1. HP Institute: Developing tomorrow’s IT workforce today
Craig Bewley
CEO, Prodigy Learning
Andrew Flood
COO, Prodigy Learning
Eldon Lechtenberg
HP Business Manager, Certiport
Brian Beneda Manager, HP Global Academic Programs
Tuuli Sornikivi
HP Institute Global Business Development Manager

2. Discussion topics HP Institute program overview
Best Practices with HP Institute: Prodigy Learning
Update on HP Institute
Development update
Educator readiness plan
Q&A

3. The HP Institute Program

4. IT capability gap
Data, transactions, and customer interactions are increasing exponentially
GAP
IT capability to leverage technology for business differentiation
IT capability to leverage technology for business differentiation
2005
Mankind created 150
exabytes of digital data1
2010
Created 8x more data1
2013
Mobile apps
download > 21B2
2014
130M Enterprise users
in mobile cloud3
2020
2T devices connect to
the Internet4
1. “The data deluge: Businesses, governments and society are only starting to tap its vast potential,” The Economist, Feb. 25,
2. “Dataquest Insight: Application Stores; The Revenue Opportunity Beyond the Hype,” Stephanie Baghdassarian, Carolina Milanesi; 16 December 2009.
3. Juniper Research.
4. “The Difference Engine: Chattering Objects,” The Economist, Aug. 13,
All of this is driving a major shift in IT. In most organizations, IT is seen as an inhibitor to the rate of change and not as a catalyst. The biggest challenge CIOs face is the need to react much faster to business demands in order to use IT as a competitive differentiator. However, extensive HP research shows the typical IT department spends 70 percent of its budget on maintaining its existing infrastructure and only 30 percent on innovation to generate a competitive advantage for the business. As a result, CIOs are looking for new approaches that enable them to apply more resources toward proactively addressing their business needs. Through the use of cloud services, converged infrastructure, and strategic outsourcing, they can significantly reduce the time required to provision new services—from months to hours—while lowering the capital, deployment, and management costs to reallocate resources toward what truly differentiates.

5. IT expertise gap—the new skill profile
Business context awareness
Translate business objectives into technology strategies that increase business ROI
End-to-end technology expertise Develop integrated cross-platform, multi-technology solutions
Hands-on experience
Direct experience with cutting-edge technologies that create business differentiation
Let’s take a closer look at the IT expertise gap.
Most IT organizations include staff who hold multiple product certifications. In general, IT vendor certifications provide good product-specific experience but they in no way develop the expertise to optimize a business’s customer service portal in the cloud. In addition, as the certification industry has focused on increasing volumes, many programs have become more “knowledge based” and compromised the hands-on experiential elements.
New technology expertise paradigm: injecting business value into IT skill development
At an industry level, we need to provide new ways to develop and source this expertise. With the accelerating pace of change in both business and technology, we need a framework to provide concise, relevant, end-to-end experiences that help IT professionals stay current on the volume of change in a simple and consumable way. This applies both to the existing IT professionals as well as developing new ones with the expertise to create business value.
Different expertise: (from previous page)
There are two key expertise attributes that Business and IT leaders require.
Multivendor, end-to-end, cross-platform, solution experience, and
a demonstrated understanding of the business and how to leverage technology to achieve business outcomes.
Those certifications that remain in demand are providing experience with cutting-edge technologies that create meaningful business differentiation.

6. IT expertise gap—demographics of expertise
Experts
Tech professionals
Pursuing careers in technology
Technology enthusiasts; considering careers in tech
Digital literacy
A few thousand IT professionals with 10–20 years of experience
Career professionals
Thousands of IT professional with
2–10 years of experience
Many thousands of students in technology fields and adult reskilling
Total addressable population
Depth of expertise
Academic students
Millions of hobbyists, information workers, and students
Billions of people new to technology
Demographics of expertise
As you move up the pyramid, you have fewer people with significant industry experience. As you move down the pyramid, you have a magnitude of people with more basic skills.
Until now, the ExpertOne program has been designed for current IT professionals. Working with education allows HP to broaden the talent pool of experts and meet HP customer and partner needs for hiring, outsourcing, and acquiring expertise through service providers.

