Exam ID HP2-W103
Exam type Web-Based online exam used in certifications
Exam duration 1 hour 5 minutes
Exam length 40 questions
Passing score 70%
Delivery languages English
Related Certifications
Supporting courses These recommended courses help you prepare for the exam

Register for this Exam

You will need an HP Learner ID and a Pearson VUE login and password.

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 Fortify 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 Fortify solutions portfolio. The exam covers selling approaches for HP Fortify, the license and pricing structure, and the HP Fortify advantages 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 also that you 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)

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 Fortify Value proposition

  • HP Fortify Overview - Key benefits and features of the products
  • Describe HP Fortify Business Drivers
  • Describe HP Fortify Value Proposition
  • Understand the customer - Identify and describe the key customer personas and what motivates them/what stakeholders value
  • Position HP Services for Cloud.  

20%

Describe the Solution

  • Distinguish and describe the different HP Fortify Products and Solutions
  • Become comfortable with the elevator pitch (5 min. overview)
  • List proof points (analyst quotes, customer base, business case proof points) 

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
  • Identify unique selling points (architecture, functional) 

10%

Competitive landscape

  • Identify competitors and perform basic competitive analysis
  • Identify unique selling points (architecture, functional)

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 and licensing model