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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. ISR Call Guide for integrity.

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Presentation on theme: "© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. ISR Call Guide for integrity."— Presentation transcript:

1 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. ISR Call Guide for integrity Server – Refresh & Upgrade APJ BCS Install Base Manager Lee, Chang Hoon

2 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Why Integrity Server for ISR – 2+1 reasons 1. More feasible target – increase hit ratio +1 Promotion SPIFF with EMR Bring home extra $5,000 in H1 FY14 with EMR Your chance to earn 0.5% of the revenue from i2 Blades CountryAMID2CustomerNameInstalled A tCustomerNameModelQuantityProductAgeShortName HP South KoreaKR688290076 Shinhan Finance Holding CompanySHINHANINVESTA3639C1136rp7400 CountryAMID2CustomerNameInstalledAtCustomerNameModelQuantityProductAgeShortName HP South KoreaKR687980367LG Uplus Corp. AH232A144BL870c For replacement & upgrade For Blade upgrade < 2. More price value – Higher Unit price ( fill up goal quickly) + Co-work with partners - Big fish…thru big deal

3 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Call Framework Sl.noActionResources Step 1Share the customer eDM introducing on HP BCSRefer to ISR HUB web site. Step 2Understand/Capture Customer Background by asking qualifying questions.Page 4 Step 3Based on the responses from the customer classify requirement Understand Budget, Need, Timeframe and Decision Maker Page 5 Step 4Map requirement and position BCS if within set of Tech refresh & Upgrade. For all other requirements, setup a detailed call for the customer with a product specialist. Pass the opportunity to a Account Manager and schedule a follow up call with the customer and identified OSR for the account. For all other opportunities leverage your buddy. If your unsure of the requirement please pass to the Partners or OSR Close the call Follow page 6 to 17 Step 5All opportunities must be entered in SFDC with the below campaign code ( ) & campaign name ( ) - Comply with ISR team guide.

4 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Opening the call Introduction Good Morning/Afternoon Mr. ____________. My name is and I am calling from HPs Server Enterprise team. Is this a good time for you to spare few minutes? Thanks for your time. The purpose of my call is to understand your Unix product operation status and provide a solution that can potentially help to increase workload capacity with right time and if you have a plan to replace old system, we also can provide eligible solutions for better TCO/ROI. Qualifying/Opening Questions Based on our information, youre running ________ Systems now, right ? If not, could you tell me what kind of systems do you use ? Do you know how old systems aged ? (year ?), do you have any concerning about performance or capacity ? ( eg, Does systems CPU utilization over 90% or memory utilization almost closed to 80% ? ) Do you have any plan to replace it or Upgrade ? If yes, what kind of plan do you have ? For example, CPU, Memory part ADD ON ? OR Old system replacement ? In case of Part ADD ON, what part & how many parts do you need ? Could you let us know which CPU type & How many Cores & Memory do you need? Please let us know your part #. In case of Old system replacement, Will ask our partners to contact you again for right solution proposal for better TCO/ROI.

5 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Call Flow Is it Upgrade Vs. New Require (Replacement) Start Ask Qualifying Questions Simple Part Add On (Rack Type) Blade Add On (Integrity Blade OR SD ) New Requirement (Replacement) What part do you need CPU ? Memory ? I/O, Cell board? What is the primary reason for NEW Requirement A New business application needed Pass to Partners (if OSR assigned account, pass to OSR) Upgrade Pass to Partners (if OSR assigned account, pass to OSR) YES No Sizing required ? Superdome ? When customer Server is already EOL. N URUR UBUB