7. HP Institute offerings
For students and professionals who want to excel in their careers
IT career path
Cloud
Cloud essentials
Choosing between onsite, hosted, and cloud services
Cross-technology virtualization
Cross-technology integration
Business acumen for IT leaders
HP ATA Certification
Connected devices
Designing and deploying multidevice solutions (PC, laptop, mobile device, and virtual clients)
Client security, management
Consuming hosted , cloud applications
Networks
Designing and deploying wired and wireless networking solutions
Virtual networking
Network security and management
Servers & storage
Designing and deploying server and storage solutions
Optimizing applications
Security and management
HP Institute: coming soon to a classroom near you
Under the banner of the HP Institute, HP will provide four learning solution packages tuned for the academic environment at the high school, technical school, or university level. Opportunities include both a technology track and a business track in development.
Technology track: This two-year degree program aims to provide the practical experience that will enable a graduate to set up a complete, end-to-end IT solution for a small or medium business (SMB) sized company. This includes both working with the technology and the ability to apply that technology to achieve defined strategic business objectives.
Graduating with the skills to be immediately relevant in a business context will increase the career and economic opportunities for these students.
Based on industry standards, powered by HP

8. HP Institute complete learning solution
All educational elements available through Certiport
Books
Bridge curriculum
Semester courseware
HP Remote Labs
Practice tests
Certification exam
Certiport will provide all pieces of the learning program
Learning solution includes licenses and voucher opportunities for universities and schools
Not targeted to commercial centers but they are not excluded from the offering
Localizations of materials will be expected and based upon business case
HP is partnering with Certiport to develop a complete set of academic solution components including HP Official Courseware textbooks, e-Learning, Remote Lab Facilities, Practice Tests, and Certification Exams. All of these are designed for use by educators within the classroom environment.

9. HP Institute Value proposition Students/professionals
Higher job and earning potential through industry-recognized certification and practical experience with state-of-the-art HP and industry-standard technologies
Academic institutions and educators
Easy to build, deliver, and differentiate technology education offerings through a simple and affordable suite of technology learning products that provide relevant and practical skills that employers are looking for
HP Sales (&HP channel sales):
A door opener to new education sector customers
Competitive advantage and a value add to proposals
HP enhancing the core business of the education establishment
Creation of a long term, strategic partnerships whilst blocking the entry from the competition
Business and industry (HP customers and partners)
Continuous availability of talent that has precisely the skill and expertise that IT and business leaders need to achieve their business objectives

10. hp institute Go to market best practise
4/6/2017 1:54 PM
hp institute Go to market best practise
Andrew Flood
Craig Bewley
Prodigy Learning
©2005 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

11. UK launch with picture(s) to be added here

12. Key Benefits - Customer
4/6/2017 1:54 PM
Key Benefits - Customer
Meets IT Skills Shortage
Only Cloud Computing Qualification
Revenue Generator
Remote Labs / Practice Experience
Easy to Set Up & Deliver
©2005 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

13. Key Benefits - HP Sales Team
4/6/2017 1:54 PM
Key Benefits - HP Sales Team
Competitive Advantage v Cisco
Door Opener to New Customers
Value Add to Tenders / Proposals
Enables Long-Term Strategic Partnerships
©2005 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

14. Program Update

15. HP Institute Development Roadmap
Exams, practice tests and bridge curriculum for all 4 certifications available now
Semester courseware available for Connected Devices and Networks available now
Remote lab for Networks available in July (does not apply for Connected Devices)
All remaining elements for Servers & Storage and Cloud available prior to spring semester
Exams, practice tests for Connected Devices and Networking available in Dutch (all remaining products to remain in English)
WW English (ENG)
Exam
Study Guide
Practice Test
Bridge
Courseware completed
Available to Order from ePac
Connected Devices
15-Feb-12
1-Aug-12
Networking
20-Jul-12
Servers & Storage
Est. 11/20/2012
Est Nov 23
Cloud
Est. 12/18/2012
Est Dec 21
IT for Business
15-Oct-12
15-Dec-12
n/a
28-Dec-12
3-Jan-13
Latin American Spanish (ESM)
Exam Translation
Study Guide Translation
Practice Test Translation
Bridge Translation
Courseware Translation
23-Mar-12
TBD
10-Jul-12
N/A
Est. end of Nov
Est. end of Oct
Est. end of Jan
Est. end of Mar
Simplified Chinese (CHS)
18-Jun-12
10-Jul
25-Jun-12
2-Jul-12

16. HP Certified Educator (HPCE) Program
Delivery Beginning in August
HP Certified Educator (HPCE) Program
Professional development for academic educators, professors, instructors
Requirements:
No application fee
HP ATA certified for each course they will deliver
Valid teacher’s credential or instructor certification
Complete “Train the Trainer” requirements
Includes content review and virtual lab delivery instruction
Virtual TTTs will be provided by Certiport and HP (live and recorded)
Face-to-face TTTs will be provided by Certiport partners at a cost
Instructional quality
Student pass rates and quality feedback
Benefits:
Certification/Certificate
Access to HP Educator Portal
Instructor materials
Forums staffed by HP Institute team and SMEs
Access to optional or extra instructional material for use in their classroom

