Course ID 00903083
Course format WBT
Course length 45 minutes
Delivery languages English
Related certifications
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Course description

The "ALM Personas and Conversations" module is an introduction to the influencers, decision makers and buyers of ALM solutions.
 
In this module we will explore the roles and responsibilities as well as the pain points and "compelling events" that influence the decision making of each persona. You will learn what is important to each persona and in turn you will be able to refine a solution value proposition that resonates with the persona.

Who should attend

SW Partners and Employees:
Sales; Partners; Presales

Prerequisites

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

Topics

  • Review of key customer personas
  • Review of specific personas and responsibilities
  • Review of discovery questions and questioning techniques

Objectives

After completing this course, you should be able to do the following:
  • Identify key customer personas and their responsibilities to Application Delivery Management.
  • Distinguish the roles and responsibilities of each of the key customer personas as presented in this training.
  • Develop discovery questioning to help you understand the customer and engage the business conversation around ALM