Course ID 00671901
Course format VILT,VCL
Typical Course length 5 hours
Delivery languages English
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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


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 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

Click on this link to register for this course:

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.