You want to purpose an Aruba switching opportunity with a customer. What is a good question for opening the discussion?

Question

Options

• AWhat are your plans to expand and secure your network?
• BHow do your users feel about Internet of Things (IoT) devices?
• CIs your wired network ready to support location-based services?
• DHow much energy do your current network devices consume?

• A
  75% (43)
• B
  4% (2)
• C
  16% (9)
• D
  5% (3)

Explanation

Option A is correct because opening a switching discussion requires understanding the customer's strategic direction - expansion plans reveal whether they'll need more ports, segmentation, and security capabilities that Aruba switching directly addresses. It's a broad, consultative opener that uncovers real pain points and creates space to position the full Aruba portfolio.

Why the distractors are wrong:

• B (IoT feelings) is too narrow and angled toward wireless/IoT use cases, not switching infrastructure as a whole.
• C (location-based services) is a specific feature conversation - useful later in a sales cycle, but too technical and niche to open a broad switching discussion.
• D (energy consumption) touches on a real Aruba differentiator (energy efficiency), but leading with power costs is a poor opener - it prematurely narrows the conversation to a cost angle before understanding the customer's priorities.

Memory tip: Think of opening questions as "net-wide" - Option A casts the widest net by addressing both growth (expand) and risk (secure), which are the two most universal IT concerns. The other options are all niche hooks that belong later in the conversation, not at the start.

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