirements. Which HP pre-sales step is essential early in the sales cycle?

Accepted Answer

Engage HP's compliance and security specialists to map HIPAA requirements to HP solutions from the start

Answer

Involving HP compliance specialists early ensures the proposed solution is architected to meet regulatory requirements, avoiding costly redesigns later.

Question 4

What does a 'champion' represent in HP's enterprise sales methodology?

Accepted Answer

An internal client advocate who actively promotes HP's solution within the prospect organization

Answer

A champion is an internal stakeholder at the prospect who believes in HP's solution and actively works to influence the buying decision in HP's favor.

Question 5

When preparing a Statement of Work (SOW) for an HP Professional Services engagement, what must be explicitly defined to prevent scope creep?

Accepted Answer

Deliverables, acceptance criteria, timelines, and out-of-scope items

Answer

A well-defined SOW includes explicit deliverables, acceptance criteria, and out-of-scope items to create clear mutual expectations and prevent scope creep.

(HP) HP Certified Professional Practice Test

(HP) HP Certified Professional Practice Test

HP Client Relationship & Pre-Sales 3