17. HP Institute sales methodology
6 April 2017
HP Institute sales methodology 1 2 3 4 5 6
Demand Generation
Build relationships
Drive awareness
Proposal
Identify customer needs
Propose solution
Identify risks or concerns
Consideration
Content evaluation
Exam experience
Lab experience
Resolve concerns
Close
Size license
Negotiate pricing
Implemen- tation
Instructor certification & onboarding
Test center setup
Lab scheduling
Evaluation
Student volume
Instructor experience
Student experience
Pass rates
Phase
HP & Certiport Confidential
HP Confidential

18. Call to Action HP Institute 30/30 Promo 30 HP ATA Exams
4/6/2017 1:54 PM
Call to Action
A clear “Win-Win “when both Certiport’s channel partners and HP sales/partners refer each other to the educational establishments
HP Institute 30/30 Promo
Prioritized market segments:
IT Vocational/Technical Schools (public/profit)
30 HP ATA Exams
Community colleges (FE College) with IT tracks (public/profit)
30 HP ATA Practice Exams
Adult education, apprenticeship, and retraining sector (workforce development) (public)
Free Sample Courseware
30 Days Trial
Universities (public/profit)
Advanced Secondary Education (CTE) (public)
Low Hanging Fruit:
Current testing center customers that host IT programs
More information, please visit:
HP strategic university relationships
Cisco academies
Instructor networks
©2005 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

19. Q&A
Any questions?

20. HP ATA Program customizable learning program
Customizable program to meet academic objectives
Program
Option 1
Option 2
Instructional content
A la Carte
Individual exam vouchers: SRP $89 USD (Academic Price: $69.50 )
Courseware eBooks: $40 USD
Practice tests: $39.95 USD
Site license
Annual site license: $7,000 USD (Higher Ed)
Access to all HP ATA exams
Bridge and official curriculum eBooks
Practice exams and self assessments
Hands on experience
Onsite lab
Equipment configurations provided
Cost varies per lab, classroom use discount
Requires faculty with technical expertise
HP Remote lab
$1,500 USD per course
Designed for 16 students, 8 1-hour lab sessions per semester/quarter
Optional additional elements
eBook: $40 USD
Textbooks: $60 USD
Additional Remote lab time: $TBD USD Per hour
Pricing may vary by region and solution configuration. US Higher Ed pricing shown.

21. Academic certification program positioning
IT Pro
IT SMB Level Employability
IT Apprentice
Internship Ready
Information Worker
Client
Storage
Servers
Networking
Solution (Cloud)
CCENT
CCNA
HP ATA
Employer Expectations A+
Storage+
Server+
Network+
Cloud+
Technology Domain

22. HP Institute FAQs
Q. Is the content specific to HP hardware and software or is it skills development focused?
The program objective is to provide career skills that graduates can leverage regardless of equipment brand. Practical experience and examples are provided via HP solutions so some HP specifics are unavoidable. The content is balanced between HP specific and broad applicability to maximize value to the students.
Q. How can I train my faculty to offer HP Institute’s courses
A. HP and Certiport will develop a strategy with you using the HPCE program to certify your professors.
Q. How much does it cost to establish an HP Institute in my University?
A. It depends on region, lab facilities location (on-site or virtual), number of courses offered per semester and other variables.
Q. Is there a minimum/maximum number of courses that we have to commit to offer every semester?
A. No.
Q. How much do I charge for HP Institute courses/certifications?
A. The University decides.
Q. Will there be other HP Institutes in my country, region?
A. This is not an exclusive program. However, HP is looking for lead institutions to partner with and there will be strategic benefits to coming on board first.

23. Who should certify?
HP ATA prepares students for employment in these important IT job roles:
Cloud specialists
IT administrators
Network administrators
PC client architects
Systems engineers
Server administrators
Solution architects
Storage architects
Support technicians

24. HP ATA—Connected Devices
Designing and deploying connected device solutions
Given customer business requirements, design a multidevice, connected client solution incorporating PCs, tablets, and/or mobile internet clients in a small and medium business environment
Install and configure connected client solutions
Administer and troubleshoot connected client solutions
Prerequisite for HP ATA – Cloud certification

25. Designing and deploying network solutions
HP ATA—Networks
Designing and deploying network solutions
Given customer business requirements, design a wired and wireless network solution in a small and medium business environment
Install and configure wired and wireless network solutions
Perform administrative, operational, and network management tasks
Prerequisite for HP ATA – Cloud certification

26. HP ATA—Servers and Storage
Designing and deploying servers and storage solutions
Given customer business requirements, design a server and storage solution in a small and medium business environment
Plan and design HP and industry-standard server and storage solutions
Install and configure HP and industry-standard server and storage solutions, including server OS and management software
Prerequisite for HP ATA – Cloud certification

27. Designing and deploying cloud solutions
HP ATA—Cloud
Designing and deploying cloud solutions
Given customer business requirements, design end-to-end IT solutions that include onsite, hosted, and cloud based solutions in a small and medium business environment
Identify and describe industry-standard cloud and virtualization technologies and their implications for customer needs
Install and configure end-to-end IT solutions
Administer and manage end-to-end IT solutions

28. HP ATA Program Country Business Plan
6 April 2017
HP ATA Program Country Business Plan
Investigate and document overall market opportunity
Identify and prioritize key target customers
Establish sales commitments
Identify investment requirements
Identify courseware localization partner (Certiport partner or 3rd party agency)
Marketing plan
Work with Eldon to develop Opportunity Assessment (OA)
Perform ROI analysis
HP Confidential

29. “HP Institute” launch steps
Discovery
Identify sponsors (e.g. from education sector ) within HP, aim at executive sponsorship
Establish a relationship with Certiport's local VAR, understanding of their business model
Build a linkage between Certiports VAR and HP functions (sales, marketing and PR)
Plan
Run a launch workshop to list the key (country specific) supporting messages, initiatives
Together with Certiport’s partner, identify local supporting bodies, seek government sponsorship
Determine launch goals, target audiences identify budget requirements, obtain approval
Launch prepara-tions
Secure the key speakers (which determines the launch date), location, catering, collaterals
Manage the invitation process, facilitate reg calls with team, brief the speakers about the event
Secure 1-3 local institute quotes, prepare the press release and gain an approval
Go live
Manage on-site launch activities, send out the press release
Capture leads, set up follow up meetings
Press interviews
Post Launch
Run a post mortem call of the launch (final coverage, budget..)
Set up a "rolling thunder" process to capture joint PR opportunities with first HP Institutes coming onboard
Evaluate convergence rate, (ROI)
Phase 1 "discovery" (Aug-Nov)
Identifying the right contacts, sponsors in the organisation
Set up conference calls, presentations internally, gather feedback and input
Meet Certiport's VAR, understand their operational/go to market model
Build a linkage with HP Strategic Partnering Universities initiative, team
Follow up conference calls, introduce Certiports VAR internally
Introduce the new programme for University of West London (as a replacement)
Begin to recruit "HP Institute" pilot prospects
Test the model with HP Education Services
Presentation to the MD, executive sponsorship
Phase 2 "planning" (Nov-Dec)
Set up UK&I HP Institute “Go to Market” model together with Certiport’s UK&I VAR
Identify the launch team, Run a marketing & launch workshop
Indentify (and limit) the key (country specific) messages (accessible, employability, SME's)
Determine launch goals, target audiences
Identify budget requirements, Obtain approval
Practise, soft launch at London BETT show while collecting leads to be invited to the main event
Meet DMU and other HP Institute prospects
Phase 3 "initiation" (Jan-Feb)
Secure the launch date, approve the location
Facilitate weekly calls with the extended launch team
Secure 1-3 customer story candidates
Organise a student workshop at DMU, film & edit the launch video
Ongoingly seek government sponsorship, presence at the event
Prepare the invitation, manage the invitation process (prospects from both HP and Certiports VAR)
Secure 1-2 customer quotes for press/collateral
Prepare the pressrelease, align messaging between all parties, gain approval
Secure the key speakers at the event and provide them a brief
Hire catering, prepare the delegate/press packs, develop presentation content, send an invite reminder
Phase 4 "go alive date" (Feb)
Manage on-site launch activities
Send out the pressrelease, post the launch video on youtube
Phase 5 "post launch" (March onwards)
Run a post mortem call of the launch (final coverage, budget..) for replication/leverage purposes
Set up a "rolling thunder" approach/process to capture the HP Institutes coming onboard
Prepare for further significant announcements (awarding bodies certifying the ATA, IT for Business...)
Replication in selected countries globally

30. Thank you