6 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Types of HP-UX system HP9000 Server (EOL)Integrity Server (EOL)Integrity Server ProcessorPA-8600, PA-8700, PA- 8800, PA-8900 Itanium 9100 series processor(Montecito, Montvale) Itanium 9300 series processor (Tukwila) Itanium 9500 series processor (Poulson) Low-End (1 ~ 4cpu) Rp2470, rp2450, Rp3410, rp3440, rp4440, rp5450, rp5470 Rx2620, Rx2660, rx3600, rx6600, rx4640 Rx2800 i2Rx2800 i4(i2) Mid-Range (5 ~ 32cpu) Rp7400, rp7410, rp7405, Rp7420, rp7440, rp8420, rp8440 Rx7620, Rx7640, rx8620, rx8640 BL860c i2/BL870c i2/BL890c i2 BL860c i4/BL870c i4 /BL890c i4 High-End (16cpu ~) HP9000 SuperdomeSuperdomeSuperdome 2 Replacement available or Add on is available thru EMR only Upgrade is available Or NEW selling EMR Parts are available for BOLD character models

7 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 7 > Contact Partners to communicate with EMR for how they engage deals Masaharu Maeda Sales Spec Japan Japan - Tokyo Ki-Sung Chin Sales Spec Korea Korea - Seoul Stuart Daddo-Langlois Sales Spec SP Australia - Melbourne Yudi Firmanto Lauw Sales Spec SEA Singapore URUR ALL CASES(Upgrade & replacement), EMR is available Susanne Schirling APJ Product Mktg BCS & HPN Australia - Melbourne Lu Jun (Ricky) Sales Spec China-TW-HK China - Beijing Li Sha (Catherine) Sales Spec China-TW-HK China - Beijing Customer Benefit. By Excellent Price Performance. can offer attractive pricing (at least 15% off new list price, before discount) EMR sales team

8 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Rx2800i4(i2) Offering Replacement Scenario N if Customer agreed for EMR product is OK, pass to Partners to ask EMR sales and if account assigned by OSR, pass to OSR for following up with EMR EMREMR Please check if customer use AS- IS systems in below table. You can offer Rx2800 i4(i2) for replacement. AS IS HP9000 Server (EOL)Integrity Server (EOL) ProcessorPA-8600, PA-8700, PA-8800, PA- 8900 Itanium 9100 series processor(Montecito, Montvale) Low-End (1 ~ 4cpu) Rp2470, rp2450, Rp3410, rp3440, rp4440, rp5450, rp5470 Rx2620, Rx2660, rx3600, rx6600, rx4640 Mid-Range (5 ~ 32cpu) Rp7400, rp7410, rp7405, Rp7420, rp7440 Rx7620, Rx7640 TO-BE Rx2800 i4 Even though there is no legacy at customer site, you can propose Rx2800 i4 as new systems. If customer has limited budget, you can offer EMR Rx2800i4 product with lower price value. Q. What kind of system do you have ? ( check below table,then if available ) Saying, you can replace it with NEW product Rx2800i4(i2)., how about use Rx2800i4 ? (Product summary : page 23,24) - if customer ask S/W compatibility, contact partners to ask TechHUB or direct follow up for S/W verification. For attractive price offering

9 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Upgrade Scenario : from rack type server URUR Please check if customer use Servers in Table1. Its unavailable for In-Box upgrade(ADD on) > its only available to offer NEW because there is no EMR parts for upgrade. 9 Integrity ServerCPUMemoryIO slot Superdome (Itanium9000,9100)64processor/128core2TB192 Superdome 2 (Itanium9300)32processor/128core4TB96 rx864016p/32core512GB32 rx76408p/16core256GB15 rx66004p/8core384GB8 rx4640 (Itanium9000)4p/8core128GB6 rx36002p/4core192GB8 Rx26602p/4core32GB3 Rx2620 (Itanium9000)2p/4core32GB4 Integrity ServerCPU rx1600Itanium2 rx1620Itanium2 rx2600Itanium2 rx2620Itanium2 rx4640Itanium2 rx5670Itanium2 rx7620Itanium2 rx8620Itanium2 Superdome (sx1000)Itanium2 Server list for unavailable In-box upgrade Max capacity / servers Q. What kind of system do you have ? OR how many core/memory used ? (refer to Table2) Saying, What part do you need to expand capacity ? (eg: CPU, Memory, I/O card etc.. ) if Customer agreed for EMR product is OK, pass to Partners to ask EMR sales and if account assigned by OSR, pass to OSR for following up with EMR EMREMR For attractive price offering If customer want to replace it, not upgrade : PASS TO PARTNERS (OR PBM)

