Course ID 00905831
Course format WBT
Typical Course length 24 minutes
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

HP Business Service Management Overview – What is it, in a nutshell? What to look for to identify potential opportunities – Market dynamics and trends; critical business issues; IT process improvements needed to address those critical business issues; metrics and KPIs for measuring IT improvements. How to develop a gain-entry value proposition – What capabilities does the solution deliver; what benefits does it deliver to the business; what customer references and proof points best demonstrate the value of the solution; what differentiates HP from the competition.
This training module is part of the solution series for the BSM Sales Certification and all on-demand required training. The Study Guide is attached to the recording and available for download.

Who should attend

SW Employee and Partner Sales Professionals


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


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


After completing this course, you should be able to understand and discuss
  • Identify key customer personas and their responsibilities to Business Service Management
  • Distinguish the roles and responsibilities of each of the key customer personas as presented in this training
  • Develop department and enterprise level discovery questions to reveal Business Service Management opportunities