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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Solution Positioning and Differentiation | 25% | - Aligning solutions to customer requirements - Competitive landscape - Key differentiators and use cases |
| Topic 2: HP ECM Solution Portfolio | 35% | - HP ControlPoint and governance tools - HP WorkSite / Records Manager - HP Process Automation and workflow - HP TeleForm and capture solutions |
| Topic 3: ECM Market and Business Challenges | 20% | - Customer pain points and compliance risks - Business value of ECM solutions - Industry trends and drivers |
| Topic 4: Selling and Opportunity Management | 20% | - Needs assessment and discovery - Presenting value propositions - Handling objections and closing |
1. According to the Association for Information and Image Management (AIIM), what are the four business functions that make up ECM?
A) Document management change management, records management, performance management
B) Change management, release management, records management, performance management
C) Records management, change management, release management, capture and scanning
D) Document management, records management, business process management, capture and scanning
2. Who are the major competitors to HP in the discipline of records management?
A) IBM, EMC, Oracle, SAP
B) Adobe, SAP, OpenText, Microsoft (SharePoint)
C) OpenText, Oracle, Adobe, Microsoft (SharePoint)
D) IBM, EMC, OpenText, Microsoft (SharePoint)
3. Which three key capabilities does the HP Autonomy Information Governance Framework provide?
A) File and save, organize and share, control and manage
B) Save and organize, share and control, leverage and manage
C) Access and understand, organize and control, leverage and take action
D) Access and manage, file and organize, share and utilize
4. According to the Association of Information and Image Management (AIIM), what percentage ofcompanies have no policy on email deletion?
A) 27%
B) 7%
C) 37%
D) 17%
Solutions:
| Question # 1 Answer: D | Question # 2 Answer: D | Question # 3 Answer: C | Question # 4 Answer: C |
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