© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.1© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
EG Channels OverviewJesse ChavezVP, EG WW Channels
October 25, 2013
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.2
40 + years – Channel is in our DNA
HP Channels: We have a big channel – and big responsibility
• 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
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.3
Channel partners play a critical role in HP’s reach and success
3
Market Reach Customer Preference Scale & Flexibility
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.)
Partners provide:
• Geographical reach
• Strategic customer segment reach; market access
• Long term trusted relationships with customers
• Multiple business models
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.4
67% of HP’s overall WW enterprise business is channel driven
APJ$4.1B HP REVENUE
AMS$4.5B HP REVENUE
EMEA$5.1B HP REVENUE
~15,000 TOTAL PARTNERS ~20,000 TOTAL PARTNERS ~60,000 TOTAL PARTNERS
80% CHANNEL DRIVEN 57% CHANNEL DRIVEN 70% CHANNEL DRIVEN
Notes: Enterprise revenue based on FY12 data. Total partner count includes resellers and distributors
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.5
Our channel partners play a role in covering all key customer segments with HP
• 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
GASelected Account
s
SMBAccounts with less
than 1000 employees
C&PAll accounts not GA and not SMB
EG GTM
Dir
ect
Market Segmentation
Ch
ann
el
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Renewed senior leadership commitment to Indirect Channel
Our immediate channel priorities for FY14
Channel-ready Solutions for
hottest markets
Clear rules of HP/Channel field
engagement
Flawless execution of new PartnerOne
program
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.7
In FY14, we’re making key changes in PartnerOne to help you grow
1. Intuitive membership structureNew four-tier system with increasing reward levels
2.Predictable compensation No gates, no caps and double-digit rebates
3.New specializations in key growth areasCloud, Big Data, Networking, Services
4.New tools to accelerate your SMB businessSolution blocks, technical briefs, configuration and order templates
5.Streamlined certification requirementsOptimal skills to effectively architect customer solutions
PartnerOne
Top 5 benefits of program enhancements starting November 1
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.8
Your best opportunity to increase deal size and gain higher margins
HP ServiceOne partner programs accelerate growth
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.9
It will be a hybrid world
BuildCloud services
ConsumeCloud services
Private Cloud Managed Cloud Public CloudTraditional
SLAsavailability, security, performance,
compliance, cost
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.10
Cloud ResellerCloud Builder
Designed to give you flexibility in delivering Converged Cloud solutions
HP Cloud Programs for Partners
HP Resellers selling cloud services from
HP or CloudAgile partners to end-user
customers
HP Cloud Builder Specialists deliver on-premise private cloud solutions to end-user
customers
Cloud Provider
HP CloudAgile partners deliver off-premise cloud
services (IaaS, PaaS, SaaS)
to end-user customers
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.1111 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Vision: HP is channel vendor of choice for the new style of ITPan-HP Channel framework and rallying cry
FAST
• Joint Business Plans with Top Partners• Executive Sponsor Program
• Reseller PartnerOne Program Redesign• Distributor Compensation• MDF optimization
• Pricing/Quote TAT (incl, deal registration)• Partner Portal
• Field engagement model (Co-selling MOC, Rules-of-engagement)
• PBM up-skilling & up-leveling
• Channel Ready Plays (Right Product/Price/Place/Promotions)
• Demand Generation
SIMPLE
Interlocked business strategies
Enabled by a best-in-class partner program
Supported by frictionless operational processes
Bringing the best offerings and innovations for the new style of IT
With consistent, high value HP engagement
PREDICTABLEPROFITABLE
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Thank you
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Closing Thoughts
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.14
Managed Cloud Public Cloud
Consume Cloud Services
HP Converged Cloud: Our Vision
Choice Confidence ConsistencyDelivery model
PlatformPartner
SecurityManagement
Scalability
ArchitecturePortability
Consumption
Hardware
Software Services
Build & OperateCloud Services
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.1515 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Introducing new specializations in key growth areasEnterprise Group HP Software Printing and Personal
Systems
Platinum specializations
• Converged Infrastructure
• HP Software
Gold specializations
• Cloud Builder• Server • Storage • Networking• ServiceOne Enterprise
• IT Operations • Applications • Vertica • Fortify • ArcSight • TippingPoint
• Client Virtualization• DesignJet• Document Solutions• Graphics• Managed Print (Advanced)• Retail Solutions• Workstation• ServiceOne Printing and
Computing
Silver specializations
• Server • Storage • Networking• ServiceOne
• IT Management• Vertica • Autonomy • Fortify • ArcSight • TippingPoint
New
New
New
New
New
New
New
New Cloud Partner Solution Navigator to find HP Cloud Builder Specialists and CloudAgile Service Providers
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.16
Observations & Learnings
Complete HP certifications: it has a direct impact on sales productivity
Build a brand for yourself ..
