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Architecting HP Data Center and Cloud Solutions

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79 views3 pages

Architecting HP Data Center and Cloud Solutions

Uploaded by

exp
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
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CourseData Sheet

Architecting HP Data Center and Cloud Solutions, Rev. 14.41

Course description
This course teaches the participant to navigate through the HPE Course ID 00908011
Converged Infrastructure and HPE Helion cloud solution offerings. It Course format, Typical duration ILT - Instructor Led, 6 days
also identifies, describes, positions, demonstrates, and specifies the Skill level Advanced
correct solution based on customer needs. Upon its completion, you
have a broad understanding of purpose, function, market positioning, Delivery languages English
competition, and capabilities of data center solutions based on the Lab required No
HPE Converged Infrastructure and HPE Helion. Register for this course.
Find this course in the Training calendar and click the "Register" link.
This course reviews the skills required to design complex HPE
Converged Infrastructure and cloud solutions. The course prepares
experienced presales individuals for the HP0-D19 board review exam. Successfully passing the board review exam is the final step in achieving the
HP Master ASE-Data Center and Cloud Architect V1 certification.

Ideal candidate for this course


This course is designed for the presales technical audience. This includes partners, enterprise customers, and HPE employees. Individuals
interested in attending this course must have submitted an application and be approved and accepted into this certification program. They must
have extensive knowledge and experience with HPE products and solutions coming into this program.

Topics
Module 1 - Perspectives on Industry Trends
Identify the ways in which the IT industry is changing
Define primary business and IT trends and how they converge
Describe analyst predictions for IT
Describe how HP is meeting IT challenges with a new style of IT that addresses the big bets now and for the future
Integrate industry trends and analyst predictions into your consultations with customers

Module 2 - The Value of a Consultative Approach


Apply MEDDIC and SCOTSMAN, high-velocity selling methodologies, to enhance your ability to ask customers the right questions
Describe the early stages of interacting with customers to understand their needs and priorities by leveraging the HP Customer Driven
Selling Methodology (CDSM)
Engage the customer by speaking the right language to the right people
Write and deliver an elevator pitch

Module 2 Lab - Drafting an Elevator Pitch


Gather information from a customer profile
Use the six stages of HP Customer-Driven Sales Methodology (CDSM)
Apply MEDDIC to a customer profile
Draft an elevator pitch for a Chief Executive Officer (CEO)
Adapt the elevator pitch to the Chief Information Officer (CIO) and Chief Financial Officer (CFO)

Module 3 - Identifying Customer Business Needs


Articulate the current challenges for IT and the major trends changing IT
Explain why customers are moving to infrastructure convergence and cloud
Engage with the customer to determine business needs and assess their current and desired future state of IT

Module 3 lab - Assessing the Customer’s IT Situation


Discuss pain points with the Chief Information Officer (CIO) of Make Things Better (MTB)
Use a sample HP Converged Infrastructure Capability Model (CI-CM) report to analyze a customer’s infrastructure
Apply the CI-CM report to the MTB customer scenario
Role play a conversation with the CIO
Module 4 - Applying Customer-Specific Information to Create Solution
Work with the HP Customer Conversation Framework to uncover customer drivers and initiatives, address goals and obstacles, and highlight
the value of the solution for the customer
Articulate and use the HP sales plays and value propositions for your solution in conjunction with the HP Customer Conversation Framework
to augment solution proposals
Integrate information about HP solutions, competitors and the competitive landscape, and HP differentiators when talking to a customer

Module 4 Lab - Crafting a Value Proposition


Clarify the customer problem
Apply each quadrant of the HP Customer Conversation Framework to the customer scenario
Use the Customer Conversation Framework to design a proposal for MTB’s CIO
Craft a value proposition for MTB

Module 5 - Working with Customer Business Financials


Demonstrate business acumen through an ability to analyze financial statements
Define basic financial terms used when talking with a customer's executive officers
Calculate key performance indicators (KPIs) to analyze a customer's financial health and understand industry and company trends
Use HP tools analyze a company's financial position

Module 5 Lab 1 - Performing a TCO/ROI Analysis


Find and identify the three key financial statements
Calculate various key performance indicators (KPIs) for MTB
Understand how to use the HP Hyperscale Business Value calculator for various workloads
Use the HP Converged Infrastructure Business Value calculator
Understand how to use the Client Virtualization ROI calculator to compare a mixed VDI/HDI environment to a traditional desktop
environment
Talk to the CFO about the cost savings of your solution

Module 5 Lab 2 - Outlining the Proposal


Complete a checklist to prepare a site for an HP data center and cloud solution
Compile the materials needed to outline a proposal for an HP data center and cloud solution
Outline the proposal

Module 6 - Preparing and Delivering a Proposal


Articulate and execute a systematic approach to preparing a proposal, including the use of sizing and configuration tools to complete the
technical configuration of your proposal
Effectively present the proposal to your customer
Move the proposal to a sale
Follow up and support your customer through buy-in and implementation of the solution

Module 6 Lab - Preparing, Presenting, and Evaluating the Proposal


Choose an HP configuration or sizing tool to work with and share your results
Draft a proposal for an HP data center and cloud solution
Create criteria for scoring proposals
Present your proposal, critique other proposals, and receive peer evaluation of your proposal

Objectives
This course prepares you to:

Explain the latest cloud and data center industry trends.


Use analyst predictions for IT in conversations with your customers.
Explain the value of a consultative approach.
Apply the most effective selling methodologies in your interactions with the customers.
Engage with your customers to identify their business and IT goals and assess their current and desired future states.
Apply tools such as, HPE sales plays, competitive information, and the HPE Customer Conversation Framework to understand which problem the
customer wants to solve. Use these tools to highlight the value of the proposed solution.
Use the HPE business value tools to address customer’s financial goals and prove the financial benefits of your solution.
Design an HPE Converged Infrastructure and HPE Helion cloud solution based on specific customer requirements.
Prepare and present a proposal for an HPE Converged Infrastructure and HPE Helion cloud solution to CxOs of a company.
How to register
Click on this link to register for this course: http://certification-learning.hpe.com/TR/datacard/Certification/MASE-CIAV2.html

Policies, fees and cancellations


Course fees may vary and are established and collected by the training center delivering the course. Cancellation fees may apply. Contact your HPE
Authorized Training Partner for their respective policies.

For more information


Contact our program

© Copyright 2019 Hewlett Packard Enterprise. The information contained herein is subject to change without notice. The only warranties for HPE products and services are set forth in the express warranty
statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HPE shall not be liable for technical or editorial errors or omissions contained
herein.
Information is as of November 2019, Revision 7

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