© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is...

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.1© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

EG Channels OverviewJesse ChavezVP, EG WW Channels

October 25, 2013

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.2

40 + years – Channel is in our DNA

HP Channels: We have a big channel – and big responsibility

• More than 145,000 partner businesses• More than 500,000 partner sales

professionals• $1.4 billion+ in channel investment

(FY12)• Partners in 173 countries• 3,500+ Specialist partners• Dedicated HP channel sales organization• Dedicated HP channel marketing

organization• Significant partner management

operations investments


Channel partners play a critical role in HP’s reach and success

3

Market Reach Customer Preference Scale & Flexibility

Partners offer:

• Services and products that complement HP’s offering

• Customized guidance through the buying process

• Customer preferred buying models (location and occasion)

Partners perform:• Order management• Financing• Inventory holding• Fulfillment• Value add services

(integration, solutions, Mgd. services, support etc.)

Partners provide:

• Geographical reach

• Strategic customer segment reach; market access

• Long term trusted relationships with customers

• Multiple business models


67% of HP’s overall WW enterprise business is channel driven

APJ$4.1B HP REVENUE

AMS$4.5B HP REVENUE

EMEA$5.1B HP REVENUE

~15,000 TOTAL PARTNERS ~20,000 TOTAL PARTNERS ~60,000 TOTAL PARTNERS

80% CHANNEL DRIVEN 57% CHANNEL DRIVEN 70% CHANNEL DRIVEN

Notes: Enterprise revenue based on FY12 data. Total partner count includes resellers and distributors


Our channel partners play a role in covering all key customer segments with HP

• Around 67% EG revenue driven through channel partners

• Balanced/clear rules of engagement

• Direct/Indirect compensation neutral

• HP-led coverage with joint account planning for largest global accounts

• Channel-led coverage across SMB, commercial and public sector accounts

GASelected Account

s

SMBAccounts with less

than 1000 employees

C&PAll accounts not GA and not SMB

EG GTM

Dir

ect

Market Segmentation

Ch

ann

el


Renewed senior leadership commitment to Indirect Channel

Our immediate channel priorities for FY14

Channel-ready Solutions for

hottest markets

Clear rules of HP/Channel field

engagement

Flawless execution of new PartnerOne

program


In FY14, we’re making key changes in PartnerOne to help you grow

1. Intuitive membership structureNew four-tier system with increasing reward levels

2.Predictable compensation No gates, no caps and double-digit rebates

3.New specializations in key growth areasCloud, Big Data, Networking, Services

4.New tools to accelerate your SMB businessSolution blocks, technical briefs, configuration and order templates

5.Streamlined certification requirementsOptimal skills to effectively architect customer solutions

PartnerOne

Top 5 benefits of program enhancements starting November 1


Your best opportunity to increase deal size and gain higher margins

HP ServiceOne partner programs accelerate growth


It will be a hybrid world

BuildCloud services

ConsumeCloud services

Private Cloud Managed Cloud Public CloudTraditional

SLAsavailability, security, performance,

compliance, cost


Cloud ResellerCloud Builder

Designed to give you flexibility in delivering Converged Cloud solutions

HP Cloud Programs for Partners

HP Resellers selling cloud services from

HP or CloudAgile partners to end-user

customers

HP Cloud Builder Specialists deliver on-premise private cloud solutions to end-user

customers

Cloud Provider

HP CloudAgile partners deliver off-premise cloud

services (IaaS, PaaS, SaaS)

to end-user customers

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.1111 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

Vision: HP is channel vendor of choice for the new style of ITPan-HP Channel framework and rallying cry

FAST

• Joint Business Plans with Top Partners• Executive Sponsor Program

• Reseller PartnerOne Program Redesign• Distributor Compensation• MDF optimization

• Pricing/Quote TAT (incl, deal registration)• Partner Portal

• Field engagement model (Co-selling MOC, Rules-of-engagement)

• PBM up-skilling & up-leveling

• Channel Ready Plays (Right Product/Price/Place/Promotions)

• Demand Generation

SIMPLE

Interlocked business strategies

Enabled by a best-in-class partner program

Supported by frictionless operational processes

Bringing the best offerings and innovations for the new style of IT

With consistent, high value HP engagement

PREDICTABLEPROFITABLE

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

Thank you

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

Closing Thoughts


Managed Cloud Public Cloud

Consume Cloud Services

HP Converged Cloud: Our Vision

Choice Confidence ConsistencyDelivery model

PlatformPartner

SecurityManagement

Scalability

ArchitecturePortability

Consumption

Hardware

Software Services

Build & OperateCloud Services


Introducing new specializations in key growth areasEnterprise Group HP Software Printing and Personal

