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The new HPE Sales Certification. What’s in it for you?


HPE20160923021_800_0_72_srgb.jpgHPE Sales Certified - IT Business Conversations

Contributing Author: John Woodrow

Now that FY17 is here, so is the HPE Sales Certified - IT Business Conversations [2017] certification. Many of you may ask, “What’s in it for me?” If your partner organization has a specialization (like Servers, Storage, Cloud or Technical Services), it’s a requirement. That alone, however, is not reason enough for why you should take the new IT Business Conversations Sales certification.

Customers today often know as much or even more about the products than the person calling on them does. As sales professionals we need to bring more to the table than just technical specs and features, we need to engage in higher value conversations. We need to understand the disruption that customers are dealing with and what the issues the management team faces.

The IT Business Conversations certification shows you how to engage decision makers in conversations about the critical role IT must play in making a business successful. It also introduces you to the Business Value Framework. This new sales tool will help you better understand critical customer metrics for success in various industries. The training is positioned within the framework of hybrid infrastructure—a key HPE focus.

We know that taking courses and exams are an interruption. That’s why we’ve broken the training into eight, easily digestible, modules that are about 30 minutes in length.

The eight modules cover:

  1. Digital Disruption
  2. Business Value Framework (BVF)
  3. Understanding Customer Needs for Hybrid Infrastructure
  4. Understanding Customer Issues in Moving to Hybrid Infrastructure
  5. Conversations for Validating the Opportunity
  6. The Right Mix
  7. Understanding HPE Competitive Advantages
  8. Leveraging HPE Financial Services and Technology Services to Win

In subsequent blogs I’ll be covering the modules in more detail so that, as an HPE Partner, you’ll see the depth of content and the value that the HPE Sales Certified - IT Business Conversations [2017] certification will bring to your role.

The English course materials and exam are available now with translations launching in January.

Does your partner organization have a Networking specialization? The new HPE Sales Certified – HPE Aruba Products and Solutions certification is a requirement for partner organizations with Networking specialization. The certification gives partners the skills to position and recommend industry-leading HPE Aruba Networking wired and wireless products and solutions.

And remember, if you complete the IT Business Conversations or Aruba Sales certifications within 90 days of the exam availability, you’ll earn extra Knowledge Credits for your organization.

I’d love to hear your feedback.

JohnWoodrow.jpgJohn Woodrow

Meet John Woodrow,  Senior Program Manager for HPE Partner Ready Sales Certification and Learning.

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About the Author


I’ve been in marketing in high-tech for 15+ years. With HPE now for 6; prior I managed social and marketing communications for an inflight Internet company. I love telling stories about our customers and partners. I'm excited to do that here for Partner Ready Certification and Learning.

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