Course ID 00671901
Course format VILT,VCL
Course length 5 hours
Delivery languages English
Related certifications
  • HP Sales Certified - IT Operations Management [2012] (inactive)
  • HP Advanced Sales Certified - ITPS Operations Solutions on SaaS [2013] (inactive)
  • HP Advanced Sales Certified - ITPS Operations Solutions [2012] (inactive)
In preparation for these exams
Selected items from this course are included in these exams:
  • HP2-N31 : Selling HP Business Service Management Solutions (inactive)
Register for this course.
Find this course in the Training calendar and click the “Register” link in the last column to begin your registration.

Course description

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

Who should attend

• HP Partner sales professionals
• HP Employee sales professionals

Prerequisites

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

Objectives

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

How to register

View the HP ExpertOne Global Training Calendar to register for the trainings offering that best meets your needs.

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.