April Program Launches from EG SLED

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

April Program Launches from EG SLEDApril 1, 2013

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

FY13 SLED Sales Team Mission

PartnersTight coordination

with account PBMs on largest SLED partners

across US

Create an Ecosystem of Partners, Programs and Contracts that drive HP Revenue Growth through True Partner led Indirect Sales

Opportunities.

ContractsAhead of schedule on transition from Direct to Indirect,

especially on WSCA West

Key Principles• Make SLED an

attractive market• Make HP easy to

do business with• Allow partners to

earn higher GM% on HP vs. competition

ProgramsSix programs built and launched for Harvest Season


Driving Six Programs for Harvest Season (E-Rate completed for 2013 season)

EG SLED Programs – Driving the Ecosystem

Program Description Scope Date RYG

E-Rate 2013 • Maximize 2013 season for Priority 2 in schools• Pre-approved pricing at aggressive discounts

K12 Jan

ISS New Logo Drive (Gen8+8)

• ISS Gen 8 New Logo Program – take share from Dell and IBM – 8 pts margin extra on new logo deals

SLED Feb

HPN Wireless BYOD Bundle

• Bundle new HPN software, TS services, trade-ins to compete with Cisco/Meraki; Partner rebates on deals

HED-K12

Feb

Harvest VEP • ESSN discounts during harvest season – extra margin SLED Feb

BladeSystem Seed Bundles

• Drive BladeSystem business by creating legal approach to plant seed units, tied to large HPN deals

K12, SLED

Mar

HPN Smart Advantage

• Pre-approved discounts for new logo deals with HPN wired switches/IMC

SLED Mar

Storage Double Down

• Double Partner rebate (10%) on select Storage SKUs sold to SLED white space account.

SLED Mar

Programs combine products, partners, pricing/incentives & contracts.

They make HP the path of choice for partners.


Agenda• SLED Storage Double Down Promotion• HPN SmartAdvantage Program• SLED BladeSystem Seed Bundle Program


SLED Storage “Double Down” PromotionDouble Your NBO Rebate on Volume Storage

Effective: April 1, 2013 – July 31, 2013


SLED Storage “Double Down” PromotionVolume Storage Importance to SLED:• Historically Volume Storage has

represented 50% or more of annual SLED Storage revenue

• Volume Storage has an attractive price point for many of our SLED customers who are forced to do more with less, based on shrinking budgets and endowments

• SLED Customers are looking to move to affordable storage solutions, where possible.

SLED Solutions Leveraging Volume Storage: • Back up, Recovery & Archive• Virtual Desktop Infrastructure (VDI)• Storage Area Networks (SAN) over iSCSI &

FC networks• Affordable Storage Expansion with

Inexpensive Blade Storage & (JBOD)• Doubling Virtual Machine Density while

providing 50% less capacity


SLED Storage “Double Down” Promotion Program runs 4/1/13 to 7/31/13 Overview:

– The storage “Double Down” promotion is a limited time offer designed to double the rebate (10% of list) on a new SLED end-user customer that qualify for a Volume Storage New Business Opportunity (NBO)

Eligibility and Timeframe:– Offer available for indirect deals registered and

approved in the “Volume” Deal Registration process.

– Deals must be registered between April 1st and July 31st 2013.

– Orders must be placed by July 31, 2013

Reminders– This promotion stacks on top of Volume Big Deal • eg, WSCA Indirect

– Value path: 5-8% increase in VEP discounts on select Commercial Storage products, plus 3% SLED Harvest Promotion

VEP Increased for Selected Volume Storage

1Y - Storage Networking Switches3V - Converged Infrastructure Appliances & Entry NAS

& SWLI - P2000

Eligible Volume Storage Product Lines (PLs):

Volume Business Class Storage NBO PL’s: 1Y – Switches, HBA’s, Directors3C - Commercial Tape, Drives, Autoloaders & MSL

Libraries3V - Converged Infrastructure NAS WindowsLI - MSA & P2000LL- Blade Storage – MDS, SASR8 – TSJ2 – StoreVirtual 4000 (previously P4000)4A, 43 & 6W – 3Par StorServ 7000, Software and TS


SLED Storage Double Down: Promotion Pricing Process

Step 3: Notification of Win & Claim Processing

Partner places the order with an approved HP Distributor & receives 5% NBO up front from distribution

•Additional 5% NBO compensation paid via backend rebate

Partner notifies SLED Channel Specialist of win to initiate rebate claim

•Invoice & Deal Reg # required to validate claim

SLED Channel Specialist Team validates partner win & submits claim for payment on behalf of partner.

