Course ID 00917206
Course format WBT
Typical Course length 20 minutes
Delivery languages English
Related certifications
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Course description

This course provides an overview of the HPE Infrastructure Management Solution and focuses on the HPE point of view and value proposition. The course teaches you how to identify potential opportunities when you look at market dynamics and trends; critical business issues; IT process improvements needed to address those critical business issues; metrics and KPIs for measuring IT improvements. The course teaches you how to develop a value proposition and recognize the capabilities the solution delivers. The course helps you identify the benefits the solution delivers to the business covers the customer references and proof points that best demonstrate the value of the solution; what differentiates HPE from the competition.
This training module is part of the solution series for the BSM Sales Certification and all on demand required training. The Study Guide is attached to the recording and available for download.

Ideal candidate for this course

SW Employee and Partner Sales Professionals


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


  • Overview
  • Identifying potential opportunities
    • Market dynamics and trends
    • Critical business issues
    • IT process improvements needed to address CBIs
    • Metrics and KPIs for measuring IT improvements
  • Developing a gain-entry value proposition
    • IT capabilities
    • Benefits
    • Customer references and proof points
    • Competitive differentiators


This course prepares you to:
  • Understand the relevant market dynamics and trends
  • Understand critical business issues and their manifestations
  • Understand IT process improvements needed to address CBIs
  • Understand the metrics and KPIs for measuring these IT improvements
  • Understand IT capabilities delivered
  • Recognize the business benefits
  • Understand customer references and proof points
  • Understand the key competitive differentiators
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.