HP2-N14

Introduction

HP Certified Professional HP Software Applications Solutions Exam HP2-N14 Exam Datasheet

This exam datasheet provides you with information about the content and the
context of the exam and helps you prepare for it. You will find recommended
HP eLearning, an outline of the exam topics and objectives, and references used in developing the test items to help you achieve a successful passing score.

ASC Exam

This exam is one of two required exams for candidates seeking the credential
Accredited Sales Consultant (ASC) – HP Software Applications Solutions
[2007]. To achieve this credential, two core exams must be successfully completed:

• HP Software Foundation Solutions Exam (HP2-N11)

• HP Software Applications Solutions Exam (HP2-N14)

Key Topics

These are the key topics covered in this exam.

• HP Business Technology (BTO) Applications Overview

• Quality Center

• Performance Center

• Applications Security Center

• BTO Center Integration

Audience

This exam is targeted for sales personnel who have experience in selling HP
software. Job roles include:

• Partners, VARs, OEMs, SIs, Distributors

HP Software Applications Solutions Exam (HP2-N14) Datasheet

• HP Software Direct Sales

Exam Specifications

• Number of items: 60

• Passing Criteria: 71%

• Time Allocated: 90 minutes

• Format: Multiple choice Internet-based Test (IBT)

Exam Preparation

This certification test was developed to test your knowledge of the new HP Software Applications Center and solutions. The study materials are strongly recommended to assist you in passing the certification exam.

Please refer to the HP Software University web site (http://www.hp.com/learn/hpsu) to take the eLearning. A log-in account is required to enter HP Software University (HPSU). Use the document codes below to locate the study material in HPSU. Contact your
regional partner representative for more information about access to the recommended training.

JIT Name or Other Source
HPSU Search Code
BTO CFD Pitch (I) (15 min) Close_BTO_11-2006
Quality Assurance FI_QA_CFD_12_2006
Phase III: Quality Center GTE_PHASE3_QC
Performance Validation FI_PV_12_2006
HP ECP Licensing and Pricing Webinar HPVT-SALES-02282007
SPI Dynamics Sales Awareness and
Information Webinar HPVT-SALES-ASC-20070824
December 2006 Software Launch
Overview SALE_DSLO_AMERICAS_2006_12_05

Exam Content

The following outline represents the specific areas of content covered in the exam. Use this outline to guide your study and to check your readiness for the exam. The exam measures your understanding of these areas. The approximate percentage of exam
questions dedicated to each major content area is included in parenthesis. The higher the
percentage, the more questions will be on the exam.

2

HP2-N14 HP Software Applications Solutions Exam

1 BTO Applications Overview (8%)

1.1 Assess the customer need for a BTO Applications solution

• Indentify IT demands that qualify customers for the overall Quality
Mgmt Solution

