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sr1203.txt
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HP's open systems strategy and tactics for workstations SR1203
The goal of this self-paced course is to introduce the language of Open
systems and how to position HP's OSF/1 strategy, implementation and
migration tactics in a competitive sales situation.
STUDENT PROFILE:
SF40 SRs and sales support personnel who need to understand our
Workstation OS Strategy and Tactics.
PREREQUISITES:
None
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o Describe HP's workstation operating system strategy and tactics.
o Compare OSF to Unix International (UI) in competitive sales
situations.
o Define what differentiates HP within the Open Systems arena.
o Identify the sales opportunities OSF/1 can address.
o Recommend OSF/1, HP-UX, or Domain/OS based on customer needs and
requirements.
o Describe key benefits of HP's cooperative computing enablers and
other present and future value-added technologies.
o Describe the source code and binary code poartability strategy
for applications running on OSF/1, HP-UX, and Domain/OS
o Understand the migration strategy for moving HP/UX and Domain
customers to OSF/1.
o Describe alternative customer migration strategies.
o Describe the advantages of new OSF/1 porting and consulting
services.
o Understand how to partner with your customer to plan their
migration strategy.
o Describe tactics fo rusing key differentiators against SUN, DEC,
and IBM
o Use HP's key differentiators to answer competitive objections.
COURSE OUTLINE:
Unit 1: Operating Systems Strategy
Unit 2: The Language of Open Systems
Unit 3: Competitive Information
Unit 4: Interoperability/Cooperative Computing
Unit 5: Program Portability
Unit 6: Migration Programs
TESTING PROCESS:
Self-Assessment Test included in the workbook. To access Mastery Test,
send an HPDesk message:
To: Fieldtest ADMIN
Subject: SR1203
A score of 80% or better represents satisfactory completion.
FORMAT: Self-paced workbook
LOCATION: N/A
LENGTH: 3 hours
AVAILABILITY: Check Hotline
EQUIPMENT LIST: N/A
CLASS SIZE: N/A
ORDERING INFO: Course under development. Check Field Training
Hotline for ordering information and availability.
QUESTIONS?: George Doucette Telnet 256-7833 or (508) 256-6600
ext. 7833