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HP HP2-I65 Exam Syllabus Topics:

SectionObjectives
HP Portfolio and Solution Selling- HP MPS offerings
  • 1. Hardware + service bundles
    • 2. Managed devices and lifecycle services
      - Competitive positioning
      • 1. Value-based selling techniques
        • 2. Differentiating HP MPS from competitors
          HP Managed Print Services (MPS) Subscription Fundamentals- Customer needs analysis
          • 1. Assessing print environments
            • 2. Identifying cost optimization opportunities
              - MPS value proposition and subscription model
              • 1. Understanding MPS services and outcomes
                • 2. Subscription-based print services positioning
                  Contracting and Service Delivery- Lifecycle management
                  • 1. Renewals and expansion opportunities
                    • 2. Device lifecycle optimization
                      - Subscription contract structures
                      • 1. Pricing models and agreements
                        • 2. Service level expectations
                          Sales Process and Customer Engagement- Proposal and closing
                          • 1. Handling objections
                            • 2. Building business cases
                              - Consultative selling approach
                              • 1. Discovery and qualification
                                • 2. Solution mapping

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