Course ID 00671895
Course format VILT
Typical Course length 5 hours 30 minutes
Delivery languages English
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Course description

This course teaches you how to sell the HP Application Lifecycle Management solution and associated capabilities, thus increasing the deal size accordingly. This course covers how to recognize the fundamental business challenges involved in Application Lifecycle Management. It also covers understanding the customer at a high level. You develop value propositions that focus on these challenges. Considerable time is spent on the full capabilities of the HP Application Lifecycle Management solution along with qualifying and developing the opportunity around specific sales approaches.
The following topics are covered:
  • Business value of the ALM product suite
  • Market drivers /challenges / consequences
  • Key features, differentiators and solutions within the ALM suite
  • Solution Centers and products supporting ALM
  • Target Personas, discovery questioning and objection handling
  • Market Analysis and competition

Who should attend

• HP Partner sales professionals
• HP Employee sales professionals


For complete prerequisites and requirements to achieve any of the related certifications or upgrade paths, see the certification description on the HP ExpertOne website.


After completing this course, you should be able to do the following:
  • Recognize the fundamental business challenges involved in Application Lifecycle Management
  • Understand the Customer
  • Understand the Value of HP Software's ALM Solutions to customers
  • Understand the capabilities of HP Software's ALM Solutions
  • Qualify and Develop an ALM opportunity

How to register

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Policies, fees and cancellations

Course fees may vary and are established and collected by the training center delivering the course. Cancellation fees may apply. Contact your HP Authorized Training Partner for their respective policies.