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HP HP2-B120 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Market Dynamics and HP Channel/Partner MPS Offering | 12% | - EMEA MPS market overview - HP channel partner program structure - Positioning cMPS vs other MPS models |
| Topic 2: HP Channel MPS Program and cMPS Discounts | 32% | - cMPS program rules and eligibility - Contract terms and conditions - Discount structures and margins |
| Topic 3: The Value of the Printing System | 29% | - HP printing system architecture - Selling and presenting the solution - Value proposition and customer benefits |
| Topic 4: Partner Status, Contractual Cartridges and Contract Upload | 11% | - Partner qualification and status - ICPP contract upload process - Contractual cartridge definition and usage |
| Topic 5: Audit and Control | 4% | - Contract compliance and auditing - Reporting and control procedures |
| Topic 6: Cost Per Page and HP cMPS Pricing Tool | 12% | - Base + Click and Level Pay models - Cost per page calculation models - Using the official cMPS pricing tool |
HP Selling HP EMEA cMPS Sample Questions:
1. Which description correctly classifies the HP Access Control solution?
A) An HP add-on solution that provides a cost-effective security improvement to the imaging and printing environment
B) An integrated, policy-based component of the device firmware that provides user access to device features
C) An HP solution that is integrated in the device operating system and provides device security settings
D) An HP accessory software solution that manages the entire fleet of imaging and printing devices at the same time
2. Who is responsible for the Help Desk support withacMPS contract?
A) Specialized Service Company
B) Customer
C) HP
D) Channel Managed Print Services partner
3. The HP channel strategy to win in the contractual printing market is based on which programs?
A) Smart MFP Pay per Use inside Partner Managed Print Services, and Smart Printer Use
B) Inside Partner Managed Print Services, Partner Managed Print Services, and Channel MFP Page Capture
C) Channel Managed Print Services. MFP Plus, and Pay for Print
D) Channel Managed Print Services and Partner Managed Print Services
4. After learning about thecustomer's business and market,what is the next step in the MP imaging and printing sales process?
A) Assessthe customer's work environment
B) Qualify the customer's ability to buy
C) Discuss features and benefits of theproduct you are trying to sell
D) Bring up promotions, discounts, and service contracts
5. What are the partner benefits of being in the cMPS program? (Select two.)
A) Ability to speak with HP support engineers about printer problems
B) Better understanding the assessment phase, installation, configuration, and page counter collection of HP machines
C) Ability to download printer drivers
D) HP Pricing support for hardware, services, and supplies
E) End-to-end customer engagement
Solutions:
| Question # 1 Answer: B | Question # 2 Answer: C | Question # 3 Answer: B | Question # 4 Answer: D | Question # 5 Answer: C,E |
