Which value is an IT manager most likely to find attractive?

• The solution will help to eliminate shadow IT.

• The solution will increase the company’s market share and profitability.
• The solution will let application developers choose the platform that they want.
• The solution will help application developers meet their deadlines.

Which customer provides a good opportunity for Aruba Analytics and Location Engine (ALE)
solutions?

• A large organization that must accommodate guest users who access the network using
their own devices
• A large organization that is looking for more secure way to collect and store financial
information
• An engineering and scientific organization that tried and failed to restore backed up data
• A mid-sized government agency that needs a scale-out compute architecture

Which benefit are customers seeking from cloud computing and hybrid infrastructures?

• Fixed network components to increase stability

• Automated provisioning of resources for services
• The ability to always reserve resources for specific services
• A better way to control devices that users bring from home

How do HPE server solutions fit the needs of the market?

• HPE provides one-size-fits all solutions that meet every customers’ needs.
• HPE recommends that customers purchase general-purpose servers, which can be
configured to meet the needs of any customer.
• HPE offers ProLiant server solutions for high-performance computing and Apollo server
solutions for small- to mid-sized companies.
• HPE provides the right computer for the right workload at the right economics.

Which comparison best describes the difference between cloud computing and traditional
infrastructure?

• Expensive versus inexpensive

• Elastic versus fixed
• Private versus public
• Secure versus non-secure

What would you say to a CIO who expressed concern about maintaining the integrity of the
company’s data if they implemented a cloud solution?

 • You should select a cloud solution that protects information from external threats,
whether the information is hosted on- or off-premises.
• The agility and efficiency cloud services offer outweigh the risks of lost data.
• The real threat comes from the mobile devices that access cloud services, not cloud services
themselves.
• Public cloud services are secure if you select the right provider.

Industry analysts recommend that organizations should consider HPE data center network
solutions, especially if they are looking for which type of solution?

• End-to-end solution from one vendor

• Solution designed and deployed by an industry-leading service provider
• Wired only network, with no wireless services
• Open and standards-based solution

What is one way that Hewlett Packard Enterprise services and solutions help to address the
challenges created by the new IT trends?

• They are designed exclusively for key vertical solutions.

• They eliminate the risks created by the shift away from mobility and toward wired
connectivity.
• They promote a clear separation between traditional IT and the cloud.
• They give customers the ability to harness the explosion of data.

Which applications require a scale-up architecture for servers and converged infrastructure?

• Real-time analytics that run on in-memory databases and transactional databases

• Virtualized block and file storage and simple not only SQL (NoSQL) databases
• E-mail and instant messaging applications
• Business social media and community applications

Which HPE solution family is designed to meet the need for Big Data and high performance
computing (HPC)?

• HPE Integrity
• HPE Moonshot
• HPE Apollo
• HPE ProLiant

What type of cloud is best for customers who need a specific, tightly controlled environment for
their applications?

• Third-party cloud
• Private cloud
• Managed public cloud
• Public cloud

What benefit are customers in the Enable Workplace Productivity Transformation Area seeking?

• The ability to find the right consumption model for all of their workloads
• Simpler management of the risks created by proliferating apps
• Competitive advantage from capturing value from all their data
• Ubiquitous access, seamless communication, and high-performing applications

You are meeting with a customer who wants to gain a competitive advantage by making his
company’s data center more agile. Which question helps you validate the opportunity for selling
HPE networking solutions to this customer?

• What is your disaster recovery (DR) strategy for critical apps?

• Have you thought about software-defined networking (SDN) and the benefits it will
bring to your business?
• How do you ensure constant performance for variable workloads?
• How do you define good utilization and manage your utilization capacity?

What, primarily, is driving the need for customers to transform to a hybrid IT infrastructure?

• The guarantee of protecting their data from cyber attacks, regardless of where it is stored
• An increase in regulations related to securing data accessed by mobile users
• The decreasing number of users and applications on their current infrastructure
• The need for applications to run in traditional, mobile, and cloud environments

What is one competitive advantage that Hewlett Packard Enterprise (HPE) has in providing data-
protection solutions?

• HPE bundles anti-virus detection tools with all of its server solutions.
• HPE is the only vendor providing internal-perimeter protection solutions.
• HPE leads the industry in providing innovative Software-Defined Networking (SDN)
solutions.
• HPE provides subscription-based security products so customers don’t have to deal with
time-consuming upgrades.