• Recognize target markets and/or customers for QM opportunities

1.2 Identify BTO Applications solutions

• Validate knowledge of the Applications Centers

1.3 Determine BTO Applications selling solutions

• Recognize the primary competition when selling quality mgmt

1.4 Establish the BTO Applications solution packaging

• Identify licensing discounts for Applications software packages

2 Quality Center (QC) (47%)

2.1 Assess the customer need for a QC solution

• Describe QC customer challenges

• Identify IT demands that qualify customers for a QC solution

• Recognize target markets and/or customers for QC opportunities

2.2 Identify the QC solution

• Validate knowledge of a QC solution approach

• Describe the components within Quality Center

• Describe the benefit to the QA Executive when implementing the QC
tool set

2.3 Determine the QC selling solution

• Recognize the primary competition when selling QC solutions

• Establish buying roles for prospective QC customers

• Identify qualifying questions for a potential QC solution

HP Software Applications Solutions Exam (HP2-N14) Datasheet

• Propose a QC solution that meets specific customer requirements

2.4 Establish the QC solution packaging

• Recognize pricing levels and number of users for QC software

• Identify components of QC solution packaging

• Recognize the amount and type of packaged services for QC

3 Performance Center (PC) (28%)

3.1 Assess the customer need for an PC solution

• Identify business drivers

• Describe PC Customer challenges

• Identify IT demands that qualify customers for a PC solution

• Establish qualifying questions to determine a customer need for PC

• Recognize target markets and/or customers for PC opportunities

3.2 Identify the PC solution

• Validate knowledge of PC solution components

• Identify features and benefits of PC software

• Identify key elements of the HP lifecycle approach to PC solutions

• Identify HP Software products comprising an end-to-end solution for PC

• Describe the key phases of PC implementation support

• Describe the HP Software approach to a customer’s PC transformation

3.3 Determine selling solutions for PC

• Recognize the primary competition when selling PC solutions

• Validate knowledge of solution selling within the PC center

• Establish key value propositions in selling PC solutions

• Identify PC solution offerings

• Recognize product components of a PC sale

• Identify a qualified lead for PC

HP2-N14 HP Software Applications Solutions Exam

3.4 Establish the PC solution packaging

• Identify components of PC solution packaging

• Recognize the amount of packaged services for PC

• Understand pricing components and structure for PC

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4 Application Security Center (ASC) (12%)

4.1 Assess the customer need for an Application Security solution

4.2 Identify the Application Security solutions

• Validate knowledge of ASC solution components

• Establish HP products linked to Application Security

• Validate knowledge of solution selling within the AS center

4.3 Determine selling solutions requiring Application Security

• Identify the components comprising Application Security solutions

• Recognize the primary competition when selling ASC solutions

4.4 Establish the solution packaging

5 BTO Center Integration (5%)

5.1 Assess the customer needs for an integrated Center solution

5.2 Identify the Center integration solutions

5.3 Determine selling solutions requiring Center integration

• Identify the software that integrates Quality Management solutions

5.4 Establish the solution packaging

Exam References

The study material and references in this exam data sheet pertain to source content used in the creation of this exam. They comprise the source content
from which this exam was developed. Note that changes to any source content
after November 1st are not reflected in this list and were not used in the development of this exam.

HP Software Applications Solutions Exam (HP2-N14) Datasheet

JIT Name or Webinars HPSU Search Code
BTO CFD Pitch (I) Close_BTO_11-2006
Quality Assurance FI_QA_CFD_12_2006
Phase III: Quality Center GTE_PHASE3_QC
Performance Validation FI_PV_12_2006
HP ECP Licensing and Pricing Webinar HPVT-SALES-02282007
SPI Dynamics Sales Awareness and
Information Webinar HPVT-SALES-ASC-20070824
December 2006 Software Launch
Overview SALE_DSLO_AMERICAS_2006_12_05
HP Partner Portal – Sales Information
BTO US Price Guide
Why Sell Quality Management
Quality Center w/BPT Partner battle card
Quality Management Targets datasheet
Quality Management Software Partner battle card
QM_HP Functional Testing Overview Presentation
Becoming a strategic Advisor to QA Presentation
Quality Management – Channel Biz Proposition
QM – Quality Mgt Software Battle Card
PC – Overview Presentation
QM – HP LoadRunner Presentation
Press Release – HP to acquire SPI Dynamics
SPI CP Customer Facing Slide Deck

Web Site References

• HP PC Center Product Site

• HP QC Product Website

Other References

HP – Mercury Product Roadmap GSE_HP_PRODUCT_ROADMAP
HP ECP Sales Commercial Readiness: License and Pricing SALE_ECPSC_AMERICAS_2007_02_01
HP Sales Commercial Readiness: Deal
Enablement SALE_SCRDE_WW_2007_01_30
HP Sales Commercial Readiness: Deal SALE_SCRDE2_WW_2007_01_30

HP2-N14 HP Software Applications Solutions Exam

Enablement: Session 2
HP Sales Commercial Readiness: Software Coverage Model SALE_SCRSC_WW_2007_01_31

Sample Exam Items

The following examples represent the type of items and question formats that you could see on the exam.

1. Which statement best describes the IT business impact Business Technology
Optimization (BTO) can have for your client organization? A. BTO allows clients to better map products to IT areas.
B. BTO helps your client deliver consistent, high-quality business outcomes from IT.

C. BTO focuses on helping your client achieve maximum return on IT investments. D. BTO provides communication links between the business and IT.

2. In the BTO model, which two centers make up the Applications functional area?
(Select two.)

E. Project and Portfolio Management

F. Business Availability Center

G. Performance Validation

H. Change and Configuration Management Center

I. Quality Management

J. Security Center

HP wishes you success in the HP Certified Professional Program and in passing the exam for which you are preparing. Your exam results will provide valuable feedback to guide you in assessing your areas of strength or weakness. Successful completion of the exam confirms your competency in HP Software Applications Solutions skills.

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