TRAINING DATA SHEET NUMBER AND TITLE:

Differentiating the HP 9000 Series 800                         SR2812
________________________________________________________________________

COURSE GOAL/ OBJECTIVE:
This 2 part, 3 1/2 hour teleclass is designed to enable Channel Partner
SRs to "take the offensive" selling HP business server solutions against
IBM and SUN. Part 1 focuses on building a product knowledge foundation
on the Series 800 product line, key features and benefits.  Part 2
focuses on articulating HP differentiators and responding to competitor
claims. Program participants include an industry consultant and HP 9000
Series 800 Marketing Managers.

STUDENT PROFILE:
Channel Partners SRs and sales managers who have HP 9000 Series 800
sales opportunities.  HP CSO SRs with a need for cross-training on the
Series 800.

PREREQUISITES:
The self-paced course 'HP 9000 Business Server Solutions - Strategy and
Product Overview' is required reading.  This course will be mailed to
students one week after the teleclass registration deadline.  A Mastery
test is available for this course.  Channel Partners can access the test
by calling (408)447-1448.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:

Part 1
o Identify key factors that make the HP 9000 Series 800 product line
  "Open for Business".
o Identify key features, functionality, and customer benefits of the
  Series 800 product line.
o Position within the family each model of the Series 800 product line.
o Given a customer scenario, match the appropriate Series 800 system
  management solutions to customer requirements.
o Given a customer scenario, make a prelimanary selection of the
  appropriate member of the Series 800 product line.
o Identify the tools and resources available for configuring the
  Series 800.

Part 2
o Describe HP's key differentiators for the commercial UNIX market.
o Respond to competitive challenges made by SUN and IBM during a
  business server sale.

COURSE OUTLINE:
Part 1:
           Series 800 Product Overview
           Knowing the Series 800
           Choosing the Right Series 800 Server
           Configuration Resources
           Selling Series 800 Solutions

Part 2:
           Why lead with HP?
           How to defend your choice of HP over IBM
           How to defend your choice of HP over SUN
           Q & A

Mastery Test

TESTING PROCESS:
A Mastery Test is available at the end of the teleclass for students
who wish to have their participation recorded as part of their training
history.
_______________________________________________________________________

FORMAT:         Interactive Teleclass
LOCATION:       HP Sales Offices
LENGTH:         3 1/2 hours
AVAILABILITY:   4/14/93 and 7/15/93
LANGUAGE:       English
EQUIPMENT:      N/A
CLASS SIZE:     N/A
ORDERING INFO:  Register by calling the Training Registrar at
                1-800-TRAINYU.  The registration deadline for the
                April class is 3/19 and for the July class is 6/18.
                Video tapes will be available from Carol Grant/HP0000
                at HPTV following the broadcast.
QUESTIONS:      Contact the Training Registrar at 1-800-TRAINYU.
PROJECT MGR:    Doris Singer  Telnet/408-447-0986.

_______________________________________________________________________