Exam ID HP2-W102
Exam type Web-Based online exam used in certifications
Exam duration 1 hour 10 minutes
Exam length 40 questions
Passing score 70%
Delivery languages English
Related Certifications
Supporting courses These recommended courses help you prepare for the exam

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During the exam, you can make specific comments about the exam and items. HP welcomes these comments as part of our continuous improvement process.
 
No online or hard copy reference material will be allowed at the testing site.  This exam may contain beta test items for experimental purposes.

Exam description

This exam tests that you understand how HP ArcSight fits in the bigger HP Enterprise Security (ESP) picture and that you can deliver the right messages. It assumes you know HP Enterprise Security Products and the HP ArcSight solutions portfolio. The exam covers approaches on how to sell HP ArcSight, the license and pricing structure, and what the HP ArcSight advantages are when facing the competition. 

Who should take this exam?

This exam is for sales professionals who recommend and sell HP Enterprise Security Products (ESP) and solutions. Candidates should have knowledge of the IT security domain and also the security stakes and challenges that organizations are facing today. To pass this exam, it is recommended that you have experience in selling security solutions products and review available study materials.  
Knowledge of key security trends and the security areas in which ESP is active and understanding of the overall ESP offering, positioning and value propositions is required.  

Exam contents

This exam has 40 questions. Here are types of questions to expect:
  • Matching
  • Multiple choice (multiple responses)
  • Multiple choice (single response)
  • Pull down menu selection

Tips for taking this exam

These tips will help you while taking the exam.

Take the time to read the entire question and consider all of the options carefully before you answer. If the question indicates that it features an exhibit, study the exhibit and reread the question. Make sure to select the answer that correctly responds to the question that is asked — not simply an answer that includes some correct information. If the question asks for more than one answer, remember to select each correct answer. You will not receive partial credit for a partially correct answer.

Objectives

This exam validates that you can successfully perform the following:
20%

ESP Overview


  • Explain key security trends 

  • Explain the ESP Solution / Value Proposition (ESP Pitch).

  • Name the security areas ESP is active in. 


20%

Business Drivers/HP ArcSight Value Proposition


  • Describe HP ArcSight Business Drivers.

  • Describe HP ArcSight Value Proposition.

  • Explain the three things HP ArcSight does better than anyone else: collect/analyze/ correlate.  


20%

Describe the Solution


  • Distinguish and describe the different HP ArcSight Products/Solutions   (Logger, Express, ESM, Solutions). 

  • Be comfortable with the elevator pitch (5 min. overview). 


10%

Qualify the Solution


  • Identify, describe, and categorize qualification questions.

  • Leverage HP footprint: cross HP Software Sales plays. 


10%

Competitive Landscape


  • Identify competitors and perform basic competitive analysis. 


20%

Demonstrate unique business value and build a proposal


  • Demonstrate knowledge of main case studies, customer references and proof points.

  • Identify and describe types of business justification.

  • Identify unique differentiators.

  • Demonstrate knowledge of pricing/licensing model.