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April Program Launches from EG SLED

April Program Launches from EG SLED. April 1, 2013. FY13 SLED Sales Team Mission. Create an Ecosystem of Partners, Programs and Contracts that drive HP Revenue G rowth through True P artner led Indirect Sales Opportunities. Programs Six programs built and launched for Harvest Season.

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April Program Launches from EG SLED

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  1. April Program Launches from EG SLED April 1, 2013

  2. FY13 SLED Sales Team Mission Create an Ecosystem of Partners, Programs and Contracts that drive HP Revenue Growth through True Partner led Indirect Sales Opportunities. Programs Six programs built and launched for Harvest Season • Key Principles • Make SLED an attractive market • Make HP easy to do business with • Allow partners to earn higher GM% on HP vs. competition Contracts Ahead of schedule on transition from Direct to Indirect, especially on WSCA West Partners Tight coordination with account PBMs on largest SLED partners across US

  3. EG SLED Programs – Driving the Ecosystem Driving Six Programs for Harvest Season (E-Rate completed for 2013 season) Programs combine products, partners, pricing/incentives & contracts. They make HP the path of choice for partners.

  4. Agenda • SLED Storage Double Down Promotion • HPN SmartAdvantage Program • SLED BladeSystem Seed Bundle Program

  5. SLED Storage “Double Down” PromotionDouble Your NBO Rebate on Volume Storage Effective: April 1, 2013 – July 31, 2013

  6. SLED Storage “Double Down” Promotion Volume Storage Importance to SLED: • Historically Volume Storage has represented 50% or more of annual SLED Storage revenue • Volume Storage has an attractive price point for many of our SLED customers who are forced to do more with less, based on shrinking budgets and endowments • SLED Customers are looking to move to affordable storage solutions, where possible. • SLED Solutions Leveraging Volume Storage: • Back up, Recovery & Archive • Virtual Desktop Infrastructure (VDI) • Storage Area Networks (SAN) over iSCSI & FC networks • Affordable Storage Expansion with Inexpensive Blade Storage & (JBOD) • Doubling Virtual Machine Density while providing 50% less capacity

  7. SLED Storage “Double Down” Promotion Program runs 4/1/13 to 7/31/13 Overview: • The storage “Double Down” promotion is a limited time offer designed to double the rebate (10% of list) on a new SLED end-user customer that qualify for a Volume Storage New Business Opportunity (NBO) Eligibility and Timeframe: • Offer available for indirect deals registered and approved in the “Volume” Deal Registration process. • Deals must be registered between April 1st and July 31st 2013. • Orders must be placed by July 31, 2013 Reminders • This promotion stacks on top of Volume Big Deal • eg, WSCA Indirect • Value path: 5-8% increase in VEP discounts on select Commercial Storage products, plus 3% SLED Harvest Promotion • Eligible Volume Storage Product Lines (PLs): • Volume Business Class Storage NBO PL’s: • 1Y – Switches, HBA’s, Directors • 3C - Commercial Tape, Drives, Autoloaders & MSL Libraries • 3V - Converged Infrastructure NAS Windows • LI - MSA & P2000 • LL- Blade Storage – MDS, SAS • R8 – TS • J2 – StoreVirtual 4000 (previously P4000) • 4A, 43 & 6W – 3Par StorServ 7000, Software and TS • VEP Increased for Selected Volume Storage • 1Y - Storage Networking Switches • 3V - Converged Infrastructure Appliances & Entry NAS & SW • LI - P2000

  8. SLED Storage Double Down: Promotion Pricing Process • Step 2: Partner Quote Step 1: Submit Deal for Approval • Step 3: Notification of Win & Claim Processing • Once NBO Deal Registration is approved - partner is free to quote customer • HPSD SLED Double Down Promotion is stackable with volume big deal • Full Promotional Details available in promotion T’s & C’s • Partner places the order with an approved HP Distributor & receives 5% NBO up front from distribution • Additional 5% NBO compensation paid via backend rebate • Partner notifies SLED Channel Specialist of win to initiate rebate claim • Invoice & Deal Reg # required to validate claim • SLED Channel Specialist Team validates partner win & submits claim for payment on behalf of partner. • Payments are credited to resellers monthly • Claims received during the current month will be paid the following month • Partner submits a volume HPSD NBO deal registration request for eligible SLED customer • Include Promotion Name: Storage SLED Double Down in Project Name field on deal registration request • Include appropriate HPSD amount in NBO request • Deal Reg is routed to HP for NBO validation on the 2 year look back period • If the customer has not purchased volume HPSD products in the past 2 years customer is eligible • Partner will be notified via email of approval/denial of NBO deal registration 24-48 Hour TAT for NBO approval!

