HP2-936

HP Certified Professional NSS Storage Sales Professional exam # HP2-936
Datasheet

Stage 1: Establish Relationships

1.1 Educates Generalists, Resellers and other team members about storage

1.2 Marketing of HP solutions completed – potential customers met and introduced to HP

1.3 Obtains and creates sales leads – including new opportunities with existing customers

1.4 Prepare for initial sales call (for new customer)

1.5 Key players and factors in environment met and understood and key relationships are formed and potential opportunities are understood

1.6 Opportunities prioritized and strategy planned

Stage 2: Educate Customer and Assess
Business Needs

2.1 Customer educated on storage, HP vision and story communicated

2.2 Customer’s vision for the project, needs for storage, budget, time line, and playing field understood and documented

2.3 Customer understands and buys into what storage can do for them in their environment

2.4 HP positioned as leader in storage and positive and consistent track record demonstrated

2.5 Support of decision-makers to do further analysis achieved

Stage 3 Assess Technical Needs

3.1 Technical presentation to technical decision makers completed

3.2 Technical environment and customer needs investigated thoroughly

3.3 Needed technical resources identified and secured

NSS Storage Sales Professional Datasheet

3.4 Preliminary solution developed with the team

Stage 4 Demonstrate Capabilities

4.1 Preliminary solution’s) discussed and customer buy-in obtained

4.2 Solution presented/demonstrated and approved by the customer

4.3 Solution quality checked

4.4 Proposal Prepared

Stage 5: Obtain Commitment

5.1 Proposal presented

5.2 Help customers develop a 3-5 year plan

5.3 Prove it will work

5.4 Obstacles overcome

5.5 Account strategy developed and refined

5.6 Contact Maintained

5.6 Commitment obtained

5.7 Order fulfilled and implementation planned

Stage 6: Maintain Relationships

6.1 Order fulfilled and solution implemented

6.2 Knowledge transferred

6.3 Customer satisfied

6.4 Customer retained

Exam Specifications

• Number of items: 50

• Passing Criteria: 70%

• Time Allocated: 75 minutes

• This is a web-based exam that is available through Prometric.

NSS Storage Sales Professional Datasheet

Available Study Materials

This exam was developed to test your knowledge of the NSS Storage Business and Enterprise
Sales Products and Process.

These study materials are not required to pass the exam. They are simply additional exam preparation materials of which we are aware.

Web-based Courses:

• 558 WBT,

• KMTs

• hp OpenView Storage Area Manager (SAM) KMT

• hp StorageWorks Enterprise Virtual Array Family KMT

• hp StorageWorks Modular SAN Array 1000 KMT (February
2003)

• hp StorageWorks Network Attached Storage ( NAS) KMT

• Automated Tape Library and Backup/Recovery Solutions
KMT

Instructor Led Courses
• 560

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