© 2007 hewlett-packard development company, l.p. the information contained herein is subject to...
TRANSCRIPT
© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
ABSPEnterprise Storage Installation & Start-up Services 2007
David Morgan
UK Operations Manager
For HP and HP Channel Partner Internal Use. May not be shared externally
Contents
• Service Specialisations – positioning within PPP
• ABSP Specialisation - Solutions
• ABSP Partner Benefits
• Operational Details
For HP and HP Channel Partner Internal Use. May not be shared externally
HP Preferred Partner Program Service Specializations
ABSP Service Specialization
•Enterprise Storage
•Enterprise Server
For HP and HP Channel Partner Internal Use. May not be shared externally
Service Specialist Minimum Business Criteria
• The following business criteria must be achieved in order to apply for HP Service Specialist status:−Status as HP Preferred Partner
−HP Hardware sales min £1.4m p.a.
−HP Care Pack sales min. £100k p.a
−Penetration Rate* min. 5%
*Penetration Rate measures the ratio between Care Pack sales and hardware sales.
For HP and HP Channel Partner Internal Use. May not be shared externally
HP Preferred Partner Program Service Specialisation
HP’s service delivery authorizations, ASDP and ABSP have been integrated as HP Services Specialisations within the HP Preferred Partner Program (PPP)
“Specialisation” is intended as a clear positioning of the quality and strength HP’s Preferred Partners provide towards the end-customer.
“Preferred Partner“ status is a pre-requestite for the participation in the HP Services Specialisation
HP Services Specialisations: ASDP – product centric Service delivery (Warranty & HP Care Pack) ABSP – HP Solutions delivery
Preferred Partner can join one or more of the HP Specialisations, if they meet the specialisation requirements
The Services Specialisations will receive a “Specialist“ certificate HP will position the “Services Specialist“ in the market and with the end-
customer: co-marketing, publishing on HP.com, as well as partner locatator
For HP and HP Channel Partner Internal Use. May not be shared externally
HP Services – Partnering framework
service offerings
HP SolutionsHP Solutions
Authorized Services Delivery Partner
(ASDP)
Authorized Services Delivery Partner
(ASDP)
Authorized Business Solution Partner
(ABSP)
Authorized Business Solution Partner
(ABSP)
HP Servicesdelivery
HP Servicesdelivery
ProductServicesProductServices
HP ServicesmanagementHP Services
managementAuthorized Service Management Partner
(ASMP)Authorized Service Management Partner
(ASMP)
HP Servicessales
HP Servicessales
Authorized Solution Sales Partner
(ASSP)
Authorized Solution Sales Partner
(ASSP)
Included in baseline HP Preferred Partner
Program
For HP and HP Channel Partner Internal Use. May not be shared externally
Service Partner Business Requirements - Storage• £250K per annum Service Sales (PL R8)
• Minimum 3 Installations per Quarter
• Minimum 5% Penetration
• Minimum 2 representatives per company completed web based HP Care Pack sales training
For HP and HP Channel Partner Internal Use. May not be shared externally
Technical Certification• At least two (2) MASE StorageWorks
certified engineers.• Every engineer performing an Installation &
Start-up service needs to hold corresponding product certification.
• One (1) additional ASE per 250k Euros of annual storage service revenue to a maximum of four (4) ASEs.
For HP and HP Channel Partner Internal Use. May not be shared externally
Storage Products
Hardware Software
For HP and HP Channel Partner Internal Use. May not be shared externally
Partner BenefitsHow you can benefit from this:• You can grow your business by
delivering new “value” services• This will provide market
differentiation compared to non delivery authorised channel
• You will be eligible to receive service delivery compensation
• You will have exclusive access to HP service and support tools and information
• You can ensure best in class solution implementations aligned with HP recommendations
• You will improve customer satisfaction
For HP and HP Channel Partner Internal Use. May not be shared externally
HP Smart Portal
HP Smart Portal−Service Delivery Guides
−Operations Guides
−Tools
Xplato - workflow application (payments)
SPOCK (Single Point of Connectivity Knowledge)
For HP and HP Channel Partner Internal Use. May not be shared externally
Ongoing Management
−XPLATO/PLATO monitoring
−Monitoring of Certification requirements
−Change of status (to remove access to systems,…)
−IPIDs open for more then 90 days – no payment
−Monitoring of minimum installations
−Business Plan
−Feedback for improvement of the program operations
For HP and HP Channel Partner Internal Use. May not be shared externally
Interested?
For HP and HP Channel Partner Internal Use. May not be shared externally
Questions?
For HP and HP Channel Partner Internal Use. May not be shared externally
ABSP Business Requirements - BladeSystemsABSP Business GoalsEnterprise Server (BladeSystem)
• Blade Server HW sales revenue−£14K per annum (PL MV)
• PR (Penetration Rate)−7% for Blade specific services
• HP Approved 2007 business growth plan is acceptable
• Service sales revenue−Minimum £3.5K of
BladeSystem specific
For HP and HP Channel Partner Internal Use. May not be shared externally
ABSP Training RequirementsEnterprise Server (BladeSystem)
Business−Min. 2 partner
employees completed web-based HP Care Pack sales training
Technical−Minimum 2 ASE Proliant
Servers (2005)
−Must have C-class and/or P-class Blade elective
specific to products being implemented
For HP and HP Channel Partner Internal Use. May not be shared externally
Service Specialist Minimum Business Criteria
• The following business criteria must be achieved in order to apply for HP Service Specialist status:−Status as HP Preferred Partner
−HP Hardware sales min £1.4m p.a.
−HP Care Pack sales min. £100k p.a
−Penetration Rate* min. 5%
*Penetration Rate measures the ratio between Care Pack sales and hardware sales.
For HP and HP Channel Partner Internal Use. May not be shared externally