Channel Partner Telesales Call Guide
HP 1910 SWITCH SERIES Telesales Guide
Call Objective:
Your goal is to help the customer create a connection that "moving to the latest HP 1910 Switch Series
might benefit me.” Your primary goal is to have the customer purchase this product but secondarily set up
a further appointment or webinar with your Networking Sales specialist. The opportunity- Ideal for smaller
deployments, including small to medium-sized organizations and enterprise departmental with limited IT
expertise or remote office locations of larger companies.
Campaign Overview:
There is the following Sales Play as part of this campaign:
HP 1910 Switch Series Customer [New]
o Simplifies management
o Enables a better user experience–brings fast and reliable networking to your workforce
Read on for more information
Target Audience:
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Your primary targets are IT professionals in SMB and Mid-size Commercial companies who currently
do not own HP web-managed networking devices, or who have competitive SMB networking
solutions. These customers’ businesses typically have more than 25 users, or multiple locations, or
special requirements for added security or performance. Advanced small-business networks feature
smart management and security.
You will want to create an urgency to buy or move to the next step based on their specific pain points.
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Customer Pain Points:
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Need to focus on managing business, not technology
Cost-savings business apps are bandwidth-intensive
Need for high availability
Need to reduce costs
Need to secure and protect the network
Quality/Reliability- Peace of mind
HP 1910 SWITCH SERIES Value Proposition:
TCO – flesh out how this will help save them money or increase THEIR productivity
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Easy to deploy and manage – Many SMBs have no dedicated IT staff so the network must be
manageable by any user, not just by someone with advanced network training. These switches offer
an intuitive Web-based smart-managed interface. Smart-managed solutions are ideal for small
businesses that want to be able to customize their networking products to suit their needs.
Responsive – These switches are built for agility. The faster the network, the more responsive it can be
to spikes in network traffic and the better it can run new applications. These small‑business‑grade
switches are available as Gigabit Ethernet that delivers the highest performance and has become the
default choice for new installations.
Flexible - A growth-ready network can be easily expanded with new components or reconfigured when
existing devices are moved. These fixed‑configuration switches are easy to install anywhere and even
easier to administer the 1910 switches are available in various port configurations allowing customers to
Channel Partner Telesales Call Guide
HP 1910 SWITCH SERIES Telesales Guide
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select models that best match their network needs. For maximum flexibility, these switches, also support
Power over Ethernet (PoE). PoE uses the Ethernet cabling to pass both data and power. Typically PoE
is used to power IP phones, wireless access points, or IP video surveillance cameras. With PoE, only
one cable is required when connecting these wall- or ceiling-mounted devices. In some cases, PoE can
be used to power a “downstream” networking device such as another switch for wired access for
conference rooms.
Scalable – The 1910 Switch Series grows along with the business allowing the addition of users and
applications without immediately outgrowing the solution. The advanced feature set offered in the
switches future proof the network to adapt to the changes in the network as the needs for the network
increase.
Based on network standards – These switches are based on industry standards for device
compatibility and interoperability. The only way to ensure that a new switch, router, or wireless
access point will be compatible with existing networking components is if the components are all
standards based. Proprietary solutions limit flexibility, so be sure to engage vendors that offer
standards-based solutions.
For more information on HP 1910 Switch Series, click here.
Key Points to Convey to the Customer:
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Small businesses can meet the demands of a growing mobile workforce, enhance workforce
productivity, and increase business agility and competitiveness with innovative, secure, highbandwidth network infrastructure from HP. Our solution helps businesses cope with bandwidth
demands of devices that enable employees to conduct business. Help your customers be ready for
what's next with HP 1910 Switch Series!
Telemarketing Script | Net New Customer
Speed of speech, tonality, and energy on the phone means a lot and can mean the difference between
turning a conversation into a lead and letting it go as a prospect.
Hi, this is _______ <insert name> with <insert reseller name>
I understand that you’re responsible for your company’s networking. <This quickly confirms that you’re
talking to the right person.>
<If customer says “No, I’m not” but doesn’t volunteer a name, ask> Can you tell me who oversees your
network?
I’m calling today about our limited-time offer on the HP 1910 Switch Series. This is an affordable
network switch can help you to innovate, compete, and grow.
What networking initiatives do you have planned? What is the expected timing?
What type of network switches will be supporting those initiatives?
We recommend deploying HP’s Small Business switches such as the HP 1910 Switch Series
Channel Partner Telesales Call Guide
HP 1910 SWITCH SERIES Telesales Guide
By moving to the latest HP 1910 Switch Series you can:
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Reduce complexity
 Plug and play out of the box
 No IT staff needed for basic connectivity
 Intuitive Web interface for advanced feature access
Support bandwidth-intensive applications
 Layer 3 static routes enable the 1910 Switch Series to do local routing— for instance,
cross-VLAN traffic or segment‑to‑segment transport—making it suitable as a small
business center (core) switch. Most comparable smart switches are Layer 2 only.
 All the switches of the 1910 Switch Series include four true extra mini-GBIC SFP
ports. This boosts total switch throughput. Many competitive products have shared
combo ports, so overall performance is less.
Provide high availability
 Spanning Tree for loop protection
 Broadcast storm control
 VLAN support
 Link aggregation (trunking)
Reduce costs through
 Lifetime Warranty
 Miercom “Certified Green” for lower power consumption
 Idle power-down mode
 Scheduled port shutdown
 Lower operating costs through intuitive web-based management
Secure and protect your network with features such as
 ACLs and IEEE 802.1X network login
 Attack prevention provided by auto denial of service
 Secure Sockets Layer
Advanced functionality like IPv6 support, ACLs, STPs, IGMP will not only allow customers
to meet their current network requirements efficiently but also allow businesses to scale up and
future proof their networks as the network needs grow.
Are you interested in hearing more about the HP 1910 Switch Series and our limited-time offer, <insert
offer summary and end date>?
What I’d like to do is schedule a time for my colleague at <insert company name> to gain a better
understanding of your challenges and business requirements and provide you with a better understanding
of how the HP 1910 Switch Series can benefit you. My colleague <insert name> will be available to call
you on <insert day>, is morning or afternoon better for you?
Great – let me get your email address and I’ll send you an Outlook invitation. Thank you for your time
today.
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Additional Qualifying Questions:
Channel Partner Telesales Call Guide
HP 1910 SWITCH SERIES Telesales Guide
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What priorities do you have for your current network environment?
What would you ideally like to change or improve with how you utilize your network today?
How do you currently ensure that you use all the networking switches you buy?
How do you keep up with ever-changing business needs?
How are you currently using different networking vendors?
How do you see your networking needs changing in the next 6-12 months?
How do you keep up with ever-changing networking needs?
How do you keep up with the demands of the business?
How are you maximizing your network deployment?
Do you have plans for any other IT purchases or services that HP can assist you with?
What business or technology problem are you trying to solve?