Title (46 pt. HP Simplified bold)2017 Product and Program Roadmap for HP PageWide XL TPS Partners
HP PageWide XL TPS Partner Leadership Summit
Frank Marzigliano, US Large Format Channel Manager Irene Ortiz, US Program Channel Manager
DesignJet Specialist Program 2017 Update
“HP’s top priority is to help you grow your business”
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.2
FY17 Program Overview
• FY17 DesignJet Specialist Program
• T3500 TDP Track Update
DesignJet Specialist Program 2017 Update
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.5
Frameworks in 1: Velocity and Value split by SKU
1.Velocity 2.Value
Frameworks in 1: Value and Velocity split by SKU
Value SKUS: T830 MFP, T2500 MFP, T7200, T3500 MFP, T3500 MFP + PS (bundle), Z6200, Z6600, Z6800
Velocity SKUS: Z5200ps, Z5400ps, Z5600ps, T790ps 24”, T795 44”, T730, T930, T1300ps 44”, T1530
MFP/ Value
Single Function
2. Value Add Framework
DesignJet Specialist Program
• Have financial benefits, like back-end sales rebates, volume rebates, install and training rebates, back-end preferred rebates, SPIFs, etc., which are designed to reward our partners for the value-add you provide to our mutual end-user customer.
Sales Rebate Installation &
Training HP Preferred
*Discounts off NDP
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.8
2017 HP DJS Program Value Add Framework… Volume & Growth Rebate DesignJet Specialists are eligible to receive a semi-annual volume & growth rebate based on their semi-annual performance. HP defines semi-annual periods as January thru June and July thru December. All HP DesignJet printer value and volume SKUs, including #BCB skus, count towards the volume tiers; payout will only be based on value SKUs in sale revenue figure.
Tier 1 - $150K Tier Payout: 0% for achieving $150K threshold, but eligible for Volume Growth Incentive
Volume Growth:
Tier 2 - $300K Tier Payout: 1% for achieving $300K threshold
Volume Growth:
Tier 3 - $900K Tier Payout: 2% for achieving $900K threshold
Volume Growth: > 1% Year over Year PL30 HW Growth = 1%
• Reward Growth YoY via tiers
Strengthen channel business Reward & Profitability
Half Backend rebate
Up to 1%
Up to 3%
Up to 2%
Note: Growth and volume tiers are for DJS independent dealers only. Consortium and national accounts will have different targets.
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
2017 HP DJS Program
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.10
Track will be discontinued on December 31st 2016. HP DJS TDP Premium VAR Track differentiated Benefits
*Discounts off NDP
on TDP Products
(3-1 Partners ONLY) GDS Premium VAR
NA 7% 7% 3% $150K a H 1%
NA NAUp to 20% incremental discount $300K a H 2% $600K a H 3%
Tech. Production Premium VAR
10% NA 7% NA $150K a H 1% 3 to 5 TDP units a H 1% 3 to 5 TDP units a H 1%
Up to 20% incremental discount $300K a H 2% 6 to 11 TDP units a H 2% 6 to 11 TDP units a H 2% Up to 6% incremental MDF on TDP $600K a H 3% 12+ TDP units a H 3% 12+ TDP units a H 3%
All SKUS
Tech Production Premium VAR and Premium VAR Service benefits are restricted to T3500/T7200 products only. All other products earn regular DJS Program benefits; even if partner is authorized for TDP Track.
• The DJS Technical Production Premium VAR track will no longer exist as it stands today. • New Benefits starting January 1st 2017!
• To qualify for new benefits DJS partners must meet the following requirements: • Invest in 1 T3500 + PS Demo Unit bundle • Have 1 tech fully certified by Skills4Tech on the T3500PS.
• NEW Benefits: • Same upfront rebates on T3500 PS (Sales Rebate + HP Preferred) • New - Eligible for T3500 year contractual commitment of 24 units.