Why is it important to involve Line of business managers from the beginning of the buying process?

• They set the strategy for adapting to changing IT needs as the company expands.
• They generate revenue for the company and, therefore, wieLd a great deal of influence.
• They are responsibLe for ensuring the excellence of IT performance.
• They are subject matter experts on day-to-day IT operations.

What is often a result of a company having a siloed infrastructure with manual controls?

• Collaboration becomes more efficient.

• Line of business managers create their own stealth IT projects.

 • Operating costs and overhead decrease.
• The IT organization becomes more nimble and responsive.

A mid-sized customer wants to move to the cloud so that they can pay only for the infrastructure
resources they need. Which HPE Services offering offers elastic Infrastructure as a Service (laaS) for
customers?

• Software-Defined Infrastructure (SDI)

• Datacenter Infrastructure Automation
• Flexible Capacity
• Datacenter Care

How highly available are HPE 3PAR StoreServ One infrastructure solutions?

• 99.9
• 9.999
• 99.99
• 99.9999

Match the decision maker with one of their primary goals for IT solutions:

Decision Maker Primary Goal

CEO Increasing market share and enhancing customer loyalty

Line of Business Manager Improving the ability to meet deadlines and keep costs tow
CIO Ensuring the excellence of IT performance for employees and customers

What is one way in which customers’ buying processes are changing?

• They are involving fewer C-level decision makers.

• They are adopting consumer-style buying behaviors.
• They are beginning the buying process with less research into their options.
• They are turning more buying decisions over to IT subject matter experts (SMEs) than
before.

How does the elastic Infrastructure as a Service (laaS) in HPE Flexible Capacity for Channel benefit
customers?

• Its on-premises-only workload deployment strategy saves them the expense of deploying
workloads off premises.
• It provides a public cloud solution, allowing them to migrate their services to an easily
accessible cloud.
• It allows them to have the infrastructure capacity that they need but pay only for what
they use.
• It allows them to meet their anticipated OPEX needs by prepaying for capacity at
discounted prices.

Your customer wants to implement a private cloud but is having difficulty selecting a solution
because the company doesn’t want to be locked into one vendor for their cloud solutions. How does
Hewlett Packard Enterprise address the concern of customers who want to avoid vendor lock-in?

• Hewlett Packard Enterprise delivers open solutions, such as Helion CloudSystem.

• Hewlett Packard Enterprise provides the best-of-breed proprietary solution.
• Hewlett Packard Enterprise packages its cLoud solutions with tools from third-party
vendors.
• Hewlett Packard Enterprise uses software-defined networking (SDN) as the basis of its cloud
solutions.

Why are customers typically unable to answer this question: ‘Which data must you store and how
long must you retain it?”

• Their financial analysts lack the skills required to engage in competitive forecasting.
• They lack leading-edge analysis tools that make sense of vast data stores.
• They are awaiting new regulations governing data acquisition and retention.
• They lack adequate insight into their data’s value and usage.

Which competitive advantage does HPE networking offer for workplace productivity solutions?

• HPE networking is the only vendor that can unify LAN and SAN networks to simplify
infrastructure management.
• HPE networking solutions are the industry’s only campus solutions that deliver
everything customers need for mobility, BYOD, and Unified Communications.
• HPE networking provides proprietary quality of service (Q0S) features that significantly
increase performance of unified communications (UC) across HPE wired and wireless
infrastructure devices.
• HPE networking is the only vendor to provides wireless access points that support 802.11 ac,
providing Gigabit Wi-Fi.

Which constraint will companies experience if they have an aging infrastructure?

• An integrated, single-vendor infrastructure
• Siloed management consoles, rather than a single pane of glass management console
• Inability to enforce access controls necessary to comply with regulatory standards
• Rigid infrastructure that does not adapt to users and applications

Which competitive advantages do HPE storage solutions offer to increase workplace productivity?
(select two).

• Offer up to 99.99% data availability for all customers.

• Guarantee twice the virtual machine (VM) density on existing servers running VMware
vsphere.
• Support multiple departments’ Exchange and SharePoint environments without
contention or unauthorized access.
• Improve IT productivity by separating management of HP servers and storage solutions into
two different consoles.
• Integrate tightly with VMware because HPE is the only VMware-certified storage provider.

Which question would you use to uncover a workplace productivity opportunity?

• What challenges are you seeing in your virtualized environment?

