HP Selling HPE AI and As-a-Service Solutions : HPE2-E84

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

1. 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) Focus on the faster time-to-value and reduced risk achieved with a pre-integrated, fully managed as-a-service platform like HPE GreenLake.
B) Explain that HPE GreenLake is primarily for customers who lack skilled engineers.
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.

2. What is the primary role of HPE Services in a customer's as-a-service or AI solution adoption journey?

A) To sell third-party software licenses for applications that run on HPE hardware.
B) To provide only break/fix hardware replacement for servers and storage.
C) To offer financing and leasing options to help customers acquire technology with an OpEx model.
D) To act as a trusted advisor and expert implementer, helping customers plan, migrate, operate, and evolve their hybrid cloud and AI environments.

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

4. 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) Emphasize that the partner can add their own managed services on top of the HPE GreenLake platform to create new, high-margin offerings.
C) State that as-a-service deals require less sales effort and technical knowledge.
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.

Solutions: