brochure hp partnerone program 2013 · 2020. 7. 20. · 2013 deadlines the hp partnerone program...

Brochure

HP PartnerOne Program 2013Exceeding expectations together

HP PartnerOne Opportunities3 HP PartnerOne Program 20134 Why partner with HP?5 Programmebenefits6 Partnershipcriteria7 Certificationandlearning8 PreferredPartnership9 Specialisationwheel

Printing and Personal Systems Group

Personal Systems10 HPPersonalComputingSpecialist11 HPWorkstationsSpecialist12 HPClientVirtualizationSpecialist13 HPRetailSolutionsSpecialist

Imaging and Printing14 HPManagedPrintSpecialist15 HPImagingandPrintingSpecialist16 HPStorageMediaSpecialist17 HPSuppliesSpecialist18 HPDocumentSolutionsSpecialist

Large Format Printing19 HPDesignjetSpecialist20 HPDesignjetProductionSpecialist21 HPSignageSpecialist

Enterprise Servers, Storage and Networking

Computing 22 HPProfessionalComputingSpecialist23 HPAdvancedComputingSpecialist

Storage24 HPProfessionalStorageSpecialist25 HPAdvancedStorageSpecialist

Table of contents

HP PartnerOne Program 2013

Networking26 HPRegisteredNetworkingSpecialist27 HPProfessionalNetworkingSpecialist28 HPAdvancedNetworkingSpecialist

Solutions29 HPConvergedInfrastructureSpecialist30 HPCloudBuilderSpecialist

Software Security

Technology31 HPSoftwareSecuritySpecialist32 HPInformationSecuritySpecialist33 HPOperationalSecuritySpecialist

Solutions34 HPEnterpriseSecuritySpecialist

IT Performance Suite Software

Technology35 HPApplicationsSoftwareSpecialist36 HPITOperationsSoftwareSpecialist

Solutions37 HPITPerformanceSuiteSoftwareSpecialist

Services38 HPServiceOneSpecialist39 HPServiceOneExpert40 HPPartnerOneProgram2013ataglance

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“Atitsheart,HPisachannelcompanyandourpartnersareatthecenterofeverythingwedo.Inthatspirit,allthekeystrategicinitiativeslaunchedinthepastyear–fromexpandingourportfoliotostreamliningourpartnerprogrammes–havebeentargetedatdrivinggrowthandprofitabilityforourpartners.”PierreJover VicePresidentandGeneralManager Printing&PersonalSystemsGroupChannelSales,EMEA

Exceedingexpectationstogether–it’smorethanjustamission;it’sthestandardthatweattheHPPartnerOneProgramholdourselvesto.Itmeansthataftersevenyearsofsuccessfulchannelpartnerships,HPhasupdatedthePartnerOneProgramtobesimpler,morepersonalisedandmorerewardingforyou,our valuedpartners.

Asinpreviousyears,the2013programmewillcontinuetoprovidesuperiorbenefitstoHP’stoppartnerswithinthetwoprogrammelevelsthatyoucanchoosefrom:HPPreferredandHPSpecialistpartnerships.

There’sareasonwhyHPissosuccessfulintheITmarketplaceandithaseverythingtodowiththededicationandskillofourpartnerships.TheHPPartnerOneProgram2013isdesignedto helpyoutakethoseopportunitiestoawholenewlevelandexceed ouralreadyhighexpectations,together.

HP PartnerOne Program 2013Partnerswelcome

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Why partner with HP?Buildingnewopportunities

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Forover30years,HPhassetastandardforworkingcloselywithourchannelpartners. Afterall,yoursuccessisthebasisofours.ThisattitudeisreflectedintheHPPartnerOneProgramandthechangeswe’vemadetomaketheindustry’s#1partnerprogramme evenmorevaluableforyou.

What’s changed?Youtalkedandwelistened.That’swhywe’vesimplifiedtheprocesssothatyoucanmorequicklyaccesstheopportunitiesthatmattertoyou.Newpartnerscanqualifyforoneoftwolevels:PreferredorSpecialistpartnerships.Eachisuniquelypositionedtohelpyoudowhatyoudobest.

Preferred: Determinedbyrevenueandbasictraining,PreferredPartnersgainasimpler,generalistapproachthatfeaturesend-user,special-negotiateddiscounts.

Specialist: Forthosepartnerswithnicheexpertiseorwhotargetspecificmarkets,HPSpecialisationallowsyoutotailoryourtrainingandcertificationtooneormorespecificareasandreceivethehighest-possiblecompetitivebenefitsfromHP.EffectiveH2FY13(from1May)we’veintegratedtheImagingandPrintingProgramintotheHPPartnerOnestructure,whichequatestoImagingandPrintingSpecialiststatus.

Existingpartnerscanbenefitfromthechangesintheprogrammeaswellbyincreasingtheirknowledgeinkeyareasandstayingahead ofthecompetitioninaquicklyevolvingmarketplace.

What stays the same?Asalways,thecorefocusoftheHPPartnerOneProgramistoenableyoutoachievemore.RegardlessofwhetheryoupursueaPreferredorSpecialiststatus,youstillbenefitfromaprovenprogrammestructureandthevalueofworkingwitharecognisedleaderintheITspace.Together,wecontinuetostandastheleadingITpartnershipprogrammeintheworld.

•Leadership:feelthesupportoftheworld’slargesttechnologycompany

•Reach:oneoutofeverythreeserversshippedworldwideisfromHP

•Opportunity:HPisthePCleaderwithover56.5millionPCssold in 20121

•Collaboration:HPremainsfullycommittedtothechannelasakeyelementofitsgo-to-marketstrategy

•Innovation:stayattheforefrontofITinnovationthatyourcustomersdemand,suchasthe$55billioncloudcomputingmarket

Thisisyourexpertiseandthisisyourprogramme–somakethemostofit.We’recontinuouslyinvestinginmakingourpartnerprogrammesmorerewardingandmorepersonalised.That’swhythefocusoftheHPPartnerOneProgram2013isopeningupnewbusinessopportunitiestogether.

1 Source:IDCQuarterlyPCTracker1Q13

HP Preferred Partner HP Specialist Partner

HPAccountManager *

EndUserSpecialNegotiatedDiscounts

PayforResults(PfR)compensation *

HP’sPartnerforGrowth(PfG)programmeaccess *

AccesstobusinessleadsgeneratedbyHP * *

AccessHPSmartPortal

ReferenceinHPGlobalPartnerLocator

HPPartnerOneinsignias

HPPartnerOneauthorisationcertificate

Accesstodedicatedpromotionalactivities * *

Accesstomarketingdevelopmentfunds(discretionary) * *

Accesstotailoredco-marketingactivities * *

Exclusiveproductlineaccess *

*Variesbycountryand/orHPPartnerOnestatus

Programme benefitsTwooptions,onerewardingprogramme

Benefitfromthepartnershipstructurethatworkstoyou.WiththereorganisedHPPartnerOneProgram,youcannowchoosethepartnershipstructure–andrelatedbenefits–thatbestfityourbusinessexpertise.

ChooseamoregeneralisedPreferredPartnershiporinsteadfocusononeormoreSpecialisationstoreceivethehighest-possiblecompetitivebenefitsfromHP.PartnershavetheopportunitytoqualifyfornewSpecialisationsduringquarterlyprogrammechecks.

HP Smart PortalHPSmartPortalistheone-stoponlineresourceforpartners–theexclusiveonlinegatewaytoessentialinformationandservicesthatpartnersusetomanagetheirbusinesswithHP.

1. Accessasingle-programmetouchpointwithinformationthatisalwaysup-to-dateandavailable

2. Discovertools,keyprocessesandaccesstospecialpricing,programmesandpromotions

3. Downloadvaluablemarketingmaterialstogrowanddevelopyourbusiness

RegisteringfortheHPSmartPortalisfastandeasy.Simplyfollowthe“Register”linkontheHPSmartPortalloginpage: hp.com/go/SmartPortal/PartnerOne

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http://hp.com/go/SmartPortal/PartnerOne

Partnership criteriaExperiencemore

How to become an HP PartnerOne partnerThefollowingtableshowsyouasummaryofthecriteriaforthe2013programme.Eachquarter,wereviewallourpartners’capabilities,givingyoutheopportunitytoqualifyforadditionalSpecialisationsormovefromPreferredtoSpecialist.

HP Preferred Partner HP Specialist

Partner Agreement

Requiredalongsideanycompliance-initiativerequirements

Volume Meetcross-BUorBU-specificcountryrevenuethreshold

MeetSpecialisation-specificcountryrevenuethreshold

Certification Minimumofonesalesorpre-salesfundamentalcertification(2012)onwards;AccreditedIntegrationSpecialistNetworkingalsoaccepted

Specialisation-specificcertificationsortraining

Other Specialisation criteria

Notrequired MeetanyadditionalSpecialisationcriteriaasoutlinedwithinthisbrochureontheSpecialisationpages

We’recommittedtoadheringtothehigheststandardsofbusinessethics,soweaskournewHPpartnerstoclearabackgroundcheckbeforeconductingbusinessonourbehalf.

“PartnerOneTermsandConditionsforHPSpecialists”and“PartnerOneTermsandConditionsforHPPreferredPartners”areavailableforreferenceonHPSmartPortalandmustbereviewedandupheldbyallHPPartnerOnepartners.

2013 deadlinesTheHPPartnerOneProgram2013runsfrom1November2012through31October2013.Allcriteria,includingcertifications,needtobeachievedbeforeentrytotheHPPartnerOneProgramisgranted.Allcriteriamustthenbemaintainedthroughoutthefinancialyearinordertosecurecontinuedprogrammebenefits.Partnersaregivenaquarter’sgraceperiodtorecoveranycertificationsthathavebeenlostduetoanemployee’sleavingthecompany.

EntryforPreferredPartnersisperformedweeklyforthosepartnersthatcompletethecriteria.PreferredPartnerstatusistheneffectivefromthefollowingMonday.

EntryforHPSpecialistisperformedquarterlyormonthlydependingontheSpecialisation.Thestandard2013entrydatesareasfollows:

Deadlines Effective Entry

28February2013 Quarter3 1 May 2013

31 May 2013 Quarter4 1August2013

31August2013 Quarter1(FY14) 1November2013

PleaseseethespecificSpecialisationpagesforexactdeadlines.

HP Smart Portal PartnerOne status toolAsacandidateormemberoftheHPPartnerOneProgram,youcannowkeepaneyeonyourpartnershipstatusbysimplyloggingintotheHPSmartPortal:hp.com/go/SmartPortal/PartnerOne

AccessyourpersonalisedPartnerStatusReportsandmonitor yourHPPartnerOneProgramandcompensationstatus–soyoucanmakesureyoumeetalltherequiredcriteriaintimeandthatyourprogrammebenefitsaresecure.

It’syourknowledgethatkeepsyourbusiness,yourcustomersandHPmovingforward.That’swhywe’vesimplifiedtheHPPartnerOneentrystructuretohelpyougaintheopportunitiesthatfityourbusiness.

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Certification and learningKnowledgeissalespower

TheITmarketplaceismovingfasterthaneverbefore.Salessuccessrestsonyourability tokeeppacewithevolvingtechnologyandstayaheadofthecompetitiontodeliverthesolutionsyourcustomersdemand.That’swherethefollowingHPtoolsandservicescan keepyouonthecuttingedgeofITinnovation.

HP ExpertOneDevelopaflexible,skilledITstaffandbuildamorerobust,completeservicesuiteforconvergedinfrastructure,cloud,softwareandpersonalsystemsolutions.TheHPExpertOneProgramdeliversthebroadestanddeepestcertificationportfolio,enhancedbyaglobalcommunityofexperts,helpingHPchannelpartnersshortensalescycles,improveservicemarginsandbuildmorestrategiccustomerrelationships.

Choosefromtwocertificationtracks:HPPartnerRestrictedcertificationsareexclusivelyforHPchannelpartnersandaredesignedtovalidaterequiredprogrammecapabilities.ProfessionalCareercertificationsaredesignedfortechnicalITprofessionalstoadvancetheirknowledgeandskills.

Tofindoutmore,visittheHPExpertOnewebsite: hp.com/go/ExpertOne

Certification detailsDiscoverasimplerwaytofindthecertificationthatisrelevanttoyourcareerbyvisitingthe“ViewCertification”pageontheHPExpertOneportal.Foreachcertification,youwillfindpre-requisites,availabletrainingandexaminformationonasingleoverviewpage.Accessithere: http://h10120.www1.hp.com/certification/view_certifications.html

Certification Look-up ToolTheCertificationLook-upToolallowspartnerstoconsult,reviewandreportonHPPartnerOneProgramcertificationstatusinaquickandconvenientwaythroughanoverviewofyourentirestaff’slearninghistory.

ThetoolisaccessibleviatheHPSmartPortalinthe“Train&Certify”section.AccesstothetoolisrestrictedtoHPSmartPortalAdministrators,HPEducationManagersorHPChampions.AllpartnersshouldhaveatleastoneHPEducationManagerassigned.ThisrolecanbeassignedbyyourcompanyHPSmartPortalAdministratorthroughtheHPSmartPortal.

The Learning CenterPersonaltrainingandcertificationinformationislocatedinHP’sLearningCenter,alsoaccessibleviatheHPSmartPortal“Train&Certify”section.PartnerscanmanagethetrainingandcertificationactivitiesoftheiremployeesbyassigningthePartnerEducationManagerrolethroughtheirPartnerPortalAdministrator.

AllHPExpertOnecertificationexamsaredeliveredbyPearsonVUEviatheHPtestingportalatpearsonvue.com/hp

NowaccessHPExpertOnetrainingthroughtheHPSmartPortalfortopicssuchascloudcomputing,convergedinfrastructure,storage,networkingandmore.Materialsincludebothwebinarandnewproductintroductions.Browsecurrenttrainingbyvisitingthetrainingcalendarhere: http://www.hp.com/certification/training_calendar.html

Need more support?IfyouexperienceaccessproblemswhentryingtologontotheHPSmartPortalortheLearningCenter,pleaselogasupportticketviathe“ContactHP”buttoninthetopleftcorneroftheHPSmartPortal.

Ifyouneedsupportoncertification-relatedtopics,suchashowtoobtainacertaincertification,web-basedtraining,examregistrationormore,pleasecontactourcertificationsupportatexpertonesupport.emea@hp.com

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http://hp.com/go/ExpertOne

http://h10120.www1.hp.com/certification/view_certifications.html

http://pearsonvue.com/hp

http://www.hp.com/certification/training_calendar.html

http://[email protected]

Preferred PartnershipAchievemoretogether

Strongpartnershipsenablemutualsuccess.That’swhattheHPPartnerOnePreferredPartnershipisallabout:enablingyoutogrowyourbusinessandincreaseHPsalesatthesametime.

HP Preferred Partner benefitsHPPreferredPartnersbenefitfromco-brandingopportunities,highcustomerrecognition,accesstoexclusivediscountsandmore.ThisistheperfectentryintotheHPPartnerOneProgramfornewpartners,thosewithsmallerteamsorthosethatpreferamoregeneralisedcertification.

PreferredPartnersbenefitfrom:

•EndUserSpecialNegotiatedDiscounts

•AccesstoHPSmartPortal

•ReferenceinHPGlobalPartnerLocatorthatdirectsHPcustomerstoyou

•ExclusiveuseofHPPreferredPartnerinsignia

•ExclusivePreferredPartnercertificateofauthorisationtoincludeintendersorhanginyourreception

•Accesstodedicatedpromotionalactivities

•Accesstomarketingdevelopmentfunds(discretionary)

•Accesstotailoredco-marketingactivities

HP Preferred Partner criteriaWe’vemadeiteasierforyoutoqualifyasanHPPreferredPartnerbyallowingyoutochoosetheentrymethodthatfitsyoubest.AllrequireHPPartnerAgreementandcompliance.

•Standardentryrequires:minimumcross-BUrevenuethresholdmeasuredagainstthemajorityofHPproductsandatleastonesalesortechnicalemployeecertification

•PersonalSystemsentryrequires:minimumPersonalSystemsproductrevenuethreshold,andatleastonesalesandonetechnicalemployeecertification

•EnterpriseSecurityProductsentryrequires:Oneofthreeminimumrevenuethresholdsmappedtotheseproducts:TippingPoint,FortifyorArcSightproducts,andatleasttwosalesandonetechnicalemployeecertification

•ITPerformanceSuiteentryrequires:minimumannualrevenuethresholdofITPerformanceSuiteproductsof$50,000,atleasttwosalesandoneATP-leveltechnicalemployeecertificationin anyITPerformanceSuitediscipline.

Formoredetailsonrevenuethresholdsforyourcountryandcertificationrequirements,visittheHPPartnerOneProgramon HPSmartPortal:hp.com/go/SmartPortal/PartnerOne

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Specialisation wheelFindyourfocus

Yourexpertiseiswhatsetsyouapartfromyourcompetition.OurportfolioiswhatsetsHPapartfromours.

AsanHPSpecialist,ourprogrammeisdesignedtohelpyoucraftyoursalesandtechnologyskillsintheleadingITtopics.LearnmoreaboutthebreadthofourHPSpecialisationsinthewheelbelowanddigintomoredetailsinthepagesthatfollow.