11
SKU / Program List Price MAP Velocity or Value SKU Channel Big Deal Up Front Discount
Effective Date SPIF
B9E24A#BH1 (90 Day Bundle) = HP DesignJet T3500 (B9E24A#B1K) + PS Upgrade (C0C66A) 1 Unit
$12,895 $9,995 Value Sales Rebate: $564 DIT Rebate: $564 Loyalty Rebate: $242 Volume Rebate*: < $242
N/A
1/1/17 $300
B9E24A#BH1 (90 Day Bundle) = HP DesignJet T3500 (B9E24A#B1K) + PS Upgrade (C0C66A) > 2 Units
$12,895 $9,995 Value Sales Rebate: $564 DIT Rebate: $564 Loyalty Rebate: $242 Volume Rebate*: < $242
o > 2 units transactional o $400 off per unit
Eligible: All Value Channel
1/1/17 $300
B9E24A#BH1 (90 Day Bundle) = HP DesignJet T3500 (B9E24A#B1K) + PS Upgrade (C0C66A) Annual Contract: > 24 Units
$12,895 $9,995 Value Sales Rebate: $564 DIT Rebate: $564 Loyalty Rebate: $242 Volume Rebate*: < $242
o > 24 units on annual contract o $1,100 off per unit
Eligible: TDP Premium Var Track Partners ONLY
1/1/17 $300
B9E24B#BH1 (3 Year Bundle) = HP DesignJet T3500 (B9E24B#B1K) + PS Upgrade (C0C66A) 1 Unit
$17,195 $13,995 Value Sales Rebate: $781 DIT Rebate: $781 Loyalty Rebate: $335 Volume Rebate*: < $335
N/A
1/1/17 $300
T3500 + PS Bundle – Channel Pricing Summary *Volume Rebate – see next slide
NOTE: For T3500 + PS (Bundle) the growth rebate is only on the Printer not on the total bundle.
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Summary:
• Currently the Net Price after ALL rebates is $9,932
• Bundle price drop of $1,981 for 1 unit, $2,381 for 2 units, or $3,481 for 24 unit yearly contract
DJS VAR Premium Time of
purchase Quarterly
Price NDP MAP
Reseller Margin @
Instant/ Contract Rebate
Sales Rebate DIT HP Preferred > 1% YoY $150K $300K $900K Net Price after ALL Rebates
DJS Best GM%
DJS Best GM$
B9E24A#BH1 HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 90 DAY WTY w/PS
$ 12,895 $ 9,284 $ 9,995 $ 9,563 $ 3,332 $ 432 $ - $ 564 $ 564 $ 242 $ 81 $ - $ 81 $ 161 $ 7,951 20% $ 2,044
B9E24A#BH1 HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 90 DAY WTY w/PS (+2 Unit VLD)
$ 12,895 $ 9,284 $ 9,995 $ 9,563 $ 3,332 $ 432 $ 400 $ 564 $ 564 $ 242 $ 81 $ - $ 81 $ 161 $ 7,551 24% $ 2,444
B9E24A#BH1 HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 90 DAY WTY w/PS (Annual Contract >24 units)
$ 12,895 $ 9,284 $ 9,995 $ 9,563 $ 3,332 $ 432 $ 1,100 $ 564 $ 564 $ 242 $ 81 $ - $ 81 $ 161 $ 6,851 31% $ 3,144
B9E24B#BH1 HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 3 YR WTY w/PS
$ 18,595 $ 13,388 $ 14,995 $ 13,790 $ 4,805 $ 1,205 $ - $ 781 $ 781 $ 335 $ 112 $ - $ 112 $ 223 $ 11,558 23% $ 3,437
© Copyright 2015 HP Development Company, L.P. The information contained herein is subject to change without notice.
FY16 DJS Demo Program • Payout :12% off NDP or 12% off disty invoice whichever is
lower
• Purchase up to 2 units; first must be 36”in wide; 2nd must be 42” wide or greater
• 2 unit limit per registered branch location or HQ location
• Minimum holding period is 6 months
• To qualify for I&T rebate: Demo Unit in place with Partner First. If not, I&T cannot be claimed. (Feb 1st start date); demo unit must be purchased within 1 year
• Payout: Invoice = NDP: 12% x NDP Invoice > NDP: 12% x NDP Invoice < NDP: (12% x NDP) less (NDP-Invoice)
• 2 unit per registered branch or HQ location
• Minimum holding period is 6 months
NEW FY17 DJS Demo Program
FY16 FY17
Velocity SKUs
CQ113A#B1K HP DesignJet Z5200 PS 44" No No E1L21A#B1K HP DesignJet Z5400 PS 44" Yes* drop for Jan 1
T0B51A#B1K HP DesignJet Z5600 PS 44" Yes* Yes CR648A#B1K HP DesignJet T790ps - 24" No No CR649C#B1K HP DesignJet T795 - 44" No No F9A29A#B1K HP DesignJet T730 No No L2Y21A#B1K HP DesignJet T930 No No L2Y22A#B1K HP DesignJet T930 PS Yes* Yes L2Y24A#B1K HP DesignJet T1530 PS Yes Yes
L3S81B#B1K HP DesignJet T1300 44" PS SD Pro MFP
No No
L3S82C#B1K HP DesignJet Z5400 44" PS HD Pro MFP
No No
Q6721B#B1K HP DesignJet Z3200 PS 44" Yes Yes
FY16 FY17 DJS Technical Production VAR Premium
Demo Unit Elegibility
Demo Unit Elegibility
12% off NDP HP Demo @
12% off NDP
Value SKUs F2S72A#B1K HP DesignJet Z6800 60" Yes Yes
F2S71A#B1K HP DesignJet Z6600 60" No No
CQ109A#B1K HP DesignJet Z6200 42" Yes Yes
CR652A#B1K HP DesignJet T1300ps 44" Yes Yes
L2Y25A#B1K HP DesignJet T2530 MFP No No
L2Y26A#B1K HP DesignJet T2530 PS MFP Yes Yes
F2L46A#B1K HP DesignJet T7200 Production Yes Yes
F9A30A#B1K HP DesignJet T830 MFP No No
B9E24A#B1K HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 90 DAY WTY
Yes Yes
B9E24B#B1K HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 3 YR WTY
Yes Yes
B9E24A#BH1
HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 90 DAY WTY Bundle = HP DesignJet T3500 (B9E24A#B1K) + PS Upgrade (C0C66A)
Yes
B9E24B#BH1
HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 3 YR WTY Bundle = HP DesignJet T3500 (B9E24B#B1K) + PS Upgrade (C0C66A)
YES
DJS PROGRAM
Demo Unit Elegibility
Demo Unit Elegibility
2 in 1
3 in 1
Premium VAR
Yes
Yes
YES
YES
F2L46A#B1K
B9E24A#B1K
HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 90 DAY WTY
Yes
Yes
NO
YES
B9E24A#B1K
HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 90 DAY WTY
B9E24B#B1K
HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 3 YR WTY
Yes
Yes
YES
YES
B9E24B#B1K
HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 3 YR WTY
B9E24A#BH1
HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 90 DAY WTY Bundle = HP DesignJet T3500 (B9E24A#B1K) + PS Upgrade (C0C66A)
Yes
NO
YES
B9E24A#BH1
HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 90 DAY WTY Bundle = HP DesignJet T3500 (B9E24A#B1K) + PS Upgrade (C0C66A)
B9E24B#BH1
HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 3 YR WTY Bundle = HP DesignJet T3500 (B9E24B#B1K) + PS Upgrade (C0C66A)
YES
YES
YES
B9E24B#BH1
HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 3 YR WTY Bundle = HP DesignJet T3500 (B9E24B#B1K) + PS Upgrade (C0C66A)
Velocity SKUs
CQ113A#B1K
No
No
Yes*
Yes*
Yes
YES
YES
CR648A#B1K
No
No
No
No
No
No
No
No
No
No
No
No
No
No
Yes
Yes
YES
YES
G6H51B#B1K
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
No
HP DesignJet T7200 Production Printer with Encrypted Hard Disk Drive
No
No
B9E24B#BCB
HP DesignJet T3500 Production eMFP w/ Encrypted Hard Disk 3 YR WTY/Trade Compliant
No
No
No
No
* Demo Unit meets DJS program requirments but does not get 12% demo unit discount
HP Company Confidetial
Significant improvements to drive partner success
So, in summary
Simplicity Profitability Engagement
• Adding Resources!!!
• T3500 + PS Contract Volume Discount
Making it easier to do business with HP • Improved value program
• T3500 Track Simplification
• Demo Unit Improvement
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.15
THANK YOU FOR YOUR PARTNERSHIP
Frank Marzigliano, US Large Format Channel ManagerIrene Ortiz, US Program Channel Manager
Agenda
DesignJet Specialist Program
T3500 + PS Bundle – Channel Pricing Summary
T3500 + PS Bundle – Channel Cost Summary
FY16 DJS Demo Program