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HP HP2-N48 Exam Syllabus Topics:
| Section | Weight | Objectives |
| Topic 1: SaaS Sales Strategy & Process | 25% | - Sales cycle and engagement model
- Competitive positioning and differentiation
- Upsell and cross-sell opportunities
|
| Topic 2: Commercial & Operational Aspects | 25% | - Ordering, fulfillment, and provisioning
- Pricing, licensing, and contract terms
- SLA, support, and customer success
|
| Topic 3: HP SaaS Portfolio Overview | 25% | - HP SaaS solution categories and offerings
- Subscription models and service options
- Architecture, security, and compliance
|
| Topic 4: Customer Needs & Value Proposition | 25% | - Translating needs into SaaS benefits
- ROI and TCO justification
- Identifying business drivers and pain points
|
HP Selling HP SaaS Solutions Sample Questions:
1. What is a natural up sell opportunity when a client is purchasing Quality Center on Saas?
A) UCMDB on SaaS
B) Service Anywhere
C) BPM Anywhere
D) Agile Manager
2. Which component of HP SaaS solutions encourages renewals and annuity revenues for partners?
A) a frequent software release program
B) the client Success Manager or partner Success Manager
C) an alternative to licenses
D) the low price of HP SaaS
3. What is the provisioning timescale for each SaaS offering?
A) two hours from time of order being received by HP SaaS
B) ten days from date of order being received by HP SaaS
C) one day from date of order being received by HP SaaS
D) as specified in the corresponding solution data sheet
4. What percentage of HP SaaS revenues are generated via channel partners and systems integrators?
A) Channel revenues are less than 5%.
B) Channel revenues are between 5% and 10%.
C) Channel revenues are greater than 80%.
D) Channel revenues are between 30% and 80%.
5. Which method does a partner organization use to inform customers that their instance is available?
A) uses a dedicated link on the Partner Sales Portal
B) submits a request to the SaaS SOC to contact the customer
C) calls the customer three business days after the order is booked
D) forwards the welcome email message from HP SaaS SOC
Solutions:
Question # 1 Answer: D | Question # 2 Answer: B | Question # 3 Answer: B | Question # 4 Answer: C | Question # 5 Answer: C |