SOFTWARE

ENTERPRISE SERVERS, STORAGE AND NETWORKING SERVICES

PRINTIN

G & P

ERSO

NAL

SYST

EMS

HP Advanced

Computing Specia

list

HP Professional

Storage Specialist

HP Advanced

Storage Specialist

HP Registered

Networking Specialist

HP Professional Networking Specialist

HP Advanced Networking Specialist

HP Converged Infrastructure Specialist

HP Cloud Builder Specialist

HP S

ervi

ceOn

e Sp

ecia

listHP

Pro

fess

iona

l

Com

putin

g Sp

ecia

list

HP S

ervi

ceOn

e Ex

pert

HP E

nter

pris

e

Secu

rity

Spec

ialis

t

HP Applications

Software SpecialistHP IT Operations

Software Specialist HP S

oftw

are

Secu

rity

Spec

ialis

t

HP O

pera

tiona

l Se

curit

y Sp

ecia

list

HP In

form

atio

n

Secu

rity S

pecia

list

HP Work

statio

ns

Specialis

t

HP Client Virtu

alization

Specialist

HP Retail Solutions

Specialist

HP Imaging and Printing Specialist

HP Personal

Computing Specialist

HP Storage MediaSpecialist

HP Supplies Specialist

HP Managed

Print Specialist

HP Document

Solutions Specialist

HP Designjet

Production Specialist

HP Designjet

Specialist

HP Signage

Specialist

HP IT Performance

Suite Software Specialist

CI

C

loud

ITPS

Security Personal System

s

Networking Storage Computing Services Large Format

Imag

ing

& Pr

intin

g

Solu

tion

Technology S

olution Technology

Technology Solution

HPSpecialist

2013

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HP Personal Computing Specialist

What makes them special?Whenyourcustomershavespecificrequirementsthatdemandhigh-performingsolutions,itpaystobeabletoofferthemtheservicesofacertifiedpersonalcomputingspecialist.

HPPersonalComputingSpecialistssellanddeliverthemostcompellingHPsolutions,basedontheHPdesktops,notebooks,accessoriesandservicesthatbestfitcustomers’needs.Theirexpertisecanmakeallthedifferencetotheircustomers’computingexperience–andtotheirbottomline.

Programme benefits•HPSpecialistAccountManager


•PayforResults(PfR)compensation

•AccesstoHP’sPartnerforGrowth(PfG)programme


•PriorityreferenceinHPGlobalPartnerLocatorthatdirectscustomerstoyourbusiness

•ExclusiveuseofHPPersonalComputingSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPPersonalComputingSpecialist




•Privilegedaccesstotrainings,webinars,briefingsandevents

Specialisation criteria•HPPartnerAgreementandanyrelatedcomplianceinitiatives

•Countryrevenuethresholdmeasuredbyarolling12-monthnet$sell-outforselectedproductsforHPPersonalComputingSpecialisation

•CompletePersonalComputingSpecialisationmandatorytrainingcurriculum

•Minimum1namedpersonfocusedonHPPersonalComputingsalescarryingarelevantPersonalSystemstrainingcurriculum


2013 deadlinesSuccessfulpartnersmeetingthecriteriaentereachmonth,buttoqualifyforthefullbenefitspackage,thestandardHPPartnerOneProgramquarterlydeadlinesshouldbemet(seepage6).

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What makes them special?Poweruserssuchasarchitects,engineers,financeandmedicalprofessionalsworkdailywithrichimagingordataapplications.Theyrelyontheirworkstationstoperformtoaconsistentlyhighstandardwhilerunningthesecomplexapplications.Andperformallthiswhilemanagingheavyworkloadswithnodowntime.

AsanHPWorkstationsSpecialist,youcantakeadvantageofworkstationtechnologydesignedtosupportthesespecificindustryneeds.Basedonin-depthinsightsintoverticalindustriesandtheintricaciesofHPWorkstationsolutions,you’llbeabletorecommendtheperfecthardwareforanyindustryandstyleofworking.

Higher-qualityconstructionandeasy,tool-freeaccessibilitymeanthatHPworkstationsrequirelessmaintenanceandareeasiertocustomiseandupdate,sothereislessriskofcustomersreturningproductsorrequiringurgentsupport.Thismeansthatyoucanbuildstronger,long-termrelationshipswithyourcustomerswhilepushingsalesmarginsandloweringrisk.







•ExclusiveuseofHPWorkstationsSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPWorkstationsSpecialist





•Workstationsnewsletter

•Privilegedaccesstodemounits

•Privilegedaccesstoearlyevaluationunitsforidentified endcustomers

•Priorityaccesstopre-salessupport

•Accesstotechnicalconsultant


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPWorkstationsSpecialisation

•Minimum1WorkstationsSalescertification(2012)

•Minimum1TechnicalcertificationI(2012)

TofindtheWorkstationsSpecialistBenefitsGuideandformoredetailsonrevenuethresholdsforyourcountryandcertificationrequirements,visittheHPPartnerOneProgramonHPSmartPortal:hp.com/go/SmartPortal/PartnerOne


HP Workstations Specialist

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HP Client Virtualization Specialist

What makes them special?Theclientcomputinglandscapeisundergoingradicalchanges:today,morethanever,companiesarereliantonremoteoroffshoreworkforcesandcommittedtogreencomputing.Theyarethereforeinneedofrealsolutionstosavephysicalspaceandenergy,andavoiddesktopsprawl,whilelookingtoreducepowerandmaintenancecosts,andoptimisetheirhardwareandenableterminalsharing.It’sessentialthattheykeepupwiththeiremployees’increasingmobility,whileguaranteeingdatacomplianceandsecurity.

AsanHPClientVirtualizationSpecialist,you’llhaveindustry-leadingsupportfordesigningandimplementingtheend-to-endvirtualisationsolutionsthatachieveyourcustomers’businessobjectives.WhethercustomersarelookingtomaximiseITresources,saveenergy,increasesecurityortapintoanyoftheotherbenefitsofvirtualisation,youwilldevelopthecomprehensivesolutionsthattakeyourcustomers’entirebusinessenvironmentintoaccount.







•ExclusiveuseofHPClientVirtualizationSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPClientVirtualizationSpecialist










•Countryrevenuethresholdmeasuredbyarolling12-monthnet$sell-outforselectedproductsforHPClientVirtualizationSpecialisation

•Minimum1HPadvancedSalescertification(2013)(2012stillaccepted)orminimum1HPAccreditedIntegrationSpecialistTechnicalcertification(2011)(2010stillaccepted)

•Minimum1certificationVMware–CertifiedProfessional(VCP)ORCitrix–CertifiedAdministrator(CCA)ORMicrosoft–MCITP,VirtualizationAdministratoronWindowsServer2008R2,ORMicrosoft–MCTS,WindowsServer2008R2,DesktopVirtualization

TofindtheClientVirtualizationSpecialistBenefitsGuideandformoredetailsonrevenuethresholdsforyourcountryandcertificationrequirements,visittheHPPartnerOneProgramon HPSmartPortal:hp.com/go/SmartPortal/PartnerOne


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HP Retail Solutions Specialist

What makes them special?Nomatterwhatthebusinessscenario,stylish,secureandmanageableHPRetailSolutionsmakethedifferencethatmatters–toyourcustomersandtoyourbottomline.Designedtomeettheheavydemandsofabusyretailorrestaurantenvironment,HPoffersawideportfolioofoptionsthatmakealastingimpression.

YoucanexceedtheexpectationsofyourcustomersbyqualifyingforanHPRetailSolutionsSpecialisation.You’llfindthatitnotonlyequipsyoutoassistyourcustomerwithcreatinganexceptionalretailexperience,italsokeepsyouontopofallthelatestmerchandisingandsalestrendsintheindustry.

Atrueunderstandingofyourcustomer’sbusinessworld,inpartnershipwithHP,willhelpyoubuildamorepersonalisedcustomerrelationshipthatnodoubtleadstotangiblebusinessresultsall-round.



•AccesstobusinessleadsgeneratedbyHP(variesbycountry)



•ExclusiveuseofHPRetailSolutionsSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPRetailSolutionsSpecialist









•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPRetailSolutionsSpecialisation

•Minimum1HPRetailPointofSalescertification(2012)

•Dedicatedretailsales

•Technicalresources

•LicensingfromIndependentSoftwareVendors

TofindtheRetailSpecialistBenefitsGuideandformoredetailsonrevenuethresholdsforyourcountryandcertificationrequirements,visittheHPPartnerOneProgramonHPSmartPortal: hp.com/go/SmartPortal/PartnerOne


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HP Managed Print Specialist

What makes them special?Printingissuesarethelastthingyourcustomerswanttofocuson.Whiletheirprintingchallengesmayrangefromsimpletocomplex,it’svitalthattheyhaveanoptimisedprintstrategythatallowsthemtofocusonwhatreallymattersfortheirbusinesses.

HPManagedPrintSpecialistscanhelpcustomersfindtailoredsolutionsthatgetITrightthefirsttime.ThePartner-ManagedPrintSpecialistprogrammeandthecontractualservicesthatHPprovideswillhelpyousellsmartsolutionswithHP’ssupport.Atthesametime,youhavetheflexibilitytodecidewhetheryouwanttouseyourowninfrastructureforcontractmanagement,ormakeuseofHP’sassetsandtools.

WithawealthofknowledgeaboutadditionalHPservices,hardwareandsupplies,you’llsoonfindthatcustomersseekyououtasatrustedexpertwhocanhelpthemenhancetheirprintinginfrastructureforthelongterm.






•ExclusiveuseofHPManagedPrintSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPManagedPrintSpecialist




•AccesstoManaged-Print-specificsalestools

•AccesstoServiceBasebenefits


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPManagedPrintSpecialisation

•Minimum1ManagedPrintSalesqualification

•Minimum1TechnicalcertificationI

•Minimum1TechnicalcertificationII

•Dedicatedhalf-yearlycontractualsalestarget

•Providemonthlyfunnelreportofcontractualsalesopportunities

•Monthlypipelinereportingofpartner-ledcontractualsales(Partner-ledPay-per-Usecontracts)

•EnsuresystematicplacementofHPdevicesandOriginalHPsupplies

•EstablishinfrastructureandHPcontactsforcontractmanagement

•SignatureofManagedPrintSpecialistTermsandConditions


2013 deadlinesThestandard2013deadlinesapply(seepage6).

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HP Imaging and Printing Specialist

What makes them special?Themoretheworldbecomesdigitised,themorebusinesscustomersrelyonaspecifictypeofpartnertobringtheartofprintingtolife. HPPrintSpecialistsdeliveranicheexpertiseofthehardware,software,accessoriesandsuppliesthatenabletrulyamazingprintmaterials fortheircustomers–anddisplayalucrativesetofknowledgeinanotherwisedigitalmarketplace.

ThisSpecialisationisnewforHPPartnerOneProgram2013,yetretainsthesamecriteriaandbenefitspackageyouwereusedtointheImagingandPrintingProgramFY13H1H1(1Novemberto30April).ByqualifyingfortheHPImagingandPrintSpecialisation,youcanturnyourimagingandprintingknowledgeintoaboonforyourHPsalesthankstoexclusivechannelmarketingactivities,inclusionintheHPGlobalPartnerLocator,specialiseddiscountsandmore.




•AccesstoHPSmartPortalandtheImagingandPrinting Co-Marketingzone


•UseofHPPreferredPartnerinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPImagingandPrintingSpecialist




•ParticipationtoImagingandPrintingsales,andtechnicaltrainings

•Coverageoftrainingcoursecost(90%ofactualcost)


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPImagingandPrintingSpecialisation

•ImagingandPrintingProgramfoundationqualificationforFY13


•EnsuresystematicplacementofHPdevicesandOriginalHPsupplies

•EstablishinfrastructureandHPcontactsforcontractmanagement

Formoredetailsonrevenuethresholdsforyourcountryandcertificationrequirements,visittheHPPartnerOneProgramon HPSmartPortal:hp.com/go/SmartPortal/PartnerOne DuringH2,theHPPreferredPartnerinsigniawillbeusedforthisSpecialisation.


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HP Storage Media Specialist

What makes them special?Yourcustomersoperateinanincreasinglydata-drivenworld.Theyneedapartnerwhocanprovidethemwithsolutionsfornotonlymanaging,butoptimisingthedatatheycollect.HPStorageMediaSpecialistshavetheuniqueknowledgetoenabletheircustomerstodevelopfasterbackupspeeds,handlelargerdatacapacityandlowerthetotalcostofownershipusingHP’sstoragemediaportfolio.

ThisSpecialisationisnewforHPPartnerOneProgram2013,yetretainsthesamecriteriaandbenefitspackageyouwereusedtointheImagingandPrintingProgramFY13H1(1Novemberto30April).ByqualifyingfortheHPStorageMediaSpecialisation,youcantranslateyourexpertiseofhelpingcustomersdealwithmoredataintomoreprofitforyourbusiness.


•EndUserSpecialNegotiatedDiscountsforhardwareandsupplies


•AccesstoHPSmartPortalandtheImagingandPrinting Co-Marketingzone


•UseofHPPreferredPartnerinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPStorageMediaSpecialist




•ParticipationtoImagingandPrintingsales,andtechnicaltrainings

•Coverageoftrainingcoursecost(90%ofactualcost)


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPStorageMediaSpecialisation

•ImagingandPrintingProgramfoundationqualificationforFY13


Formoredetailsonrevenuethresholdsforyourcountryandcertificationrequirements,visittheHPPartnerOneProgramon HPSmartPortal:hp.com/go/SmartPortal/PartnerOne DuringH2,thePreferredPartnerinsigniawillbeusedforthisSpecialisation.


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HP Supplies Specialist

What makes them special?Withcompetingproductsonthemarket,customersneedaccurateinformationabouttheirsuppliesandhardware.HPSuppliesSpecialistsknowallaboutOriginalHPsuppliesandtheirvaluepropositiontocustomers,sotheycandefendcustomersagainstcompetingproductsandwinthembacktoHP.

Withastrong,growingonlinesalesmotionforHPSuppliesandHardware,HPSuppliesSpecialistsreceiveextrasupportfromHPtogrowtheironlinebusinesswithHPproducts.SuppliesSpecialistsparticipateinkeyHPinitiativesforsuppliesgrowthsuchastheSuppliesWinbackinitiative,takepartindata-drivenmarketingactivitiesaspartoftheChannel-CustomerRelationshipManagementprogrammeparticipationandgrowbusinessforbothhardwareandsuppliesfromtheircustomerbaseandnewcustomers.




•ExclusiveuseofHPSuppliesSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPSuppliesSpecialist

•DefaultaudienceforsuppliesleadsfromHP,linkedto end-customerpartnerpreference


•EligibleforSureSupplyparticipation(discretionary)

•ChannelCustomerRelationshipManagementdata-drivenmarketingprogrammeparticipation(discretionary)

•Suppliesenvironmentalinitiativeparticipation(discretionary)


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPSupplies Specialisation

•Minimum1learnerwithSalescertification(2012)

•SuperiorshareofbusinessforOriginalHPsuppliesversus countryaverage



17


HP Document Solutions Specialist

What makes them special?Whenyourcustomershaveprintmanagement,securityandworkflowrequirements,theyneedanexpertindocumentsolutions.

WithexclusiveaccesstotheHP-brandedsolutionsportfolio,theHPDocumentSolutionsSpecialistworksinadeep,strategicpartnershipwithHP,investinginasolutions-sellingsalesforceandsupportinfrastructuretoprovidebest-in-class,pre-andpost-salesservicestothecustomerbase.TheHPDocumentSolutionsSpecialistactivelysellsHP’sdocumentsolutions,takingadvantageofHP’strainingportfolio andsalesenablementframework.

Setyourbusinessapartfromthecompetitionbydeliveringtherightsolutionsforyourcustomers,everytime.






•ExclusiveuseofHPDocumentSolutionsSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPDocumentSolutionsSpecialist



•Participationtocertifiedchannelsolutionsprogramme

•SalestoolstopromoteDocumentSolutionssales

•Priorityaccesstopre-salessupportandsalestools



•Countryrevenuethresholdmeasuredbyarolling12-monthnet$sell-outforselectedproductsforHPDocumentSolutionsSpecialisation

•Minimum1DocumentSolutionsSalescertification

•Minimum1AdvancedSalescertification–ImagingandPrintingcertification

•Minimum1(Technicalcertified–HPTechnicalCertifiedI–DocumentSolutions2012orHPTechnicalCertifiedI–ImagingandPrintingServicesandSolutions2013)

•Minimum1SolutionsElectivetraining:completesalesandtechnicaltrainingforeachsolution



18


HP Designjet Specialist

What makes them special?Intoday’scompetitivelandscape,businessesneedtodelivermessagesthatarelargerthanlife.Whetheryourcustomersarearchitects,engineers,copyshops,reprohouses,photoprofessionalsorgraphicdesigners,youcanhelpthemdeliverexceptionalprintingsolutionsfromtheHPportfoliothatmeettheircompetitiveneeds.

AsanHPDesignjetSpecialist,youhavetheexpertiseandincreasedknowledgetorecommendthebest-suited-large-formatprintingsolutionsforyourcustomers–includingspecifications,workflows,softwareandapplications.