Systems

Platinum specializations

• Converged Infrastructure

• HP Software

Gold specializations

• Cloud Builder• Server • Storage • Networking• ServiceOne Enterprise

• IT Operations • Applications • Vertica • Fortify • ArcSight • TippingPoint

• Client Virtualization• DesignJet• Document Solutions• Graphics• Managed Print (Advanced)• Retail Solutions• Workstation• ServiceOne Printing and

Computing

Silver specializations

• Server • Storage • Networking• ServiceOne

• IT Management• Vertica • Autonomy • Fortify • ArcSight • TippingPoint

New

New

New

New

New

New

New

New Cloud Partner Solution Navigator to find HP Cloud Builder Specialists and CloudAgile Service Providers


Observations & Learnings

Complete HP certifications: it has a direct impact on sales productivity

Build a brand for yourself ..

Observations on channel future– success factors

Example of successful partnership

Differences between EMEA and US/APJ partners


Back up

17


5. Streamlined certification requirements

Servers0

2

4

6 5

1

2013 2014

Server ATP examrequirements

80% reduction Storage0

50

100

150

200178

90

2013 2014

Storage MASE requirements

50% reduction

Optimal skills to effectively architect customer solutions

Clear correlation between number of certified individuals and revenueGold server specialists

Gold storagespecialists

Bot-tom 20%

61% - 80%

41% - 60%

21% - 40%

Top 20%

$-

$50.0

$100.0

$150.0

$200.0

$250.0

0

100

200

300

400

500

600

700

800

Bot-tom 20%

61% - 80%

41% - 60%

21% - 40%

Top 20%

$-

$100.0

$200.0

$300.0

$400.0

$500.0

$600.0

0

50

100

150

200

250

300

350

400

450


Software Printing & Computing Systems

PlatinumPartner

Converged Infrastructure

PlatinumPartner

PlatinumPartner

GoldPartner

BusinessPartner

SilverPartner

Simplified membership insignia so

customers can easily identify

partners who are committed to HP

New platinum level to reward HP’s top partners

GoldPartner

Gold specializations:Storage

AutonomyDocument Solutions

Silver specializations:NetworkingTippingPoint

Example

Plus: Simplified partner locator and active promotion of Platinum/Gold Partners in HP marketing campaigns

1. Intuitive membership structure


Our Unison platform makes it easy for our partners (and customers) to interact and do business with HP

Customers

PersonalizedExperience

Portal

Mobile

Social

Collaboration

PartnerSales

Partner Business Manager

HP Sales

Performance review

Configure, price & quote

Business planning & support

Market development funds

Rebates & claims

Lead management

Order fulfillment & invoicing

Profiling & onboarding

Deal registration

Partner compensation

Planning & enablement

Sales & fulfillment

Performance & compensation

Business intelligence


Gold

Silver

Business

PartnerOne provides partner benefits based on membership levels and value to HP and its customers Requirements

• Deep expertise throughout theHP enterprise/software portfolio

• Pan-enterprise/software certification and revenue requirements

• Extensive skills in a key technology area

• Advanced Business Unit (BU) specific certification and revenue requirements

• Foundational skills in a key technology area within enterprise/ software

• Basic certification and revenue requirements

• Signed contract with HP• Entry-level training

Platinum

Membership levels Benefits


Select channel plays/ solutions

C&P

ISS HPN HPSD Conv. Systems

Blade System &

FusionManagement for

Conv. Infr.

ServeITPre-Defined

VMWare Vsphere Solution

Simply StoreITStress-free

storage for virt., apps, files, &

data protection

Conv. System

300Rack Ecosystem

of Channel Enabled Solutions

Conv. System

700Blade

Ecosystem of Channel Enabled Solutions

TS

ITaaS/SaaS

3PAR & VSA

BackupManaged Backup w/ StoreOnce

BURAStoreOnce

Federated Dedupe from Small Site to Datacenter

ITaaS 3PAR

One Tier-1 Arch: Midrange,

All-Flash, & Ent. Scale

StoreVirtu

al VSA

Foundation Care

Proactive

Care

Datacenter

Care

Portfolio Expansion

Datacenter Care & Proactive Care

Channel Delivery enablement

S1 for Dist.Increase delivery capacity,

coverage & competency

through distribution

MoonshotLess space,

energy, cost & complexity

Public & Private CloudSDN & Utility Model

Unified Wired/WLANIMC smart connect

WLAN new controllers and

SwitchingNetworkIT

Mobility/BYOD secure and unified access

MSR RoutersSDN & NFV-enabled

Low-Cost High-Performance

OfficeConnectSmall business

solutions

ServiceITSMB

holistic services solutionTransactional

1

Pre-Configured

Solution

2

Configurable Solution

3

SmartBuy

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is...

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