Overview
The exam tests the candidate's ability to identify and qualify sales opportunities for HPE Aruba Networking products, solutions, and services.
A qui s'adresse cette formation
The ideal candidate is a sales individual who prospects, qualifies, and proposes HPE Aruba Networking solutions to help solve customers' challenges. Examples of job roles include Account Executives, Field Sales, Inside Sales, and Sales Support.
Pré-requis
Complete the Sales workshop – Aruba Products and Solutions (WSALES) training
Objectifs
This exam validates that you can :
- 1. Trends/market context
- 1.1 Describe the trends that influence HPE Aruba Networking customers’ buying decisions at the edge
- 1.2 Discuss the initiatives and trends that apply to the different customer persona's concerns
- 2. Customer business objectives
- 2.1 Determine customer business objectives through customer conversations
- 2.2 Identify customer business objectives based on persona
- 2.3 Identify current challenges at the edge
- 3. HPE Aruba Networking strategy/where to play
- 3.1 Articulate the HPE Aruba Networking strategy
- 3.2 Map the HPE Aruba Networking strategy to customer objectives and outcomes
- 3.3 Align an HPE Aruba Networking solution to the expected business outcome
- 4. How to win/competitive/winning strategy
- 4.1 Compare and contrast HPE Aruba Networking's value, solutions, and strategy with competitors'
- 4.2 Describe how HPE Aruba Networking's value proposition differentiates us in the marketplace
- 5. HPE Aruba Networking Value Proposition/HPE Aruba Networking ESP
- 5.1 Articulate the value proposition of the HPE Aruba Networking ESP portfolio
- 5.2 Articulate the components of the HPE Aruba Networking ESP portfolio
- 6. Selling Solutions
- 6.1 Identify the features and benefits of the Unified Infrastructure portfolio solutions
- 6.2 Demonstrate how HPE Aruba Networking helps resolves customer's connectivity challenges
- 6.3 Identify the features and benefits of the AIOps portfolio solutions
- 6.4 Articulate the value of how HPE Aruba Networking helps customers analyze and act
- 6.5 Identify the features and benefits of the Zero Trust portfolio solutions
- 6.6 Articulate the value of how HPE Aruba Networking helps customers protect their environment
- 7. Services/Support/Consumption Trends
- 7.1 Explain why organizations are changing the way they purchase and consume IT services
- 7.2 Articulate the value of how HPE Aruba Networking helps customers consume connectivity as a service to accelerate their business objectives
- 7.3 Describe the features and benefits of HPE Aruba Networking support and services.
- 7.4 Describe the range of flexible consumption services HPE Aruba Networking offers and the value these services provide HPE Aruba Networking customers and partners.