Buildbettercustomerrelationshipsbyrecommendingthesolutionthatbestfitsintotheirworkingenvironmentandwatchyourprofitssoar.


•EndUserSpecialNegotiatedDiscountsforlargeformat DesignjetinksviaMostValuableCustomer(MVC)programme(geographydependant)

•EligibletoapplyforparticipationintheDesignjetEliteClub(DEC)andthenreceivePayforResults(PfR)compensation

•3%rebateonhardware(PL30)salesfrom1st$

•1.75%rebateonInk(PLUK)sales

•AccesstoMostValuableCustomer(MVC)programme

•Accesstotrade-inrebatesonbehalfofcustomer

•AccesstoLargeFormatMediaProgram(LFPM)programme



•ExclusiveuseHPDesignjetSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPDesignjetSpecialistCertificate


•Accesstotailoredco-marketingactivitiesandmarketingtools


•Country-specificminimumsalesvolumeforPL30hardwaresalesorforacombinationofPL30andPLUKsaleswithminimum33%ofbusinessfromPL30hardware

•Minimum1registeredandtrainedSalesRepresentative(HPtrainingqualificationtestpassed),F2Ftest

•OnlinemarketingpresencefeaturingHPLargeFormatproducts

•Minimum2demounits

•BusinessandmarketingplanagreedwithHPAccountManager

•AdditionalT&CsrequiredforDECprogrammeparticipation



19


HP Designjet Production Specialist

What makes them special?Creatingspectacularmaterialsisagameofmillimetres.Whetheryourcustomersarearchitects,engineers,copyshops,reprohouses,photoprofessionalsorgraphicdesigners,helpthemproduceinthebestqualityimaginablethroughaportfolioofinnovativeprintingtools.

AsanHPDesignjetProductionSpecialist,youhavetheexpertiseandincreasedknowledgetorecommendthebest-suited-large-formatprintingsolutionsforyourcustomers–includingspecifications,workflows,softwareandapplicationsspecificallydesignedfortheproductionofawiderangeofprofessionalmaterials.

Turnthosemillimetresintomajorsalesbydeliveringtheknowledgeandexperiencethathelpsyourcustomersstandapartfromthecompetition.



•Productionhardwaresalesrewards:

– 3%rebateonallproductline30hardware

– 7%rebateadditionalonproductline30productionhardware

– 1.75%rebateonallproductlineUK

– 3%rebateonallproductlineK2servicesales

•AccesstoMostValuableCustomer(MVC)programme

•AccesstoLargeFormatMediaProgram(LFPM)programme

•Accesstotrade-inrebatesonbehalfofcustomer

•LimitednumberofHPProductionSpecialistspercountry


•Accesstospecialpricing

•Demodiscount

•ExclusiveuseHPDesignjetProductionSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPDesignjetProductionSpecialist


•Trainingvoucherforrequalification


•Proventrackrecordforsellingproduction-typeLargeFormatPrinterseitherthroughsalesofHPproductionproductsorcompetitiveproducts

•Pre-andpost-salesserviceprovider,includingtrainedpre-salestechnicalstaffandqualifiedServiceStaff(GSPqualified)

•Featureddemoroomwiththefollowing:T7100,Z6200and T2300mfpunitoperating,HP-specifiedPOS(HPoriginalsupplies),finishingsolution

•CertifiedSalesStaff(Level2Training)

•Six-monthproductionmarketmarketingplan,includingactiveco-marketingwithHP(2activitieswithHP),1activityleadbyreseller,leadfollow-upandfeedback(2weekmaximumresponsetime)


20


HP Signage Specialist

What makes them special?AnHPLargeFormatSignageSpecialisthastheexpertiseineverythingtodowithprintingoflarge-formatsignageanddisplay:printingapplicationsfromdigitalfineart,photoportraits,andpoint-of-purchaseadvertisingtoindoor/outdoorsignage,exhibitions,andcustomdécorforofficeorhome.Applications,workflows,colourmanagement,printforpaybusinessmodels…digitalsignageanddisplaycanmakeallthedifferencetoyourcustomer’sbusiness.

Youwillbeabletorecommendthebestsolutiontofityourcustomer’sapplicationneeds,workflowrequirementsandbusinessmodel–helpyourcustomerstoshowthebestsignagesolutionsthatdrivetheirsales,aswellasyourbottomline.



•Accesstospecialend-userpricingforlargesignageinksvia MostValuableCustomer(MVC)programme(geographydependant)

•EligibilitytoresellSign&DisplayLargeFormatProductionproducts

•UseofHPGraphicsArtsDemoCenterinBarcelonaincoordinationwithHPAccountManager


•AccesstoHPSmartPortal,includingtoGraphicSignage Businesssection


•ExclusiveuseofHPSignageSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPSignageSpecialist


•Accesstospecialisedsignagemarketingtoolsandcontent


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPSignage Specialisation

•BusinessandmarketingplanagreedwithHPAccountManager

•Shareofbusinessinformation

•Minimumofonedemounits

•Abilitytosell,installandprovidetechnicalsupport (geographydependant)

•Certifiedtechnicalengineerstoprovidetechnicalsupport

•Maintainatleastonefull-timeproductmanager.Specifictothehigh-endportfolio,onefull-timepre-salesconsultantandone full-timesignageapplicationspecialistrequired



21



HP Professional Computing Specialist

What makes them special?Thesedays,businessesincreasinglyneedhigh-performing,focusedsolutionstotheirindustry-relatedchallenges.Technologycangoalongwayinfindingfreshnewwaystodealwithage-oldproblems.However,ittakesatrueexperttoknowwhichequipmentbestmeetsspecificbusinessdemands.

Surpriseyourcustomersbyalwaysrecommendingpitch-perfect,industry-leadingHPproducts,solutionsandservices.HPProfessionalComputingSpecialistsknoweverythingthereistoknowaboutusingtechnologytoadvancebusinessefficiency.Whichmeansyou’llbeable tosellthemostcompellingHPsolutionsandthenseethemexceedyourcustomers’expectationseverytime.

Helpyourcustomersgobeyondeverydaybusinesswithtotalbusinesssolutionsthatcanhelpthemmovetheirentirebusinessahead.







•ExclusiveuseofHPProfessionalComputingSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPProfessionalComputingSpecialist




•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPProfessionalComputingSpecialisation

•Minimum2HPSalescertifications(2012)

•Minimum1HPTechnicalcertificationIorII(2012)

•Minimum1CareerCertificationinProfessionalBladeorServer


22


HP Advanced Computing Specialist

What makes them special?LargeandenterpriseorganisationsneedITstrategiesthatprovidewatertightsolutionstolargeandcomplexchallenges.High-riskproblemsoftenrequireprecise,carefullycustomisedsolutionsthatneedtobeimplementedfastandefficiently,aswellasdeliveringreturnoninvestment.

ProfoundknowledgeandexpertiseinHPenterprisetechnologywillhelpyoutomeettheseveryspecificneeds.HPAdvancedComputingSpecialistsgainthehighestlevelofcertification,whichwillhelpthemearnandmaintainthetrustoftheircustomersandtheconfidencetheyneedtoprovideexceptionalsolutionsforthelongterm.

Equippedwiththecertification,skillsandknowledge,aswellasthesustainedsupportofHP,nobusinessproblemwillbetoogreattomanagewell.







•ExclusiveuseofHPAdvancedComputingSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPAdvancedComputingSpecialist


•PriorityaccesstoHPOfficeBasedTechnicalPresalesSupport


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPAdvancedComputingSpecialisation

•Minimum2HPEnterpriseSolutionsSalescertifications(2012)

•Minimum2HPEnterpriseSolutionsTechnicalcertificationsII(2012)

•Minimum2CareercertificationsinBlade/Server,andminimum 1HPSIMandHPInsightControlcertification

•Additionaltraining:minimum1SBWtraining,minimum 1“HPBladeSystemNetworking”(exam)



23


HP Professional Storage Specialist

What makes them special?Smallandmedium-sizedorganisationsneedgreatersimplicityandstabilityintheirITtosupporttheirbusinessgoalsandmakeiteasiertoachieveprofitablegrowth.

TheHPProfessionalStorageSpecialisationprovidesopportunitiesandadvantagesforpartnerswhoinvestintherelevantstorageskills. Itisyouropportunitytodevelopandshowcaseyourskillswhenhelpingcustomerswiththestorageconsolidation,virtualisation,applicationmodernisationandbusinessprotectionsolutionstheyneed.

Inadditiontoincreasedbusiness,you’llreceivegreatercompensation,investmentsecurity,andrewardsforsellingtheHPportfolio.







•ExclusiveuseofHPProfessionalStorageSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPProfessionalStorageSpecialist






•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPProfessionalStorageSpecialisation

•Minimum2SMBStorageSalescertifications(2012/2013)

•Minimum1SMBStorageSolutionsTechnicalcertification(2012)



24


HP Advanced Storage Specialist

What makes them special?Informationlifecyclemanagement,ITconsolidation,andbusinesscontinuityandavailabilityareallbecomingmorecomplexanddemanding.Recommendingthebeststoragesolutionsbecomesanewchallengeeveryday.Thatmeansthereisaninherentopportunityforstorageexpertswhocankeeptheircustomersontheleadingedgeofinnovation.Expertsjustlikeyou.

HPAdvancedStorageSpecialistscollaboratewithenterprisestocraftastoragestrategythatmanages,protectsandoptimisesdata,enablingthebusinesstogrowandadapttochange.Inaddition,auniquelevelofsupportfromHPallowsyoutoincreaseyourcompetitiveedgeandservicelevels.

WithreliablepartnersupportfromHP,youcanlearntodelivereventhemostsophisticatedstoragesolutions–andwatchyourbenefitsgrowalongwithyourskills.







•ExclusiveuseofHPAdvancedStorageSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPAdvancedStorageSpecialist





•Accesstorestrictedproductline:P9000/XP(PLLN)


•Countryrevenuethresholdmeasuredbyarolling12-monthnet$sell-outforselectedproductsforHPAdvancedStorageSpecialisation

•Minimum2StorageSolutionsSalescertifications(2012)

•Minimum2StorageSolutionsArchitectPreSalescertifications(2011)

•Minimum3StorageWorksIntegrationcertifications(2011)

•Additionaltraining:minimum1SalesBuilderforWindowsStandardPartner Training



25


HP Registered Networking Specialist

What makes them special?Yoursmallandmedium-sizedcustomersmoreoftenthannotneedachoiceofsecure,affordableandscalablenetworksolutions.They wanttoworkwithexpertsthatfullyunderstandhowtoplan,designandintegrateend-to-endsolutionssotheycanrestassuredofthe best-possiblenetworkingopportunities.

Asatechnologyexpert,theHPRegisteredNetworkingSpecialistprogrammeoffersyouareliableframeworkthatsupportssuccess.You’ll befocusedonsellingsolutionstothesmall-andmedium-sizedbusinessmarket,andlearnhowtooffercustomersthenetworksolutions theyneed.

Atthesametime,youwillhaveaccesstoahostofnewbusinessopportunities–andenjoyanevengreaterreturnonyourinvestment.




•AccesstoAdvancedIRISConfigurator




•ExclusiveuseofHPRegisteredNetworkingSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPRegisteredNetworkingSpecialist




•Technicalsupport

•OpportunitytonominatecandidatesfortheSMBreference caseprogramme


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPRegisteredNetworkingSpecialisation

•Minimum1SalesorTechnicalcertification(i.e.,SC/HPAccreditedSalesProfessionalorHPAccreditedIntegrationSpecialist)

•Completionofonlinecompanyprofilequestionnaire



26


HP Professional Networking Specialist

What makes them special?Whenyourcustomerneedsadvicedesigning,deployingandmanagingtheirnetwork,theyneedtobeabletorelyonanexperttorecommendbest-in-classservicesthatspanthenetworkinglifecycle.Theyneedtechnologicalexpertiseandskillsthatwillallowthemtoflawlesslyconnecttheirbusinesswhiletheyfocusonthebottomline.

HPProfessionalNetworkingSpecialistsareabletosell,deliver,manageandsupportsecure,wiredandwirelessnetworkinginfrastructuresolutions.WithaccesstocomprehensiveHPtoolsandresources,youwillhaveallthesupportyouneedtoachieveyourgoals.

WithsomereasonableeffortinimprovingyourspecialistknowledgethroughtheHPProfessionalNetworkingSpecialistprogramme,youwillbeabletogainanabundanceofbusinessrewardsinreturn.





•AccesstoHPNetworkingPOC/SolutionCenter





•ExclusiveuseofHPProfessionalNetworkingSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPProfessionalNetworkingSpecialist




•Technicalsupport


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPProfessionalNetworkingSpecialisation

•Minimum2SalescertificationsSC/HPAccreditedSalesProfessionalNetworking(2012)

•Minimum1SalescertificationHPASCNetworking(2012)

•Minimum2CareercertificationsinHPAccreditedIntegrationSpecialistNetworkingandminimum1certificationinHPAccreditedSystemsEngineerNetworking



27


HP Advanced Networking Specialist

What makes them special?Yourcustomersneedcomplexend-to-endsecurenetworkinganddata-centresolutionsthatprovideareliableframeworkforsuccess.However,corporatenetworksandrequirementscanbecomplicated,anddevelopingtherightsolutionforeachuniquebusinessenvironmenttakesskillandexpertise.

BybecominganHPAdvancedNetworkingSpecialist,youcanunlocknewopportunitiesonyourwaytothetop–andenjoyafulfillingreturnonyourinvestment.You’llgainexpertiseandskillsindesign,deployingsolutionsandservicesthatspanthenetworkinglifecycle.

Youcanserveyourcustomersmoreaccuratelybymakingsurethatyouhaveatrueunderstandingoftheirlong-termchallengesandshort-termneeds.





•AccesstoHPNetworkingPOC/SolutionCenter





•ExclusiveuseofHPAdvancedNetworkingSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPAdvancedNetworkingSpecialist




•Technicalsupport

•ExclusiveaccesstotheEnterpriseSwitchingandEnterpriseRoutingportfolio


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPAdvancedNetworkingSpecialisation

•Minimum4SalescertificationsSC/HPAccreditedSalesProfessionalNetworking(2012)

•Minimum2SalescertificationsASCEnterpriseNetworking (2011and2012)

•Minimum2EnterpriseNetworkingTechnicalcertifications(2011)

•Minimum4CareercertificationsinHPAccreditedIntegrationSpecialistNetworking,minimum3certificationsinHPAccreditedSystemsEngineerNetworkingandminimum2certificationsinMasterHPAccreditedSystemsEngineerNetworking



28


HP Converged Infrastructure Specialist

What makes them special?Today,manycompaniesstrugglewithinfrastructurecomplexity.Withoutapropersolution,theseissueskeepincreasingandplaceasignificantfinancialburdenontherelevantbusinesses.Thesolutionisasmartandflexiblestrategythathelpsthemtodeliverrealbusinessresults.

HPConvergedInfrastructureSpecialistshelpattaincustomerloyaltybyofferingthebroadestportfolioofend-to-endsolutions.Thosethathelptobuildcomplexserver,storage,networking,virtualisationandapplicationsinfrastructures–allthewayuptothecloud.

WithanHPSpecialistendorsement,yourcustomerscanbesurethatyouhavethecomprehensiveunderstandingtheycantrusttoservetheirbusinesstodayandintothefuture.







•ExclusiveuseofHPConvergedInfrastructureSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPConvergedInfrastructureSpecialist



•AccesstoHPInterchangeplatform

•Accesstorestrictedproductlines


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPConvergedInfrastructureSpecialisation

•HPAdvancedComputingSpecialist

•HPAdvancedStorageSpecialist

•HPAdvancedorProfessionalNetworkingSpecialist

•HPServiceOnePartner

•Minimum3HPSalescertifications,minimum2ConvergedInfrastructureSalesAcademy

•Minimum2CareercertificationsforATPConvergedInfrastructureIntegrator,minimum1HPAccreditedSystemsEngineerServerSolutionsIntegratorcertification

Either

– Minimum2ServerArchitectcertifications,minimumConvergedInfrastructure/CloudArchitectcertification

Or

– Minimum1HPMasterHPAccreditedSystemsEngineer



29


HP Cloud Builder Specialist

What makes them special?Customersneedtobeabletotransitionvirtualisedenvironmentstoautomatedcloudenvironmentsanddefinemanagementsolutionsforsecuredservicedelivery,usingadvancedlifecyclemanagementbestpracticesandtechnologies.

HPCloudBuilderSpecialistsshowcase,design,implementandmaintainHPcloudcomputingsolutionsandservices.You’llberecognisedandrewardedforprovidingbest-in-classcloudmanagementsolutionsandservices.

PartnerscanchoosetoqualifyfortheHPCloudBuilderSpecialisationviaEnterprisehardwareorITPerformanceSuitesoftwareroutes.ThoseenteringthroughtheEnterprisehardwareroutebuildonthefoundationoftheHPConvergedInfrastructureandcloudbuildingblockssuchas HPservers,storage,networking,facilities,virtualisationtechnologyandsecurity,whereasthoseenteringviatheITPerformanceSuiteroutebuildonsoftwareexpertisetohelptheircustomersincreasescalabilityandcost-effectivenessbyvirtualisingtheirsoftwareandapplicationneeds.





