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HP 3PAR Get Thin Guarantee. HP Channel Sales Execution Process Last update: September 2012. Get Thin Guarantee – HP Channel Sales Execution. This brief slide deck serves as an internal guide for HP Channel Partners regarding: How GTG fits into the sales cycle Which GTG tools to use and when

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hp 3par get thin guarantee

HP 3PAR Get Thin Guarantee

HP Channel Sales Execution Process

Last update: September 2012

get thin guarantee hp channel sales execution
Get Thin Guarantee – HP Channel Sales Execution

This brief slide deck serves as an internal guide for HP Channel Partners regarding:

  • How GTG fits into the sales cycle
  • Which GTG tools to use and when

For all Training, Sales Tools, Collateral, Resources and Contacts, see the GTG Partner Portal Page for your region:

      • US & Canada
      • Europe, Middle East & Africa
      • Asia Pacific
      • Mexico, Central America, and South America
get thin guarantee execution overview
Get Thin Guarantee Execution Overview
  • Prospect
  • Assessment
  • Close
  • Post Installation & Migration
  • Step 5: Attach customer-specific Ts and Cs to sales quote
  • Step 8: Claim Review & Response
  • (handled by local HP Storage BU*)

Step 3: Run assessment

  • Step 0:
  • Reach out to target accounts using GTG email (eDM) – as available in your region
  • START
  • Ninja Thin Tool
  • Step 1:
  • Explain GTG and 3PAR business value to customer
  • Step 6: HP 3PAR Array installed and data migrated
  • Full SAN Assessment

Upsell

Recommended

  • Step 2:
  • Is customer interested
  • Step 7: Was guarantee met?

Yes

No

  • Step 4: Is customer qualified?
  • Results reviewed and approved by HP RBU and GBU*

END

Yes

No

Yes

  • Proceed with sales cycle w/out
  • Get Thin Guarantee

No

* Channel partners work via HP sales or channel rep

gtg execution details prospect phase
GTG Execution DETAILS – Prospect Phase
  • Prospect
  • Step 0:
  • Reach out to target accounts using GTG email (eDM)
  • Leverage GTG Email (availability varies by region) to reach out to target accounts and generate interest in the program
  • Use the GTG Customer Presentation to talk about 3PAR capabilities, value prop’s and thin technologies
  • Step 1:
  • Explain GTG and 3PAR business value to customer
  • Step 2:
  • Is customer interested?
  • Is the customer interested in the GTG program and willing to engage in the qualification process?

No

  • Guarantee is best used for competitive edge or when extra customer assurance needed to close the deal. If customer not interested, or qualified, proceed through the sales cycle w/out the guarantee
  • Proceed with sales cycle w/out Get Thin Guarantee
gtg execution details assessment phase
GTG Execution DETAILS – Assessment Phase
  • Assessment
  • Step 3: Run assessment
  • Run the assessment to gather customer’s
  • qualification and storage utilization data via Ninja Thin tool
  • Automated assessment tool is run unobtrusively in customer’s environment to gather customer qualification criteria.
  • Ninja ThinTool

Upsell

  • Full customer analysis/assessment can be provided by Partner, HP TSC, or 3rd party
  • Full SAN Assessment

Recommended

  • Step 4: Is customer qualified?
  • Results reviewed and approved by HP
  • RBU & GBU
  • Assessment results should be submitted with the Customer Qualification Checklist to the HP country BU for review/approval
gtg execution details close phase
GTG Execution DETAILS – Close Phase
  • Close
  • Step 5: Attach customer-specific Ts and Cs to sales quote
  • HP RBU and GBU approve customer assessment data and send customer-specific version of Ts and Cs to Sales Rep/Partner to attach to customer quote
  • Step 6: Install HP 3PAR Array and migrate data
  • HP 3PAR array installed with required HP software according to the guidelines in the Get Thin Guarantee Terms and Conditions document
  • Step 7: Was guarantee met?
  • Did customer’s data fit on 50% less storage capacity?
gtg execution details post installation migration phase
GTG Execution DETAILS– Post-Installation & Migration Phase
  • Post Installation & Migration
  • Any claims must be received within 30 days of completed 3PAR installation and data migration
  • Step 8: Claim Review & Response
  • Customer must prove that the same data measured before and after the 3PAR migration did not fit on 50% less 3PAR capacity
  • Claim reviewed and approved by HP country RBU and GBU. If all conditions met, HP will remedy with additional disk capacity, related software and support needed to store their legacy data, as outlined in the Ts and Cs