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1Playbook | Teaming with HP and Microsoft

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Why sell HP and Microsoft

HP and Microsoft Private Cloud portfolio overview

Key strategies to win

Customer pains and HP/Microsoft solutions

Sales Plays

HPVirtualizationSmartBundleswithMicrosoftWindowsServerHyper-V

HPClientVirtualization SolutionsforMicrosoft

HPDepartmentalPrivateCloudReferenceArchitecture

HPConvergedSystem700x EngineeredforMicrosoft

Customer success

Contacts

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Teaming with HP and MicrosoftSelling private cloud solutionsThis playbook is intended for use by HP and Microsoft Frontline Partners as you pursue opportunities for HP and Microsoft® private cloud solutions. Use this playbook to better understand the primary market dynamics and challenges your customers face. Gather the key information you need to successfully recognize and qualify opportunities, and then position, sell, and close deals within your accounts. While this playbook contains a significant amount of information, it is not meant to be all-encompassing; please use the additional tools and resources listed at the end of this document to help you close more business.

Good luck and good selling!







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• The cloud is strategically important – The allure of the cloud is growing very rapidly. Companies of all sizes and in all industries are looking to the cloud to help them improve agility and control costs. But many organizations don’t know where to start with their cloud journey. You can help by positioning HP and Microsoft as trusted advisors within your account to expand or create downstream opportunities.

• Displace or outflank competitors – HP and Microsoft lead the industry on many levels with regard to cloud-enabled solutions. Use this industry leadership to elevate HP and Microsoft solutions above the competition.

• Sell quickly and move to the next opportunity – The portfolio is designed for faster deployment at lower risk. Unique innovations underpin proven reference architectures (RAs) and pre-integrated systems so you spend less time managing deployment and more time on the next opportunity or upselling consulting services.

• The products are proven, comprehensive, and supported – The products in the HP and Microsoft private cloud portfolio are proven in customer environments and complemented by your consulting and support offerings, as well as partner resources in every region.

• Superior customer experience = repeat business – The products are all optimized specifically for Microsoft Windows® Server 2012 with Hyper-V and Microsoft System Center 2012, featuring various levels of pre-integration to deliver reduced risk, faster time-to-value, increased customer satisfaction, and—for you—repeat business.

• HP and Microsoft together is a winning combination – Customers choose HP and Microsoft based on our market leadership and longevity in the market. They recognize and value HP and Microsoft’s 30-year track record with thousands of customers. You can leverage that experience, combined with continued innovations delivered by a dedicated joint engineering team and your services expertise.







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Market opportunity

The market for private cloud is growing very rapidly, as customers worldwide look to the cloud to help solve their business problems by enabling more agility at a lower cost.

• Enormous growth – The private cloud is expected to grow 43 percent between 2010–2015.1

• Hardware refresh cycle – $5.9 B in expected total revenue for the private cloud hardware market by 2015; $3.6 B expected for the public cloud market.2

• Expanding reach – 73 percent of businesses are currently using, planning to use, or considering private clouds.3

• Enterprise-driven – $79 B in expected total revenue for the enterprise private cloud market by 2015.4

1 “Worldwide Enterprise Server Cloud Computing 2010–2014 Forecast” IDC, May 2010.2 “WW Enterprise Server Cloud Computing, 2011–2015” IDC, 2011.3 “Cloud Computing Attitudes” IDC, Apr 2010.4 “Cloud Sizing by Delivery Model and Geography” Oliver Wyman, Sep 2010.







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The IT challenge

Increase agility and drive better IT economicsAround the world, organizations of all sizes are re-examining the way they approach IT. In both private and public entities, IT executives recognize that the old model of installing a single application per server is becoming increasingly untenable from a resource utilization, agility, and disaster recovery perspective.

In response to these challenges, many organizations have implemented virtualization—which is an important step forward. Virtualization helps improve server utilization, reduce costs through consolidation, accelerate application deployment, and bring affordable high-availability (HA) and disaster recovery to many workloads. Still, virtualization alone doesn’t solve all of today’s IT challenges.

To increase agility and drive better IT economics, organizations need to move beyond virtualization to enable the intelligent modeling and rapid provisioning of complete multi-tier IT services, as opposed to individual virtual machines (VMs). Organizations need to give IT consumers greater control over when and where services are deployed; provide cost-effective mechanisms for high-availability and disaster recovery; and drive greater standardization of IT services so each service request does not become a time-consuming custom project.

These needs underscore the case for tightly integrated private cloud solutions that are built from the ground up to deliver virtualized environments that are predictable, easily managed, and optimized for better application performance. Access to these ready-to-deploy solutions is one of the keys to improving business agility, gaining closer IT-business alignment, and realizing better economics across the data center.

This is where cloud solutions from HP and Microsoft enter the picture. These solutions draw on the HP Converged Cloud portfolio for Microsoft, which provides the essential foundation of technologies and services to help organizations confidently build, operate, and consume IT resources across private, managed, and public clouds—and drive agility, speed innovation, and lower costs. By providing a proven path forward, HP and Microsoft greatly simplify and accelerate the evolution to cloud computing.







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Microsoft and HP are strong leaders in virtualization and private cloudMicrosoft leadership• Microsoft has unrivaled experience in building and running large cloud services, including more than 200 online

services to hundreds of millions of people globally 24x7, such as MSN, Bing, and Hotmail.

• Microsoft is recognized as a leader in the Gartner Magic Quadrant for x86 Server Virtualization Infrastructure.5

• Microsoft has been growing server virtualization market share significantly since the launch of Hyper-V in 2008 and has the fastest growing hypervisor in the market today.

• Microsoft System Center manages more enterprise clients and monitors more servers than any other product on the market today.

HP server leadership• For more than 11 consecutive years—45 straight quarters—HP is the number one vendor in worldwide server

shipments.6

• HP shipped more than four servers per minute to customers in 2Q13 (24x7).7

• HP is number one in Windows revenue and units worldwide.8

• HP has more Hyper-V deployments than any other server platform.9

HP is the converged infrastructure market leader• 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 storage, the world’s fastest storage array, doubles Windows Server Hyper-V VM density relative to traditional storage platforms.

• HP StoreOnce technology 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.

5 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.

6, 7 IDC Worldwide Quarterly Server Tracker for 2Q13, August 2013.8 IDC Worldwide Quarterly Server Tracker for 2Q12, Aug 2012. For more details, see: The Real Story about Server Market Share.9 IDC Worldwide Virtualization Tracker.







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HP and Microsoft make private cloud solutions available to all sizes of organizations, from small to medium-sized businesses (SMBs) to the largest enterprises.

SMB solutionsHP Virtualization Smart Bundles with Microsoft Windows Server Hyper-V Smart Bundles include everything customers need to get started with virtualization. These solutions are pre-defined and validated, yet flexible enough to allow customers to choose a solution that meets their specific application and capacity needs. Customers can choose from Essential Tower, Essential Rack HP, and Scalable Rack HA bundles.

HP Client Virtualization Solutions for MicrosoftThis is an ideal virtual desktop infrastructure solution for SMBs and regional or divisional offices of large organizations. Based on the HP ProLiant DL380p Gen8 Server, the HP Client Virtualization SMB Reference Architecture for Windows Server 2012 makes it easy to deploy a high-performing, affordable virtual desktop solution that you can scale with confidence.

Mid-size corporate solutionsHP Departmental Private Cloud Reference Architecture Built 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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HP ConvergedSystem 700x Engineered for MicrosoftTo help customers get the best possible value from virtualization, HP ConvergedSystem 700x Engineered for Microsoft—a pre-configured, pre-tested, all-in-one solution—creates a faster, simpler path to virtualization and the cloud. Arriving as a complete foundation for the Microsoft Private Cloud, HP ConvergedSystem 700x Engineered for Microsoft is comprised of best-in-class HP Converged Infrastructure and Microsoft virtualization and management software. HP ConvergedSystem 700x Engineered for Microsoft is:

• Scalable – Able to meet growing data center needs

• Agile – Designed to change quickly and easily

• High-performance – Ready to handle the most demanding workloads

• Green – Running on energy-thrifty HP servers, storage, and networking components

• Integrated – Enabling you to manage all physical and virtual resources from a single console

• Proven – Speeding deployment and lowering risk.

HP ConvergedSystem 700x Engineered for Microsoft is:

Optimized – Deploy a solution architected for flexibility and simplicity, arriving pre-integrated on optimized HP Converged Infrastructure, and tuned for Microsoft Hyper-V and System Center. Streamline deployment using a solution delivered as a virtualization and cloud-ready platform “in a box.” Leverage designed-in flexibility to customize the solution to meet customers’ unique requirements.

Simplified – Save time and money with integrated physical and virtual management, tuned specifically for Microsoft virtualization.

Integrated – Enjoy comprehensive top-to-bottom coverage with integrated management—from applications to underlying hardware.

An agile foundation for cloud – Create a flexible path to cloud using Microsoft System Center or the optional HP CloudSystem Matrix Operating Environment. Benefit from cross-platform support for multi-hypervisor environments, operating systems, and application frameworks. Trust a solution that conforms to the Microsoft Private Cloud Fast Track Reference Architecture.







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Take the workload-centric approach, but don’t forget the big picture – Customers think in terms of workload, and increasingly define their work in terms of services they provide to executive management, line of business (LOB) end-users, partners, and customers. While it’s critically important to understand that cloud can affect end-to-end operations, you will have better success if you take a workload-centric approach when presenting the HP and Microsoft portfolio.

Identify the key decision makers – Decision-making for private cloud solutions can be complex. In addition to the decision makers in procurement and within the IT organization at the Director and VP levels, strong influencers can emerge from virtually anywhere within the company’s line of businesses. Every worker will be affected in one way or another when operations move to the cloud, so every department will probably want a say in the final decision.

Understand and use assessment services and the packaged solutions as door openers – As you work to uncover your customer’s requirements for cloud, engage the customer with a short consulting or assessment service to demonstrate the value of moving forward with an HP and Microsoft private cloud solution. Lead with a packaged offering tailored to the organization’s size. If the customer rejects the first offering, continue to present other appropriate solutions until you find the right fit.







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Become well-versed on Microsoft software advantages• Microsoft Windows Server 2012

– Windows Server 2012 running on HP Converged Infrastructure lets customers scale and secure every workload (only Hyper-V allows the creation of VMs with up to 64 vCPUs and 1 TB RAM), cost effectively build a private cloud, and securely connect to cloud services. This combination allows customers to support larger workloads with 5X more hosts, 4X more VMs, and 16X more virtual processors/VM than Windows Server 2008 R2.

– Microsoft Dynamic Memory enables customers to make better use of the memory resources of Hyper-V hosts by balancing how memory is distributed among running virtual machines. Memory can be dynamically reallocated among different VMs in response to changing workloads.

– Windows Server 2012 Hyper-V Live Migration allows faster and simultaneous live migration inside or outside an HP clustered environment. With Microsoft live migration capabilities, data centers with multiple Hyper-V physical hosts can move running virtual machines to the best physical computer for performance, scaling, or optimal consolidation—without affecting users.

– Windows Server 2012 Hyper-V Replica works with HP servers, networking, and storage, and allows replication of Hyper-V virtual machines between two locations for business continuity and failure recovery.

– Windows Server 2012 Offloaded Data Transfer (ODX) support speeds up HP storage area networks (SANs) storage hardware.

• Microsoft Hyper-V

– Microsoft applications are ideally suited for Hyper-V. Hyper-V is an integral part of Windows Server and provides a foundational virtualization platform that enables organizations to transition to the cloud.

– Studies from ESG Group demonstrate excellent scalability and performance for Microsoft Exchange, Microsoft SQL Server, and Microsoft SharePoint running on Microsoft Windows Server 2008 R2 with Hyper-V.10

• Microsoft System Center

– Enables customers to integrate different hypervisors (Hyper-V, VMware vSphere, and Citrix XenServer), as well as multiple operating systems (Sun Solaris and various Linux and UNIX® distributions) into a coherent private cloud.

– Enables developers to pinpoint the root cause of application issues inside servers and virtual machines, enabling faster issue resolution.

– Enables customers to move virtual machines between on-premises servers and Windows Azure.

10 ESG Lab Summary, “Hyper-V R2 SP1 Application Workload Performance,” Enterprise Strategy Group, 2011.







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• Need to boost productivity – All HP and Microsoft virtualization and private cloud solutions leverage the power of Microsoft Windows Server 2012 and System Center 2012 running on HP ProLiant Gen8 servers backed by Frontline Partner services. Together, these advanced technologies and services support access from virtually anywhere, using any client device, with easier, on-demand access to a virtualized work environment, including from branch locations and public connectivity services. This means workers can be productive from wherever they are, using whatever device they prefer, at any time of day.







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• Need better system security – HP virtualization and private cloud solutions for Microsoft, delivered by Frontline Partners include the advanced data security and compliance features built into Windows Server 2012. Central audit and access policies enable fine control of access and corporate resources based on strong identity, data classification, and simplified administration for remote access.

• Need extensible IT solutions that can meet changing needs – When customers choose a flexible standards-based solution based on HP ProLiant Gen8 servers and Microsoft Windows Server 2012 and System Center 2012, backed by Frontline Partner Services, they gain the ability to scale, flex, upgrade, and extend as necessary to meet their growing needs. Customers can start with an HP Smart Bundle to virtualize the environment. They can step up to HP ConvergedSystem 700x Engineered for Microsoft (HP CS700x Engineered for Microsoft) when the time is right, and then move to the cloud with HP Private Cloud for Microsoft Frontline Partners can help chart the right course for each organization.

• Need better system performance – All HP and Microsoft virtualization and private cloud solutions are based on HP ProLiant Gen8 servers—the world’s most intelligent servers. Customers can optimize performance for demanding workloads with servers so smart they manage themselves. With more than 150 design innovations, HP ProLiant Gen8 servers with HP ProActive Insight Architecture are able to learn, connect, and adapt—constantly and proactively taking action to improve administrator productivity, dynamically accelerate workloads, optimize energy consumption, and reduce downtime.

• Need more comprehensive management – HP virtualization and private cloud solutions include Microsoft System Center 2012, which enables consistent management of data center resources, private clouds, and client devices. System Center 2012 helps organizations achieve IT-as-a-Service (ITaaS) by enabling a more productive infrastructure, more predictable applications, and cloud computing on their terms. System Center 2012 also empowers workers to use the devices and applications they need to be more productive, while maintaining corporate compliance and control.

• VMs are widely spread across the enterprise, causing sprawl and complexity – Virtualization and private cloud solutions from HP and Microsoft, delivered by Frontline Partners include built-in deep monitoring tools that provide excellent insight into exactly what each virtual server is doing, and where it is located in your enterprise.

• Having to learn and use many different tools to manage applications across the data center – HP and Microsoft solutions remove this worry by providing consistent application-aware management and monitoring, integrated with multiple hypervisors and other third-party infrastructure management components. This way, customers can use one set of tools to manage all applications enterprise-wide.

• Difficulty supporting a seemingly endless proliferation of devices, platforms, applications, and remote usage scenarios, while also ensuring data security and compliance – With System Center 2012 running on HP ProLiant Gen8 servers, customers have a single set of common and consistent management and policy enforcement capabilities across infrastructure, applications, and end-user devices. With HP and Microsoft solutions, customers can do more with their existing technology investments and personnel resources.







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Elevator pitch

With HP and Microsoft, it’s your cloud, your way HP and Microsoft, together with Frontline Partners can help your organization accelerate your journey to the cloud with private cloud solutions based on best-in-class HP Converged Infrastructure and Microsoft Windows Server with Hyper-V and System Center. With these powerful joint solutions from two global technology leaders—backed by Frontline Partners’ service expertise—you have everything you need to get to the cloud on your timelines and your terms. It’s your cloud, your way.







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Decision makers and influencers

For any sales play, begin by targeting a Senior Director/VP of IT, who looks across individual functional IT roles, and can transcend the possibly siloed perspectives of functional managers who may resist an integrated solution with technologies outside of their departmental domain. Application managers, database administrators, and planning managers are influencers for this approach, so emphasize performance, simplicity, scalability, and fast solution deployment.

Senior manager/director of IT (technical decision maker)“We need complete solutions that drive out cost and complexity, but provide the flexibility and performance required for my on-line transaction processing (OLTP) workloads as they grow into the future.”

Infrastructure manager (technical influencer)“Pre-integration saves me deployment time, but I worry that a fully-integrated solution will not provide the flexibility needed to support business users.”

Applications manager (technical influencer)“Quickly standing up scalable capacity for my apps is great, but I’m concerned about latency and system availability.”

LOB manager (business decision maker)“I need to be sure the response time for users is as low as possible, and service is available whenever we need it, regardless of volumes and time of day.”







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Sales Plays

Sales Play 1: HP Virtualization Smart Bundles with Microsoft Windows Server Hyper-V

Organizations new to virtualization often find it challenging to select a mix of server, storage, and networking infrastructure that strikes the right balance between performance, scalability, and cost. HP Smart Bundles for Hyper-V help remove complexity by defining virtualization configurations that meet a broad variety of customer needs, and are flexible enough to be customized to meet individual requirements. HP Smart Bundles for Hyper-V are composed of the following core hardware and software elements:

• Compute nodes

• Shared storage

• Network switches

• OS and virtualization software

• Management software

These elements have been chosen and sized based on HP and Microsoft best practices and are designed to deliver leading performance and scalability at a reasonable price point.

? Questions to ask• Have you begun to virtualize your IT?

• Do you have a plan for moving operations to the cloud?

• Are you working with a vendor who can help you develop a cloud strategy?







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! Customer concerns and requirements• Need an all-in-one solution that is easy to deploy

• Need a solution they can deploy today and seamlessly scale as needs grow and change

• Need service and support from a single vendor

What to sellHP Smart Bundles – Includes everything customers need to get started with virtualization: Microsoft Hyper-V virtualization software, HP ProLiant Gen8 servers, HP BladeSystem, HP Insight software, HP SANs, HP Virtual Connect Technology, and HP networking solutions. Depending on your customer’s needs, you can recommend:

• Essential Tower – Move existing servers—such as Microsoft Small Business Server, a file server, an email server, or even all of them—onto one machine, without reinstalling any applications. Customers can save space, simplify data backup and server management, and lower their electricity bills, all at the same time.

• Essential Rack HA – Combine the HP ProLiant Gen8 DL380 Server with the affordable HP P2000 G3 Modular Smart Array (MSA) storage and customers get a high-availability solution that keeps applications online, all the time.

• Scalable Rack HA – When HP BladeSystem and Virtual Connect technology are combined with P4000 G2 SANs, customers truly realize the benefits of HP Converged Infrastructure—cutting-edge design, integration, and manageability that come together in a single, powerful virtualized solution.

What to say and why we win• Decrease cost, complexity, and implementation time with pre-sized configurations.

• Reduce power consumption by 70 percent using HP ProLiant servers with Windows Server 2012 advanced power management.

• Improve availability with HP StoreVirtual VSA.

• Deliver application high-availability without requiring external shared storage with HP StoreVirtual VSA.

• Trust HP and Microsoft and Microsoft Frontline Partners to deliver the services expertise you deserve.







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Sales Play 2: HP Client Virtualization Solutions for Microsoft

As business demands continue to evolve, many customers are re-evaluating their IT environment through the “productivity lens.” And that means doing whatever it takes to support an increasingly mobile workforce. Using a right-fit combination of mobile devices, workers are online and active at any hour of the day or night, logging in from virtually anywhere that offers a connection. Mobile workers demand more than just access—they need a fast, Always-On, consistent experience across devices. And as each “latest new thing” hits the market, they want IT to support it—with the ultimate goal of continuously improving productivity and success. But the challenge doesn’t stop there. Underlying all the technology requirements are the business needs to maintain compliance, control costs, minimize user downtime, secure confidential corporate data, and streamline provisioning of corporate resources. While this may seem like an impossibly long list of “must haves,” HP and Microsoft can address them all with a single solution—delivered as a simple, complete, cost-effective, and fully tested reference architecture for deploying desktop virtualization. Based on the HP ProLiant DL380p Gen8 Servers, HP Thin Clients, industry-leading software from Microsoft, and services from Frontline Partners, the HP Client Virtualization SMB Reference Architecture for Microsoft Windows Server 2012 (HP CV SMB RA for Microsoft WS2012) removes the guesswork and risk from deploying a desktop virtualization solution. And because the design of the HP CV SMB RA for Microsoft WS2012 leverages the knowledge gained during extensive performance tests, customers can deploy the RA with confidence.

? Questions to ask• Are you struggling to meet compliance rules and regulations?

• Are you looking for new ways to control costs?

• Do you need to minimize user downtime?

• Are you finding it increasingly difficult to secure confidential corporate data?

• Do you need to streamline provisioning of corporate resources?







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! Customer concerns and requirements• Enhance worker productivity

• Contain costs

• Streamline desktop support

• Mitigate risk

• Boost business agility

What to sellHP CV SMB RA for Windows Server 2012 – Flexible RA that can be used as a starting point, and then customized as necessary to meet unique client needs. This RA includes the following components:

• HP ProLiant DL380 Gen8 Servers – The most intelligent, self-sufficient servers in the world, offering 3X increased administrator productivity with HP Smart Update; 6X performance increase for demanding workloads; 70 percent more compute per watt; and 66 percent faster problem resolution with the industry’s first comprehensive, cloud-based management and support portal.

• HP Smart Zero Clients – Keeping it quick, simple, and flexible is the goal of HP Smart Zero Clients. No need to worry if the backend software changes. HP’s Smart Zero Clients operate like zero clients, but are intelligent enough to reconfigure themselves to Microsoft protocols. Simply plug your Smart Zero Clients in, turn them on, and they work.

• HP Flexible Thin Clients – HP understands the key to growth is remaining flexible and secure. HP Flexible Thin Clients meet those needs by providing options to grow and expand combined with the security you need now and in the future, delivered with PC-like performance. Thin clients are secure by nature, but HP made top-level security a priority. In fact, the HP t610 PLUS Flexible Thin Client meets National Institute of Standards and Technology security recommendations.

• Installation and Startup Services – Providing on-site basic installation and startup services available for a variety of components of this solution.

• Frontline Partner’s Consulting Services – Accelerating the planning, design, and integration of client virtualization systems with services ranging from strategy and assessment to design, pilot, implementation, and transition to support.

• Windows Server 2012 – An exciting new operating system that helps customers move beyond virtualization and reach for the cloud. Microsoft Windows Server 2012 is the right choice for desktop virtualization because it offers one platform, one experience, efficient management, and the best value for virtual desktops.







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What to say and why we win• Provides leading performance – Benchmark testing confirms the HP CV SMB RA for Windows Server 2012 can

support up to 175 virtual desktops per host server with excellent response time. In addition, you can experience a 6X performance increase with HP ProLiant Gen8 servers, ensuring the solution can comfortably meet the needs of SMBs.

• Makes deployment easy – It is easy to set up the HP CV SMB RA for Windows Server 2012 solution on your HP ProLiant server and configure your desktop images, so you can quickly deliver virtual desktops to your users. Because all the software comes from Microsoft, there is no need to work with a third-party vendor, and licensing costs are kept to a minimum. You can start with the sample bill of materials, and then work with a Frontline Partner to tailor your solution to meet your unique needs.

• Includes everything you need – With the HP CV SMB RA for Windows Server 2012, there is no additional infrastructure to deploy—no need for additional management servers, databases, or SANs, and no need for additional virtualization or management software. Everything you need is included in the solution.







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Sales Play 3: HP Departmental Private Cloud Reference Architecture

The HP Departmental Private Cloud Reference Architecture outlines the process for building a Hyper-V virtualized or private cloud environment using the HP Smart Bundle Essential Rack HA configuration. HP Departmental Private Cloud solution is designed for mid-size customers who want to consolidate multiple application workloads onto a single highly available Hyper-V cluster, or larger customers who need a standardized mechanism for delivering IT services in a branch office, retail outlet, factory floor, or other facility that requires resources outside of the main data center. The configuration was designed to strike the best possible balance between delivering high-availability, and maintaining an attractive price point for budget-constrained IT organizations.

Customer profileSMBs• Standalone environments

• 15 or more existing dedicated servers

• 50–500 users

Multi-site businesses with fewer than 2,500 employees• Fewer than 500 users per site

• Looking to improve performance and management of Windows Server applications across distributed sites

Ideal prospects• Running older versions of Windows Server (2003 goes end-of-life April 2015)

• Running one workload per server

• Running any combination of SQL Server, Exchange, SharePoint, or Lync

• Will support deploying 15–40 virtual machines







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What to sellHP Departmental Private Cloud Reference Architecture includes the following hardware components:

• HP ProLiant DL360e Gen 8 Servers – With two six-core CPUs, 24 GB of memory, two 146 GB internal disks for the OS, four 1 Gb Ethernet NICs, and one Dual Port SAS Controller for the connection to the P2000 SAS Disk Array.

• HP P2000 G3 MSA Storage – Affordable, direct-attach, external shared storage solution that provides a more efficient balance of scalability, reliability, and cost efficiency for small to medium-sized environments. It is designed to be easy to deploy and secure, along with low management costs while driving rapid return on investment (ROI) through efficient storage consolidation. All HP P2000 storage arrays ship standard with 64 snapshots and volume copy enabled for increased data protection. The RA comes with 12 300 GB 10K SAS drives.

• HP networking – Reliable networking for a virtualized environment. HP networking switches provide superior reliability and proven performance, reduce complexity, and total cost of ownership (TCO), and feature an industry-leading warranty—changing the rules of networking. The RA uses two HP E2910-24G al switches with 24 1 Gb ports and the possibility to add the following expansion modules:

– Two-port (two fixed CX4 ports) 10 gigabit per second Ethernet (10 GbE) module

– Two-port 10 GbE SFP+ (Small Form Factor Pluggable) module

– One-port 10 GbE interconnect module

• Windows Server 2008 R2 Hyper-V or Windows Server 2012 – The next-generation hypervisor-based server virtualization technology is available as an integral feature of the Windows OS. It enables you to implement server virtualization with ease. Hyper-V R2 or R3 lets you make the best use of your server hardware investments by consolidating multiple server roles as separate virtual machines running on a single physical machine. Hyper-V in Windows Server 2012 includes improvements in many areas.

• HP Insight Control – Delivering essential management of HP ProLiant infrastructure, including server deployment, monitoring, control, power, and performance management. HP Insight Control, based on HP Systems Insight Manager (HP SIM), provides a unified, secure, and extensible platform to centrally manage servers, storage, and other infrastructure devices across heterogeneous operating system environments. Up-sell your consulting services to customers who want to customize the RA to meet their unique needs and requirements.







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What to say and why we win• Improved resource utilization – Get better value from your physical and virtual resources.

• Rapid design and deployment of standardized IT services – Deliver new services in less time; speed ROI and time-to-value.

• Cost-effective mechanism for disaster recovery – Ensure protection of your information assets, no matter what.

• Optimized – The HP Departmental Private Cloud RA is optimized for Windows Server 2012. With new features like shared nothing live migration, NIC teaming, Hyper-V replica, and the new multi-device server manager, organizations have everything they need to build and manage a virtualized or private cloud environment.

• Best practices for virtualization and cloud deployment – This RA brings together the latest HP servers, storage, and networking solutions to deliver excellent performance; it blends the best of both HP and Microsoft technologies into one flexible solution.

• Balanced – The RA provides the right balance between high-availability, performance, and cost.







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Sales Play 4: HP ConvergedSystem 700x Engineered for Microsoft

In recent years, virtualization has been widely adopted to consolidate servers, increase IT flexibility, and improve business continuity. And now, HP ConvergedSystem 700x Engineered for Microsoft—a pre-configured, all-in one virtualized platform—simplifies the selection, purchase, and delivery of virtualized infrastructure, while also creating a flexible foundation for cloud.

? Questions to ask• Are you looking for a simpler, faster path to virtualization and private cloud?

• Would your organization benefit from a cloud solution that leverages your workers’ knowledge and familiarity with Microsoft software products such as System Center and Hyper-V?

• Do you want the security of working with a single vendor for your entire cloud deployment, from solution selection to management?

• Do you want to deploy a proven cloud solution that adheres to industry standards, as well as the Microsoft Private Cloud Fast Track Reference Architecture?

• Would your organization benefit from a solution that integrates all management of both physical and virtual environments, enabling you to manage your entire environment from a single console?

• Are you looking for a turnkey solution that you can also customize as necessary to meet your unique needs?

• Do you need a high-availability solution that has no single point of failure?

! Customer concerns and requirements• Need to hedge against obsolescence by ensuring today’s infrastructure investments will be suitable for

tomorrow’s private cloud

• Need to meet aggressive deployment timelines

• Need a flexible, turnkey virtualization solution that can meet specific needs and sizing requirements







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What to sellHP ConvergedSystem 700x Engineered for Microsoft – Based on BL460 blades, HP 3PAR StoreServ storage, and HP 5900 series switches—together with Microsoft System Center and Microsoft Windows Server Hyper-V software—this solution is the next evolutionary step of HP VirtualSystem VS3. Creating a complete foundation for the Microsoft Private Cloud, HP ConvergedSystem 700x Engineered for Microsoft comes with a starter kit in the rack, which includes the chassis, four BL460c blades, and 10.8 TB storage capacity in a 3PAR 7200 two-node configuration. In addition, one to three expansion kits can be added; each kit contains four blades and 36 drives, or 10 TB of storage capacity. A fully populated CS700 includes 16 blades and 40 TB of storage capacity, and can support more than 1,000 virtual machines.

What to say and why we win• Optimized converged infrastructure for Microsoft System Center and Hyper-V environments – Increased

performance and reliability of virtualized deployments; pre-configured for a wide range of customer needs; characterized and tuned for more effective Hyper-V and System Center deployments; built on deep component integrations with Microsoft environments, including simple, agile, and efficient converged storage.

• Simplified virtualization infrastructure and deeply integrated management – Rapid ordering and installation with low risk; comprehensive management control; simplified operations via integrated virtualization management tools.

• Agile foundation for private cloud – Pay-as-you grow architecture; flexible paths to the cloud; conforms to Microsoft Fast Track 3.0 specification.







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Handling objectionsObjection: Even though we’re not ready to move to the cloud today, we want a solution that creates a foundation for cloud. Response: HP CS700x Engineered for Microsoft is a flexible solution designed to scale as your needs change. This way, you don’t need to over-purchase server, storage, and networking capacity upfront. HP CS700x Engineered for Microsoft also creates a flexible path to cloud using System Center or the optional HP Matrix Operating Environment. You’ll also enjoy cross-platform support for multihypervisor environments, operating systems, and application frameworks. And of course, HP CS700x Engineered for Microsoft conforms the Microsoft Private Cloud Fast Track Reference Architecture.

Objection: We only want a solution that is designed from the ground up to work with Microsoft technology. Response: HP CS700x Engineered for Microsoft comes standard with Microsoft Windows Server 2012, which includes Hyper-V. It is architected to optimize server, storage, and networking design to take advantage of Windows Server 2012 capabilities. The software is installed onsite by HP and Microsoft Frontline Partners as part of the embedded Deployment Accelerator Service. The solution also includes HP Insight Control for System Center 2012, with the software already installed, and licenses included.

Objection: We need a solution that is easy to manage. Response: With HP CS700x Engineered for Microsoft, you’ll enjoy end-to-end support from a single vendor—including comprehensive top-to-bottom coverage with management integration from applications to underlying hardware. You can also simplify operations with integrated physical and virtual management tuned specifically for Microsoft virtualization.







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Customer success

Case study: PellaAt Pella Corporation, HP ProLiant blade servers and Microsoft Hyper-V provide a robust virtualized environment for a variety of key applications—including Microsoft SharePoint, an order-entry system, file and print servers, and a warehouse management system.

Key resultsAn immediate payoff of the company’s migration to Hyper-V was a 15 percent cost savings on maintenance, which is expected to increase over time. An even greater and more strategic benefit is increased capacity for expanding the virtual environment to take advantage of emerging private and hybrid cloud technologies.

Customer quote“HP and Microsoft come to the table with solutions that align with our business challenges—there’s dialogue, there’s synergy you don’t find with every vendor.”

– John McConeghey, IT manager, Pella

Case study: TurkcellTurkcell, the largest mobile telecom company in Turkey, uses HP Insight Control for Microsoft System Center to manage its Hyper-V environment. The combination of tools from HP and Microsoft make it easy for the company to manage and integrate virtualized servers.

Key resultsTurkcell improved IT manageability, boosted the flexibility of its servers, and reduced total costs of ownership through the integrated use of HP and Microsoft management tools.

Customer quote“We use HP’s management and orchestration tools, which are integrated with System Center—they complement each other well. … Insight Control enables us to monitor and manage our servers and the hypervisor platform. It makes management easier than before and increases our flexibility in administering the virtualized environment.”

– Bülent Saltürk, division head, Infrastructure Operations, Turkcell







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Case study: University of the Americas Puebla (UDLAP)

Facing changing demands, constrained budgets, an aging technology infrastructure, and a need for IT agility, UDLAP virtualized its data center on a Microsoft Hyper-V platform with HP BladeSystem servers. In making the move, UDLAP looked into its data center options and saw Microsoft’s collaboration with HP had produced an ideal integrated-virtualization solution.

Key resultsThe results include better service to the university community; lower costs; and the creation of an agile, converged infrastructure that is ready to launch innovative new services in the cloud.

Customer quote“Our ability to innovate had been severely constrained by the old platform. Virtualization with HP BladeSystem and Microsoft Hyper-V gives us cost-efficient agility to better serve students, staff, and alumni.”

– Alberto Augusto Manzanilla Hernandez, director of information systems, UDLAP

Case study: ACA RetailACA Retail turned to HP for the infrastructure to enable the company to offer a cloud-based solution to its customers, most of whom are in the Netherlands. The solution incorporates the Microsoft Hyper-V virtualization platform into an HP CloudSystem environment.

Key resultsACA cut the time required to add new capacity by at least 80 percent, improved flexibility to quickly meet its customers’ changing IT requirements, and reduced the time required to manage IT infrastructure by 25 percent.

Customer quote“By purchasing the complete and integrated system from HP, I knew I would have a working cloud solution that is tested and proven, and if there are any problems there is a single point of contact to go to for support.”

– Patrick van den Bosch, technology manager, ACA Retail







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Handling common objections

! Objection: My current solution works fine. Why would I spend more to modernize my IT environment and move to the cloud?

Response: Excessive and outdated IT infrastructure can be inefficient to run and more expensive to maintain. By modernizing and standardizing your IT infrastructure, you can reduce costly distractions and maintain focus on critical business needs. Modernizing your IT environment and moving to the cloud will help reduce operational costs and enhance efficiencies in your company, leading to increased business agility, scalability to accommodate business growth, improved employee productivity, and the flexibility to take advantage of the cloud in the future.

For example: an HP and Microsoft private cloud solution delivered by Frontline Partners can help you lower costs by maximizing utilization of data-center hardware. Ten years ago each application required an individual physical server that only utilized a small percent of hardware resources. Now with virtualization and cloud, we can fit multiple applications on one server, which substantially reduces hardware costs.

! Objection: A joint solution sounds like we will need to deal with two vendors for support. Response: Actually, HP and Microsoft Frontline Partners provide complete support, including hardware and

software. Frontline Partners can handle all your Microsoft support needs for the Windows Server 2012 operating system, Hyper-V hypervisor, and management software for a seamless support experience.

! Objection: We can’t afford the time or cost of educating our people on a new platform. Response: Remember that all HP and Microsoft virtualization and private cloud solutions include familiar Microsoft

interfaces—so your workers can hit the ground running. In addition, we can help you take a phased approach to virtualizing your environment and moving to the cloud. One cost-effective approach is to introduce new technologies in your test/development environment. And then when you’re ready, we can go live in your production environment.







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! Objection: Our organization is growing very rapidly. The only way to support our growing needs is to expand our physical data center.

Response: Actually, when you host your private cloud environment, you can support growth and improve the agility of business units by providing the IT resources your groups need, when they need them. For example, let’s say your marketing department has a new customer analytics application ready to run. The application owner can request all the resources necessary to deploy the application from your Microsoft Private Cloud portal—without waiting for IT to approve and actually provision the resources.

! Objection: I’m not sure we can afford a new IT solution right now. Response: When you’re ready to purchase, HP Financial Services will help you choose a customized payment

plan tailored to your individual business needs. For more information, you can visit hp.com/go/hpfs

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







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Contacts

HP Alliance regional contactsAMSLisa Slim [email protected]

EMEABenoit Van Hove [email protected]

APJPaul Morris [email protected]

HP BCSWorldwide MarketingBeverly Quarles [email protected]

AMSDiana Stach [email protected]

EMEAPedro Morais [email protected]

APJJason Shao [email protected]

Microsoft Alliance regional contactsAMSDunja Bounds US HP/Microsoft FLP Channels Manager Microsoft [email protected]

EMEAColin Riordan EMEA HP/Microsoft FLP Channels Manager Microsoft [email protected]

Stephen Betts APJ HP/Microsoft FLP Channel Sales Manager Microsoft [email protected]

Karina Leal LATAM HP/Microsoft FLP Regional Alliances Partner Account Manager Microsoft [email protected]

mailto:[email protected]
















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© Copyright 2014 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 or omissions contained herein.

2014 HP and Microsoft Restricted. This document contains confidential and/or legally privileged information. It is intended for HP, Microsoft, 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. UNIX is a registered trademark of The Open Group.

March 2014

Resources and tools

Global portal for HP/Microsoft Frontline Partnership (FLP) solutions, and information on additional regional resources (external): hpmspartners.com

HP SQL Data Management portfolio (external): hp.com/solutions/microsoft/sql

Top 12 Reasons Why Customers Should Choose SQL Server: microsoft.com/en-us/sqlserver/product-info/top-twelve.aspx

http://WWW.hpmspartners.com

http://WWW.hp.com/solutions/microsoft/sql

http://www.microsoft.com/en-us/sqlserver/product-info/top-twelve.aspx

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