10 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Upgrade Scenario : from Integrity Blade server UBUB Integrity Server ProcessorItanium 9300 series processor (Tukwila) Itanium 9500 series processor (Poulson) Mid-Range (5 ~ 32cpu) BL860c i2/BL870c i2/BL890c i2BL860c i4/BL870c i4/BL890c i4 Please check if customer use Servers in Table3,Blade. You can offer Upgrade very easily. Q1. What kind of system do you have ? If Answer is Integrity Blade Q2. Do you have vacant slot in your Blade Enclosure ? If Answer is Yes Saying, Do you need upgrade ? OR, How many Blade do you want ? (Product summary : pate 23,24) if Customer agreed for EMR product is OK, pass to Partners to ask EMR sales and if account assigned by OSR, pass to OSR for following up with EMR EMREMR For attractive price offering When customer run BL860i4(i2) with vacant slot in Enclosure, they can expand it thru ORDER of one more BL860i4(i2) and if customer want make BL860i4(i2) as BL870i4(i2), they can expand it thru ORDER of one blade(BL870i4) + expansion kit only. Quite Simple If you can sell Blade i2 EMR, Can bring money - Page 16 BONUS Program is at stake

11 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Objectives The ability to scale up a server blade by adding more blade level resources is inherent to the Integrity server blade architecture. This feature allows users who already have an Integrity BL860c i4(i2) or BL870c i4(i2) Server Blade to scale up to a larger configuration. This ability helps increase the resource capacity of the server when it is actually needed, instead of purchasing excess compute capacity at the initial investment. This capability to scale up when needed provides more flexibility and control over capital expenditures for your compute environment. Upgrade scenarios The types of upgrade scenarios, supported with upgrade products are: 1. Blade additions: Increasing the size of an existing server blade by the addition of upgrade blades plus the attachment of a larger size Blade Link. 2. Blade combinations: For example, increasing the size of the server by enabling the combination of two existing smaller servers such as BL860c i4(i2) + BL860c i4(i2) = BL870c i4(i2) plus the attachment of a larger size Blade Link, provided in an upgrade Blade Link kit. This scenario could include adding new upgrade blades. For example, BL870c i4(i2) + BL860c i4(i2) + upgrade blade = BL890c i4(i2). Upgrade Scenario : from Integrity Blade server UBUB

12 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Blade combinations, upgrade choice points Upgrading to a BL870c i4(i2) from a BL860c i4(i2) UBUB

13 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. figures 1, 2, 3, and 4 show possible choices available for upgrading Integrity server blades. Currently, only upgrades in a HP Blade System c7000 Enclosure are supported. Figure 1. Upgrading to a BL870c i4(i2) from a BL860c i4(i2) Figure 2. Upgrading to a BL890c i4(i2) from a BL860c i4(i2) Blade combinations, upgrade choice points UBUB

14 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Figure 3 Upgrading to a BL890c i4(i2) Server Blade from a BL870c i4(i2) Server Blade Figure 4 Upgrading to a BL890c i4(i2) from a BL870c i4(i2) by server combination As can be seen in figures 3 and 4, a BL870c i4(i2) Server Blade can be upgraded to a BL890c i4(i2) Server Blade, using several different methods, including addition of upgrade blades, and combination of existing BL860c i4(i2) Server Blades or combining an additional BL870c i4(i2) Server Blade. An important requirement is to make sure that the processor module SKU type is loaded consistently across the set of blades composing the new server. Additionally, the memory configuration must comply with the guidelines for the given type of server being upgraded to. Blade combinations, upgrade choice points UBUB

15 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. With HP UX Server Tech refresh & Upgrade, you can Close the call with HP Value Proposition Reduce Complexity : Thru Consolidation & virtualization, you can reduce management point. Better performance : thru latest CPU Poulson, you can improve Server performance Attractive price : HP EMR solution can provide competitive price if you have small budget Better TCO – Poulson can provide generally 30% TCO improvement against previous Tukiwla. against HP9000, Poulson can allow you to reduce IT cost significantly. Ready to Virtualization : HP Virtualization solution allow your IT to be optimized. Close with Call to Action: If this interests you, we would like to schedule some time with our product manager to provide a detailed unsolicited proposal that would reduce your existing Servers cost by 20- 30%

16 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Objection 1: We want to replace it with IBM or Oracle systems Overcoming Objections 16 I think its not a good option for you because platform changing means that you have to migrate it thru complicated project for application test & platform migration which need more IT budget & lot of effort. The best way to for application capacity expansion is upgrade without any risks. HP assure we can deliver right capacity what you want working with technical consulting & more, if needed, we can provide alternative solution with best TCO/ROI for your business growth. If further request required, will ask Partners to explain what HP values. Will contact you later. Objection 2: I dont have a budget or only have relatively small budget Thats why you have to act now. HP can help you to mitigate performance degrade affected by workload increase caused by No upgrade with right time. Our expert group can propose optimized sizing for better cost allocation. Please think about it. when application performance is slowing down, business impact is growing bigger than IT upgrade cost. And we can provide EMR product to solve your small budget problem with attractive price. Objection 3: I cant assure HP still support Integrity system for the future. You dont need to worry about it. Due to HP can guarantee for HP UX support until 2020. This kind of guarantee is only allowed for HP. It means that HP can assure Integrity servers for better IT infrastructure.

17 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 17 Bring home extra $5,000 in H1 FY14 with EMR Your chance to earn 0.5% of the revenue from i2 Blades In order to clear the huge i2 blades inventory in PL TQ, you are entitled to a bonus of 0.5% of the revenue cumulative for H1 FY14 when you invoice EMR PL TQ i2 Blades! This bonus program is eligible for Inside Sales employee (ISR), Presales, Specialists, Account General Managers (AGM),Corporate Account Managers, Enterprise Account Managers, Partner Business Manager (PBM). For more information, please view the bonus details here.here Alternatively, you may review the program details in the Approved Bonus Program site. Simply key in the bonus ID number (in this case, 14.26) into the Search field to find out more.Approved Bonus Program FY14 Approved Bonus Program ID – 14.26 BONU S

18 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Detailed Deck Product Positioning

19 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 19 HP Integrity rx2800 i4(i2) server Low-Power 4 X L1000/rp5400 540MHz(PA8600) 2p/2c, 2GB, FOE Virtualization technology HP original Platinum Plus Power supply reduces total power consumption! HP-UX vPars technology enables you to consolidate your multiple servers into one! High-Performance Intel® Itanium® Processor 9500 family brings you to improve your application performance dramatically! vPar Annual Support fee -70% Power Consumption -90% Performance +70% Physical Space -92% 3080W306W 28U2U

20 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 20 Introducing: New HP Integrity rx2800 i4 Server Rack-optimized, Tower & Office-friendly models Up to two (2) Intel® Itanium® 9500 series CPUs (16 cores) Up to 24 DDR3 DIMMs slots & 384GB max memory (1.35V) Up to 8 SFF SAS HDDs/SSDs & 7.2 TB internal storage Up to 6 PCIe Gen2 I/O slots Embedded Quad-Port 1GbE NIC & 6Gbps SAS RAID Ctlr Redundant power supplies & fans HP Insight management software & Integrated Lights- Out 3 Do More With Less Play It As You Like Be Safe and Sound

21 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 21 HP Integrity rx2800 i4(i2) technical specification HP Integrity rx2800 i4(i2) Processor options Intel® Itanium® 9500 series 4-core 2.4GHz 8-core 2.53GHz 4-core 1.73GHz 8-core 2.13GHz Processor sockets2 (Two) Memory 24 DIMM slots; 1.35V DDR3 4GB, 8GB, 16GB DIMMs HDD8 (eight) hot-plug SAS HDDs Embedded NICs4-port 1GbE Embedded Controller1 HP p410i SAS RAID w/512MB cache I/O ExpandabilityUp to 6 slots Management Enhanced Integrity iLO 3 Virtual Partitions (vPars) Virtual Machines (VMs) OSHP-UX 11i v3 1209 Form factor 2U rack-mount and pedestal tower form-factor for office deployments Power Supplies HP 1200W Common Slot Platinum Plus Hot Plug Power Supplies Options & AccessoriesSupport for existing hard drives and I/O cards

