Exam ID HP2-W104
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 TippingPoint 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 TippingPoint solutions portfolio. The exam covers selling approaches for HP TippingPoint, the license and pricing structure, and the HP TippingPoint 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 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)
  • 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 TippingPoint Value Proposition


  • Describe Network Security Challenges (Network Security Market At Large). 

  • Describe HP TippingPoint Value Proposition: HP TippingPoint Next.Gen. IPS and Next.Gen. Firewall.

  • Describe HP TippingPoint Value Proposition: Security Research (DV Labs, Zero-Day-Initiative, HP Security Research). 


20%

Describe the different HP TippingPoint Products/Solutions: 


  • NG IPS 

  • NG FW

  • Security Management System  

  • DV Labs Digital Vaccine Services 


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.

  • Demonstrate capability to handle common objections. 


20%

Demonstrate unique business value and build a proposal


  • Identify and describe types of business justification.

  • Identify unique differentiators.

  • Demonstrate knowledge of pricing/licensing model.