VSP [5.X] - Making the First Sale.docx

VSP 5.X - Making the First SaleQ:Which of the following would be the best Business Continuity/ Disaster Recovery solution for an SMB customer?A:vCloud SuitevSOM with VDP AdvancedvShieldvBackup and RestoreQ:External Drivers: Rising costs of computer hardware; Shrinking consumer business in the field Internal Challenges: Business users demanding all-device access; Downtimes resulting in business disruptions Business Objectives: Most efficient and effective dry foods distributor Given the above information for Step 1 of the VMware Customer Value, which of the following would be the most accurate Business issue?A:IT cannot provide a reliable infrastructure for all devices at a cost low enough to keep the company competitiveThe business cannot remain competitive without reducing costs and increasing agilityUsers cannot access their applications and data on anything besides their corporate computers.Q:Which of the following are the components of Step 1 in the Customer Value Framework, the step in which you gather information about the customer?A:Problem Questions, Solution Questions, Value QuestionsExternal Drivers, Internal Challenges, Business ObjectivesBusiness Issue, VMware Value Summary, ReferencesQ:How does the customer add you as a user in their my VMware portal?A:Accounts drop-down Users & Permissions By User tabHome License Keys UsersSettings drop-down Users Add UserUsers drop-down Add UserQ:Which of the following would be a good solution question?A:What if you had vSOM, which would allow you to easily oversee your entire infrastructure?What if you had a single pane view of your entire IT infrastructure?What VMware solution would be the best one for your business?Whats it worth to you to have a single view from which you can supervise your entire IT infrastructure?Q:Youve just taken a VMware Solution Competency and now you want to have the marketing assets that will help you take that solution to market quickly and effectively. Which sales tool would you use?A:SETNFRsIULsLeadsQ:Which of the following would you do just before you ask value questions to the customer?A:Explain how the VMware values resolve the customers business issues.Specify which products the VMware capabilities correspond to.Ask “Whats it worth” questions.Determine the benefits that VMware capabilities can have for the customer.Q:You are a Partner and you want to have a continuous installation of VMware software on a test system so that you can get more experience with the product. Which of the following would be the right choice for you?A:Purchase the product at regular pricesDemoIULNFRQ:Which of the following characteristics especially shows that the customer is a prime candidate for VDP Advanced?A:The Customer is an enterprise customer with branches all over the world.Customer wants to protect Microsoft SQL and Exchange.The customer is suffering from rising CAPEX and OPEX costs.The customer wants to provide virtual desktops to users on all devices.Q:Business Issue: Delivering IT services to the “elastic-on-demand” needs of the business is increasingly difficult to manage and is impacting the companys performance. Given the above Business Issue, which Problem probing question would be most appropriate?A:Is it taking excessive manual effort to deliver and manage your business critical applications from the application to the physical infrastructure?How much does it cost you to maintain the IT environment that you currently have?Has the lack of internal skills, experience or knowledge ever impacted your ability to deliver server consolidation?Are you concerned about escalating operating costs?Q:In Step 6 of the VMware Customer Value Framework, what does the VMware Value Summary consist of? (Select three.)A:Link the VMware values back to the business issue.Match the capabilities discussed to the values of the specific VMware solution.Present concrete examples with real life case studies .Ask value questions that will lead the customer to the VMware value.Q:Which of the following would be the best Business Continuity/ Disaster Recovery solution for an SMB customer?A:vCloud SuitevSOM with VDP AdvancedvShieldvBackup and RestoreQ:Business Issue: IT has been having challenges protecting the business from the consequences of downtimes and system failures. Probing Questions: To what degree has your business been disrupted by disaster recovery efforts? Given the above Business Issue and Probing Questions, which Solution question would be most appropriate?A:What if you could automate your site recovery and migration process so that, when a disaster failover occurs, business services are automatically recovered with no intervention?What if you could automate your IT environment so that different parts of the business could receive IT services more quickly?What if you could consolidate your server numbers by up to a factor of 10?Q:Business Issue: Rising capital and operational costs are keeping IT from meeting its SLA requirements. Given the above Business Issue, which Problem probing question would be most appropriate?A:How satisfied a