© 2008 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice BAC Pricing Demystified Amy Feldman

© 2008 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice

BAC Pricing DemystifiedAmy Feldman

Product Marketing

Agenda• Targets/Transactions • Licenses by CPU’s • System Availability Management• PI/SLM• BAC & Integrations• BAC bundles• TransactionVision • Business Process Insight• uCMDB/DDM• Non-production environment• Other License Options

HP Restricted. For HP and Partner Internal Use.2 July 30th, 2008

Transaction/Target - Definitions

Transaction Target•Monitored start/stop point step in a script•Independent of location•Best price for customers in distributed environments•Preferred licensing

•A script running on a given host•Independent of transactions•Dependent on location•Lower price point for smaller customers•Use to extend existing OVIS account into BAC

BPM Target Licensing introduced Q1 2008

The concepts of “Targets” and “Transactions” are mutually exclusive


Script

transaction

step

1 Script

3 transactions

6 steps

What is a transaction?


1

April 10, 202352008 Roadshow Training Material: For internal HP and Partner use ONLY – DO NOT DISTRIBUTE

Example: BPM Transaction/Target Pricing

Target – 1 script with 3 transactions deployed to 2 locations = 2 targets

$800 (1-50), $500 (51-200), >$360

ApplicationWeb

Server B

Web

Server A

2

1

Loca

tions

Loca

tions

ApplicationWeb

Server B

2

3

336

Web

Server A

Transaction – 1 script with 3 transactions deployed to 6 locations = 3 transactions

$3,200 (1-50), $1,650 (51-200), >$1,100


More Examples….• Customer has 2 Scripts with 5 Transactions

deployed to 20 Locations.−Transaction – 2 * 5 = 10 BPM Transactions

(~$32,000)

−Target - 2 * 20 = 40 BPM Targets (~$32,000)

• Customer has 10 Scripts with 5 Transactions deployed to 10 Locations.−Transaction – 5 * 10 = 50 BPM Transactions

(~$160,000)

−Target - 10 * 10 = 100 BPM Targets (~75,000)


7

Key BPM License Positioning

• DO NOT Just show up and throw up both

Transactions Targets•Primary license tool

•Provides high value for customers with distributed environments

•OVIS Migration

•Small customers with non distributed performance monitoring

Lead with Transactions


Licenses by CPU’s

Why •Value is tied to the amount a box can do•Alternative to tier pricing•Relatively simple

How How do market dynamics affect pricing?•Virtual computing•Hyper-threading, multiple cores

What What products use CPU pricing?

Diagnostics, RUM, TransactionVision, Business Process Insight, Siebel Diagnostics, PI/SLM


CPU’s – Technical Bits

Virtual Computing – Does not affect pricing

Hyper Threading – Does not affect pricing

Multicore CPUs – multiple CPUs, each core counts as a CPU

ONLY PHYSICAL CORE’s COUNT AS CPU’s FOR PRICING


Diagnostics Pricing• Diagnostics

−The application servers that the probes are monitoring

−Price is per application platform• J2EE

• .Net

• SAP

• Oracle

• SOA

7.5


Real User Monitor Pricing• RUM HTTP/HTTPs Pricing

−The web servers AND application servers

−Do not count data transport, authentication, encryption, network nodes, queues, backend processing, etc

• RUM TCP/IP Pricing −Based on bandwidth consumption−0-.5 Gbps (1-500Mbps) - $40,000 per 100Mbps Unit

−.5-2Gbps (500Mbps-2Gbps) - $32,500 per 100Mbps Unit

−2Gbps-5Gbps - $25,000 per 100Mbps Unit

−5Gbps+ - $20,000 per 100Mbps Unit

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7.5


RUM TCP/IP Product Numbers7.5


RUM PricingWeb (http/https) TCP/IP Application


RUM Price Example• TCP monitoring

−4Gbps hourly traffic

• Web based monitoring−3 application servers (2 CPUs dual core per box)

−4 web servers (2 CPUs dual core per box)20 CPUs at $8400 = $168,000

8 CPUs at $4700 = $37,600

For a Grand total = $205,600

5 units at $40.0k/unit = $200k

15 units at $32.5k/unit = $487.5k20 units at $25.0k/unit = $500k

For a grand total of $1,187,500.00.


System Availability Management (SAM)• SAM has 2 different prices

−SAM w/ SiteScope (Points)

−SAM Upgrade (aka SAM w/o SiteScope Points)

SAM by CPU’s (obsolete, no longer available)

Conversion: 10 points to 1 CPU


SiteScope Pricing – General GuidelinesDescription License Other

Network, System, and URL monitors

1 point per monitor

Sequence and Composite monitors

1 point per step

Application Monitors 1 point per metric

Solution Templates Consumes points $5000 per template *

Enterprise Monitors Consumes points $5000 per monitor

SiteScope Fail-over 30% of SiteScope

* Maintenance and support is not required for SiteScope Solution Templates


SiteScope Pricing Example

Use Case: BAC Customer Purchases 50 Points for SiteScope and Oracle Database Template

Rule Price SiteScope on # of Points. Price templates separately

PricingCalculation

SiteScope: 50 Points * $75 = $3,750Oracle Database Template = $5,000

Maintenance and Support: 20% of list = $750 *Total = $9,500

Quote and Order Entry 1 SKU for each product,1 SKU for maintenance covering each product

Fulfillment Send SiteScope LTU with SiteScope and Oracle Template

* Maintenance and support is not required for SiteScope Solution Templates


SAM Pricing Example

Use Case: A current SiteScope customer decides to move to BAC in order to expand their monitoring to cover End User Management. They also would like to manager their 12,000 points of SiteScope from within BAC from now on. This example only includes the SiteScope upgrade to SAM.

Rule Price SAM (SAM w/o SiteScope Points) based on # of Points.

PricingCalculation

SiteScope: 50 Upgrade SiteScope to SAM Points * $38 = $1,900SiteScope: 450 Upgrade SiteScope to SAM Points * $25 = $11,250SiteScope: 1500 Upgrade SiteScope to SAM Points * $20 = $30,000SiteScope: 10000 Upgrade SiteScope to SAM Points * $13 = $130,000Maintenance and Support: 20% of list = $ 34,630

Total = $ 207,780

Quote and Order Entry 1 SKU for each product, 1 SKU for maintenance covering each product

Fulfillment Send SAM LTU


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Integrations

Product Description License ModeluCMDB 1 uCMDB

foundation license (visualizations & views)

BAC Foundation

Discovery & Dependency Mapping

Standard Edition

Advanced Edition

Follow DDM pricing

Integrations EMS Adapter

OM/NNM

3rd party tools

1 SAM w/o SiS point per node

SiteScope point for the configured EMS monitor


BAC Integration with OM Example• 1 SAM w/o SiS Point per node• SiteScope Points for each configured EMS monitor• Bring in data from100 OM agents into BAC, plus 1

EMS monitor50 *$38 = $1900

50 * $25 = $1250

1 *$75 = $75

Grand total $3225


Business Process Insight (BPI)

• Foundation−Basic: BPI server with up to 2

CPU cores−Enterprise: BPI server with 2-

16 CPU cores

• 1 Process−Required for each process flow

• Basic to Enterprise upgrade• Enterprise Suite• Accelerator SW for SAP• Helpdesk Management• Change Management


TransactionVision (TV)

Analyzer Per CPU of the system it runs on

Distributed Sensor

Each unit supports 1CPU of the environment that provides eventsWebSphere Business Integration Broker, WebSphere Application Serer, WebSphere MQ, BEA Application Server

Mainframe Sensor

By MSU (Measured System Unit)

MQ Client Sensor

Each unit supports 1000 MQ clients


Transaction Vision Example


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Problem Isolation & Service Level Management

• Directly tied to the amount of data they are analyzing

• Priced as a function of the data collectors

• Can be priced as a subset of the collectors


Problem Isolation

3 different licenses:

•BPM Transaction

•SiteScope per Point

•Real User Monitor CPU

7.5

PI for RUM SKUs


26

Problem Isolation Pricing Example

Use Case: BAC Customer Purchases Problem Isolation for 50 Transactions on BPM and50 Points on SiteScope

Rule Price Problem Isolation based on SiteScope or SAM # of Points, BPM # of Transactions

New PricingCalculation

BPM: 50 Transactions * $1,000 = $50,000SiteScope: 50 points * $25 = $ 1,250Maintenance and Support: 20% of list = $ 20,150Total = $ 120,900


Fulfillment Send BAC LTUs with specific Problem Isolation components


BAC Service Level Management (SLM)

• 7 Different licenses−Transaction

−CPU

−SAM (Points)

−BPM Targets

−BPI per bus process

−TV Dist Sensor

−TV Mfr Sen per MSU

−TV MQ Client Sen 1K

7.5


28

SLM Pricing Example #1

Use Case: BAC Customer wants SLM purchases for 25 BPM Transactions, 10 CPUs for RUM, 200 points for SAM

Rule Price SLM on SAM points, BPM transactions, RUM CPUs.

New PricingCalculation

SLM Transactions: 25 transactions (25*1600) = $40,000SLM CPUs: 10 (10*4200)= $42,000SLM SAM: 200 (50*38+150*25) = $5,650Maintenance and Support: 20% of list = $17,530Total = $105,180


Fulfillment Send BAC LTUs with SLM


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SLM Pricing Example #2

Use Case: BAC 7.0 customer currently using TransactionVision and Business Process Insight is planning on upgrading to BAC 7.5. During a presentation you delivered about “What’s new in BAC 7.5” they learned that SLM 7.5 now supports TV and BPI. The customer has a direct need to report on SLA’s for their business processes and transactions and would like to purchase SLM capability for their entire BPI and TV deployment.

Rule Price SLM on the number of monitored Business Processes (for BPI) and on the TransactionVision sensors (note there are three types)

New Pricing Calculation

Business Processes

J2EE SensorsMainframe SensorsMQ Client Sensors

Business Process Insight BAC-SLM4BPI per Bus Process = 5 bus. proc @ $20,000/bus. proc = $100,000

Transaction VisionBAC-SLM for TV dist Sensor: 8 sensors @ $1,500 /sensor = $12,000BAC-SLM4TV Mfr Sens per MSU: 20 MSU’s @ $500/MSU = $10,000BAC-SLM4TV MQ Client Sen : 12 MQ Client Sensors @ $4,500/sensor = $54,000

Maintenance and Support: 20% of list = $ 35,200

Total = $211,200


Fulfillment Send BAC LTUs with SLM

7.5


BAC Bundles

30

• What is a hard bundle?• Why would I want one?• What is different about

that bundle?• Can the bundles be split?• Can I add to the bundle

later?

Bundle FAQ: http://h20229.www2.hp.com/partner/protected/assets/doc/BAC%20for%20Siebel%20and%20BAC%20for%20SAP%20Hard%20Bundles%20FAQ%20-%20April%2008.doc


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BAC for Siebel• BAC for Siebel Suite includes:

−Universal Configuration Management Database Foundation−20 Discovery & Dependency Mapping ADVANCED Edition

CPUs−200 System Availability Management with SiteScope Points−20 End User Management with Business Process Monitor

Transactions−-3 SiteScope Siebel Solution Templates (Siebel Application

Server, Siebel Web Server, Siebel Gateway)−10 Diagnostics for Siebel CPUs−Suite customizations

• Optional product components (RUM, SLM) or additional units of a certain component can be added using the respective individual SKUs.

$150,000


32

BAC for SAP• BAC for SAP Suite includes:

−1 Universal Configuration Management Database Foundation

−10 Discovery & Dependency Mapping/ADVANCED Edition CPUs

−100 System Availability Management with SiteScope Points

−10 Business Process Monitor Transactions

−1 SiteScope SAP R/3 Application Server Solution Template

−1 SiteScope SAPNetWeaverApplication Server Solution Template

−BPI iDoc Adapter

−Suite Customizations

• Optional product components (RUM, SLM) or additional units of a certain component can be added using the respective individual SKUs

$60,000


BAC for SOA• 10 BPM transactions• 12 CPU for Diagnostics J2EE, .Net, and

ERP/CRM• 16 CPU Discovery & Dependency mapping • 10 SLM for BPM transactions• 12 CPU SLM for Diagnostics

$173,700


Universal CMDB• Foundation

−CMDB data model, visualization, capability, impact analysis, visual queries

−Does NOT include discovery

−CMDB is populated with CIs, relationships via DDM

−BAC comes with uCMDB foundation populated from monitored CIs

−Additional foundations needed for volume, firewall issues, or physical separation


• 3 types of licenses−Standard Edition

−Advanced Edition

−Upgrade from Standard to Advanced Edition

• CPU based for all components that will be mapped• Requires at least one uCMDB foundation license

Discovery and Dependency Mapping DDM


DDM Standard Edition−Discovers hosts, their dependencies,

network topology and host based business service maps


DDM Advanced Edition

• Advanced Edition−Layer 2-7, their

dependencies, network topology and create business services

−Requires 1 uCMDB foundation

• Upgrade−Standard to Advanced

−Requires 1 uCMDB foundation


BSM non-production software licensing guide• What is non-production?