• How important is mobility to your business?
• How are you handling demanding, data-intensive workloads and exponential data growth?
• How do you define good utilization?

How do small-to-medium businesses (SMB’s) benefit from the HPE Just Right IT solutions?

• These solutions are simplified for SMBs because they provide traditional server platforms,
with one operating system per hardware server.
• The solutions can be deployed simply and easily, in less than 15 minutes.
• The solutions are low-cost, traditional unconverged solutions.
• The solutions can deploy virtualized environments in a matter of days.

Your customer has told you that the company is considering purchasing IBM servers. What should
you know about IBM servers before talking to this customer about HPE servers?

• IBM has divested its x86 platforms, which demonstrates a lack of commitment to tile
server market.
• IBM has portfolio gaps because the company is focused on storage, rather than servers.
• IBM does not have expertise in providing solutions for the enterprise because it focuses on
mid-market and small businesses.
• IBM still has a mainframe mentality so the company does not understand the server market.

How does IT deliver more value to an organization with the New Style of Business?

• IT stays out of the way of cloud-based deployments.

• IT becomes an integral part of the business by providing insights and driving innovation.
• IT reduces costs by limiting their role to maintaining background systems and processes
• IT keeps ubiquitous access to applications for mobile employees and customers to a
minimum.

What statement summarizes the HPE perspective on enabling workplace productivity?

• Organizations need to standardize on the devices that employees use to access the wireless
and wired networks.
• Organizations need a virtual desktop infrastructure (UDI) solution.
• Organizations need solutions that put users needs front and center.
• Organizations need to isolate their wired and wireless networks.

For which type of company should you suggest HPE Moonshoot?

• Companies that are highly focused on big data

• Companies that need a server that is optimized for specialized workloads such as media
processing.
• Small businesses that want a bundled Converged System soLution
• Companies that need servers which are designed for virtualization density

Which question could you use to validate if a customer is a good prospect for HPE Helion?

• Does your IT staff struggle to maintain and manage the data center and to keep up with
rapid changes in demands?
• Have you thought about software-defined networking and the benefits it will bring to your
business?
• Do you want to shift all of your IT services to a public cloud?
• Do you need a management solution that will enable you to manage all your infrastructure
devices from a single pane of glass?

What type of storage architecture do customers need in order to support a private cloud or a hybrid
cloud solution?

• One that is embedded with proprietary cloud management technologies

• One that is defined by the underlying hardware
• One that is controlled by a dedicated storage management interface
• One that is flexible for different uses

What is one way that IT benefits from implementing HPE Helion solutions?

• HP Hetion solutions reduce the need for server virtualization, simplifying the data center.
• IT becomes an internal service provider, regaining control over the company’s
environment.
• Helion solutions ensure data is stored on-premises, enhancing cloud security.
• IT can implement and manage one deployment model for all applications.

Which customer needs to improve their data protection?

• We cannot analyze our data quickly enough to use it as a strategic advantage.

• We are using several backup products at our remote offices and doWt know if all our
data is being backed up.
• Users complain because it takes so long to roll out new applications and they dont have
access to the applications they need.
• Users at remote offices are complaining because they cannot access the data they need at
the main office.

Which question would you use to uncover opportunities for protecting the digital enterprise?
• Are you interested in helping IT become more strategic, working as a line of business (LOB)
partner?
• Do you plan to use a hybrid or private cloud environment?
• How long is it taking IT to deploy new applications?
• What type of devices do empLoyees use to access the wireless network?

How do integrated Converged System solutions help customers who need greater agility tor their
storage solution?
• ConvergedSystem solutions provide easily added blocks of capacity
• ConvergedSystem solutions are exclusively built tor virtualization.
• ConvergeciSystem solutions let companies scale at a granular level.
• ConvergedSystem solutions encourage a single-vendor solution.

What is one way for customers to prepare the data center for cloud computing?
• Decentralized monitoring and management
• Welt defined silos that isolate intelligence and processes
• Software-defined and workload-optimized resources
• Manual server provisioning and lit ecycle management

What can HPE StoreVirtual solutions do for data-driven small businesses that no other storage array
does?

• They provide up to 46 TB of storage.

• They allow companies to consolidate multiple workloads.
• They virtualize storage.
• They can keep data online during technology upgrades.

Why do customers who want to use vsphere 6.0 VVols make great prospects for selling HPE 3PAR
StoreServ?

