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HP HP3-F11 Exam Syllabus Topics:

SectionObjectives
HP Portfolio Solutions Positioning- Selling HP services and lifecycle value
  • 1. Managed services positioning
    • 2. Lifecycle cost optimization
      - HP enterprise solutions overview
      • 1. Storage and networking solutions
        • 2. Compute and server solutions
          Customer Engagement and Sales Scenarios- Case study-based sales scenarios
          • 1. Competitive deal shaping
            • 2. Building proposal justification
              - Consultative selling approach
              • 1. Discovery of customer requirements
                • 2. Aligning HP solutions to business KPIs
                  Alinean Analyst Tool Usage- Sales scenario modeling
                  • 1. Justifying IT investment decisions
                    • 2. Before/after cost comparison analysis
                      - Building financial business cases
                      • 1. Customer proposal generation workflows
                        • 2. ROI calculators and cost modeling
                          HP Sales Value Selling Fundamentals- Value-based selling methodology
                          • 1. Competitive positioning in HP portfolio
                            • 2. ROI and TCO concepts in enterprise IT sales
                              - Understanding customer business drivers
                              • 1. Mapping HP solutions to business outcomes
                                • 2. Identifying IT cost structures and pain points

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