Dan Wood SWD Product Manager, HP Storage Essentials InTechnology Seed Program.
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Transcript of Dan Wood SWD Product Manager, HP Storage Essentials InTechnology Seed Program.
IT’s Business Challenges….Asset Management
1. The operational cost of IT is too high
2. Enterprises are littered with proprietary systems
3. Space Cowboys
4. Significant resource wastage
5. Lack of quality management information
6. 100% YoY storage growth
• Think about the business impact of all of this….
HP Storage EssentialsAddress the Asset Mgmt challenge
Applications
Storage
Servers
File Systems
Operating Systems
Network
Databases
Business Processes
DB2
Application Infrastructure
Specialized Pt. Tools
IT Staff Resources
Windows
Linux
Fabric Tools
EFCMHiCommand
ECM/Solaris
NetBackup
Navisphere
Enterprise Mgr 10g
ControlCenter
TotalStorage / AIX
Auto-discovery
Topology visualization
Fabric management
Heterogeneous device support
(active and passive)
HP Demonstrates 100% SMI-S Conformance (truly HP Demonstrates 100% SMI-S Conformance (truly Open)Open)
Improve IT service-levels An application-centric view of the storage network
• HP Storage Essentials Application & Reporting plug-ins
Oracle database availability and performance viewsFile system scanning –
reclaim wasted space
Asset based chargeback management.
Backup reporting: failures, SLAs, & media utilization.
Asset based chargeback management.
Exchange database availability & performance
Oracle database availability & performance
1. Simplifies Storage Essentials selling for the Reseller community - by using this offer as a sales tool.
2. Makes it easier to convince customers of Storage Essentials qualities with ‘real world’ testing.
3. Locks the customer into SE capabilities and in effect should cause licences required to be purchased without an extended decision making process
4. Potentially ‘seeded’ systems can be purchased and in effect installation is free if no additional requirements need to be purchased.
SE Seed Programme Overview
Seed Storage Essentials appliances into the customer base after reseller qualification exercise.
Marketing• InTechnology Channel Informer• e-Shot to partner community focusing on
sales individuals.• HP Partner communication (to wider HP
audience)• Smart Portal information also.• InTechnology ‘Internal Sales’ call-outs• InTechnology In-Partnership points
−250 points for every SE EE license sold.
Required DocumentationThree major documents will be required for the process.
1. Qualification form• Reseller uses this to scope the potential account to gather
intelligence about the environment. This also assists in determining if the customer is a good candidate.
2. Delivery criteria document• Outlines to the customer what will and won’t be done during
the installation, training and decommissioning days.
3. Feedback form• Customer feedback form on the solution to feed back into the
business unit.
Documentation will be provided by InTechnology with HP support.
LogisticsThis outlines the logistics involved for the process to work
through the partner community1. Partner identifies a potential SE customer2. Discusses with the customer the possibility of a ‘seed’ unit for long-
term evaluation (60-days) and provides the Statement of Work which outlines the installation service provided etc.
3. Reseller works with the customer to fill out qualification form and submits it to InTechnology
4. InTechnology ensures that from the qualification details the customer is within the SE management scope.
5. InTechnology informs reseller of acceptance6. Both InTechnology and the reseller works with the customer to
determine an appropriate installation date7. Installation takes place (2-days) with training8. InTechnology informs HP of successful installation9. HP with partner follows-up after 15 days with a meeting to discuss
the product. With purpose of working towards licence purchases after the 60-day period.
10. If after 60-days the customer is not satisfied InTechnology will decommission the unit.