Course ID 00903083
Course format WBT
Typical Course length 45 minutes
Delivery languages English
Related certifications
In preparation for these exams
Selected items from this course are included in these exams:
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Course description

This course module is an introduction to the influencers, decision makers and buyers of ALM solutions.
In this module we explore the roles and responsibilities, the issues and the compelling events that influence the decision of each person. You learn what is important to each person and can then refine a solution value proposition that resonates with the person.

Ideal candidate for this course

SW Partners and Employees:
Sales; Partners; Presales


For specific prerequisites and requirements to achieve any of the related certifications, see the certification description on the Certification and Learning website.


  • Review of key customer personas
  • Review of specific personas and responsibilities
  • Review of discovery questions and questioning techniques


This course prepares you to:
    Identify key customer personas and their responsibilities to Application Delivery Management.
    Distinguish the roles and responsibilities of each of the key customer personas as presented in this training.
    Develop discovery questions to help you understand the customer and engage the business conversation around ALM

Learning resources that were developed before the Hewlett-Packard Company separation might contain some content and brand elements that have not been updated for Hewlett Packard Enterprise. Learning resources with the highest usage are updated.