© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice

ABSPEnterprise Storage Installation & Start-up Services 2007

David Morgan

UK Operations Manager

For HP and HP Channel Partner Internal Use.  May not be shared externally

Contents

• Service Specialisations – positioning within PPP

• ABSP Specialisation - Solutions

• ABSP Partner Benefits

• Operational Details

For HP and HP Channel Partner Internal Use.  May not be shared externally

HP Preferred Partner Program Service Specializations

ABSP Service Specialization

•Enterprise Storage

•Enterprise Server

For HP and HP Channel Partner Internal Use.  May not be shared externally

Service Specialist Minimum Business Criteria

• The following business criteria must be achieved in order to apply for HP Service Specialist status:−Status as HP Preferred Partner

−HP Hardware sales min £1.4m p.a.

−HP Care Pack sales min. £100k p.a

−Penetration Rate* min. 5%

*Penetration Rate measures the ratio between Care Pack sales and hardware sales.

For HP and HP Channel Partner Internal Use.  May not be shared externally

HP Preferred Partner Program Service Specialisation

HP’s service delivery authorizations, ASDP and ABSP have been integrated as HP Services Specialisations within the HP Preferred Partner Program (PPP)

“Specialisation” is intended as a clear positioning of the quality and strength HP’s Preferred Partners provide towards the end-customer.

“Preferred Partner“ status is a pre-requestite for the participation in the HP Services Specialisation

HP Services Specialisations: ASDP – product centric Service delivery (Warranty & HP Care Pack) ABSP – HP Solutions delivery

Preferred Partner can join one or more of the HP Specialisations, if they meet the specialisation requirements

The Services Specialisations will receive a “Specialist“ certificate HP will position the “Services Specialist“ in the market and with the end-

customer: co-marketing, publishing on HP.com, as well as partner locatator

For HP and HP Channel Partner Internal Use.  May not be shared externally

HP Services – Partnering framework

service offerings

HP SolutionsHP Solutions

Authorized Services Delivery Partner

(ASDP)

Authorized Services Delivery Partner

(ASDP)

Authorized Business Solution Partner

(ABSP)

Authorized Business Solution Partner

(ABSP)

HP Servicesdelivery

HP Servicesdelivery

ProductServicesProductServices

HP ServicesmanagementHP Services

managementAuthorized Service Management Partner

(ASMP)Authorized Service Management Partner

(ASMP)

HP Servicessales

HP Servicessales

Authorized Solution Sales Partner

(ASSP)

Authorized Solution Sales Partner

(ASSP)

Included in baseline HP Preferred Partner

Program

For HP and HP Channel Partner Internal Use.  May not be shared externally

Service Partner Business Requirements - Storage• £250K per annum Service Sales (PL R8)

• Minimum 3 Installations per Quarter

• Minimum 5% Penetration

• Minimum 2 representatives per company completed web based HP Care Pack sales training

For HP and HP Channel Partner Internal Use.  May not be shared externally

Technical Certification• At least two (2) MASE StorageWorks

certified engineers.• Every engineer performing an Installation &

Start-up service needs to hold corresponding product certification.

• One (1) additional ASE per 250k Euros of annual storage service revenue to a maximum of four (4) ASEs.

For HP and HP Channel Partner Internal Use.  May not be shared externally

Storage Products

Hardware Software

For HP and HP Channel Partner Internal Use.  May not be shared externally

Partner BenefitsHow you can benefit from this:• You can grow your business by

delivering new “value” services• This will provide market

differentiation compared to non delivery authorised channel

• You will be eligible to receive service delivery compensation

• You will have exclusive access to HP service and support tools and information

• You can ensure best in class solution implementations aligned with HP recommendations

• You will improve customer satisfaction

For HP and HP Channel Partner Internal Use.  May not be shared externally

HP Smart Portal

HP Smart Portal−Service Delivery Guides

−Operations Guides

−Tools

Xplato - workflow application (payments)

SPOCK (Single Point of Connectivity Knowledge)

For HP and HP Channel Partner Internal Use.  May not be shared externally

Ongoing Management

−XPLATO/PLATO monitoring

−Monitoring of Certification requirements

−Change of status (to remove access to systems,…)

−IPIDs open for more then 90 days – no payment

−Monitoring of minimum installations

−Business Plan

−Feedback for improvement of the program operations

For HP and HP Channel Partner Internal Use.  May not be shared externally

Interested?

For HP and HP Channel Partner Internal Use.  May not be shared externally

Questions?

For HP and HP Channel Partner Internal Use.  May not be shared externally

ABSP Business Requirements - BladeSystemsABSP Business GoalsEnterprise Server (BladeSystem)

• Blade Server HW sales revenue−£14K per annum (PL MV)

• PR (Penetration Rate)−7% for Blade specific services

• HP Approved 2007 business growth plan is acceptable

• Service sales revenue−Minimum £3.5K of

BladeSystem specific

For HP and HP Channel Partner Internal Use.  May not be shared externally

ABSP Training RequirementsEnterprise Server (BladeSystem)

Business−Min. 2 partner

employees completed web-based HP Care Pack sales training

Technical−Minimum 2 ASE Proliant

Servers (2005)

−Must have C-class and/or P-class Blade elective

specific to products being implemented

For HP and HP Channel Partner Internal Use.  May not be shared externally

Service Specialist Minimum Business Criteria

• The following business criteria must be achieved in order to apply for HP Service Specialist status:−Status as HP Preferred Partner

−HP Hardware sales min £1.4m p.a.

−HP Care Pack sales min. £100k p.a

−Penetration Rate* min. 5%

*Penetration Rate measures the ratio between Care Pack sales and hardware sales.

For HP and HP Channel Partner Internal Use.  May not be shared externally