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EG Channels Overview. Jesse Chavez VP, EG WW Channels October 25, 2013. HP Channels: We have a big channel – and big responsibility. 40 + years – Channel is in our DNA. More than 145,000 partner businesses More than 500,000 partner sales professionals

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eg channels overview

EG Channels Overview

Jesse Chavez

VP, EG WW Channels

October 25, 2013

hp channels we have a big channel and big responsibility
HP Channels: We have a big channel – and big responsibility

40 + years – Channel is in our DNA

  • More than 145,000 partner businesses
  • More than 500,000 partner sales professionals
  • $1.4 billion+ in channel investment (FY12)
  • Partners in 173 countries
  • 3,500+ Specialist partners
  • Dedicated HP channel sales organization
  • Dedicated HP channel marketing organization
  • Significant partner management operations investments
channel partners play a critical role in hp s reach and success
Channel partners play a critical role in HP’s reach and success

Market Reach

Customer Preference

Scale & Flexibility

  • Partners provide:
  • Geographical reach
  • Strategic customer segment reach; market access
  • Long term trusted relationships with customers
  • Multiple business models
  • Partners offer:
  • Services and products that complement HP’s offering
  • Customized guidance through the buying process
  • Customer preferred buying models (location and occasion)
  • Partners perform:
  • Order management
  • Financing
  • Inventory holding
  • Fulfillment
  • Value add services (integration, solutions, Mgd. services, support etc.)

2

67 of hp s overall ww enterprise business is channel driven
67% of HP’s overall WW enterprise business is channel driven

APJ$4.1B HP REVENUE

AMS

$4.5B HP REVENUE

  • EMEA$5.1BHP REVENUE

80% CHANNEL DRIVEN

57% CHANNEL DRIVEN

70% CHANNEL DRIVEN

~20,000 TOTAL PARTNERS

~15,000 TOTAL PARTNERS

~60,000 TOTAL PARTNERS

Notes: Enterprise revenue based on FY12 data.

Total partner count includes resellers and distributors

our channel partners play a role in covering all key customer segments with hp
Our channel partners play a role in covering all key customer segments with HP

Market Segmentation

  • Around 67% EG revenue driven through channel partners
  • Balanced/clear rules of engagement
  • Direct/Indirect compensation neutral
  • HP-led coverage with joint account planning for largest global accounts
  • Channel-led coverage across SMB, commercial and public sector accounts

GA

Selected Accounts

EG GTM

Direct

C&P

All accounts not GA and not SMB

SMB

Accounts with less

than 1000 employees

Channel

our immediate channel priorities for fy14
Our immediate channel priorities for FY14

Renewed senior leadership commitment to Indirect Channel

Flawless execution of new PartnerOne program

  • Channel-ready Solutions for hottest markets

Clear rules of HP/Channel field engagement

in fy14 we re making key changes in partnerone to help you grow
In FY14, we’re making key changes in PartnerOne to help you grow

Top 5 benefits of program enhancements starting November 1

Intuitive membership structure

New four-tier system with increasing reward levels

Predictable compensation

No gates, no caps and double-digit rebates

New specializations in key growth areas

Cloud, Big Data, Networking, Services

New tools to accelerate your SMB businessSolution blocks, technical briefs, configuration and order templates

Streamlined certification requirements

Optimal skills to effectively architect customer solutions

  • Predictable
  • Simple

PartnerOne

Profitable

hp serviceone partner programs accelerate growth
HP ServiceOne partner programs accelerate growth

Your best opportunity to increase deal size and gain higher margins

Attach

Consulting

Renew

i t will b e a hybrid world
It will be a hybrid world

BuildCloud services

ConsumeCloud services

Managed Cloud

Public Cloud

Private Cloud

Traditional

SLAs

availability, security, performance, compliance, cost

hp cloud programs for partners
HP Cloud Programs for Partners

Designed to give you flexibility in delivering Converged Cloud solutions

Cloud Builder

Cloud Provider

Cloud Reseller

HP Cloud Builder Specialists deliver on-premiseprivate cloud solutions to end-user customers

HP CloudAgile partners deliver off-premise cloud services (IaaS, PaaS, SaaS) to end-user customers

  • HP Resellers selling cloud services from HP or CloudAgile partners to end-user customers
slide11
Vision: HP is channel vendor of choice for the new style of ITPan-HP Channel framework and rallying cry