−Hot and cold standby systems

−Dev, test, staging, production mirror, … systems

• What is the cost?−Free, except for NMC, OPC and SiteScope

−Customer must own production licenses

• Intent, it’s all about the objective−Free to qualify interaction with customer software

−Not free when using software to extract product value• For example, not free to use Diagnostics to find a problem


Other Licensing OptionsHP Software-as-a-Service

Term Licensing

•Hosts and manages BAC implementations•SaaS products:

−EUM BPM transactions (External/Internal Monitors)

−RUM (CPUs)

−Diagnostics

−SLM

−SAM

−uCMDB/DDM

•1 year license to use, includes support cost•Products with Term licenses:

−Diagnostics

−BPM

−RUM

−PI

−SAM

−SLM

−SiteScope monitors


Example:License

Plus 20% maintenance

SaaS

(Product, Support & Service)

Term License

Plus 20% maintenance

25 BPM transactions

$96,00080K in license

$58,699 $48,030$40,025 in license

250 BPM transactions

$511,800$426,500 in license

$435,850

$277,920$231,600in license

25 CPUs RUM

$229,800$191,500 in license

$111,700

$114,906$95,755 in license


SummarySiS SAM BPM RUM TV BPI PI SLM Diagnostic

sBAC for SAP

BAC for SOA

Includes BAC

No Yes Yes Yes No No Yes Yes No Yes Yes

Requires BAC

No Yes Yes Yes No No Yes Yes No Yes Yes

BAC Data Collector

Yes No, Reporting/admin

Yes Yes Yes Yes No No Yes Bundle Bundle

Key license Metric

Points Points

Transactions

CPU cores

CPU cores, sensors, MQ, MSUs

CPU Cores, # of business processes

Uplift from Data collectors

Uplift from Data collectors

CPU cores Bundle price

Bundle price

Prerequisites

Sis Sis, RUM, BPM, uCMDB

Sis, RUM, BPM, TV, BPI


Resources• Sales Portal Pricing & Configurationhttp://h20229.www2.hp.com/sales/protected/sales-materials/pricing-configuration.html

• Partner Portal Pricing & Configurationhttps://h20229.www2.hp.com/partner/protected/allpartners/pricingguide/index.html


© 2008 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice

Appendix

BAC Pricing FAQs• Q: What is the best way to count CPUs in very large customers?• A: Many enterprise software vendors are pricing by CPU so

chances are good that the customer has gone through this exercise already. If this information is already available, the customer can provide approximate numbers or MAM can be used to discover the environment. Our goal is to be within 10% of the actual number. If they have 5000 CPUs in the environment, we are fine if the count comes in between 4500 and 5500. Please avoid ‘nickel-and-dime’ effect of trying to get to an exact CPU count because customer environments are too dynamic.

• Q: What CPUs in a customer infrastructure do we need to count?

• A: All servers running an OS are included in the count. This non-exclusive list is web servers, app servers, print servers, database servers, enterprise software servers (SAP, Siebel, Oracle, PeopleSoft, etc.) For SAM specifically, count the number of CPUs that are being monitored. If SiteScope is monitoring 25 servers (each with 1 CPU) and 4 routers, the number of licenses required is 25 CPUs.


BAC Pricing FAQs• Q: What if the customer adds more CPUs after they purchase

the product? • A: Legally, customers are only allowed to use software up to

the number of CPUs licensed, but customers should be charged for additional CPUs once they exceed 10% of the original purchase amount.

• Q: How do we count CPUs if there are mainframes in the environment?

• A: If they are running Linux on zOS they have a concept of virtual CPUs. This CPU count will be the baseline for pricing. If running on native zOS, contact product management.

• Q: My customers often purchase processors that aren’t activated yet. Do we charge for active CPUs or actual CPUs?

• A: Charge only for active CPUs, but we should sell to the forecasted demand to incorporate any planned CPUs that are activated soon.

• Q: My customers have CPUs that are used for multiple applications, for examples 50% Web and 50% email. Do we charge for the entire CPU or just the designated section?

• A: If CPUs are being monitored or contribute to an SLA, they should be counted. HP Restricted. For HP and Partner Internal Use.

