← Hewlett Packard Enterprise
Hewlett Packard Enterprise role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Servers, storage, networking and cloud services that help big organizations run their data and apps from the edge to the cloud.
Who you'd be calling
CIOs, IT infrastructure directors, data center managers and network leaders at enterprises and government agencies
Your opener
“Hi [Name], this is [You] from Hewlett Packard Enterprise. I know I'm calling out of nowhere, so do you have 30 seconds? I'm talking with IT leaders about how they're handling aging infrastructure and moving workloads between their own systems and the cloud.”
Problems you solve for them
- Aging data center hardware is costly and slow
- Managing apps and data across on-site systems and the cloud is complicated
- Networks need to be secure and reliable across many locations
Discovery questions to ask
- What does your current infrastructure look like, on-site, cloud, or a mix?
- Do you have any hardware coming up for refresh in the next year or two?
- What's hardest about managing everything across locations and the cloud?
Objections they'll throw at you
“I'm busy right now.”
→ I appreciate that, and I'll be fast. Is infrastructure planning something on your plate this year? If so, could we set a short call for a better time?
“Not interested.”
→ Understood. May I ask if your infrastructure is in good shape for now, or if budgets are the issue right now?
“We already use something for that.”
→ Sounds like you've got a setup in place. Who are you working with now, and how well is it handling cloud and on-site together?
“Send me an email.”
→ Sure. So it's relevant, are you looking more at servers and storage, networking, or cloud? And is there a refresh coming up?
Competitors worth knowing
Dell Technologies, Cisco, Lenovo
Interview tips for this company
- HPE's pitch centers on hybrid cloud and its GreenLake service, so learn in simple terms what 'pay for what you use' infrastructure means.
- Enterprise infrastructure deals are long and involve many people, so show you understand that one call is about getting a meeting, not closing a sale.
Written from public information about Hewlett Packard Enterprise to help you practice. Ask an insider what their role play looked like; it's the best prep there is.