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Last Updated: Aug 20, 2026
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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Selling and Qualification Process | 20% | - Positioning and closing strategies - Discovery and qualification questions - Identifying opportunities and customer personas |
| Topic 2: Customer Challenges and Solution Alignment | 25% | - ROI and business benefit communication - Mapping challenges to BSM capabilities - Business and IT operational challenges |
| Topic 3: BSM Solution Areas | 30% | - Operations Bridge and integration - Service Intelligence and Analytics - Application Performance Management - Systems and Infrastructure Management - Network Management |
| Topic 4: HP BSM Overview and Value Proposition | 25% | - Value propositions for IT executives and stakeholders - Competitive differentiators - HP BSM architecture and components - Business Service Management concepts |
1. Which HP value statement will resonate with the persona involved in Network Management?
A) Our Network Management solution reduces downtime and mean time to repair (MTTR) through root-cause analysis that maintains accuracy for dynamic networks.
B) Our Network Management solution optimizes and consolidates tools with ability to manage most complex heterogeneous environments from a single solution.
C) Our Network Management solution guarantees an error-free, heterogeneous application that spans network silos.
D) Our Network Management solution provides end-to-end transaction and service-level management through proactive end-user monitoring.
2. Which System Management business challenges are solved by implementing HP's BSM solution? (Select two.)
A) improving operations through greater system visibility
B) reducing data center power consumption
C) tracking quality errors in application testing
D) saving time and money via an automated time tracking application
E) lowering costs around improved team efficiency
3. Which key differentiator supports a capability of the BSM Application Performance management solution?
A) supports Heads-up Display (HUD) for multi-monitoring technology
B) provides a cross-domain view of the entire IT environment with Operations Manager (i), known as the "Operations Bridge"
C) provides a single pane of visibility for complex, virtualized. and cloud environments
D) provides real time end-to-end transaction monitoring via industry leading, end-user monitoring and diagnostic tools
4. Which discovery question would you ask to an IT executive to uncover a potential Network Management pain point?
A) What percentage of your IT budget goes toward managing the infrastructure versus innovation?
B) How often do you update application revisions across your network?
C) Do you have the ability to integrate fault, availability, performance, and configuration management?
D) Have you experienced customer satisfaction issues for accessing your applications?
5. From a BSM perspective, which qualifying question would you ask the VP of Operations regarding the consequences of having separate event monitoring tools?
A) Does duplication of error tracking efforts slow the time to resolve problems?
B) Do you know when an application or service will be ready for deployment into the production environment?
C) How are you tracking financial expenses in a siloed infrastructure?
D) Are you able to monitor native iPhone Mobile applications end-to-end?
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: A,E | Question # 3 Answer: A | Question # 4 Answer: D | Question # 5 Answer: D |
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