Introduce Mike HumkeIntroduce Mike Humke

• Mike Humke is the Vice President of Public Sector for the Solution Partners Organization at HP and is responsible for all related products, services solutions and sales for the education market.

• Mike joined HP in 1999, and brought more than 25 years of public sector and commercial sales and marketing experience to the position, having held executive positions with Lexmark International, Apple Computer and IBM.

• At HP, Mike has helped develop multiple programs to support both K-12 and higher education institutions that support the development of new learning solutions and tools.

• He places major emphasis on developing solutions that help maximize IT spending and focuses on addressing many of the top educational needs in today’s market, including security and collaborative learning solutions. He also spends a considerable time working with educators and solution partners to help design new learning portals and solutions for the classroom.

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

Public Sector TodayMichael HumkeFeb 9, 2009

Making a difference in the Public Sector MarketMichael HumkeVP PS SPO

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• 1. Economic

• 2. Internal

• 3. Constituent

• 4. Environmental

Public Sector Market Pressures Points

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Let’s not waste a perfectly good disaster

• 1. Economic pressures

• 2. Internal pressures

• 3. Constituent pressures

• 4. Environmental pressures

Public Sector is getting challenged in all fronts

Rebuilding the Market Momentum

Making a difference in tough times

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$575B of the total $787B are expected to be allocated to appropriations and benefit

Education($98B)

UnemploymentAssistance($57B)

Healthcare($31B)

Infrastructure1

($61B)Economicrecovery($29B)

Refundabletax credits($74B)

Healthcarebenefits($136B)

Transport-ation($48B)

Energy($42B)

K-12 Modernization

Electronic Health Records

Medicaid

Green Tech., Smart Grid

Broadband

Dept. of Agri. Farm Service Agency

DOD Energy Efficient Tech.

Homeland Security

IT-relatedopportunities

Appropriations($308 billion)

Benefits($267 billion)

Source: United States Congress (February 12, 2009), Congressional Budget Office (February 13, 2009)

The American Recovery and Reinvestment Act (ARRA) is one of several federal appropriations bills that will move through Congress this year to address the economic crisis

1. The Omnibus spending bill is expected to keep the government funded for the remainder of FY09 2. The appropriations process (starting in March) for funding the government in FY103. Other legislation, such as the continuation of the TARP

Not every customer looks favorably on stimulus-related pitches.

A chief information officer for a Public School System with a technology budget of $14 million this year, said they have received "emails that say you can use stimulus funds to buy something" from every major tech company she deals with. "I just view it as advertising," she said.

Not every customer looks favorably on stimulus-related pitches.

A chief information officer for a Public School System with a technology budget of $14 million this year, said they have received "emails that say you can use stimulus funds to buy something" from every major tech company she deals with. "I just view it as advertising," she said.

MIS

SIO

N F

OC

US

Federal and SLG HealthcareCivilian

HomelandSecurity/IntelDefense

State & LocalGovernment

Education

Understanding our market S

ER

VIC

E

DELIV

ER

Y

• Revenue & Tax• Motor Vehicle• Election Management• Public Safety• Digital Classrooms

• Personnel

• Logistics

• Command & Control

• Battlespace

• Transportation Security

• Judicial & Litigation

• Law Enforcement

• Expeditionary Gov’t

• Human Resources

• Financial Management

• Constituent services

• Fraud & Abuse

• Decision Support

• E-Health Record

• Medicaid

STR

ATEG

IC P

AR

TN

ER

SH

IPS

• Understanding our customer needs better than they do • Driving change with new category of services• Building solutions around the entire portfolio• Not leading with just a Stimulus message

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Top Focus areas across Public Sector

• “Going Green” - Energy Conservation• Consolidation• Security• Disaster Recover/Business Continuity• Electronic Records Management/Digital

Preservation/ e-Discovery• Shared services• Connectivity

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Acceleratebusiness growth• Speed time to market• Drive new services• Improve decision

making• Strengthen their

customer relationships

Lower costs

• Enhance operational efficiency

• Reduce IT cost and drive down business cost

• Improve return on IT investments

• Improve productivity

Mitigate risks

• Improve compliance• Protect critical assets• Ensure continuity of

business operations

* Customer priorities validated by HP CIO Agenda research

Innovation is the way to address the market needs: Business or services or education outcomes

