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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Business Drivers and HP ArcSight Value Proposition | 20% | - Business Value
|
| Topic 2: Qualify the Solution | 10% | - Opportunity Qualification
|
| Topic 3: ESP Overview | 20% | - ESP Solution Overview
|
| Topic 4: Demonstrate Unique Business Value and Build a Proposal | 20% | - Proposal Development
|
| Topic 5: Describe the Solution | 20% | - Product Portfolio
|
| Topic 6: Competitive Landscape | 10% | - Competition Analysis
|
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