PREDICTABLE

SIMPLE

PROFITABLE

FAST

  • Joint Business Plans with Top Partners
  • Executive Sponsor Program

Interlocked business strategies

  • Reseller PartnerOne Program Redesign
  • Distributor Compensation
  • MDF optimization

Enabled by a best-in-class partner program

  • Pricing/Quote TAT (incl, deal registration)
  • Partner Portal

Supported by frictionless operational processes

  • Field engagement model (Co-selling MOC, Rules-of-engagement)
  • PBM up-skilling & up-leveling

With consistent, high value HP engagement

  • Channel Ready Plays (Right Product/Price/Place/Promotions)
  • Demand Generation

Bringing the best offerings and innovations for the new style of IT

hp converged cloud our vision
HP Converged Cloud: Our Vision

Build & OperateCloud Services

Consume Cloud Services

Hardware

Software

Services

Managed Cloud

Public Cloud

Choice

Confidence

Consistency

Delivery model

Platform

Partner

Architecture

Portability

Consumption

Security

Management

Scalability

introducing new specializations in key growth areas
Introducing new specializations in key growth areas

New

New

New

New

New

New

New

New Cloud Partner Solution Navigator to find HP Cloud Builder Specialists and CloudAgile Service Providers

observations learnings

Observations on channel future– success factors

Observations & Learnings
  • Complete HP certifications: it has a direct impact on sales productivity
  • Build a brand for yourself
  • ..

Example of successful partnership

Differences between EMEA and US/APJ partners

5 streamlined certification requirements
5. Streamlined certification requirements

Optimal skills to effectively architect customer solutions

Storage MASE requirements

50% reduction

Server ATP examrequirements

80% reduction

Clear correlation between number of certified individuals and revenue

Gold server specialists

Gold storagespecialists

1 intuitive membership structure
1. Intuitive membership structure

New platinum level to reward HP’s top partners

Converged Infrastructure

Software

Printing & Computing Systems

PlatinumPartner

PlatinumPartner

PlatinumPartner

GoldPartner

Example

GoldPartner

Simplified membership insignia so customers can easily identify partners who are committed to HP

Gold specializations:

Storage

Autonomy

Document Solutions

Silver specializations:

Networking

TippingPoint

SilverPartner

BusinessPartner

Plus: Simplified partner locator and active promotion of Platinum/Gold Partners in HP marketing campaigns

slide20
Our Unison platform makes it easy for our partners (and customers) to interact and do business with HP

Planning & enablement

Profiling & onboarding

PersonalizedExperience

Business planning & support

Market development funds

Customers

Collaboration

Sales & fulfillment

Partner

Sales

Deal registration

Portal

Lead management

Configure, price & quote

HP Sales

Partner

Business

Manager

Mobile

Order fulfillment & invoicing

Performance & compensation

Social

Partner compensation

Rebates & claims

Performance review

Business intelligence

partnerone provides partner benefits based on membership levels and value to hp and its customers
PartnerOne provides partner benefits based on membership levels and value to HP and its customers

Benefits

Membership levels

Platinum

select channel plays solutions
Select channel plays/ solutions

ISS

HPN

Conv. Systems

TS

HPSD

ITaaS3PAR

One Tier-1 Arch: Midrange, All-Flash, & Ent. Scale

  • 3

Moonshot

Less space, energy, cost & complexity

Portfolio Expansion

Datacenter Care & Proactive Care Channel Delivery enablement

StoreVirtual VSA

Configurable Solution

Public & Private Cloud

SDN & Utility Model

Conv. System 700

Blade Ecosystem of Channel Enabled Solutions

BackupManaged Backup w/ StoreOnce

BURAStoreOnce

Federated Dedupe from Small Site to Datacenter

MSR Routers

SDN & NFV-enabled Low-Cost High-Performance

Datacenter

Care

Blade System & Fusion

Management for Conv. Infr.

Foundation Care

Proactive

Care

Unified Wired/WLAN

IMC smart connect

WLAN new controllers and Switching

Conv. System 300

Rack Ecosystem of Channel Enabled Solutions

ITaaS/SaaS3PAR & VSA

Simply StoreIT

Stress-free storage for virt., apps, files, & data protection

C&P

  • 2

NetworkIT

Mobility/BYOD secure and unified access

Pre-Configured Solution

S1 for Dist.

Increase delivery capacity, coverage & competency through distribution

ServeIT

Pre-Defined VMWare Vsphere Solution

ServiceIT

SMB holistic services solution

OfficeConnect

Small business solutions

  • 1

Transactional

SmartBuy