About this Course

Code TPHL953S
Duration 1 Day

This course provides a detailed insight into the business value of the HP Converged Infrastructure and Cloud solutions, customer IT and business challenges and how to sell the business value of these solutions.

Please note that this course is actually 2.5 days.


  • Partners and Internal HP sales, specifically those selling the HP Cloud and Converged Infrastructure Solutions.

Delegates will learn how to

  • Describe the key challenges that hinder the adoption of a converged and cloud infrastructure.
  • Describe the overall financial and IT benefits of a converged infrastructure.
  • Explain the differences between product and price centric selling and selling on business value.
  • Use a structured questioning skills process to uncover and create customer business needs.
  • Know how manage every step of the sales campaign, focusing on selling at the right level with a compelling and business focused proposition.
  • Know how to construct the components of a business case.
  • Describe the financial and IT benefits of HP's Converged Infrastructure and Cloud solutions.
  • Outline the steps needed to transition to a converged infrastructure.
  • Recognize the need for a consultative sales approach.
  • Know how to proactively open a customer discussion to establish business needs and translate into a compelling business proposition for customers.
  • Know how to apply a customer driven sales methodology to improve success rates and the Know how to apply a customer driven sales methodology to improve success rates and the overall win:loss ratio.
  • Explain in financial language how IT investments are made.
  • Know how to access the Alinean TCO and ROI templates.

1 Day


This is a QA approved partner course

Delivery Method

Delivery method


Face-to-face learning in the comfort of our quality nationwide centres, with free refreshments and Wi-Fi.

Find dates and prices

Online booking is currently not available for this course, to find out more please call us on 0113 220 7150 or email us at info@qa.com to discuss how we can help.

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