22 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 22 Unmatched features HP rx2800 i4Power 710Power 720Power 730Oracle M3000Oracle M4000 Form Factor2U rack, tower 2U rack4U rack, tower2U rack 6U rack Chips/Cores2ch/16co1ch/ 8co 2ch/16co1ch/4co4ch/16co DIMM Slots24816 832 Max Memory384 GB128 GB256 GB 64 GB256GB HDD Slots866 or 8642 System Management Built-in Integrity iLO3 HMC/SDMC Solaris Ent. System Energy Efficiency Energy StarNA YesNA Single versatile platform to address diverse workload and configuration requirements Wide choice of processor speeds Support for more memory and DIMM slots Support for more hard disk drives Choice of Rack, Tower, Office Friendly Server configurations in a 2U form factor Built-in manageability and serviceability features (Systems Insight Display) Investment protection with common infrastructure and component leverage Lower Total Cost of Acquisition (TCA)

23 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 23 IDC customer research of BladeSystem versus traditional infrastructure HP BladeSystem delivers real business results BUSINES S Value server storage network manage 68% Reduction in Data Center Costs 88% Less time to manage 90% Reduction in downtime IDC white paper sponsored by HP, Business Value of Blade Infrastructures, #227508R2, December 2012

24 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 24 HP Integrity server blades BL860c i4BL870c i4BL890c i4 Processor SKUs 8-core 2.53GHz 4-core 2.4GHz 8-core 2.13GHz 4-core 1.73GHz Processor Sockets 248 Memory 24 DIMM slots; 1.35V 4GB, 8GB, 16GB DIMMs 48 DIMM slots; 1.35V 4GB, 8GB, 16GB DIMMs 96 DIMM slots; 1.35V 4GB, 8GB, 16GB DIMMs HDD Slots 248 Embedded Controller 1 HP p410i SAS RAID w/512MB cache 2 HP p410i SAS RAID w/512MB cache 4 HP p410i SAS RAID w/512MB cache Embedded NICs 4 FlexFabric (FCoE) 8 FlexFabric (FCoE)16 FlexFabric (FCoE) IO Mezz Slots 3 Gen2 PCIe6 Gen2 PCIe12 Gen2 PCIe Management & Virtualization Enhanced Integrity iLO3 Virtual Partitions (vPars) Virtual Machines (VMs) Enhanced Integrity iLO3 Virtual Partitions (vPars) Virtual Machines (VMs) 1 or 2 nPartitions Enhanced Integrity iLO3 Virtual Partitions (vPars) Virtual Machines (VMs) 1-4 nPartitions OS HP-UX 11i v3 1209 release Options & Accessories Support for existing hard drives, I/O cards Upgrade by adding blade module

25 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Useful resource links

26 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Resource Center 26 http://www8.hp.com/us/en/products/integrity-servers/index.html?facet=Integrity-rackmount#!view=column&page=1 Integrity Servers overall http://h20195.www2.hp.com/v2/GetDocument.aspx?docname=4AA4-3534ENW&doctype=data sheet&doclang=EN_US&searchquery=&cc=us&lc=en Rx2800 i4 Server datasheet http://www8.hp.com/us/en/products/integrity-servers/product-detail.html?oid=5330448#!tab=features Rx2800 i4 Overall http://www8.hp.com/us/en/products/integrity-servers/index.html?facet=Integrity-blades#!view=column&page=1&facet=Integrity-blades Integrity Blade Server Overall Integrity Blade Server datasheet http://h20195.www2.hp.com/v2/GetDocument.aspx?docname=4AA4-4047ENW&doctype=data sheet&doclang=EN_US&searchquery=&cc=us&lc=en


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