  9. Important Items to Note • Please Remember! • Partners must have an approved volume storage NBO to utilize the pre-approved promotional pricing • Partner must include Promotion Name: “Storage SLED Double Down” in project name field on NBO deal registration • Partner will receive original 5% NBO upfront through distribution, additional 5% will be provided via backend rebate • Partner will need to initiate claim for the rebate through HP SLED Channel Specialist • This program is stackable with any HP volume big deal, including indirect contract big deals • Program is not stackable with Value NBO, VEP or Value Big Deal

  10. Combine SLED Programs to Increase Margin and WIN BIG! Most HP customers that have a need for additional server capacity will have a need for additional storage capacity also! Targets: • Indirect Sales Opportunities • New Customer Logos • Customers who need Servers and Storage Benefits: • Address customer server and storage needs • Simplify customer procurement process • Increase overall deal size • Win customer CI footprint. • Compete aggressively with Dell • The SLED Storage “Double Down” Promotion, when used in conjunction with Gen8+8: • address the customer’s storage needs • simplifies the customer procurement process • increase the overall deal size • doubles the Storage 5% NBO rebate to 10% for indirect deals. • Leverage the Gen 8+8 New Logo Promotion to provide competitive discounts to win Gen8 Server business in new SLED accounts. • Gen8+8 is margin-rich for partners offering indirect SLED contract pricing, plus 8% of additional margin

  11. Thank You!

  12. Smart Advantage Program Program Overview & Trainings for HP Resellers April, 2013

  13. Smart Advantage New Logo Program Overview Sell HPN Wired SKU’s to new logo SLED accounts that have not purchased HPN products from HP during the past two years. Targeting Cisco Install-base paying high SMARTnet costs. • Program Components: • Limited to Advanced Networking Specialist or Professional Networking Specialist partners • Competitive pricing & increased margin to partners to win New Logos. • Pre-approved pricing on selected products, designed to provide rapid turnaround. • Promotion offered indirectly through the channel • Target customer eligibility can be provided to partners via a Contra-List • Promotion timeline: 4/10/13 to 10/10/13 • Market Opportunity: • Cisco customers are unhappy with the growing cost of SMARTnet. • SLED customers must do more with less and are rethinking their existing Cisco infrastructures. • HP is #2 Magic Quadrant LAN provider according to Gartner. • Provides SLED customers a high-value solution at dramatically lower costs • Promotion is focused on targeting the edge switches where HP offers a Lifetime Warranty.

  14. New! Pre-approved Pricing • Simplicity and speed • Product list selected to cover most demand • Support for SW and key HPN products • Aggressive discount incentives*: • What’s included (sample): • 2520/2530/2920 Switches • 3800 Switches • 5406/5412/5500 Switches • 7506 Switches • 8206/8212 Switches • MSM 430/460/466, MSM 720 • Associated Parts for each family • IMC Std Software • Support & Installation SKUs • *Note: A reference tool will be provided for efficient lookup of included SKUs * Final prices by SKU will be defined in the promotion T&C document

  15. New! HPN Smart Advantage New Logo Pricing Process Targeted at new SLED HPN Logos – customers who have not purchased HPN within the past 2 years • Available to HPN Professional & HPN Advanced Specialist Partners • HPN Smart Advantage New Logo Promotion • Pre-approved set discount % off predefined list of HPN SKUs when bundled with HP IMC Software and 1 year of uplifted software support • Very competitive pricing – up to 56% off select SKUs • Pre-approved pricing provided via HP Promotion • Partner deal registration required • Standard HPN Volume Big Deal • Utilize for any SKUs not available within the pre-approved promotional pricing • Request via the HP Smart Quote tool on the HP Partner Portal • Provide Program Name: SLED HPN Smart Advantage in Business Justification section HP Deal Registration: www.hp.com/partners/us > Programs > Deal Registration Tool HP Smart Quote: www.hp.com/partners/smartquote

