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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 0 EG Channels Overview.

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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. 0 EG Channels Overview."— Presentation transcript:

1 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 0 EG Channels Overview Jesse Chavez VP, EG WW Channels October 25, 2013

2 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice years – Channel is in our DNA HP Channels: We have a big channel – and big responsibility More than 145,000 partner businesses More than 500,000 partner sales professionals $1.4 billion+ in channel investment (FY12) Partners in 173 countries 3,500+ Specialist partners Dedicated HP channel sales organization Dedicated HP channel marketing organization Significant partner management operations investments

3 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 2 Channel partners play a critical role in HPs reach and success 2 Market ReachCustomer PreferenceScale & Flexibility Partners offer: Services and products that complement HPs offering Customized guidance through the buying process Customer preferred buying models (location and occasion) Partners perform: Order management Financing Inventory holding Fulfillment Value add services (integration, solutions, Mgd. services, support etc.) Partners provide: Geographical reach Strategic customer segment reach; market access Long term trusted relationships with customers Multiple business models

4 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3 67% of HPs overall WW enterprise business is channel driven APJ $4.1 B HP REVENUE AMS $4.5 B HP REVENUE EMEA $5.1 B HP REVENUE ~ 15,000 TOTAL PARTNERS ~ 20,000 TOTAL PARTNERS ~ 60,000 TOTAL PARTNERS 80% CHANNEL DRIVEN 57% CHANNEL DRIVEN 70% CHANNEL DRIVEN Notes: Enterprise revenue based on FY12 data. Total partner count includes resellers and distributors

5 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 4 Our channel partners play a role in covering all key customer segments with HP Around 67% EG revenue driven through channel partners Balanced/clear rules of engagement Direct/Indirect compensation neutral HP-led coverage with joint account planning for largest global accounts Channel-led coverage across SMB, commercial and public sector accounts GA Selected Accounts SMB Accounts with less than 1000 employees C&P All accounts not GA and not SMB EG GTM Direct Market Segmentation Channel

6 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 5 Renewed senior leadership commitment to Indirect Channel Our immediate channel priorities for FY14 Channel-ready Solutions for hottest markets Clear rules of HP/Channel field engagement Flawless execution of new PartnerOne program

7 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 6 In FY14, were making key changes in PartnerOne to help you grow 1.Intuitive membership structure New four-tier system with increasing reward levels 2.Predictable compensation No gates, no caps and double-digit rebates 3.New specializations in key growth areas Cloud, Big Data, Networking, Services 4.New tools to accelerate your SMB business Solution blocks, technical briefs, configuration and order templates 5.Streamlined certification requirements Optimal skills to effectively architect customer solutions Top 5 benefits of program enhancements starting November 1

8 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 7 Your best opportunity to increase deal size and gain higher margins HP ServiceOne partner programs accelerate growth

9 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 8 It will be a hybrid world Build Cloud services Consume Cloud services Private CloudManaged CloudPublic Cloud Traditional SLAs availability, security, performance, compliance, cost

10 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 9 Cloud ResellerCloud Builder Designed to give you flexibility in delivering Converged Cloud solutions HP Cloud Programs for Partners HP Resellers selling cloud services from HP or CloudAgile partners to end-user customers HP Cloud Builder Specialists deliver on- premise private cloud solutions to end-user customers Cloud Provider HP CloudAgile partners deliver off-premise cloud services (IaaS, PaaS, SaaS) to end-user customers

11 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 10 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Vision: HP is channel vendor of choice for the new style of IT Pan-HP Channel framework and rallying cry FAST Joint Business Plans with Top Partners Executive Sponsor Program Reseller PartnerOne Program Redesign Distributor Compensation MDF optimization Pricing/Quote TAT (incl, deal registration) Partner Portal Field engagement model (Co-selling MOC, Rules-of- engagement) PBM up-skilling & up-leveling Channel Ready Plays (Right Product/Price/Place/Promotions) Demand Generation SIMPLE Interlocked business strategies Enabled by a best-in-class partner program Supported by frictionless operational processes Bringing the best offerings and innovations for the new style of IT With consistent, high value HP engagement PREDICTABLE PROFITABLE