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Technology risks are now business risks

Technology opportunities are nowbusiness / Service delivery opportunities

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Public Sector Customer Expectations

• Customers are looking for solutions; not just an IT fix

• Market knowledge• Account knowledge• Innovative ideas• Broader resource pool

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Staffing inefficiencie

s

Isolated management

tools

Too many databases

Storage sprawl

Isolated applications

& data

Low utilization Unclear back-up plans

The infrastructure environment is inflexible, too expensive to manage

and maintain

The Challenge is: the IT complexities continues to grow

1717April 19, 2023

HP Partner Focus

Public Sector SPO Partner

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Building a Public Sector Partner Program that delivers:

Position the partners to help deliver more strategic business value to our customers, increased account coverage, and deliver stronger revenue growth.

Profitable Growth

TechnologyLeadership

BusinessAdvantage

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Public Sector Focus

Data Center Data Center TransformationTransformation

Data Center Data Center TransformationTransformation

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PS SPO Initiatives and Programs

SPO PS TeamLaser-focus on PS Partners, sales and solutions

Resource and sales support for all PS related activities

Aligned with PS EU teams to manage partner initiatives

PS

Par

tner

Alig

nmen

t

PSG

TSG

I PG

EDU

FED

SLG

SPOPSG

SPOTSG

SPOIPG

MED

Key Accounts

Named Accounts

Tier 2 and Tier 3 Market

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PS SPO Initiatives and Programs

Current Sales InitiativesAgent Fee Increases on acquisition accountsDirect Contract Issues ResolutionNew Elite programsDiversity ProgramsSmart Quote Tools

Partner RecruitmentIdentify Enterprise Partners for specific territories Solution / Market FocusCoverage gaps

Market Differentiators

Unique Services - PortfolioSeat MgtVirtualizationGreenSecurityData Ctr Transformation

Support ProgramsProfessional Development

Education / SLGGrant WritingTrade upAsset Mgt

City ToursGreen ITDCC

Partner Engagement / SupportMarket / Account development opportunitiesTighter Field AlignmentMarket Training / ProgramsMarket InitiativesPartner Forum / Adv CouncilPS Executive Roundtables

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Driving key industry needs

Uniform Services

DMV

Student

Connecting users to services they

value

Digital content production & consumption

Automated 24x7lights-out computing

Connecting devices to the network

Analog print High-cost IT islands

Next generation data center

Digital imaging and printing

Always connected

mobile experiences

MARKET EVOLUTION

Customer challenges:

Customerexperiences:

Creating Experiences Customers Value

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Technology for Better Business Outcomes

• Storage Blades• Low-end Storage• Thin Provisioning• Utility Ready Storage• Consolidation/Virtualization• Server/Storage

Management Software• Thin Clients• Energy Efficient Printing

Solutions

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Filing / Repositories•Regulatory Submissions•Law Enforcement •Emergency Response•Student Data

Hard Copy•Land Records•Permits•Pubs

Email• Archiving• Tracking and Retrieval

Imaging•State Archive• Health Care• Mapping• Security

Applications• ERP• Learning Tools• Social Programs• Uniform Services

WEB• eGovernment• Learning Portal• Citizen Portal• Self Service

Rich Media• Learning • Security• Entertainment

Rationalized, integrated, end-to-end managed data and

application services

Today’s Challenges• Information growth• Scalability• Retention Requirements• Compliance • Cost• Security • Collaboration

Market Benefits• Improved overall IT Cost• Improve Operation efficiencies• Timely / Accurate information• Improved Quality of Data• Scalable growth

Addressing Today’s IT Constraints

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Cost Optimization for Future Growth

IT operating costs: 50% reduction

Data Centers: 85 globally reduced to 6 in 3 locations

Applications: 6,000 consolidated to 1,500

Annual energy consumption: 60% reduction

IT employees: 80% devoted to innovation

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HP’s Partner value at the intersection

HP is committed to digging deeper with partners

Opportunity exists for growth and profitability

Focus on solutions and the customer experience

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Opportunity is everywhere

Sometimes you just have to look or ask….

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• Thank you to Mike Humke

• After a brief break, please join us for “Show Me The Money: How To Identify and Capitalize on State and Local Opportunities In A Tough Economy” by Liza Massey in Tidewater 2

• Take the elevator or escaltor 2 floors up.

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