• It is a software-defined storage solution.

• Customers can choose hardware platforms or virtual storage appliances.
• VMware chose HPE 3PAR Storeserv as the design platform for this technology.
• These customers are usually SMBs who are seeking a cost-optimized storage solution.

Which discovery question best reveals your customers need for an HPE storage-performance
solution?

• Do you know how big your datacenters footprint is?

• What percent of OPEX is spent on maintaining and Licensing legacy IT?
• How long do you retain data in storage?
• Does your current storage meet the performance and capacity trajectory you desire?

What is important to understand as you begin discussing cloud computing with customers?

• A majority of companies are seeking external help in implementing the right cloud
solution.
• Cloud solutions offer a limited number of options for customers to choose from.
• Fewer companies are planning to move to cloud solutions than in previous years.
• A majority of companies have already created a detailed plan for their migration to cloud.

What is one of the IT trends that is driving customers to transform to a new hybrid infrastructure?

 • Increased budgets to invest in IT projects
• Fewer requests for IT from line of business managers
• Faster development and deployment cycles
• A need for fixed server, storage, and network components

Which customers are good prospects for HPE storage? (select two).

• The customer has outsourced disaster recovery to a third-party company, which has
provided the company with a well-documented plan.
• The customer has difficulty keeping up with the need to provide mobile access for
employees, partners, and visitors.
• The customer needs a plan to prevent data loss at branch offices.
• D The customer does not have complete visibility into virtualized apps, traffic, server
locations, and security.
• The customer is experiencing project delays and difficulty meeting service level
agreements (SLAs) due to manual processes for varying devices.

The CIO of a mid-sized company tells you that the company’s line of business managers are
frustrated that IT takes months to roll out applications. The CIO wants to know what Hewlett
Packard Enterprise (HPE) offers to accelerate the application deLivery lifecycle. How do HPE Helion
Cloudsystem solutions address this issue?
• They enable rapid application delivery so enterprises can keep pace with the increasing
number of applications released each year.
• They offer proprietary code that helps developers create secure applications for both cloud
and traditional data center environments.
• They require customers to engage with HPE Services, which provides the expertise required
to move traditional applications to the public cloud so enterprises can consolidate
applications.
• They use the popular Amazon Web Services developer tools for all private and public cloud
application development.

Which use case is a good match for an HPE solution that includes HPE Helion Eucalyptus?
• A large enterprise wants to support employees who bring their own devices to work.
• A mid-sized organization wants to move all of its IT services to Amazon Web Services.
• A mid-sized organization wants a silo approach to data storage and retention.
• A SMB customer wants to create a private cloud that integrates with Amazon Web
Services.

How does HPE help customers simplify the management of their hybrid infrastructure?
• By providing separate network management tools for siloed teams
• By automating the network and providing analytics
• By enabling customers to isolate their virtual networks from their physical networks
• By helping companies move their IT resources to public clouds

The need for greater agility is creating a need for a new role for IT. What is one way that IT’s role is
changing?

 • IT needs to plan more extensively before making any changes.
• IT provides a competitive advantage for the company.
• IT plays a supportive role in the background.
• IT now makes most purchasing decisions on its own.

HPE is the leader in the worldwide server market. Industry analysts have identified issues with other
server vendors. Match each server to the appropriate vendor issue.

Lenovo Lack of experience in the enterprise server market and no proven support structure for
servers
Dell Uncertainty about product availability and support due to privatization
Cisco Portfolio gaps due to a networking-centered culture and strategy

Why are a majority of organizations at risk for backup failures?

• Their complex, fragmented, and siloed backup solutions can’t keep pace with data
growth.
• Data backups are a low priority for many organizations.
• They have not converged their LAN and SAN.
• They are using tape, rather than flash drives, which are more reliable.

How does Hewlett Packard Enterprise (HPE) differentiate itself against Cisco in the management
solutions space?

• HPE takes a manager-to-manager approach, offering an array of management solutions.

• HPE provides a management framework that supports snap-in modules from other vendors,
including competitors.
• HPE provides end-to-end converged management with a single-pane-of-glass solution.
• HPE provides a customized management console for each silo, so customers need to
purchase only the management consoles they need.

You are talking to a senior IT manager, who tells you that IT is looking for a better way to manage
virtual overlays. What opportunity have you uncovered?

