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HP HP3-C20 Exam Syllabus Topics:

SectionObjectives
Topic 1: HP Services & Solutions Portfolio- Device and enterprise service offerings
  • 1. Lifecycle services for devices
    • 2. Enterprise printing solutions
      - HP printing and imaging services
      • 1. Smart printing services overview
        • 2. Managed print services concepts
          Topic 2: Sales Strategy and Customer Positioning- Value-based selling
          • 1. Customer business requirement mapping
            • 2. ROI and TCO positioning
              - Solution alignment
              • 1. Matching HP offerings to customer needs
                • 2. Competitive positioning in channel sales
                  Topic 3: HP Channel Sales and Licensing Models- Channel-led selling concepts
                  • 1. Role of HP channel in product distribution
                    • 2. Channel partner ecosystem fundamentals
                      - Pay-per-use / consumption-based models
                      • 1. Subscription vs consumption pricing
                        • 2. Usage-based billing concepts

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