dnsarrow absp v2
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2007 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice
ABSPEnterprise StorageInstallation & Start-up
Services 2007David Morgan
UK Operations Manager
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For HP and HP Channel Partner Internal Use. May not be shared externally
Contents
Service Specialisationspositioning within PPP
ABSP Specialisation - Solutions
ABSP Partner Benefits
Operational Details
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HP Preferred Partner ProgramService Specializations
ABSP Service Specialization
Enterprise Storage
Enterprise Server
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Service Specialist Minimum BusinessCriteria
The following business criteria must be achievedin 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 betweenCare Pack sales and hardware sales.
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For HP and HP Channel Partner Internal Use. May not be shared externally
HP Preferred Partner ProgramService Specialisation
HPs service delivery authorizations, ASDP and ABSP have beenintegrated as HP Services Specialisations within the HP Preferred Partner
Program (PPP)
Specialisation is intended as a clear positioning of the quality and
strength HPs Preferred Partners provide towards the end-customer.
Preferred Partner status is a pre-requestite for the participation in the HP ServicesSpecialisation
HP Services Specialisations:
ASDPproduct centric Service delivery (Warranty & HP Care Pack)
ABSPHP Solutions delivery
Preferred Partner can join one or more of the HP Specialisations, if they meet thespecialisation 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
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For HP and HP Channel Partner Internal Use. May not be shared externally
HP ServicesPartnering framework
service offerings
HP Solutions
Authorized ServicesDelivery Partner
(ASDP)
Authorized BusinessSolution Partner
(ABSP)
HP Servicesdelivery
ProductServices
HP Servicesmanagement
Authorized Service Management Partner(ASMP)
HP Services
sales
Authorized SolutionSales Partner
(ASSP)
Included in baseline HP
Preferred Partner Program
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Service Partner BusinessRequirements - Storage
250K per annum Service Sales (PL R8)
Minimum 3 Installations per Quarter
Minimum 5% Penetration
Minimum 2 representatives per companycompleted web based HP Care Pack salestraining
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Technical Certification
At least two (2) MASE StorageWorks certifiedengineers.
Every engineer performing an Installation & Start-up service needs to hold corresponding productcertification.
One (1) additional ASE per 250k Euros of annualstorage service revenue to a maximum of four (4)
ASEs.
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Storage Products
Hardware Software
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Partner Benefits
How you can benefit from this: You can grow your business by
delivering new value services
This will provide market differentiationcompared to non delivery authorisedchannel
You will be eligible to receive servicedelivery compensation
You will have exclusive access to HPservice and support tools andinformation
You can ensure best in class solutionimplementations aligned with HPrecommendations
You will improve customersatisfaction
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HP Smart Portal
HP Smart Portal
Service Delivery Guides
Operations Guides
Tools
Xplato - workflow application (payments)
SPOCK (Single Point of Connectivity Knowledge)
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Ongoing Management
XPLATO/PLATO monitoring
Monitoring of Certification requirements
Change of status (to remove access to systems,) IPIDs open for more then 90 daysno payment
Monitoring of minimum installations
Business Plan
Feedback for improvement of the program operations
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For HP and HP Channel Partner Internal Use. May not be shared externally
Interested?
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For HP and HP Channel Partner Internal Use. May not be shared externally
Questions?
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For HP and HP Channel Partner Internal Use. May not be shared externally
ABSP Business Requirements -BladeSystems
ABSPBusiness GoalsEnterprise Server (BladeSystem)
Blade Server HW sales revenue
14K per annum (PL MV)
PR (Penetration Rate)
7% for Blade specific services
HP Approved 2007 businessgrowth plan is acceptable
Service sales revenue
Minimum 3.5K of BladeSystemspecific
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For HP and HP Channel Partner Internal Use. May not be shared externally
ABSPTraining RequirementsEnterprise Server (BladeSystem)
Business Min. 2 partner employees
completed web-based HPCare Pack sales training
Technical
Minimum 2 ASE ProliantServers (2005)
Must have C-class and/orP-class Blade elective
specific to products beingimplemented
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For HP and HP Channel Partner Internal Use. May not be shared externally
Service Specialist Minimum BusinessCriteria
The following business criteria must be achievedin 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 betweenCare Pack sales and hardware sales.
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For HP and HP Channel Partner Internal Use. May not be shared externally
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