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Partner Reference Program
Hewlett Packard Enterprise Software, EMEA
Partner Reference Program - 1.1 Overview
The HPE Software Partner Reference Program
Recruiting customer advocates
Identifying customer advocates who have great stories to tell and are willing to engage in reference activities
Content creation
The creation of great content for Sales and Marketing to use
Your participation
Identifying yourself as a partner advocate, having great stories to tell and are willing to engage in reference activities
Page 2
1. Partner Reference Program
1.1 Overview
1.2 Contents
1.3 Introduction
1.4 What is a reference?
1.5 Customer reference – the key to our success
1.6 What’s in it for you?
1.7 Your reference program
2. Recruit
2.1 Recruiting customer references
3. Create
3.1 Content opportunities
3.2 Live opportunities
3.3 Process for written references
3.4 Process for video references
4. Contact
4.1 Useful forms
4.2 Useful contacts
Contents
Partner Reference Program - 1.2 Contents Page 3
As the world’s eighth-largest enterprise and IT
management software company, Hewlett Packard
Enterprise covers the full software lifecycle from
procurement to support.
Our enterprise and IT management solutions are agile,
open and secure and our aim is to help customers build
a smarter, faster business with software that integrates
operations and infrastructure.
Introduction
We want happy HPE customers to become part of the
program by sharing their experience with HPE solutions
recommended to them by a trusted partnership.
We want to share great stories about our trusted partners
as well as our customers.
Partner Reference Program - 1.3 Introduction Page 4
ReferenceA reference is somebody who is willing to speak on our
behalf about their experience with their trusted partner
and HPE Software, its products and solutions.
A reference can be anything from a quote, a written
document or a video - to somebody willing to host
a telephone reference call.
Our reference content is designed to speak to a global
audience and we have customer advocates who are
willing to speak to potential customers across the
globe about the HPE Software experience.
{ref-er-uh ns, ref-ruh ns} an act or instance of referring
What is a reference?
Partner Reference Program - 1.4 What is a reference? Page 5
the No.1 source for understanding tech provider differentiation was peers of the same size in their industry
higher retention rate of customers referred by other customers
technology providers can reduce their sales cycles by 30-40% with credible ROI evidence
of customers trust recommendations from people they know
NEILSON
GARTNER
DELOITTE
GARTNER
IDC
the increase in buying behaviour due to third-party quantification
Customer reference the key to our success
Real people, real experiences and real stories
Reference materials and customer advocates will enable us to;
- Improve win rates
- Accelerate win rates
- Deepen customer relationships
- Increase customer retention
- Understand the true value of customers
Partner Reference Program - 1.5 Customer reference - the key to our success Page 6
The HPE Software Partner program is here to help increase your visibility and experience.
What’s in it for you?
Partner Reference Program - 1.6 What’s in it for you?
Meet peers Become a known customer
Be invited to HPE eventsSupply company visibility locally, regionally or worldwide
Become point of contact for product management and HPE Executives
Extend your visibility and leverage other’s experience
Be proposed to participate in CACs, SIGs*
Get recognition from HPE
Within industry landscape Within HPE
*Customer Advisory Councils, Special Interest Groups
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Your reference program
Partner Reference Program - 1.7 Your advocacy program
Face to Face Analyst briefings and survey
Video conference Press interview
No formal agreement needed, your manager should be aware Company authorisation is required, just by email
By phone Webinar
A site visit Speaker at event
The simplest participation is to engage with other customers
Share your experience in public yourself
As a partner you can opt to participate in other activities asides from creating written materials or videos.
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Recruit
Page 9
Recruiting references in the program
Step 1Identify your references
A customer is likely to be a reference if they:
- Are happy with our products and/
or solutions
- Are a new customer excited about
their implementation
- Have a well established partnership with
a trusted partner
- Have made multiple purchases from us
- Have been a customer for a lengthy
period of time
Step 2Understand the value proposition for the customer
Our aim is to help customers share their success and achievements with their peers, and other organisations, by being a reference, we are enabling customers to:
Step 3Ask
Speak to your customer about being a reference on behalf of HPE. You can:
- Use the documents detailed at the
end of this document to help you
- Speak to a member of the customer
reference team and we will contact
your customer on your behalf
Demonstrate thought leadership
Raise brand awareness
Enhance internal communications
Expand peer relationships
Gain exposure with key influencers
Recruit - 2.1 Recruiting customer advocates Page 10
Create
Page 11
Content opportunities
Activities and content opportunities available to you and your customers;
Case StudyThe basis for all materials. A full customer story that includes customer challenges, HPE Software solution, business benefits, why HPE was chosen and the partnership with HPE and the customer. Contains quantitative data where possible.
PodcastAudio content about the full story.
VideoVisual and audio footage of the customer and partner explaining the full story. Both the partner and customer can be featured together on one clip.
OneSliderA visual representation of a customer story incorporating key statistics and any ROI figures.
Create - 3.1 Content opportunities Page 12
Live opportunities
Live activities and content opportunities available to you;
Reference Telephone CallExisting customer hosts telephone call with potential customer to talk through their experience of HPE and Software solutions.
Partners who are very knowledgeable about specific HPE products may be called upon to share their expertise and experience with other potential customers.
Speaker OpportunitiesOpportunity for you to speak at an HPE or industry event. Opportunity to demonstrate business acceleration to peers and industry specialists.
Analyst RelationsBusiness and technology leaders turn to analysts as a leading source of information. Your customers can share their real life experience of HPE Software’s products and solutions with these important influencers.
Create - 3.2 Live opportunities Page 13
Process for written references
If there is an opportunity for your customer to take part in written reference activities, the process is simple;
Participation
If a written reference opportunity comes up and
you want to participate, we will work with you
and your comms department to check that you
are OK to participate and publish, and establish
any other reference activities you would be
happy to be approached to take part in.
Approval
We will send you the written text for your
approval. You have the opportunity to
change any text you are not completely
happy with at this stage.
We will not publish anything that you are
not 100% happy with.
Interview
Our writer will contact you to arrange a
convenient time to interview you via telephone.
The telephone call will take less than
45 minutes of your time.
Create - 3.3 Process for written references Page 14
Process for video references
If there is an opportunity for your customer to take part in a video, the process is simple;
Participation
If a video opportunity comes up and you want
to participate, we will work with you and your
comms department to check that you are OK
to participate, publish and establish any other
activities you would be happy to be approached
to take part in.
Approval
We will send you the video edit for your
approval. You have the opportunity to make
any edits at this stage. We will not publish
anything that you are not 100% happy with.
The video is sent as a high-quality download
to the interviewee and posted on hpe.com
and HPE’s YouTube channel.Interview
HPE provides the interviewee with a list of
questions and offers a 30 minute briefing call/
practice run prior to filming. Filming takes 30-60
minutes of interviewee’s time, usually at an HPE
event such as HPE Discover or Customer Forums.
Create - 3.4 Process for video references Page 15
Contact
Page 16
Useful forms
External Customer Approach
Contact - 4.1 Useful forms Page 17
Useful contacts
We’re here to help
If you have any questions about recruiting customer references or becoming a reference yourself please get in touch.
Your customer reference team
Contact - 4.2 Useful contacts Page 18
© Copyright 2016 Hewlett Packard Enterprise Development LP. The information contained herein is subject to change without notice. The only warranties for Hewlett Packard Enterprise 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. Hewlett Packard Enterprise shall not be liable for technical or editorial errors or omissions contained herein.
March 2016