VSP - Foundation 2019

1 Which of the following best describes the VSP accreditation program?

A Helps sellers develop basic solution expertise for VMware core

products, as well as strategies for competitively positioning those
solutions to end customers

B Supports individuals in a technical selling role to develop basic

solution expertise for VMware core products, as well as strategies for
positioning those solutions to end customers

C Is oriented to anyone involved in IT License Administration and/or

Sales Operations or Oder Management

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2 VMware offers accreditation programs for which of the following? Select

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all that apply.

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A VSP Accreditation Program

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B VTSP Accreditation Program
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C VMO Accreditation Program

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D VOP Accreditation Program

3 After completing the VSP Foundation accreditation, sellers and Partners

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continue the path of mastering the solution needs with which of the
following solution competency sales offerings? Select all that apply
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A Accelerating the Cloud Journey

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B Empowering the Digital Workspace

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C Transforming Networking and Security

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D Building a Better Solution Baseline

4 What aspects of an organization's challenges should you help them

address? Select all that apply.

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 A People

B Product

C Process

D Technology

5 What are some of the ways you can transform your customer
conversations and build new strategic business value with your
customers? Select all that apply.

A Shift your conversations to public cloud, infrastructure, software-

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defined, and security.

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B Understand the business priorities and be ready to educate the CIOs.

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Shift the conversations away from solutions and talk about the
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technology of the VMware products and services.
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D Stay focused on selling rather than wasting time educating your

customers.
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E Solve your customers' problems rather than chasing POs.

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6 What are some of the ways you can engage CIOs? Select all that apply.
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A Start with strategic conversations.

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B Talk about how you can save them money.

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C Understand their priorities and be ready to educate them.

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D Let them lead you to topics around hybrid cloud, networking and
security, emerging technologies, and so on.

7 Digital businesses seek which of the following outcomes? Select all that

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 apply.

A Create new value

B Transform engagement

C Product brand and customer trust

D Remain siloed in their technology approach

8 Which of the following best describes the VMware sustainability vision?

A We are committed to being a leading technology-centric company

that drives product focus as the heart of our core business.

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B We are committed to developing transformative solutions that enable

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a net positive future and ensure sustainable growth.

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C We are committed to delivering solution-based technology that
enables transformation in growth-deficient areas.
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9 Which of the following best describes the VMware vision?

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A Any app, any platform, any device

B Any tech, any app, any cloud

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C Any tech, any cloud, any device

D Any app, any cloud, any device

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10 Which of the following statements are true of the VMware Solutions

Framework? Select all that apply.

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 A Use the Solutions Framework as a strategic checklist during customer
conversations.

B The Solutions Framework is organized into three areas: accelerate the

cloud journey, transform networking and security, and empower the
digital workspace.

C You should always start at the deepest level of the Solutions

Framework by discussing the IT initiatives before you talk about the
Strategic Priorities.

11 Which of the following is the best approach to telling the VMware story?

A Walk the customer through a roadmap session of what VMware can

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do for them.

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B Tell the customer about vSphere and let them figure out the rest.

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Bring up the VMware vision and tell the customer how important our
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products are.
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D Walk the customer through an in-depth session on only the VMware

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technology so they are not overwhelmed.

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12 Which of the following is/are true about the three strategic priorities?
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A Use the strategic priorities as a starting point in your customer

conversations.
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B Use the strategic priorities as a checklist during your customer

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conversations.
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C Always start at the deepest level of conversation by discussing the IT

initiatives before you talk about the strategic priorities.
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13 What is the best way to use the strategic priorities to dive deeper into
customer conversations?

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 A Ask the customer how interested they are in a specific product that
might help them solve their business problems.

B Ask the customer how they plan to build, run, manage, connect, and
protect a product identified during conversations around the three
strategic priorities.

C Ask the customer if you can talk to their CIO about ways to make
money.

14 Which of the following strategies will help you grow deals? Select all that
apply.

A Communicate the VMware story by connecting it to the top priorities

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of your customers.

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B Use the portfolio roadmap to have an entry point conversation with

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your customer.
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C Make value engineering a large part of your deals.
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D Make all of your conversations product-centric instead of solution-

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centric.
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E Personalize the customers' journey by leveraging stories from other

similar customers.
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15 How can you make value engineering a large part of your deals? Select
all that apply.
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A Help customers with THEIR customers

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B Help customers realize a REAL economic value-add

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C Show customers why a VMware option is the ONLY option.

D Show customers a one specific VMware product

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