Course ID 00900727
Course format WBT
Course length 1 hour
Delivery languages English
Related certifications
In preparation for these exams
Selected items from this course are included in these exams:
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Course description

This course helps you prepareto meet with customers and sell HP Fortify Security Solutions. It covers the solution portfolio value proposition and how to handle competition and objectives effectively, build solid sales pipelines, and deliver high returns.

Who should attend

HP PBM, HP Channel Partner and HP ESP Sales Representatives

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 key security trends and the security areas ESP is active in
  • Understand the challenge customers face / Business Drivers
  • Explain the HP ESP Solutions/Value Propositions
  • Explain the HP Fortify Security Solutions
  • Identify HP Fortify Security Solutions Value Propositions
  • Identify, describe, and categorize qualification questions
  • Identify competitors and perform basic competitive analysis
  • Demonstrate unique business value and build a proposal
  • Demonstrate knowledge of pricing/licensing models
  • Leverage the HP footprint: cross HP Software Sales plays