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HP Selling HPE AI and As-a-Service Solutions Sample Questions:

1. A partner is hesitant to lead with HPE GreenLake because they are accustomed to the large, upfront revenue and margin from traditional hardware sales.
Partner Objection:
"The as-a-service model seems like it will reduce my initial deal size and profitability.
Why should I change my sales motion from a traditional CapEx sale to a GreenLake OpEx deal?" How should an HPE channel manager explain the benefits of the as-a-service model *for the partner*?

A) Advise the partner to only sell HPE GreenLake to customers who do not have any capital budget.
B) State that as-a-service deals require less sales effort and technical knowledge.
C) Emphasize that the partner can add their own managed services on top of the HPE GreenLake platform to create new, high-margin offerings.
D) Tell the partner they will make the exact same upfront margin as a traditional sale.
E) Explain that the partner can build a recurring revenue stream, increasing their business valuation and customer lifetime value.

2. A customer is comparing HPE GreenLake with a "do-it-yourself" (DIY) approach to building a private cloud. The customer's IT team believes they can save money by purchasing hardware and software separately and integrating it themselves.
Customer Objection: "We have smart engineers. We can build our own cloud experience by integrating hardware and software from different vendors.
Why should we pay for HPE GreenLake?"
How should a sales professional position the value of HPE GreenLake against this DIY approach?

A) Explain that HPE GreenLake is primarily for customers who lack skilled engineers.
B) Focus on the faster time-to-value and reduced risk achieved with a pre-integrated, fully managed as-a-service platform like HPE GreenLake.
C) Agree that the DIY approach is cheaper and suggest the customer only use HPE for hardware.
D) Emphasize that HPE GreenLake offers more hardware configuration choices than a DIY approach.

3. A customer is using HPE GreenLake for Block Storage and wants to optimize their environment to align with business-level objectives for their critical applications.
Which features of the Data Services Cloud Console (DSCC) should the sales professional highlight to demonstrate how HPE helps achieve this? (Choose 2.) Customer Goal: Ensure business-critical applications (e.g., SAP HANA) always have the necessary performance and protection, managed through a simple, intent-based workflow.

A) The ability to provision storage by specifying the capacity, host group, and RAID level.
B) Intent-based provisioning where an administrator defines the desired service level (e.g., mission-critical tier) and the system automates placement and data protection.
C) The use of AI-powered "cross-stack analytics" to predict and prevent performance issues before they impact applications.
D) The ability to monitor power consumption and carbon footprint from the sustainability dashboard.
E) The use of Consumption Analytics to track historical usage and forecast future costs.

4. An HPE partner has a successful HPE GreenLake deployment with a mid-sized financial services client. The partner is analyzing the customer's usage data in the HPE GreenLake platform to find opportunities for growth.
Consumption Analytics Insights:
- Compute usage is stable and predictable.
- Storage consumption is growing at 20% month-over-month.
- The customer has not yet enabled any of the advanced data protection services.
- Network traffic to public clouds is increasing, suggesting new hybrid application development.
Based on this analysis, what are the most logical expansion opportunities for the partner to propose? (Choose 2.)

A) Propose adding OpsRamp to provide visibility and management for their new hybrid applications.
B) Recommend replacing all existing storage with a larger, upfront capital purchase.
C) Propose adding HPE GreenLake for Backup and Recovery to protect their growing data.
D) Suggest the customer stop developing hybrid applications.
E) Propose reducing the customer's compute commitment to save them money.

Solutions: