sales guide hp convergedsystem 700x engineered for...

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Sales guide

HP ConvergedSystem 700x Engineered for Microsoft


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Sales guide | HP ConvergedSystem 700x Engineered for Microsoft

Table of contents

What’s in it for me?

Top trends driving the market

Virtualization and private cloud solutions from HP and Microsoft

Solutions for small- to medium-sized businesses (SMBs)

Solutions for midsize corporate accounts

Solutions for enterprise customers

A partnership focused on the cloud

Sales play 1

The strategy

Handling objections

Primary buyers

Why HP wins

Sales play 2

The strategy

Handling objections

Primary buyers

Why HP wins

Best sales arguments

Contacts

HP Restricted. For HP and Channel Partner internal use only.Sales guide | HP ConvergedSystem 700x Engineered for Microsoft

Virtualization has been widely adopted as a proven approach for consolidating servers, increasing IT flexibility, and improving business continuity. And now, HP ConvergedSystem 700x Engineered for Microsoft®—the simplest path to converged agility and virtualization—takes you one step further by simplifying the selection, purchase, and delivery of cloud-ready infrastructure, sized to the capacity and performance requirements of your organization.


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? What’s in it for me?

• Accelerate the deal – Simplify the solution definition and quoting with a pre-defined, virtualized, cloud-ready infrastructure. Win over IT management by allowing them to spend their limited resources on more strategic initiatives rather than the basic tasks of selecting components, racking, and cabling, and then installing software.

• Meet your Hyper-V scorecard metric – Selling a single HP ConvergedSystem 700x Engineered for Microsoft with HP BladeSystem with Virtual Connect, HP 3PAR StoreServ storage, and HP networking can help you log a large number of Hyper-V hosts on your scorecard to meet your quota.

• Capitalize on convergence – According to the Enterprise Systems Group’s (ESG) IT Spending Intentions Survey, nearly half (46 percent) of organizations currently leverage the do-it-yourself method for virtualization/private cloud builds, with just 28 percent indicating this is their preferred method of deployment. Accordingly, 64 percent of respondents indicated that integrated computing platforms such as reference architectures (RAs) and pre-configured solutions were their organizations’ favored procurement strategy.1

• Use this solution as a wedge into VMware shops – This complete cloud infrastructure is a simpler, more cost-efficient alternative to VMware. Customers can also use the HP ConvergedSystem 700x Engineered for Microsoft to jump-start a multi-hypervisor strategy in a discrete workload or for specific Microsoft applications, such as Exchange, SharePoint, or SQL.

1 ESG Research Report, 2013 IT spending Intentions Survey, January 2013


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Top trends driving the market

IT and application sprawlMany organizations—even those that have begun virtualization—still suffer from islands of incompatible IT where resources are trapped. IT can’t match the speed and scale required by the business, which shrinks the window of opportunity. Over-provisioned and underutilized servers running multiple instances of Microsoft Exchange, SharePoint, Microsoft Windows®, and Linux applications have become a management and scalability issue, stifling responsiveness. IT has turned to convergence as a solution to these problems, and seeks mature offerings to converge with confidence.

Virtualization realitiesAs enterprises struggle to maintain their sprawling data centers, operating expenses continue to skyrocket, and it is increasingly complex to scale IT to keep pace with the growing business. Among the top 10 deployed systems in the TBR Converged Infrastructure Landscape Report, most respondents allocated at least 20 percent of spending on converged systems to integration and deployment services. This indicates significant revenue and profit potential for vendors, as customers are willing to pay to reduce the complexity of getting their system up and running.2

To continue achieving efficiency and agility while also managing growth, virtualization is a must-have capability. However, since virtual machines (VMs) multiply more quickly than physical machines, virtual server sprawl is the new IT reality. Consider that 69 percent of all workloads expect to be virtualized by 2013.3 Companies new to virtualization should learn from organizations further along the virtualization path, and adopt simple-to-manage, optimized, integrated solutions designed to reduce sprawl and increase agility.

Cloud computingBusiness expectations for the cloud are rapidly evolving—causing IT to determine new ways that show how their organization can benefit by moving to the cloud. In fact, 76 percent of enterprises pursued private cloud strategies by 2012.4 But before moving to the cloud, many IT departments first need to learn how to successfully virtualize; they need to consider how to pool and share virtual resources for delivering cloud services as they move toward automation of resource and application delivery.

2 TBR Converged Infrastructure Landscape Report, June 20133 Market Analysis Perspective: Worldwide Data Center Trends and Strategies, IDC, 20114 Thomas Bittman, Gartner Data Center Conference, 2010


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User demand for Always-On serviceWorkers have heightened expectations for Always-On abilities to connect, share, and take action. Workers want a rich experience and easy access from a variety of bring your own devices (BYODs). As organizations strive to support these needs, they will look to technology leaders to show them the way. Solutions for client and desktop virtualization can satisfy end-user demands for mobility and remote access, while at the same time reducing the costs to support new smart devices and desktop applications.

Did you know?• 14 percent compound annual growth rate (CAGR) for virtualized server

shipments 2009–20145

• 2.1 billion virtual appliance market size by 20146

• 56 percent CAGR for virtualized appliances over three years7

• 69 percent of workloads virtualized by 20138

• 8.4 per core VM density by 20139

15.5

17.5

10.5

12.5

5.5

7.5

0

2.5

2005

Mill

ions

Virtual machine crossover

Physical hosts

Virtualization explodes

2006 2007 2008 2009 2010 2011 2012 2013

Virtual hosts

5, 8 Market Analysis Perspective: Worldwide Data Center Trends and Strategies, IDC, 20116, 7 IDC Server Workloads 2010, 05 July 2010; email and phone information from Matt Eastwood, IDC, group vice president and general manager of the Enterprise Platform Group9 IDC, Worldwide Server Virtualization Shipment Forecast, 2005–2013


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Virtualization and private cloud solutions from HP and Microsoft

Solutions for small- to medium-sized businesses (SMBs)

HP Departmental Private Cloud Reference ArchitectureTaking customers beyond virtualization by:

• Aligning with the Microsoft Private Cloud Fast Track Specification

• Combining HP and Microsoft best practices for virtualization and cloud deployment

• Supporting 50–500 users

• Supporting Windows Server 2012 and 2008 R2

• Transforming into a private cloud with the addition of Microsoft System Center 2012

HP Virtualization Smart Bundles with Microsoft Windows Server Hyper-VProviding everything customers need to get started with virtualization:

• Pre-defined and validated configurations

• Flexible and customizable

• Available in a range of deployment options:

– Essential Tower – Move existing servers such as a file or email server—or both—onto an HP ProLiant ML3503 Gen8 Server without reinstalling any apps. Save space, simplify data backup and server management, and lower energy consumption—all at the same time.

– Essential Rack high availability (HA) – Combining an HP ProLiant DL360e Gen8 Server with HP MSA P2000 Storage provides an HA solution that keeps applications online and available.

– Scalable Rack HA – Combine HP ProLiant DL380e Gen8 Servers and HP managed network switches with HP StoreVirtual VSA for advanced scalability, integration, and management.


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Solutions for midsize corporate accounts

HP Departmental Private Cloud Reference ArchitectureBuilt to align with the Microsoft Private Cloud Fast Track specification, the HP Departmental Private Cloud Reference Architecture combines HP and Microsoft best practices for virtualization and cloud deployment. Designed for environments that support 50 to 500 users, the HP Departmental Private Cloud can be configured as a simple virtualization platform that supports either Windows Server 2012 or Windows Server 2008 R2. It can also be transformed into a private cloud with the addition of Microsoft System Center.


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Solutions for enterprise customers

HP ConvergedSystem 700x Engineered for Microsoft• Designed to accelerate the journey to the cloud for large and

demanding enterprises

• Includes HP BladeSystem with Virtual Connect, HP 3PAR StoreServ storage, and HP networking

• Fully integrated with Microsoft Windows Server with Hyper-V, Microsoft System Center, and HP Insight Control

• Offering the fastest, simplest path to converged agility and virtualization

• Ideal for customers planning to move from virtualization to the cloud

• Extremely flexible configuration includes all the recommended components and sizing information required to scale to meet most any data center requirements

• Enables customers to modify the reference architecture as necessary to meet their unique needs—while still benefiting from accelerated delivery, unified management, and system-level support

HP RA for SQL Server 2012 Database Consolidation on ConvergedSystem 700x• Optimized for SQL Server 2012