• Payments are credited to resellers monthly

• Claims received during the current month will be paid the following month

Step 2: Partner Quote

Once NBO Deal Registration is approved - partner is free to quote customer

HPSD SLED Double Down Promotion is stackable with volume big deal

• Full Promotional Details available in promotion T’s & C’s

Step 1: Submit Deal for Approval

Partner submits a volume HPSD NBO deal registration request for eligible SLED customer

• Include Promotion Name: Storage SLED Double Down in Project Name field on deal registration request

• Include appropriate HPSD amount in NBO request

Deal Reg is routed to HP for NBO validation on the 2 year look back period

• If the customer has not purchased volume HPSD products in the past 2 years customer is eligible

• Partner will be notified via email of approval/denial of NBO deal registration

24-48 Hour TAT for NBO

approval!


Important Items to NotePlease Remember! • Partners must have an approved volume storage NBO to utilize the pre-approved promotional

pricing• Partner must include Promotion Name: “Storage SLED Double Down” in project name field on

NBO deal registration• Partner will receive original 5% NBO upfront through distribution, additional 5% will be

provided via backend rebate− Partner will need to initiate claim for the rebate through HP SLED Channel Specialist

• This program is stackable with any HP volume big deal, including indirect contract big deals• Program is not stackable with Value NBO, VEP or Value Big Deal


Combine SLED Programs to Increase Margin and WIN BIG!

Targets: • Indirect Sales Opportunities

• New Customer Logos

• Customers who need Servers and Storage

Benefits: • Address customer server and

storage needs

• Simplify customer procurement process

• Increase overall deal size

• Win customer CI footprint.

• Compete aggressively with Dell

Most HP customers that have a need for additional server capacity will have a need for additional storage capacity also!The SLED Storage

“Double Down” Promotion, when used in conjunction with Gen8+8:• address the customer’s storage needs• simplifies the customer procurement process• increase the overall deal size• doubles the Storage 5% NBO rebate to 10% for indirect deals.

Leverage the Gen 8+8 New Logo Promotion to provide competitive discounts to win Gen8 Server business in new SLED accounts.

•Gen8+8 is margin-rich for partners offering indirect SLED contract pricing, plus 8% of additional margin


Thank You!


Smart Advantage ProgramProgram Overview & Trainings for HP ResellersApril, 2013


Smart Advantage New Logo Program Overview

Program Components:• Limited to Advanced Networking Specialist

or Professional Networking Specialist partners

• Competitive pricing & increased margin to partners to win New Logos.

• Pre-approved pricing on selected products, designed to provide rapid turnaround.

• Promotion offered indirectly through the channel

• Target customer eligibility can be provided to partners via a Contra-List

• Promotion timeline: 4/10/13 to 10/10/13

Market Opportunity:• Cisco customers are unhappy

with the growing cost of SMARTnet.

• SLED customers must do more with less and are rethinking their existing Cisco infrastructures.

• HP is #2 Magic Quadrant LAN provider according to Gartner.

• Provides SLED customers a high-value solution at dramatically lower costs

• Promotion is focused on targeting the edge switches where HP offers a Lifetime Warranty.

Sell HPN Wired SKU’s to new logo SLED accounts that have not purchased HPN products from HP during the past two years. Targeting Cisco Install-base paying high SMARTnet costs.


New! Pre-approved Pricing

Simplicity and speed• Product list selected to cover most

demand• Support for SW and key HPN

products

Aggressive discount incentives*:

What’s included (sample):2520/2530/2920 Switches

3800 Switches

5406/5412/5500 Switches

7506 Switches

8206/8212 Switches

MSM 430/460/466, MSM 720

Associated Parts for each family

IMC Std Software

Support & Installation SKUs*Note: A reference tool will be provided for efficient lookup of included SKUs

Discount ranges

HPN Hardware 38-58%

IMC Software 65%

* Final prices by SKU will be defined in the promotion T&C document


Targeted at new SLED HPN Logos – customers who have not purchased HPN within the past 2 years

New! HPN Smart Advantage New Logo Pricing ProcessAvailable to HPN Professional & HPN Advanced Specialist Partners• HPN Smart Advantage New Logo Promotion

– Pre-approved set discount % off predefined list of HPN SKUs when bundled with HP IMC Software and 1 year of uplifted software support

– Very competitive pricing – up to 56% off select SKUs• Pre-approved pricing provided via HP Promotion• Partner deal registration required

• Standard HPN Volume Big Deal– Utilize for any SKUs not available within the pre-approved

promotional pricing– Request via the HP Smart Quote tool on the HP Partner Portal– Provide Program Name: SLED HPN Smart Advantage in Business

Justification section

HP Deal Registration: www.hp.com/partners/us > Programs > Deal Registration Tool

HP Smart Quote: www.hp.com/partners/smartquote

http://www.hp.com/partners/us

http://www.hp.com/partners/us

http://www.hp.com/partners/smartquote

http://www.hp.com/partners/smartquote


HP Confidential

HPN Smart Advantage New Logo Partner Pricing Process Step 3: Notification of

Win & Claim Processing

Partner places the order with an approved HP Distributor at standard channel cost.

Partner notifies SLED Channel Specialist of win to initiate rebate claim.

• Rebate covers difference in standard channel cost & promotional price

• Invoice & Deal Reg # required to validate claim

SLED Channel Specialist Team validates partner win & submits claim for payment on behalf of partner.

• Payments are credited to resellers monthly

• Claims received during the current month will be paid the following month

Step 2: Partner Quote

Once Deal Registration is approved - partner is free to quote customer based on the program’s pre-approved pricing

• Final sale to customer must include HP IMC Software & 1 year of software support

• Full Promotional Details available in promotion T’s & C’s

Step 1: Submit Deal for Approval

Partner submits VEP deal registration request for eligible SLED customer

• Include Promotion Name: SLED HPN SMART ADVANTAGE in Project Name field on deal registration request

• Include appropriate HPN and TS dollar amounts in VEP request

Deal Reg is routed to appropriate SLED ISR/HPN Specialist & SLED Channel Specialist Team

•SLED Channel Specialist team will validate customer eligibility & notify SLED ISR/HPN Specialist

• SLED ISR/HPN Specialist will approve or deny deal reg

• Partner will be notified via email of approval/denial of deal registration

24 Hour TAT for VEP approval!


HP Confidential

Important Items to NotePlease Remember! • Partners must have an approved VEP to utilize the pre-approved promotional pricing• Partner must include Promotion Name: “SLED HPN Smart Advantage” in project name field on

VEP deal registration– Deals will not be identified & routed correctly for this program without this information

included on the deal registration• Partner must purchase at standard channel cost & initiate backend claim for difference in

standard channel cost & promotional price– Partner will need to initiate claim through HP SLED Channel Specialist

• This program is not stackable with any other HP Special Pricing Programs


Smart Advantage Targeting List

• Identifies accounts excluded from the program

• Used to validate and approve Deal Registrations

Contact your Inside Channel Sales rep map your eligible accounts

• Filter your own customer lists for targeting

• Provided for states where partner has coverage

Accounts Not Eligible for Smart Advantage Discounts


Smart Advantage SKU Lookup Tool

Easy to identify SKUs included in the program• Drop in your Bill of Materials, and the tool identifies pricing for included

SKUs• Standard Volume Big Deals can easily accommodate SKUs not showing

program pricing


STEP

2

STEP 4

& 5

STEP 2

STEP

7

Step 7

Summary & Q&A

Smart Advantage Promotion Highlights:• Focus on New

Logo Acquisition• Increased margin

opportunity for Partners

• Pre-approved pricing for selected products

• Supports Indirect sales motion

Smart Advantage Differentiated Value for SLED:• High availability: Intelligent Resilient Framework (IRF)

technology allows a collection of switches to operate as a single, large virtual device with a single IP address to deliver high resiliency and rapid failover— less than 50 ms.

• Simplification: HP’s management platforms integrate configuration, deployment, management, and monitoring of a unified wired and wireless network. Automated capabilities help reduce human error, and comprehensive reports enhance data

• Security and facilitate regulatory compliance : Single pane configuration and policy management for virtualized networking resources enable mobility and networkwide visibility.

• Cost containment: HP customers report up to 66% lower total cost of ownership3 and as much as a 50% decrease in energy consumption.


Thank you


SLED BladeSystem Seed Bundle ProgramProgram Overview & Trainings for HP ResellersApril, 2013


Targeted at SLED ISS New Logos – Customers who have not purchased ISS within the past 2 years

New! SLED BladeSystem Seed Bundle PromotionAvailable to HPN Professional & HPN Advanced Specialist Partners• Pre-approved promotion with the objective of establishing new logo ISS Blade

customers by seeding K-12 & SLED customers who are making large HPN purchases• Eligible customers will receive an ESSN BladeSystem c7000 enclosure, Virtual

Connect, and Gen8 Blades• K-12 & SLED customers have been slow to adopt Blade technology, this promotion

will incent them to make the move to Blades and help cement HP as their BladeSystem vendor

• Note: While not included in the seed bundle, HP recommends Training & Proactive Care Services as an add-on to optimize the customer value and experience

Program Time Scope: • Program runs from 4/10/2013 thru 10/10/2013; delivery must be made by 10/10/2013• Limited to 50 total bundles – first come, first served; deal registrations capped at 60

units


SLED BladeSystem Seed Bundle ConfigurationsThe Seed Bundle is designed to ensure trial, and repeat buying• Includes the complete hardware bundle

– Two Tiers based on size of HPN Purchase (>$100k = 1 blade, >$250k = 2 blades)

• Allows room for expansion – additional server blades, storage blades, workstation blades, etc.

• Includes Installation & Startup Services

• BladeSystem Admin training is recommended – use MDF funds or sell separately

Terms & Conditions• High-discount, low-margin deals will not qualify, contact your BDM for details

• Cannot be a HP BladeSystem customer already


HP BladeSystem Economics Customer costs savings can fund forward buying!

Traditional infrastructure HP BladeSystem• 64% less operating cost*• 58% less infrastructure

cost*• 36% less power cost*

*IDC white paper sponsored by HP, “Business Value of HP Blade Infrastructures”, (doc # 227508R2) 12/2012

https://ssl.www8.hp.com/us/en/campaign/blade-infra-gen8/register.html

https://ssl.www8.hp.com/us/en/campaign/blade-infra-gen8/register.html


Important Notes:• Work with your PBM and SLED MPM to identify

current pipeline and new qualifying opportunities• More detailed process steps are required –

documentation will be made available in the sales process or in training sessions

• Add on Training & Proactive Care!• A detailed product presentation is available & is

expected to be given to all participating customers– BladeSystem capability and value– Upgrade opportunity for Proactive Care Services– Future needs that can be accommodated on the

platform• Drive customer case studies to leverage outside the

promotion!

SLED BladeSystem Seed Bundle: How To ParticipateWork with your SLED Market Partner Manager & CI/HPN Specialists

Process Steps:• Identify qualifying opportunities• HPN VEP & ISS NBO deal

registration– Promotion Name: SLED

BLADESYSTEM SEED BUNDLE

• Convert VEP to Value Big Deal with HPN config and ISS Seed Bundle config

• Place the order with their HP Distributor at Value Big Deal partner cost

• Order will then be processed and submitted to HP Factory for fulfillment & shipment to the end user customer


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ESSN SLED Inside Channel Sales TeamDarci GallagherChannel Partner Sales Manager - Public Sector801-495-8168 (o)801-824-4532 (m)[email protected]

Craig KingsfordSLED Channel Specialist West801-495-8427 (o)435-232-2935 (m)[email protected]

Mike ThomasSLED Channel Specialist Central801-495-8302 (o)801-875-3561 (m)[email protected]

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Chris SmithSLED Channel Specialist Northeast801-495-8319 (o)801-721-2293 (m)[email protected]

Melissa ChapmanSLED Channel Specialist Great Lakes801-495-8707 (o)801-834-2011 (m)[email protected]

Katherine AndersonSLED Channel SpecialistSoutheast801-495-8406 (o)801-913-7123 (m)[email protected]

mailto:[email protected]











EG SLED Market Partner ManagersLOB Expertise, deployed specifically to develop our Partners’ SLED business.K-12Greg HerboldSLED National K-12 Programs(703) [email protected]

Kristen ReedSLED K-12 MPM – East(859) [email protected]

Nicole LeBlanc-NobleSLED MPM – Central(225) [email protected]

Mica LesserSLED K-12 MPM – West(303) [email protected]

Higher EducationBill BurnsSLED National HiEd Programs(781) 883-4503 [email protected]

Tom ColemanSLED HiEd MPM – East(678) 654-5750 [email protected]

Jim KovachSLED MPM – Central(812) 272-3345 [email protected]

Kevin McCarthySLED HiEd MPM – West(480) [email protected]

State & Local Gov.Jon VivarSLED National SLG Programs(267) 443-0031 [email protected]

Nelson MunnSLED SLG MPM – East(850) 322-1535 [email protected]

John GriffinSLED SLG MPM – West(602) 300-6543 [email protected]

















Thank you

Documents

April Program Launches from EG SLED