•AdditionalITPerformanceSuiteSoftwarecompensationbonus


•ExclusiveuseofHPCloudBuilderSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPCloudBuilderSpecialist



•AccesstoHPInterchangeplatform

•Accesstoexclusiveproductlines

•Clouddealregistration/investmentprotection

•AccesstoSoftwarePartnercentral

•Referralprogrammeaccess

•ProfessionalServicessubcontractaccess

•EligibilitytoapplyforManagedServiceProvisioner/Outsourcer(MSP) programme


•Achoiceoftworoutes:

Either

– ConvergedInfrastructureSpecialiststatus

– Minimum1CareercertificationforATPCloudAdministrationandminimum1certificationforCloudArchitect

Or

– Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outofanyITPerformanceSuitesoftwareproducts

– Minimum2ITPerformanceSuiteCloudBuilderSolutionsSalescertifications(2012)

– Minimum3ATPTechnicalcertifications

– Minimum1HPAccreditedSystemsEngineerTechnicalcertification

•Forboth,HPisentitledtoaskforsignedHPApplicationsSoftwarebusinessplan,funnelreportingandsell-todata



30


HP Software Security Specialist

What makes them special?Today,it’scrucialfororganisationstobeabletodesign,developanddeploytheirapplicationssecurely,toensuretheirnetworksremainprotected.

HPSoftwareSecuritySpecialistsprovidetheircustomerswithahighlevelofexpertisetosellanddeliverdeliverFortifySoftwareSecurityCenterproductsandsolutionstocustomers.Byfortifyingtheirproductsandsolutions,customerscancombineproactivesecuritytestingtoprotectapplicationswithdeepapplicationsecurityexpertise,andprovidesoftwaresecurityfromdevelopmenttoproduction.





•ExclusiveuseofHPSoftwareSecuritySpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPSoftwareSecuritySpecialist


•Accesstolead-generationactivities



•AccesstoHPEnterpriseSecurityProductsDealRegistrationSystem

•ProductaccesstoHPFortifySoftwareSecurityCenterproducts


•Countryrevenuethresholdmeasuredbyarolling12-monthnet$sell-outforselectedproductsforHPSoftwareSecuritySpecialisation

•CompleteHPSoftwareSecuritySpecialistcertificationcriteria asdocumentedontheHPSmartPortal

•HPisentitledtoaskforsignedHPSoftwareSecuritybusinessplanandsell-todata


2013 deadlinesEntryisperformedquarterly;allcriterianeedtobemetbythesedeadlines:


30April2013 Quarter3 1 May 2013

31July2013 Quarter4 1August2013


31


HP Information Security Specialist

What makes them special?Whendatahastobesharedrightacrossthenetwork,it’simportantthatcustomersknowexactlywhohasaccesstoit,whattypeofinformationthey’reseeing,andhowthey’reusingit.Inshort,theyneedtobesurethatthey’redoingalltheycantoprotectthesecurity oftheirbusinesses,withoutescalatingcosts.

HPInformationSecuritySpecialistsprovideahighlevelofexpertisetosellanddeliverArcSightSecurityIntelligenceproductsandsolutions.Offering360-degreesecuritymonitoringandalevelofvisibilitythatprotectsthebusinesswhilereducingoperatingcosts,theycanhelptheircustomersensurethesecurityofapplicationsandinfrastructureatalltimes.





•ExclusiveuseofHPInformationSecuritySpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPInformationSecuritySpecialist


•Accesstolead-generationactivities



•AccesstoHPEnterpriseSecurityProductsDealRegistrationsystem

•ProductaccesstoHPArcSightSecurityIntelligenceproducts


•Countryrevenuethresholdmeasuredbyarolling12-monthnet$sell-outforselectedproductsforHPInformationSecuritySpecialisation

•CompleteHPInformationSecuritySpecialistcertificationcriteria asdocumentedontheHPSmartPortal

•HPisentitledtoaskforsignedHPInformationSecuritybusinessplanandsell-todata







32


HP Operational Security Specialist

What makes them special?Newvulnerabilitiesandzero-dayattacksarebeingdiscoveredeveryeverydayand,inordertoblocktheexploitationoftheseweaknesses,networkdefencesmustbeabletoconstantlyadapt.Theabilitytodefendthenetworkautomaticallyinaconstantlychangingworld–wherean IPaddresscanbecompletelysafeoneminuteandthenbeinfectedwithmalwarethenext–iskeytomanagingriskintheenterprise.

HPOperationalSecuritySpecialistsprovideahighlevelofexpertisetosellanddelivercomplexTippingPointnetworksecurityproductsandsolutions,seamlesslysecuringapplicationsandnetworks.Withauniquecombinationofdeepresearchcapabilitiesandintrusion-preventionproducts,TippingPointnetworksecurityproductsandsolutionsdelivertheadvancednetworkdefencecapabilitiesthattoday’sorganisationsneed.





•ExclusiveuseofHPOperationalSecuritySpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPOperationalSecuritySpecialist




•AccesstoHPEnterpriseSecurityProductsDeal RegistrationSystem

•ProductaccesstoHPTippingPointNetworkSecurityProducts


•Countryrevenuethresholdmeasuredbyarolling12-monthnet$sell-outforselectedproductsforHPOperationalSecuritySpecialisation

•CompleteHPOperationalSecuritySpecialistCertificationcriteria asdocumentedontheHPSmartPortal

•HPisentitledtoaskforsignedHPOperationalSecuritybusinessplanandsell-todata







33


HP Enterprise Security Specialist

What makes them special?Theincreasingmobilityoftoday’sworkforcescanmeanthatallthedatawehavestoredcaneasilyspiraloutofcontrol.Howcanyouhelpcustomersensuresecuritycorrelation,deepapplicationsecurityanalysis,andnetwork-leveldefencetoreducetheirvulnerability?

HPEnterpriseSecuritySpecialistscanhelptheircustomerstakeamoreproactiveapproachtosecurity.Basedonmarket-leadingproductsfromArcSight,FortifyandTippingPoint,ourHPEnterpriseSecuritySolutionsuseourbest-of-breedrangeofinformationsecurityservices.Leveragingadvancedthreatresearch,andapowerfulcorrelationofsecurityeventsandvulnerabilitieswithcontextualdata,theyprovideanintegratedresponsetosecurityrequirements,deliveringsecurityintelligenceacrossIToperations,applicationsandinfrastructure.





•ExclusiveuseofHPEnterpriseSecuritySpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPEnterpriseSecuritySpecialist




•AccesstotheHPEnterpriseSecurityProductsDeal Registrationsystem

•ProductaccesstoHPEnterpriseSecurityproducts


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforEnterpriseSecuritySpecialisation

•CompleteHPEnterpriseSecuritySpecialistCertificationcriteria asdocumentedonthePartnerPortal

•HPisentitledtoaskforsignedHPEnterpriseSecuritybusinessplanandsell-todata






31August2013 Quarter1(FY14) November2013

34


What makes them special?Enableyourcustomerstomodernisetheirmostcriticalapplicationstomeetthechallengesofahighlyvirtualisedbusinessworld.WorkingwithHPSoftware’sApplicationLifecycleManagementportfolio,helpcustomerstakecontroloftheirapplicationlifecyclewithasolutionthataddressestheneedsofallstakeholders–includingbusinessanalysts,developmentmanagers,projectmanagers,scrummasters,QAmanagersandtestingteams–andrapidlymoderniseapplicationsinhybrid-delivery,mobileandcomposite-applicationenvironments.

HPApplicationsSoftwareSpecialiststatusrecognisesandrewardspartnersthathaveinvestedinthecompetencyrequiredtoleveragetheunparalleledstrengthandbreadthoftheHPSoftware’sApplicationLifecycleManagementportfoliotoincreasesalesandgrowmarketshare.







•ExclusiveuseofHPApplicationsSoftwareSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPApplicationsSoftwareSpecialist




•Accesstopre-salessupport

•SoftwarePartnercentralaccess


•AccesstoSWConsultpre-saleshelpcenter



•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPApplicationsSoftwareSpecialisation

•Minimum2ITPerformanceSuiteApplicationSolutionsAdvancedSalescertifications(2012);minimum4ATPTechnicalcertifications

•Minimum1HPAccreditedSystemsEngineerTechnicalcertifications

•HPisentitledtoaskforcompletedHPApplicationsSoftwarebusinessplan,funnelreportingandsell-todata


HP Applications Software Specialist

2013 deadlinesSuccessfulpartnersmeetingthecriteriaentereachmonth.