• Leveraging the flexibility of the HP ConvergedSystem 700x

• Specifically designed to meet the challenge of database sprawl and help customers regain control of their SQL Server environments, while also reducing costs

• Simplifying and integrating the whole IT stack into a unified database platform that is easy to manage

• Providing tools to provision new databases and meter usage for chargeback


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A partnership focused on the cloud

Accelerating your customers’ journey to the cloudHP ConvergedSystem 700x Engineered for Microsoft is a flexible, forward-looking solution designed to take your customers to the cloud today, and protect their IT investments over the long term. HP Consulting Services will take customers through a well-defined process to deploy HP ConvergedSystem 700x Engineered for Microsoft as part of their new hybrid cloud environment.

Similar to all HP and Microsoft virtualization and private cloud solutions, HP ConvergedSystem 700x Engineered for Microsoft is designed according to four pillars.

• Optimized converged infrastructure platform – Optimize your cloud infrastructure. HP and Microsoft solutions for private clouds are based on optimized converged infrastructure—to deliver increased performance, reliability, and capacity whenever you need it. When you couple industry-leading HP Converged Infrastructure with Microsoft Windows Server 2012 and System Center 2012, you get a flexible, highly available infrastructure that can scale to meet the most advanced enterprise requirements.

• Agile solutions that scale – Accelerate your path to the cloud. Joint solutions from HP and Microsoft help you accelerate your path to the cloud to improve business agility and your responsiveness to business opportunities. You can look to HP and Microsoft for complete private cloud solutions, ranging from reference architectures to turnkey pre-integrated solutions that enable repeatable, error-free private cloud deployments without disruption to your existing IT services or cost overruns.

• Comprehensive services – Deploy faster and more reliably. With global cloud services from HP and Microsoft, you have ready access to the expertise and resources you need to quickly deploy and reliably support your virtualization and cloud deployments. Together, HP and Microsoft offer more than three decades of collaboration and the largest network of trained professionals. Access to this pool of cloud experts helps you reduce complexity, mitigate risks, and accelerate your journey to the cloud.

• Deeply integrated management – Manage your environment through a single console. With solutions from HP and Microsoft, you can manage your virtualization and cloud environment through a single console to achieve operational excellence and reduce your total cost of ownership (TCO). HP and Microsoft deliver the industry’s most comprehensive set of tools to help you manage and control physical, virtual, heterogeneous, and hybrid solutions—and unify and orchestrate all your resources in real time.


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Microsoft System Center HP Insight Control for Microsoft System Center

HP Insight Control HP Storage Management with Microsoft System Center via Storage Management Initiative – Specification (SMI-S) Providers

OS and applications• Monitoring

• Updates

• Inventory

• Configuration management

• Performance and reporting

Best platform for creating, monitoring, and managing Hyper-V

VMs

Monitoring of HP hardware• Bare metal OS deployment

• Update of firmware and drivers

• Detailed hardware inventory management

• Automated VM control

• Remote control (iLO)

Version control• Warranty tracking

• Remote support (IRS)

• More flexible server integration

• Power management

• Server hardware performance management

• Better heterogeneous support

• Provides storage classification and storage provisioning for Hyper-V clusters and rapid provisioning of VMs

• Includes an HP Storage UI add-on for System Center Virtual Machine Manager 2012 (SC-VMM 2012) for a single pane-of-glass view of physical, virtual, and cloud environments

• Includes HP Storage Management Pack for seamlessly integrating with Microsoft System Center Operations Manager (SCOM), providing automated installation and discovery, event and alert monitoring of HP storage



Sales play 1Application upgrade, consolidation, and optimization


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“I need more optimized infrastructure to handle my growing Microsoft application environment.”

? Ask

Challenges today – What is your data center consolidation strategy and timelines? Are you running out of power and space in your data center? If you choose to virtualize and consolidate, what challenges would you face? What challenges do you face managing Exchange, SharePoint, and SQL Server in separate infrastructure environments? What IT resource limitations do you have? How fast must you respond when deploying new applications?

Virtualization maturity – How virtualized are your applications? Have you considered running legacy applications in a virtualized environment? Do you have preferences or standards for virtualization software? If the preference is VMware: What considerations have you given to a multi-hypervisor approach? If no preference: Have you evaluated Microsoft Hyper-V for a discrete workload or for a specific Microsoft application?

