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HP HP2-B120 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: The Value of the Printing System | 29% | - HP printing system architecture - Selling and presenting the solution - Value proposition and customer benefits |
| Topic 2: Market Dynamics and HP Channel/Partner MPS Offering | 12% | - Positioning cMPS vs other MPS models - HP channel partner program structure - EMEA MPS market overview |
| Topic 3: HP Channel MPS Program and cMPS Discounts | 32% | - Contract terms and conditions - Discount structures and margins - cMPS program rules and eligibility |
| Topic 4: Cost Per Page and HP cMPS Pricing Tool | 12% | - Base + Click and Level Pay models - Using the official cMPS pricing tool - Cost per page calculation models |
| Topic 5: Partner Status, Contractual Cartridges and Contract Upload | 11% | - Contractual cartridge definition and usage - Partner qualification and status - ICPP contract upload process |
| Topic 6: Audit and Control | 4% | - Reporting and control procedures - Contract compliance and auditing |
HP Selling HP EMEA cMPS Sample Questions:
Question 1
What are HP Care Pack services?
A. Teams of HP Customer Engineers who travel to customer locations for installation, maintenance, and troubleshooting
B. Support packages that extend and enhance hardware and software service beyond the scope of the included warranty
C. HP standard limited warranties for devices, supplies, and customer replaceable parts, including full replacement services where required
D. Bundled Genuine HP supplies and maintenance kits provided to customers at specific service intervals
Question 2
Who can benefit from the HP Care Pack value proposition?
A. The customer and Channel Managed Print Services partner
B. Only the customer, because it is a customer product
C. HP
D. Distributor
Question 3
What is consultative selling?
A. Selling products to meet the immediate need
B. Providing supplies exclusively
C. Closing the sale and moving on to the next challenge
D. A long-term relationship as a business advisor
Question 4
Which process must a partner use in the exceptional circumstance of requesting an additional discount on Hardware and HP Care Pack Services?
A. If Smart Quote isavailable;attach big deal extract from the pricing tool to the SBD form.
B. Where a pre-approved discount is in place, raise a "top up" OPG discount quoting the cMPS pre-approved SCRP I
C. All exceptions requite deal details and business justification to be sent to the local HP Account Manager
D. If Smart Quote is available, attach extract from the cMPS pricing tool or include deal details in the comment fields
Question 5
What happens to a partner that leaves the cMPS Partner program?
A. The partner can continue to use the cMPS program for discounts for new contracts for a period of 12 months after leaving the program.
B. They will become HP partner Managed Print Service Partner (HPpMPS)
C. They will become a cMPS Maintenance Partner with continued access to discount (SCRP) for existing contracts only
D. They have all existing contracts in the program managed by HP directly.
Solutions:
| Question 1 Answer: C | Question 2 Answer: D | Question 3 Answer: D | Question 4 Answer: C | Question 5 Answer: B |