  16. HPN Smart Advantage New Logo Partner Pricing Process • Step 2: Partner Quote Step 1: Submit Deal for Approval • Step 3: Notification of Win & Claim Processing • Once Deal Registration is approved - partner is free to quote customer based on the program’s pre-approved pricing • Final sale to customer must include HP IMC Software & 1 year of software support • Full Promotional Details available in promotion T’s & C’s • Partner places the order with an approved HP Distributor at standard channel cost. • Partner notifies SLED Channel Specialist of win to initiate rebate claim. • Rebate covers difference in standard channel cost & promotional price • Invoice & Deal Reg # required to validate claim • SLED Channel Specialist Team validates partner win & submits claim for payment on behalf of partner. • Payments are credited to resellers monthly • Claims received during the current month will be paid the following month • Partner submits VEP deal registration request for eligible SLED customer • Include Promotion Name: SLED HPN SMART ADVANTAGE in Project Name field on deal registration request • Include appropriate HPN and TS dollar amounts in VEP request • Deal Reg is routed to appropriate SLED ISR/HPN Specialist & SLED Channel Specialist Team • SLED Channel Specialist team will validate customer eligibility & notify SLED ISR/HPN Specialist • SLED ISR/HPN Specialist will approve or deny deal reg • Partner will be notified via email of approval/denial of deal registration 24 Hour TAT for VEP approval!

  17. Important Items to Note • Please Remember! • Partners must have an approved VEP to utilize the pre-approved promotional pricing • Partner must include Promotion Name: “SLED HPN Smart Advantage” in project name field on VEP deal registration • Deals will not be identified & routed correctly for this program without this information included on the deal registration • Partner must purchase at standard channel cost & initiate backend claim for difference in standard channel cost & promotional price • Partner will need to initiate claim through HP SLED Channel Specialist • This program is not stackable with any other HP Special Pricing Programs

  18. Smart Advantage Targeting List Accounts Not Eligible for Smart Advantage Discounts • Identifies accounts excluded from the program • Used to validate and approve Deal Registrations • Contact your Inside Channel Sales rep map your eligible accounts • Filter your own customer lists for targeting • Provided for states where partner has coverage

  19. Smart Advantage SKU Lookup Tool Easy to identify SKUs included in the program • Drop in your Bill of Materials, and the tool identifies pricing for included SKUs • Standard Volume Big Deals can easily accommodate SKUs not showing program pricing

  20. Summary & Q&A • Smart Advantage Promotion Highlights: • Focus on New Logo Acquisition • Increased margin opportunity for Partners • Pre-approved pricing for selected products • Supports Indirect sales motion • Smart Advantage Differentiated Value for SLED: • High availability: Intelligent Resilient Framework (IRF) technology allows a collection of switches to operate as a single, large virtual device with a single IP address to deliver high resiliency and rapid failover— less than 50 ms. • Simplification: HP’s management platforms integrate configuration, deployment, management, and monitoring of a unified wired and wireless network. Automated capabilities help reduce human error, and comprehensive reports enhance data • Security and facilitate regulatory compliance : Single pane configuration and policy management for virtualized networking resources enable mobility and networkwide visibility. • Cost containment: HP customers report up to 66% lower total cost of ownership3 and as much as a 50% decrease in energy consumption. STEP 7 STEP 2 STEP 2 STEP 4 & 5 Step 7

  21. Thank you

  22. SLED BladeSystem Seed Bundle Program Program Overview & Trainings for HP Resellers April, 2013

  23. New! SLED BladeSystem Seed Bundle Promotion Targeted at SLED ISS New Logos – Customers who have not purchased ISS within the past 2 years • Available to HPN Professional & HPN Advanced Specialist Partners • Pre-approved promotion with the objective of establishing new logo ISS Blade customers by seeding K-12 & SLED customers who are making large HPN purchases • Eligible customers will receive an ESSN BladeSystem c7000 enclosure, Virtual Connect, and Gen8 Blades • K-12 & SLED customers have been slow to adopt Blade technology, this promotion will incent them to make the move to Blades and help cement HP as their BladeSystem vendor • Note: While not included in the seed bundle, HP recommends Training & Proactive Care Services as an add-on to optimize the customer value and experience • Program Time Scope: • Program runs from 4/10/2013 thru 10/10/2013; delivery must be made by 10/10/2013 • Limited to 50 total bundles – first come, first served; deal registrations capped at 60 units