Application upgrades – Did you know that Microsoft now fully supports applications like Exchange, SharePoint, and SQL Server in a Hyper-V cloud-based environment? What Microsoft applications are you planning to upgrade? Will new infrastructure be required to provide the compute and storage necessary to take advantage of new functionality?

Storage requirements – Is your aging storage technology approaching end of life? Can you accommodate scale-out storage as you increase virtualized environments? If you have Dell or EMC CLARiiON, what migration strategy are you considering?

Perception of convergence – Have you considered an integrated system-based solution that would allow you to consolidate and virtualize multiple applications? How might a single virtualized infrastructure for your email, collaboration, database, and other apps reduce your management complexity?


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Say

Reduce complexity – HP and Microsoft have done the heavy lifting for solution development and delivery. Because HP ConvergedSystem 700x Engineered for Microsoft is jointly architected for the Hyper-V environment, based on the proven HP Converged Infrastructure—HP BladeSystem with Virtual Connect, HP 3PAR StoreServ storage, and HP networking—pre-assembled in HP’s factory, delivered by HP Factory Express, and then installed and integrated directly into your environment, this solution allows you to enjoy the benefits of virtualization and cloud-readiness without the complexities that are both difficult and time-consuming to manage.

Deploy quickly – The time required for the average company to deploy a virtualization environment from start to finish is anywhere from six to 12 months—sometimes longer. With HP ConvergedSystem 700x Engineered for Microsoft, you can be up and running within 30 days of placing the order. That is six to 12 times faster than a comparable deployment cycle.

Ideal virtualized solution for Microsoft applications – As you virtualize, you should strongly consider Windows Server 2012 with Hyper-V for your Microsoft applications. Microsoft fully supports its key server applications in a virtualized environment, and server workload licensing enables virtualization mobility. Microsoft is recognized as a leader in the Gartner Magic Quadrant for x86 Server Virtualization Infrastructure,10 and ESG confirms Hyper-V’s performance and scalability of virtualized tier one Microsoft application workloads.11

VM storage with converged, scale-out approach – Greater unpredictability in the data center has resulted in the need for more simple, agile, and efficient storage for virtualization. HP Converged Storage (HP 3PAR F400 SAN) is a foundational element of the HP Cloud Solution for Microsoft. HP Converged Storage is a modern design and portfolio built from the ground-up for the needs of virtualization and private cloud, as well as the issues related to scaling, where legacy monolithic architectures and unified storage architectures have failed.

The strategy

All apps in one system – Focus on application consolidation with customers who have siloed Exchange, SharePoint, Windows Server, SQL Server, and other Windows or Linux apps. HP ConvergedSystem 700x Engineered for Microsoft manages multiple apps on a single infrastructure solution. Catch customers before they upgrade so they can deploy new apps on a more cost-effective infrastructure that is fast to implement and ready for the cloud.

Focus on new scale-out storage capabilities – Identify older, competitive storage technology that is approaching end of life. These customers might be struggling with an unclear migration strategy. Focus on a solution built and delivered by a single vendor who embraces future-proofing investments as innovations are introduced.

Drive the VMware alternative – Urge customers primarily on VMware to consider a multi-hypervisor strategy—particularly for their Microsoft application environments. Hyper-V will cost less to manage with no performance compromise.10 Magic Quadrant for x86 Server Virtualization Infrastructure; 30 June 2011 Thomas J. Bittman, George J.

Weiss, Mark A. Margevicius, Philip Dawson; Gartner Research Note G00213635.11 2011 Magic Quadrant for x86 Server Virtualization Infrastructure, Gartner, June 2011


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Handling objections

Objection: We primarily use VMware vSphere. Response: Have you considered a multi-hypervisor strategy? What are your primary concerns about adding another hypervisor? Having an alternative gives you more choices. You will mitigate risk and find that it’s cheaper to run applications on Hyper-V. If it were more cost-effective to use a combination of hypervisors, would you consider using Hyper-V? Leading analysts have recognized Microsoft Hyper-V as enterprise-class virtualization software. Gartner’s Magic Quadrant positions Microsoft in the Leaders Quadrant and ESG confirms Hyper-V’s performance and scalability for tier one Microsoft applications.12

Objection: We need a solution that is scalable for storage and compute. Response: Don’t you find that adding incremental server and storage capacity is complex? Let’s determine the performance you require, the capacity range you’ll need over time, and select an HP ConvergedSystem 700x Engineered for Microsoft configuration that has room to grow. HP 3PAR StoreServ storage—the world’s fastest storage array—doubles Windows Server Hyper-V VM density relative to traditional storage platforms, leading to greater consolidation and cost savings. HP 3PAR StoreServ storage solutions can scale capacity and performance non-disruptively by adding nodes to the existing structure. HP advises creating discrete virtualization environments rather than one large one for management and continuity benefits.

Top triggers

• IT is struggling to manage separate application environments

• SMB to midsize enterprise expressing interest in virtualization

• Customer wants to support Microsoft apps on Hyper-V

• Consolidation initiatives to address power and space requirements

• End of life for older storage; benefits from new scale-out 3PAR-based environment

• Has six to 12 months until end of life

Primary buyers

• CIO

• IT director/manager

12 Magic Quadrant for x86 Server Virtualization Infrastructure; 30 June 2011 Thomas J. Bittman, George J. Weiss, Mark A. Margevicius, Philip Dawson; Gartner Research Note G00213635.


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Why HP wins

Single-vendor converged solution – HP provides a single-vendor solution for all technology components—built, delivered, and deployed by the same vendor. This ensures complete interoperability, reduced risk, and a single point of accountability.

Integration with Microsoft – HP is number one in Windows server revenue and units worldwide.13 HP can provide support for hardware and software, including Microsoft software. HP worked closely with Microsoft to integrate management between HP Insight Control, Microsoft System Center, and HP storage to reduce complexity and offer customers the simplicity of single pane-of-glass management. HP ConvergedSystem 700x Engineered for Microsoft creates the foundation for a hybrid cloud environment.

Best-in-class components – HP servers, HP Converged Storage, HP Virtual Connect, and HP Insight Control all are the leaders in their categories. Microsoft Hyper-V is in Gartner’s Leaders’ Quadrant.

13 Includes Compaq ProLiant from 1Q96 through 2Q02 and HP ProLiant from 3Q02 through 2Q13. Source for historic data: IDC Worldwide Quarterly Server Tracker for 2Q13, August 2013

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Sales play 2Strategic transformation/path to the cloud



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“We want our investments today to help us move toward the cloud when the time is right.”

? Ask

Scope of virtualized environment – What percentage of your server environment is virtualized? What is your mix of Hyper-V and VMware vSphere? Where have you struggled with virtualization? How long does it take to fully deploy an application? How have you controlled VM sprawl?

State of current storage environment – Does your current storage deliver thin provisioning and keep volumes thin over time? Does it provide high availability and allow transparent failover?

If you answered yes to these questions, you are likely a candidate for HP ConvergedSystem 700x Engineered for Microsoft.

Fast path to cloud – Do you want to increase automation and standardization of IT service delivery? Would you like to enable self-service delivery of services through a self-service IT portal? Would you like to charge back for capacity? Do you want full lifecycle management?

If you answered yes to these questions, you are likely a candidate for HP ConvergedSystem 700x Engineered for Microsoft or possibly an HP CloudSystem candidate.

Maturity for deploying cloud – What are your needs for consolidating workloads and providing better business continuity? What struggles do you have with network and storage complexity and silos of infrastructure? Are you making the transition to using virtualization in a production environment? Are you waiting for greater cloud adoption?

Virtualized cloud expectations – Are you interested in virtualization today to get ready for cloud later? If you have a strategic cloud plan, can you share it with me? Have you decided to build your own on-premise private cloud? What environments are you planning to move into the cloud? What applications do you intend to deliver in the cloud?

Say

Optimize virtual environment today – HP ConvergedSystem 700x Engineered for Microsoft delivers an optimized virtual server environment. It’s designed to remove complexity from achieving the best performance for virtual workloads as your environment grows. Virtualization software for client virtualization can be managed with your choice of Microsoft System Center or HP Insight Control.


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The strategy

Participate in your customer’s strategic transformation as they move along their path to hybrid cloud. Whether they have fully virtualized or not, include HP Cloud Solution for Microsoft in your customer’s hybrid-cloud conversation.

Demonstrate how an investment in HP ConvergedSystem 700x Engineered for Microsoft today will deliver value immediately as a highly optimized, easy-to-manage private cloud infrastructure.

Sell/resell HP Consulting Services for Microsoft Private Cloud. If HP ConvergedSystem 700x Engineered for Microsoft is not the right choice, present HP CloudSystem with HP Cloud Maps for Microsoft applications as an integrated solution for delivering business cloud services.

Handling objections

Objection: This is a v1 solution. Response: The name “HP ConvergedSystem 700x Engineered for Microsoft” is new, but the system is built on proven and industry-leading components and software, including HP BladeSystem, HP ProLiant servers, HP Insight Control, Microsoft Hyper-V, Microsoft System Center 2012, and Microsoft Windows Server 2012.

Objection: We can’t afford the switching costs to educate all our people. Response: HP can help you take a phased approach to introducing a multi-hypervisor system into your virtualization environment. One cost-effective approach is to introduce it first in your test/development environment, which reduces the time and cost pressures associated with a production environment. HP can also provide education services to get your team up and running fast.

Objection: I’m a [competitor name] shop. Can you tell me more about your strategy? Response: HP technologies are based on the principles of openness, which means industry standards for ultimate flexibility. HP ConvergedSystem 700x Engineered for Microsoft is designed to fit into any environment and does not force you to rip-and-replace any of your existing investments. While HP ConvergedSystem 700x Engineered for Microsoft is optimized for HP infrastructures, we can help you achieve convergence in your multivendor environment by leveraging the HP Converged Infrastructure Reference Architecture Design Guide. HP Converged Infrastructure Solution Architects can help address your interoperability concerns up front.


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Objection: I’d rather buy all the elements separately so I can buy non-HP storage or non-HP networking. Response: Many companies choose an integrated solution because it provides faster time-to-value. Building your own solution can be slow and complex. Integrated solutions are less error-prone and are easier to use and maintain. HP ConvergedSystem 700x Engineered for Microsoft is a lower-cost option than purchasing elements separately when design, configuration, deployment, and tuning are taken into account. You can expect to go from order-to-operational in just 30 days with HP ConvergedSystem 700x Engineered for Microsoft, as compared to a “build-your-own” solution that can require up to six to 12 months or more. We can deliver this quick time-to-solution because the HP and Microsoft solution is based on best-of-breed system components. When you purchase HP ConvergedSystem 700x Engineered for Microsoft as a single solution, there’s no confusion as to which elements are supported—because everything is supported. If you still choose to buy everything separately, HP has reference architecture guidelines that can help.

Objection: We want something more customizable. Response: You can add to or augment HP ConvergedSystem 700x Engineered for Microsoft with additional Microsoft software or HP software and hardware, along with other third-party software, management software, and storage capacity. For example, you can add HP NAS offerings to meet the requirements of your entire virtualized environment.

Objection: We need to support more VMs than HP ConvergedSystem 700x Engineered for Microsoft offers. Response: We can forecast your near- and long-term requirements and choose a flexible configuration that can support you today and grow over time. You can easily add Expansion Kits as necessary.

Objection: We already have an enterprise license agreement with Microsoft (or an HP Electronic Channel Interface), and we don’t want to add more licenses. Response: Great. We can leverage your ELA for HP ConvergedSystem 700x Engineered for Microsoft. We are committed to our partners, and we can provide the best solutions to our joint customers.

Objection: A joint solution sounds like we will need to deal with two vendors for support. Response: HP provides complete support from hardware to software. We handle all your Microsoft support needs for the OS, hypervisor, and management software for the most seamless support experience.


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Top triggers

• Primarily Windows infrastructure and Microsoft apps

• Has affinity for iSCSI storage

• Desires hybrid bursting to Azure cloud

• Expressed strong desire to work with Microsoft Private Cloud

• Implemented Microsoft System Center already

• IT needs to demonstrate cloud traction to the business

• Internal IT groups focused on cloud without any leader

• Has/will adopt blades

• No cloud implementation strategy

• Has aging storage that can’t support cloud

Primary buyers

• Vice president of architecture and engineering

• CTO

• CIO

• IT director/manager

Why HP wins

A strategy for success – Drive a successful team alignment for cloud and roadmap to get there with HP Transformation Experience Workshop for Microsoft Private Cloud Fast Track.

Fastest deployment – HP Consulting Services can deploy an HP ConvergedSystem 700x Engineered for Microsoft within 30 days after delivery.



Best sales arguments



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Best total cost of ownership

• With the HP ConvergedSystem 700x Engineered for Microsoft, you can realize a TCO advantage in the areas of hardware (due to hardware consolidation, integration, and resource optimization), software (as multiple licensed software tools are replaced by an integrated virtualization and systems-management solution), professional services costs (due to the fewer consulting hours required for solution design, install, and training), and administrative staff. This optimized system is built on standardized infrastructure, lowering the cost and reducing the risk of solution deployment.

Best server leadership

• HP is number one in Windows server revenue and units worldwide.14 HP has a commanding 34.8 percent revenue share of the Windows market and leads over the nearest competitor, Dell, by 6.8 percentage points.

• For more than 11 consecutive years—45 straight quarters—HP is the number one vendor in worldwide server shipments.15 HP shipped more than four servers per minute to customers in 2Q13 (24x7).

• HP has a commanding lead in the total blade server market, with a 44.8 percent revenue share. HP has led the blade server market for 27 consecutive quarters—nearly seven years.16 HP shipped 2.2X as many blades as Cisco, 2.7X as many as IBM, and 4.2X as many as Dell.

• HP ProLiant is the x86 server market share leader in both factory revenue and units.17 HP has been number one in x86 server and units for more than 17 consecutive years—69 quarters.

• Hyper-V is deployed more often on HP servers than any other platform.18

14 –17 Includes Compaq ProLiant from 1Q96 through 2Q02 and HP ProLiant from 3Q02 through 2Q13. Source for historic data: IDC Worldwide Quarterly Server Tracker for 2Q13, August 2013.18 Dell’Oro 1Q13


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Best infrastructure

• HP ProLiant Gen8 servers running Windows Server 2012 deliver 70 percent more compute capacity per watt, with embedded management that improves server deployment and update times by 3X.

• HP 3PAR StoreServ storage, the world’s fastest storage array, doubles Windows Server Hyper-V VM density relative to traditional storage platforms, leading to greater consolidation and cost savings.

• HP StoreOnce Backup delivers 3X faster backup and 5X faster restore times than competitive solutions from EMC.

• HP FlexNetwork Architecture dramatically increases performance and lowers latency, delivering up to 80 percent faster VM performance than standard networking architectures.

• HP maintains industry-leading benchmarks for HP servers running Microsoft workloads

Best management

• The combination of Microsoft System Center 2012 and HP Insight Control for System Center provides comprehensive physical, virtual, private, and public cloud management capabilities, including advanced capabilities for server deployment, monitoring, resource control, inventory management, and system updates. This combination enables you to:

– Simplify operations and reduce costs with integrated management

– Monitor and update Windows Server 2012 cloud resources

– Simplify operations with a single management console for Microsoft Private Cloud

• HP Insight Control for Microsoft System Center integrates HP hardware manageability features into the Microsoft System Center console.

• Comprehensive integration of HP storage with System Center 2012 results in full control and simplified management of the entire Microsoft virtualized environment:

– SMI-S Providers enable Microsoft SC-VMM to provide storage classification, storage provisioning for Hyper-V clusters, and rapid provisioning of VMs.

– HP Storage UI Add-in for SC-VMM provides a single pane-of-glass monitoring view of physical, virtual, and cloud environments.

– HP Storage Management Pack seamlessly integrates with Microsoft SCOM, providing automated installation and discovery, and event and alert monitoring of HP storage.

• Windows Server 2012 introduces hundreds of cmdlets for Windows PowerShell to automate basic and complex data center tasks with ease.

• Comprehensive management enables you to monitor and update Windows Server 2012 cloud resources and simplify operations with a single management console for Microsoft Private Cloud.


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Best Microsoft partner

• Joint investment for innovation – More than three decades of market leadership and technical innovation—one of the longest-standing alliances of its kind in the industry—now sparked by a three-year, $250 million USD Infra2Apps agreement to develop integrated solutions from the desktop to the data center.

• Large ecosystem – Integrated HP and Microsoft Support provide comprehensive solution support on a worldwide scale.

• HP has 34,597 Microsoft-trained professionals, with 13,152 Microsoft-certified.

• HP has 13 Microsoft Most Valuable Professionals who share their deep knowledge, real-world experience, and impartial, objective feedback with Microsoft.

• The new reseller agreement allows HP to resell Microsoft System Center 2012 and Windows Server 2012 at a price equal to a customer’s existing Microsoft enterprise license agreement (ELA) or select agreement, enabling HP to provide competitive pricing and offer the value of a complete end-to-end solution.

Best real-world experience

• HP employs three Microsoft SharePoint Masters, 78 Microsoft Lync-certified professionals, and 2,500 .Net developers

• HP is Microsoft’s number one Windows desktop deployment partner with more than 1.6 million seats deployed in FY’13

• HP Enterprise Services has implemented more than 19 million Exchange seats and manages 6.5 million mailboxes

• HP Enterprise Services supports more than one million SharePoint users

• HP Enterprise Services supports about one million users on different versions of Lync/OCS

• HP maintains industry-leading benchmarks for HP servers running Microsoft workloads

• HP servers are a benchmark platform for Microsoft technologies

• Hyper-V is deployed more often on HP servers than any other platform19

19 Dell’Oro 1Q13


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Best services

• HP simplifies your virtualization and cloud journey by offering a comprehensive portfolio of Microsoft services, from the Transformation Experience Workshop, to develop strategy and cloud assessment through implementation, including design and rollout of core private cloud plus specific applications for cloud environments.

• HP draws on decades of experience in the data center to offer capabilities for all elements—people, process, and technology—for Microsoft and complementary technologies.

• You can rely on HP to support the infrastructure globally, with reactive, proactive, and environment services.

• Joint services and support with global reach and local services provides lower risk and increases productivity.

• With more than 29,000 joint HP/Microsoft partners worldwide, we have the largest ecosystem of third-party service and solution providers with specializations and competencies to transform our joint solutions into solid business results.


ContactsSales guide | HP ConvergedSystem 700x Engineered for Microsoft


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HP | Microsoft Virtualization and Private Cloud business development and sales enablement resources

AMS

Lisa Slim [email protected]

EMEA

Benoit van Hove [email protected]

APJ

Paul Morris [email protected]

HP | Microsoft Virtualization and Private Cloud Initiative Leads

WW

Christina Neary [email protected]

AMS

Jay Cherrington [email protected]

EMEA

Stephan Schnellinger [email protected]

APJ

Paul Morris [email protected]

mailto:[email protected]


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HP product contacts

WW

Alain Inugai [email protected]

AMS

Markus Berber [email protected]

EMEA

Ingo Kraft [email protected]

APJ

Swee-lye Ong [email protected]

HP solution centers

Leverage the HP solution centers for customer proof-of-concepts, demos, and access to deep technical resources.

Request form:

engage.presales.hp.com (select STS/Solution Center Team)

Atlanta

Chip Ritchie Manager 770.343.2206

Cupertino

Kurt Guttenberg Manager 408.873.5224

Houston

Paul Chisari Manager 281.518.0437

http://engage.presales.hp.com/

HP Restricted. For HP and Channel Partner internal use only.Sales guide | HP ConvergedSystem 700x Engineered for Microsoft

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© 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 omissions contained herein.

2013 HP Restricted. This document contains confidential and/or legally privileged information. It is intended for HP and Channel Partner Internal Use only. If you are not an intended recipient as identified on the front cover of this document, you are strictly prohibited from reviewing, redistributing, disseminating, or in any other way using or relying on the contents of this document.

Microsoft and Windows are U.S. registered trademarks of Microsoft Corporation.

4AA5-0298ENW, December 2013

Resources

HP ConvergedSystem portfolio: hp.com/go/convergedsystems

HP | Microsoft Frontline Partnership portfolio: hp.com/go/microsoft

HP CloudSystem: hp.com/go/cloudsystem

Microsoft Private Cloud: microsoft.com/en-us/server-cloud/new.aspx

HP Client Virtualization for Citrix XenDesktop on Microsoft Hyper-V: hp.com/go/virtualsystem/xendesktop

http://deploy.ztelligence.com/start/index.jsp?PIN=168M59L2W4H8Z&filename=4AA5-0298ENW

http://www.hp.com/go/convergedsystems

http://www.hp.com/go/microsoft

http://www.hp.com/go/cloudsystem

http://www.microsoft.com/en-us/server-cloud/new.aspx

http://www.hp.com/go/virtualsystem/xendesktop

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