12 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Thank you

13 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Closing Thoughts

14 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 13 Managed CloudPublic Cloud Consume Cloud Services HP Converged Cloud: Our Vision ChoiceConfidenceConsistency Delivery model Platform Partner Security Management Scalability Architecture Portability Consumption HardwareSoftwareServices Build & Operate Cloud Services

15 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 14 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Introducing new specializations in key growth areas Enterprise GroupHP Software Printing and Personal Systems Platinum specializations Converged InfrastructureHP Software Gold specializations Cloud Builder Server Storage Networking ServiceOne Enterprise IT Operations Applications Vertica Fortify ArcSight TippingPoint Client Virtualization DesignJet Document Solutions Graphics Managed Print (Advanced) Retail Solutions Workstation ServiceOne Printing and Computing Silver specializations Server Storage Networking ServiceOne IT Management Vertica Autonomy Fortify ArcSight TippingPoint New New Cloud Partner Solution Navigator to find HP Cloud Builder Specialists and CloudAgile Service Providers

16 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 15 Observations & Learnings Complete HP certifications: it has a direct impact on sales productivity Build a brand for yourself.. Observations on channel future– success factors Example of successful partnership Differences between EMEA and US/APJ partners

17 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 16 Back up 16

18 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 17 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 5. Streamlined certification requirements Server ATP exam requirements 80% reduction Storage MASE requirements 50% reduction Optimal skills to effectively architect customer solutions Clear correlation between number of certified individuals and revenue Gold server specialists Gold storage specialists

19 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 18 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. SoftwarePrinting & Computing Systems Platinum Partner Converged Infrastructure Platinum Partner Gold Partner Business Partner Silver Partner Simplified membership insignia so customers can easily identify partners who are committed to HP New platinum level to reward HPs top partners Gold Partner Gold specializations: Storage Autonomy Document Solutions Silver specializations: Networking TippingPoint Example Plus: Simplified partner locator and active promotion of Platinum/Gold Partners in HP marketing campaigns 1. Intuitive membership structure

20 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 19 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Our Unison platform makes it easy for our partners (and customers) to interact and do business with HP Customer s Personalized Experience Portal Mobile Social Collaboration Partner Sales Partner Business Manager HP Sales Performance review Configure, price & quote Business planning & support Market development funds Rebates & claims Lead management Order fulfillment & invoicing Profiling & onboarding Deal registration Partner compensation Planning & enablement Sales & fulfillment Performance & compensation Business intelligence

21 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 20 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Gold Silver Business PartnerOne provides partner benefits based on membership levels and value to HP and its customers Requirements Deep expertise throughout the HP enterprise/software portfolio Pan-enterprise/software certification and revenue requirements Extensive skills in a key technology area Advanced Business Unit (BU) specific certification and revenue requirements Foundational skills in a key technology area within enterprise/ software Basic certification and revenue requirements Signed contract with HP Entry-level training Platinum Membership levels Benefits

22 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 21 Select channel plays/ solutions C&P ISSHPN HPSD Conv. Systems Blade System & Fusion Management for Conv. Infr. ServeIT Pre-Defined VMWare Vsphere Solution Simply StoreIT Stress-free storage for virt., apps, files, & data protection Conv. System 300 Rack Ecosystem of Channel Enabled Solutions Conv. System 700 Blade Ecosystem of Channel Enabled Solutions TS ITaaS/Saa S 3PAR & VSA Backup Managed Backup w/ StoreOnce BURA StoreOnce Federated Dedupe from Small Site to Datacenter ITaaS 3PAR One Tier-1 Arch: Midrange, All-Flash, & Ent. Scale Store Virtua l VSA Foundation Care Proactive Care Datacenter Care Portfolio Expansion Datacenter Care & Proactive Care Channel Delivery enablement S1 for Dist. Increase delivery capacity, coverage & competency through distribution Moonshot Less space, energy, cost & complexity Public & Private Cloud SDN & Utility Model Unified Wired/WLAN IMC smart connect WLAN new controllers and Switching NetworkIT Mobility/BYOD secure and unified access MSR Routers SDN & NFV-enabled Low-Cost High- Performance OfficeConnect Small business solutions ServiceI T SMB holistic services solution Transactional 1 Pre-Configured Solution 2 Configurable Solution 3 SmartBuy


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