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HP Selling HP Automation and Cloud Management Software Solutions Sample Questions:

1. Which HP Database and Middleware Automation value best resonates with the persona involved in Task Automation?

A) security of virtual farms hosting clustered database systems
B) end-to-end transaction and service level management through proactive end-user monitoring
C) delivery of industry-standard best practices and subject matter expertise
D) time value of data capture, coupled with immediate rich analytics insight

2. A customer says that they do not need Task Automation solutions because they have "scripts for automation" What is the best way to respond to this objection?

A) Scripts are legacy technology. Automation is the future
B) What if your developer leaves? How do you control who does what and tracks the change management?
C) We have solutions in place to analyze those scripts and optimize them.
D) Scripting involves head-count. I'm here to help you reduce head-count

3. You are talking to a customer and the discussion centers around Transforming Service Delivery. The customer says that they are not yet ready to move to the cloud because they have security concerns, and they cannot risk their data becoming inaccessible.
What is the best way to respond to this objection?

A) I agree, most of our customers were cautious about the cloud, but their fears have proven to be unfounded.
B) With the HP private cloud solution, we can help you accelerate service delivery and ensure security and accessibility.
C) Inaccessibility was an issue in the past, but with network and bandwidth improvements, internet downtime is now a rarity.
D) We have monitoring solutions that can assess the availability and performance of an external public cloud provider.

4. A customer has purchased Server Automation Ultimate Edition and also uses HP Operations Manager.
What is a natural up-sell for this customer?

A) HP Performance Center
B) HP Quality Center
C) HP Vertica
D) HP Operations Orchestration

5. Which question is best used to qualify a Transforming Service Delivery opportunity?

A) Is there a drive to accelerate delivery of infrastructure and platform environments for the line-of-business?
B) Are you able to capture time value of data, coupled with immediate rich analytics insight?
C) Are you able to trace real user transactions across application tiers to speed resolution times?
D) Are you spending more time gathering and formatting data and less time on results analysis?

Solutions: