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Understand the Customer 35%

• Describe innovative productsthat give HPE a competitive advantage in hybrid infrastructure
• Use appropriate discovery questionsto uncovercustomer needs, business drivers, and requirementsrelating to a hybrid infrastructure
• Describe how you can use the Business Value Framework to begin to validate and qualify customers Understand HPE Competitive Advantages 20%
• Leverage Hewlett Packard Enterprise Technology Services and Financial Servicesto add value to the sale
• Demonstrate that you can engage key decision-makers and discussthe issuescustomersface in transforming to a hybrid infrastructure Qualify and Validate the Customer 35%
• Identify and pursue sales opportunitiesrelated to hybrid infrastructure
• Explain the businesscase for how Hewlett Packard Enterprise meetsthe customer requirementsfor hybrid infrastructure
• Explain the trends affecting yourcustomers' business and buying decisions
• Explain how you can use the Business Value Framework to understand yourcustomers and uncover sales opportunities
• Validate and Qualify the Opportunity for a Hybrid Infrastructure
• Describe how the Business Value Framework helps you understand yourcustomers' businessrequirements
• Identify and overcome barriers and objections by recognizing Hewlett Packard Enterprise's key differentiatorsin hybrid infrastructure Understand HPE Financial and Technology Services 10%
• Explain how HPE can help yourcustomer on their digital transformation journey
• Describe digital disruption trends and technologies and their effect on yourcustomers
• Explain the issuescustomersface when transforming to a hybrid infrastructure
• Describe the Business Value Framework and explain itscomponents

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Reference: https://certification-learning.hpe.com/TR/datacard/Exam/HPE2-E67

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