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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Market and Customer Needs Analysis | 25% | - Application security challenges and risks - Regulatory and compliance requirements - Identifying customer pain points and opportunities |
| Topic 2: Solution Positioning and Value Selling | 25% | - Differentiating from competitive offerings - Mapping solutions to customer requirements - ROI and business case development |
| Topic 3: HP Fortify Security Assurance Solutions Overview | 25% | - Benefits and business value proposition - Key features and technical capabilities - Core components and architecture |
| Topic 4: Sales Process and Engagement | 25% | - Presenting and demonstrating solutions - Overcoming objections and closing sales - Qualifying opportunities |
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