  24. SLED BladeSystem Seed Bundle Configurations • The Seed Bundle is designed to ensure trial, and repeat buying • Includes the complete hardware bundle • Two Tiers based on size of HPN Purchase (>$100k = 1 blade, >$250k = 2 blades) • Allows room for expansion – additional server blades, storage blades, workstation blades, etc. • Includes Installation & Startup Services • BladeSystem Admin training is recommended – use MDF funds or sell separately • Terms & Conditions • High-discount, low-margin deals will not qualify, contact your BDM for details • Cannot be a HP BladeSystem customer already

  25. HP BladeSystem Economics Customer costs savings can fund forward buying! • Traditional infrastructure • HP BladeSystem • 64% less operating cost* • 58% less infrastructure cost* • 36% less power cost* *IDC white paper sponsored by HP, “Business Value of HP Blade Infrastructures”, (doc # 227508R2) 12/2012 

  26. SLED BladeSystem Seed Bundle: How To Participate Work with your SLED Market Partner Manager & CI/HPN Specialists • Important Notes: • Work with your PBM and SLED MPM to identify current pipeline and new qualifying opportunities • More detailed process steps are required – documentation will be made available in the sales process or in training sessions • Add on Training & Proactive Care! • A detailed product presentation is available & is expected to be given to all participating customers • BladeSystem capability and value • Upgrade opportunity for Proactive Care Services • Future needs that can be accommodated on the platform • Drive customer case studies to leverage outside the promotion! • Process Steps: • Identify qualifying opportunities • HPN VEP & ISS NBO deal registration • Promotion Name: SLED BLADESYSTEM SEED BUNDLE • Convert VEP to Value Big Deal with HPN config and ISS Seed Bundle config • Place the order with their HP Distributor at Value Big Deal partner cost • Order will then be processed and submitted to HP Factory for fulfillment & shipment to the end user customer

  27. ESSN SLED Inside Channel Sales Team Darci Gallagher Channel Partner Sales Manager - Public Sector 801-495-8168 (o) 801-824-4532 (m) Darci.gallagher@hp.com Melissa Chapman SLED Channel Specialist Great Lakes 801-495-8707 (o) 801-834-2011 (m) mchapman@hp.com WA ND MT OR SD Chris Smith SLED Channel Specialist Northeast 801-495-8319 (o) 801-721-2293 (m) jcsmith@hp.com ID Craig Kingsford SLED Channel Specialist West 801-495-8427 (o) 435-232-2935 (m) Craig.kingsford@hp.com WY IA NE ME NV MD VT UT MN KS MO CO NH VA WI MI NY MA RI NC CT OK TN AZ Katherine Anderson SLED Channel Specialist Southeast 801-495-8406 (o) 801-913-7123 (m) Katherine.anderson@hp.com NM OH AR PA NJ IN SC Mike Thomas SLED Channel Specialist Central 801-495-8302 (o) 801-875-3561 (m) mthomas@hp.com WV IL MS DE GA CA AL DC KY LA TX FL

  28. EG SLED Market Partner Managers LOB Expertise, deployed specifically to develop our Partners’ SLED business. • K-12 • Higher Education • State & Local Gov. Mica Lesser SLED K-12 MPM – West (303) 332-6869 mica.lesser@hp.com Greg Herbold SLED National K-12 Programs (703) 314-8517 greg.herbold@hp.com Kristen Reed SLED K-12 MPM – East (859) 338-9286 kristen.reed@hp.com Jim Kovach SLED MPM – Central (812) 272-3345 james.kovach@hp.com Kevin McCarthy SLED HiEd MPM – West (480) 236-6434 kmccarthy@hp.com Bill Burns SLED National HiEd Programs (781) 883-4503 bill.burns@hp.com Tom Coleman SLED HiEd MPM – East (678) 654-5750 tom.coleman@hp.com Nicole LeBlanc-Noble SLED MPM – Central (225) 663-0058 nicole.leblanc-noble@hp.com John Griffin SLED SLG MPM – West (602) 300-6543 john.griffin@hp.com Jon Vivar SLED National SLG Programs (267) 443-0031 jon.vivar@hp.com Nelson Munn SLED SLG MPM – East (850) 322-1535 nelson.munn@hp.com

  29. Thank you

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