• HPE Storage opportunity

• HPE Server opportunity
• HPE Networking opportunity
• HPE Helion opportunity

What makes Hewlett Packard Enterprise the ideal partner to help customers succeed in transitioning
to the New Style of Business?

• A tradition of expertise that helps companies avoid risky trends such as hybrid cloud
• A focus on IT infrastructure products in a single core area, networking
• A strategy for helping companies to turn their focus from applications to infrastructure
• A long legacy of innovation and a renewed focus on SMB and enterprise IT

You are meeting with decision makers at a financial institution, who are considering HP as well as
other vendors for a server solution. You need to distinguish HPE Integrity servers from the
competition. What is one benefit of these servers for this customer?

• They simplify management of the data center by creating virtual and physical siloes
between server, storage, and networking resources.
• They are a hyper-converged server, storage, and networking solution that decreases TCO by
as much as 50 percent.
• They support cartridges that optimize the server for specialized workloads such as
financialtransaction data processing.
• They provide features such as self-diagnosing and self-healing and decrease downtime
by 60 percent compared to other x86 platforms

What helps to automate the network and increase network agility in a private cloud?
• Workload-based compute optimization
• Software-defined Networking (SDN)
• Load-based routing
• Remote CLI logins

What is one benefit of HPE StoreVirtual solutions?

• Provide a proprietary management console, allowing IT to manage both servers and storage
devices
• Reduce complexity by providing only the features that small-to-medium businesses (SMB)
need
• Speed up recovery time using a flash optimized architecture
• Reduce energy costs and the data center footprint

Drag and drop each distinguishing feature to tile Hewlett Packard Enterprise solution that provides
it

Single management solution hat spans your data center - HPE Oneview
Seamlessly add capacity from a public cloud - HPE Helion CloudSystem Enterprise
Real-world online store for applications - HPE software-defined networking (SDN)
Live volume movement and seamless VM failover - HPE 3PAR StoreServ

What is one way that Hewlett Packard Enterprise services and solutions help to address the
challenges created by the new IT trends?

• They eliminate the risks created by the shift away from mobility and toward wired
connectivity.
• They are designed exclusively for key vertical solutions.
• They promote a clear separation between traditional IT and the cloud.
• They give customers the ability to harness the explosion of data.

What is the HPE 3PAR StoreServ architecture purpose-built to support?

• Software-defined networking (SDN) enabled devices
• High density tape libraries
• Traditional infrastructure devices

 • Virtualization and cloud

What type of customers are prime targets for hybrid infrastructure solutions?

• Customers who are satisfied with their proprietary systems

• Customers who are rolling out new appLications
• Customers who have limited potential tor expanding their business
• Customers who are achieving high rates of return on their current IT investment

How does the trend of customers moving to cloud solutions increase your sales opportunities?

• You can better focus on selling customers traditional infrastructure in the areas unaffected
by cloud, compute and storage.
• You can offer a hybrid solution that keeps some workload s on-premise, based on the
customers’ unique needs.
• You can warn customers of the dangers of implementing cloud services, winning a role as a
trusted advisor.
• You can offer a promotion in which you buy back customers’ infrastructure in return for a
discount on HPE public cloud services.

If a customer mentions that the company needs a private cLoud, what else couLd you suggest as
part of that soLution?

• Applications that turn infrastructure devices into security-enforcement devices

• A more agile, hybrid infrastructure
• A non-virtuatized server solution
• A siloed network infrastructure

A customer agrees that she needs to strengthen tier data-protection measures. However, the
customer wants to know why she should trust Hewlett Packard Enterprise (HPE) to provide data-
protection solutions. Which competitive advantage should you mention to demonstrate HPEs
expertise in providing data-protection solutions?

• HPE incorporates security intelligence from the industry-leading DVLabs into its security
solutions.
• HPE is the only vendor providing both firewall solutions and Intruder Detection
System/Intrusion Protection System (IDS/IPS) solutions.
• HPE security production are all implemented in the cloud, eliminating the time it takes to
intalt and deploy them.
• HPE focuses on providing software-based data-protection solutions, which are more flexible
and agile than hardware-based security solutions.

What value does Hewlett Packard Enterprise bring to customers who fit in the Protect Your Digital
Enterprise Transformation Area?

• Just-in-time access and applications for the mobile workforce

• Reduced costs of maintaining security on a traditional network
• Real-time analytics based on structured and non-structured data
• Proactive security for the network, business data, and interactions across any location
or device