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| Section | Weight | Objectives |
|---|---|---|
| Networking Trends and Customer Business Requirements | 20% | - Aligning technology solutions with business outcomes - Identifying customer business challenges and goals - Current industry networking trends |
| Solution Positioning and Value Proposition | 25% | - Aruba unique differentiators and competitive advantages - Mapping Aruba solutions to specific customer use cases - Aruba consumption models and licensing options |
| Aruba Product Portfolio Overview | 30% | - Aruba Wireless Solutions (APs, controllers, Instant On) - Aruba Location Services and IoT Solutions - Aruba Security and Network Management (ClearPass, Central, AirWave) - Aruba Wired Switching Solutions |
| Selling Approach and Support Resources | 25% | - Consultative sales methodology - Deployment scenarios and customer success stories - Aruba services, support, and training offerings |
1. Which two markets combined represent the largest segment of the total addressable market for networking?
A) Campus switching and WLAN
B) SD-WAN and network analytics
C) WLAN and NAC
D) Cloud services and NAC
2. You are meeting with a large hotel that needs a network upgrade. What is one benefit of Aruba solutions that you should emphasize to address a common concern of such customers?
A) better security that helps the hotel comply with regulations, based on Aruba Cape Networks sensors
B) a higher quality guest wireless experience with features such as ClientMatch, AirGroup, and Cape Networks
C) simple management experience and end-to-end visibility for troubleshooting with Aruba IntroSpect
D) better access control over IoT deployments using either Aruba AirWave or Aruba Central
3. For which scenario are Aruba Instant APs the recommended wireless solution?
A) an enterprise that needs bluetooth for location-based services
B) an enterprise that needs automation and centralized management
C) a home office that needs a simple way to connect to a corporate office
D) a branch office that needs a simple deployment
4. What correctly describes the addressable market for SD-WAN and the opportunity that it presents?
A) The SD-WAN market is experiencing slow growth at rates comparable to the campus and switching market as a whole, and it should peak in the next 5 years.
B) While the SD-WAN market is much smaller than the campus switching and WLAN market in absolute value, the SD-WAN market is growing more rapidly.
C) While the SD-WAN market experienced rapid growth over the past 5 years, the market is now slowing down and experiencing a small reduction in growth.
D) The SD-WAN market is experiencing very rapid growth and will overtake the campus switching and WLAN markets in absolute value within the next 2 years.
5. Which challenge is introduced by an increasing number of IoT devices on the network?
A) As more potentially insecure devices connect from within, traditional perimeter solutions are no longer sufficient.
B) Very few IoT devices support wireless and IP technologies, making it difficult to integrate them in the wireless network.
C) Devices are proliferating, while IoT deployments remain too immature to offer real business value to enterprises at this time.
D) Because most IoT devices come with built in security, IT staff needs to be trained in those protocols and security software suites.
Solutions:
| Question # 1 Answer: C | Question # 2 Answer: B | Question # 3 Answer: D | Question # 4 Answer: C | Question # 5 Answer: A |
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