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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Solution Design and Capabilities | 30% | - Virtualization and storage consolidation - Data protection and availability - Performance and scalability |
| Topic 2: Competitive Positioning & Value Proposition | 20% | - Differentiate vs competing solutions - Closing and follow-up strategies - ROI and TCO analysis |
| Topic 3: Customer Requirements & Opportunity Identification | 25% | - Assess customer storage challenges - Qualify sales opportunities - Align P9000 with business needs |
| Topic 4: StorageWorks P9000 Overview | 25% | - P9000 architecture and components - Key features and benefits - Positioning in HP storage portfolio |
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