Observations on channel future– success factors
Example of successful partnership
Differences between EMEA and US/APJ partners
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.17
Back up
17
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.1818 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
5. Streamlined certification requirements
Servers0
2
4
6 5
1
2013 2014
Server ATP examrequirements
80% reduction Storage0
50
100
150
200178
90
2013 2014
Storage MASE requirements
50% reduction
Optimal skills to effectively architect customer solutions
Clear correlation between number of certified individuals and revenueGold server specialists
Gold storagespecialists
Bot-tom 20%
61% - 80%
41% - 60%
21% - 40%
Top 20%
$-
$50.0
$100.0
$150.0
$200.0
$250.0
0
100
200
300
400
500
600
700
800
Bot-tom 20%
61% - 80%
41% - 60%
21% - 40%
Top 20%
$-
$100.0
$200.0
$300.0
$400.0
$500.0
$600.0
0
50
100
150
200
250
300
350
400
450
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.1919 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Software Printing & Computing Systems
PlatinumPartner
Converged Infrastructure
PlatinumPartner
PlatinumPartner
GoldPartner
BusinessPartner
SilverPartner
Simplified membership insignia so
customers can easily identify
partners who are committed to HP
New platinum level to reward HP’s top partners
GoldPartner
Gold specializations:Storage
AutonomyDocument Solutions
Silver specializations:NetworkingTippingPoint
Example
Plus: Simplified partner locator and active promotion of Platinum/Gold Partners in HP marketing campaigns
1. Intuitive membership structure
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.2020 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Our Unison platform makes it easy for our partners (and customers) to interact and do business with HP
Customers
PersonalizedExperience
Portal
Mobile
Social
Collaboration
PartnerSales
Partner Business Manager
HP Sales
Performance review
Configure, price & quote
Business planning & support
Market development funds
Rebates & claims
Lead management
Order fulfillment & invoicing
Profiling & onboarding
Deal registration
Partner compensation
Planning & enablement
Sales & fulfillment
Performance & compensation
Business intelligence
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.2121 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Gold
Silver
Business
PartnerOne provides partner benefits based on membership levels and value to HP and its customers Requirements
• Deep expertise throughout theHP enterprise/software portfolio
• Pan-enterprise/software certification and revenue requirements
• Extensive skills in a key technology area
• Advanced Business Unit (BU) specific certification and revenue requirements
• Foundational skills in a key technology area within enterprise/ software
• Basic certification and revenue requirements
• Signed contract with HP• Entry-level training
Platinum
Membership levels Benefits
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.22
Select channel plays/ solutions
C&P
ISS HPN HPSD Conv. Systems
Blade System &
FusionManagement for
Conv. Infr.
ServeITPre-Defined
VMWare Vsphere Solution
Simply StoreITStress-free
storage for virt., apps, files, &
data protection
Conv. System
300Rack Ecosystem
of Channel Enabled Solutions
Conv. System
700Blade
Ecosystem of Channel Enabled Solutions
TS
ITaaS/SaaS
3PAR & VSA
BackupManaged Backup w/ StoreOnce
BURAStoreOnce
Federated Dedupe from Small Site to Datacenter
ITaaS 3PAR
One Tier-1 Arch: Midrange,
All-Flash, & Ent. Scale
StoreVirtu
al VSA
Foundation Care
Proactive
Care
Datacenter
Care
Portfolio Expansion
Datacenter Care & Proactive Care
Channel Delivery enablement
S1 for Dist.Increase delivery capacity,
coverage & competency
through distribution
MoonshotLess space,
energy, cost & complexity
Public & Private CloudSDN & Utility Model
Unified Wired/WLANIMC smart connect
WLAN new controllers and
SwitchingNetworkIT
Mobility/BYOD secure and unified access
MSR RoutersSDN & NFV-enabled
Low-Cost High-Performance
OfficeConnectSmall business
solutions
ServiceITSMB
holistic services solutionTransactional
1
Pre-Configured
Solution
2
Configurable Solution
3
SmartBuy