45 July 30th, 2008

46

Pricing Points to remember• 4 targets = 1 transaction• Average number of locations for a BPM

deployment is ~22.• Average for an OVIS deployment was 1.6• Average number of transactions per BPM

script is ~4• Which is the better “deal” depends on

deployment• Customers weighted our licensing heavily in

their choice. (ex. Dow 680 locations)


BPM Price List

Description (EN) Prod List Media Prod Supp 9x5

Supp 24x7Supp

HP BAC-EUM w/ BPM 1-50 Targets SW E-LTU

T5682AAE $ 800 HP BAC MLU 7.00 SW E-Media 4N8 $174 $213

HP BAC-EUM w/ BPM 51-200 Targets SW E-LTU

T5605AAE $ 1,650 HP BAC MLU 7.00 SW E-Media 6TE $356 $437

HP BAC-EUM w/ BPM 201+ Targets SW E-LTU

T5606AAE $ 1,100 HP BAC MLU 7.00 SW E-Media 4NW $238 $293

HP BAC-EUM w/ BPM 1-50 Trans SW E-LTUT5604AA

E $ 3,200 HP BAC MLU 7.00 SW E-Media 4P4 $694 $852

HP BAC-EUM w/ BPM 51-200 Trans SW LTU T5605AA $ 1,650 HP BAC MLU 7.00 SW Media 6TE $356 $437

HP BAC-EUM w/ BPM 201+ Trans SW LTU T5606AA $ 1,100 HP BAC MLU 7.00 SW Media 4NW $238 $293

HP BAC-EUM w/ BPM 1-50 Trans SW LTU T5604AA $ 3,200 HP BAC MLU 7.00 SW Media 4P4 $694 $852


Transaction Addon SLM

Description (EN) Prod Nbr List Price Media#Supp 9x5

Supp 24x7 Supp

HP BAC-SLM for BPM 1-50 Trans SW E-LTU T5624AAE $ 1,600 T8352AAE 6TE $356 $437

HP BAC-SLM for BPM 1-50 Trans SW LTU T5624AA $ 1,600 T8352AA 6TE $356 $437

HP BAC-SLM for BPM 201+ Trans SW E-LTU T5626AAE $ 550 T8352AAE 4N4 $122 $149

HP BAC-SLM for BPM 201+ Trans SW LTU T5626AA $ 550 T8352AA 4N4 $122 $149

HP BAC-SLM for BPM 51-200 Trans SW E-LTU T5625AAE $ 825 T8352AAE 4HQ $182 $223

HP BAC-SLM for BPM 51-200 Trans SW LTU T5625AA $ 825 T8352AA 4HQ $182 $223


BPM Target Price List

Description (EN) Prod List Media ProdSuppBand

9x5 Supp

24x7

Supp

HP BAC-EUM w/ BPM 1-50 Targets SW E-LTU T5682AAE $800 HP BAC MLU 7.00 SW E-Media 4N8 $174 $213

HP BAC-EUM w/ BPM 1-50 Targets SW LTU T5682AA $800 HP BAC MLU 7.00 SW Media 4N8 $174 $213

HP BAC-EUM w/BPM 51-200 Targets SW E-LTU T5683AAE $500 HP BAC MLU 7.00 SW E-Media 4N3 $111 $137

HP BAC-EUM w/BPM 51-200 Targets SW LTU T5683AA $500 HP BAC MLU 7.00 SW Media 4N3 $111 $137

HP BAC-EUM w/ BPM 201+ Targets SW E-LTU T5690AAE $360 HP BAC MLU 7.00 SW E-Media 4N2 $78 $96

HP BAC-EUM w/ BPM 201+ Targets SW LTU T5690AA $360 HP BAC MLU 7.00 SW Media 4N2 $78 $96


SLM Addon For BPM Targets

Description (EN) Prod Nbr List Price Media#Supp

Band

9x5 Supp

24x7 Supp

HP BAC-SLM for BPM 1-50 Targets SW E-LTU T6206AAE $ 415 T8352AAE 91J $93 $114

HP BAC-SLM for BPM 1-50 Targets SW LTU T6206AA $ 415 T8352AA 91J $93 $114

HP BAC-SLM for BPM 51-200 Trgts SW E-LTU T6207AAE $ 250 T8352AAE 4MZ $55 $67

HP BAC-SLM for BPM 51-200 Trgts SW LTU T6207AA $ 250 T8352AA 4MZ $55 $67

HP BAC SLM for BPM 201+ Targets SW E-LTU T6208AAE $ 180 T8352AAE 91K $40 $49

HP BAC SLM for BPM 201+ Targets SW LTU T6208AA $ 180 T8352AA 91K $40 $49


Documents

© 2008 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice BAC Pricing Demystified Amy Feldman