35


What makes them special?Delivermorevaluetoyourcustomersbyleadingthewaytointelligentautomationandperformancemanagementthatmaximisesefficiencyacrossapplications,devicesandprocesses–evenacrossdifferentITenvironments.It’sallmadepossiblebyworkingwithHPSoftware’sOperationsManagementsolutions.

HPITOperationsSoftwareSpecialiststatusrecognisesandrewardspartnerswhohaveinvestedinthecompetencyrequiredtoleveragetheunparalleledstrengthandbreadthoftheHPSoftware’sOperationsManagementportfoliotoincreasesalesandgrowmarketshare.







•ExclusiveuseofHPITOperationsSoftwareSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPITOperationsSoftwareSpecialist









•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPITOperationsSoftwareSpecialisation

•Minimum2ITPerformanceSuiteOperationsSolutionsAdvancedSalescertifications(2012)

•Minimum4ATPTechnicalcertifications

•Minimum1HPAccreditedSystemsEngineerTechnicalcertifications

•HPisentitledtoaskforcompletedHPITOperationsSoftwarebusinessplan,funnelreportingandsell-todata


HP IT Operations Software Specialist


36


HP IT Performance Suite Software Specialist

What makes them special?ManybusinessestodayareseekingexpertiseindrivingstrategicplanningandgovernanceacrosstheirextensiveITsystems.Asan HPITPerformanceSuiteSoftwareSpecialist,you’llhelpcustomerstakereal-timecontrolofinvestments,portfoliosandresourceswithintheirITinfrastructure.Enableyourcustomerstodelivermoretransparencyacrosstheenterpriseabouttechnologyperformanceandtechnologyvaluetothebusiness.

HPITOperationsSoftwareSpecialiststatusrecognisesandrewardspartnerswhohaveinvestedinthecompetencyrequiredtoleverage theunparalleledstrengthandbreadthoftheHPOperationsManagerSoftwareportfoliotoincreasesalesandgrowmarketshare.



•PayforResults(PfR)compensationandreferralbonus




•ExclusiveuseofHPITPerformanceSuiteSoftwareSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPITPerformanceSuiteSoftwareSpecialist







•AccesstoSWConsultpre-saleshelpcenter



•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPITPerformanceSuiteSoftwareSpecialisation

•Minimum1ApplicationSoftwareSpecialistORITOperationsSoftwareSpecialist

•Minimum1CloudBuilderSpecialist

•Minimumof2ITPerformanceSuite-specificSoftwareTechnicalcertifications



37


HP ServiceOne Specialist

What makes them special?Whenyourcustomerneedshelpwithrollingouttheirgrandideas,youdoyourbesttomakesureyoumeettheirneedsaccordingtothebudgetyouaregiven.Thistakestrueexpertiseaswellasakeenunderstandingofyourcustomer.

Makethemostambitiousprojectshappen,ontimeandonbudgetwithindustry-leadingtechnologyresources.HPServiceOneSpecialistpartnersrepresenttheentrylevelofthetwo-tierHPServiceOnepartnershipstructure.

AsanHPServiceOneSpecialistpartner,youcangivetrulyprofessionaladviceontherightserviceforthejobathandwhilehavingaccesstoHPglobalresources,abenefitreservedonlyforServiceOnepartners.You’llhavethescopetosellHPsolutionsthatextendyourreachthroughallphasesoftheITsolutionlifecycle,includingflexibleserviceandsupportoptionstoenhanceyourvaluetoeverycustomer–andreceiveexclusiveHPservicesalesbenefitswithMore-for-Moreopportunities.

Giveyourcustomerstheextraconfidencethattheirprojectwillbedeliveredfast,accuratelyandwiththesupporttheyneedtooptimiseperformanceandimprovebusinessresults.





•AccesstoHPSmartPortalandexclusiveaccessto ServiceOnepages


•ExclusiveuseofHPServiceOneSpecialistinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPServiceOneSpecialist

•Optional:exclusivedeliveryaccreditationacrossHPcommercialportfolioandHPCarePackServices,aswellaspreferentialaccesstoHPIntellectualProperty,HPexpertsandfinancialdeliverycompensation


•Countryrevenuethresholdmeasuredbyarolling12-month net$sell-outforselectedproductsforHPHPServiceOneSpecialisation

•Minimum2SupportServicescertificationsLevelII(2012)

•TotalOperatingPerformance(TOP):capturespastperformance,assessespotentialtogrow,andhelpsdetermineeligibilityforrewardspayments

•Optionaldeliveryaccreditation:deliverycertificationsand qualitystandards


2013 deadlinesEntrydatesforServiceOneSpecialisationareasfollows:




31July2013 Quarter1(FY14) 1November2013

38


HP ServiceOne Expert

What makes them special?Technologycantrulytransformabusinessenvironmentifitiscarefullytailoredandimplementedbysomeonewhounderstandsthecontextofthebusiness,industryandregion.Eachbusinesshasuniqueneedsandchallenges,andtheyneedexpertadvicethatwillhelptotranslatetheirrequirementsintorewardingoutcomes.

Makethemostambitiousprojectshappen,ontimeandonbudgetwithindustry-leadingtechnologyresources.HPServiceOneExpertpartnersrepresentourpremierleveloftheHPServiceOnetwo-tierpartnershipstructure.

HPServiceOneExpertpartnersareabletodemonstratethehigheststandardsofservicecapabilityandarequalifiedtodelivertrueexpertisebasedonakeenunderstandingofcustomerneeds.WiththehighestaccessrightstoHPglobalresources,HPServiceOneExpertpartnerswillhavealmostendlesssupportinordertomeetthehigheststandards.

HPServiceOneExpertpartnerscannotonlysellacrosstheentireHPServicesportfolio,butreceiveexclusiveHPservicesalesbenefitswiththehighestMore-for-Moreopportunities.You’llcoverHPContractualServices,customcontractsandHPCarePackServices,andaccessflexiblesolutionsthatextendyourreachthroughallphasesoftheITSolutionLifecycle.





•AccesstoHPSmartPortalandexclusiveaccessto ServiceOnepages


•ExclusiveuseofHPServiceOneExpertinsignia

•ExclusiveHPPartnerOnecertificateofauthorisationfeaturing HPServiceOneExpert


•Optional:exclusivedeliveryaccreditationforServiceOneExpertsacrosstheentireHPcommercial,enterpriseandContractualServicesportfolios,includingaccesstotrackssuchasCloudServicesand3PAR,preferentialaccesstoHPIntellectualPropertyandHPexperts,andfinancial-deliverycompensation


•Countryrevenuethresholdmeasuredbyarolling12-monthnet $sell-outforselectedproductsforHPServiceOneExpert

•Minimum2SupportServicesSalescertificationsLevelII(2012)

•Minimum2AdvancedServiceSalestrainingsandcertifications

•Minimum1HPEnterpriseServerStorageNetworking AdvancedSpecialisation

•IncreasedTotalOperatingPerformance(TOP):capturespastperformance,assessespotentialtogrowandhelpsdetermineeligibilityforrewardspayments

•TSbusinessplaninplace


2013 deadlinesEntrydatesforServiceOneSpecialisationareasfollows:




31July201 Quarter1(FY14) 1November2013

39


“Wearelisteningtoyourfeedbackandwewillcontinuetosupportandimprovetheindustry-leadingpartnerprogramme,HPPartnerOne,offeringourpartnersthemostcomprehensivesetofbenefitsfromallourbusinessunits.Buildingsynergiesaroundtheseproductlineswillbeoneofthekeystowinningmoreinthefuture–together.”PierreJover VicePresidentandGeneralManager Printing&PersonalSystemsGroupChannelSales,EMEA

We’relookingforwardtoamutuallysuccessful2013withyou,ourpartners,attheheartofallwedo.Ourpromiseistocontinuetogiveyouthesupportandopportunitiestogaintruecompetitiveadvantage,whileadaptingtheindustry’sleadingpartnerprogrammetomeet yourevolvingneeds.

TheHPPartnerOneProgram2013delivers:

•Asimplifiedandpersonalisedprogrammethatenhancesyourexpertise

•Arewardingbenefitspackagethatsupportsincrementalgrowth

•AccesstoEndUserSpecialNegotiatedDiscountstoall HPPartnerOnepartners

•Greatersupportforpartnerswhowishtospecialisethroughfocusedbenefitsthatunleashfurtherbusinessgrowthopportunities

•Continuationofhighstandardsofbusinessethics

•Up-to-dateproductandsolutionsknowledgethroughthe HPExpertOneprogramme

•ContinuedimprovementstotheoverallHPPartnerexperiencebasedonyourfeedback.

We’relookingforwardtoexceedingexpectationstogether.

Further HP PartnerOne Program information can be found on the HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.

4AA4-5674EEE, Created March 2013

HP PartnerOne Program 2013 at a glanceNewyear,newopportunities


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