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© 2008 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice BAC Pricing Demystified Amy Feldman.

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Presentation on theme: "© 2008 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice BAC Pricing Demystified Amy Feldman."— Presentation transcript:

1 © 2008 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice BAC Pricing Demystified Amy Feldman Product Marketing

2 Agenda Targets/Transactions Licenses by CPUs System Availability Management PI/SLM BAC & Integrations BAC bundles TransactionVision Business Process Insight uCMDB/DDM Non-production environment Other License Options HP Restricted. For HP and Partner Internal Use. 2 July 30th, 2008

3 Transaction/Target - Definitions TransactionTarget Monitored start/stop point step in a script Independent of location Best price for customers in distributed environments Preferred licensing A script running on a given host Independent of transactions Dependent on location Lower price point for smaller customers Use to extend existing OVIS account into BAC BPM Target Licensing introduced Q The concepts of Targets and Transactions are mutually exclusive HP Restricted. For HP and Partner Internal Use. 3 July 30th, 2008

4 Script transaction step 1 Script 3 transactions 6 steps What is a transaction? HP Restricted. For HP and Partner Internal Use. 4 July 30th, 2008

5 1 22 January Roadshow Training Material: For internal HP and Partner use ONLY – DO NOT DISTRIBUTE Example: BPM Transaction/Target Pricing Target – 1 script with 3 transactions deployed to 2 locations = 2 targets $800 (1-50), $500 (51-200), >$360 Application Web Server B Web Server A 2 1 Locations Application Web Server B Web Server A Transaction – 1 script with 3 transactions deployed to 6 locations = 3 transactions $3,200 (1-50), $1,650 (51-200), >$1,100 HP Restricted. For HP and Partner Internal Use. 5 July 30th, 2008

6 More Examples…. Customer has 2 Scripts with 5 Transactions deployed to 20 Locations. Transaction – 2 * 5 = 10 BPM Transactions (~$32,000) Target - 2 * 20 = 40 BPM Targets (~$32,000) Customer has 10 Scripts with 5 Transactions deployed to 10 Locations. Transaction – 5 * 10 = 50 BPM Transactions (~$160,000) Target - 10 * 10 = 100 BPM Targets (~75,000) HP Restricted. For HP and Partner Internal Use. 6 July 30th, 2008

7 7 Key BPM License Positioning DO NOT Just show up and throw up both TransactionsTargets Primary license tool Provides high value for customers with distributed environments OVIS Migration Small customers with non distributed performance monitoring Lead with Transactions HP Restricted. For HP and Partner Internal Use. 7 July 30th, 2008

8 Licenses by CPUs Why Value is tied to the amount a box can do Alternative to tier pricing Relatively simple HowHow do market dynamics affect pricing? Virtual computing Hyper-threading, multiple cores WhatWhat products use CPU pricing? Diagnostics, RUM, TransactionVision, Business Process Insight, Siebel Diagnostics, PI/SLM HP Restricted. For HP and Partner Internal Use. 8 July 30th, 2008

9 CPUs – Technical Bits Virtual Computing – Does not affect pricing Hyper Threading – Does not affect pricing Multicore CPUs – multiple CPUs, each core counts as a CPU ONLY PHYSICAL COREs COUNT AS CPUs FOR PRICING HP Restricted. For HP and Partner Internal Use. 9 July 30th, 2008

10 Diagnostics Pricing Diagnostics The application servers that the probes are monitoring Price is per application platform J2EE.Net SAP Oracle SOA 7.5 HP Restricted. For HP and Partner Internal Use. 10 July 30th, 2008

11 Real User Monitor Pricing RUM HTTP/HTTPs Pricing The web servers AND application servers Do not count data transport, authentication, encryption, network nodes, queues, backend processing, etc RUM TCP/IP Pricing Based on bandwidth consumption 0-.5 Gbps (1-500Mbps) - $40,000 per 100Mbps Unit.5-2Gbps (500Mbps-2Gbps) - $32,500 per 100Mbps Unit 2Gbps-5Gbps - $25,000 per 100Mbps Unit 5Gbps+ - $20,000 per 100Mbps Unit HP Restricted. For HP and Partner Internal Use. 11 July 30th, 2008

12 RUM TCP/IP Product Numbers 7.5 HP Restricted. For HP and Partner Internal Use. 12 July 30th, 2008

13 RUM Pricing Web (http/https) TCP/IP Application HP Restricted. For HP and Partner Internal Use. 13 July 30th, 2008

14 RUM Price Example TCP monitoring 4Gbps hourly traffic Web based monitoring 3 application servers (2 CPUs dual core per box) 4 web servers (2 CPUs dual core per box) 20 CPUs at $8400 = $168,000 8 CPUs at $4700 = $37,600 For a Grand total = $205,600 5 units at $40.0k/unit = $200k 15 units at $32.5k/unit = $487.5k 20 units at $25.0k/unit = $500k For a grand total of $1,187, HP Restricted. For HP and Partner Internal Use. 14 July 30th, 2008

15 System Availability Management (SAM) SAM has 2 different prices SAM w/ SiteScope (Points) SAM Upgrade (aka SAM w/o SiteScope Points) SAM by CPUs (obsolete, no longer available) Conversion: 10 points to 1 CPU HP Restricted. For HP and Partner Internal Use. 15 July 30th, 2008

16 SiteScope Pricing – General Guidelines DescriptionLicenseOther Network, System, and URL monitors 1 point per monitor Sequence and Composite monitors 1 point per step Application Monitors1 point per metric Solution TemplatesConsumes points$5000 per template * Enterprise MonitorsConsumes points$5000 per monitor SiteScope Fail-over30% of SiteScope * Maintenance and support is not required for SiteScope Solution Templates HP Restricted. For HP and Partner Internal Use. 16 July 30th, 2008

17 SiteScope Pricing Example Use Case: BAC Customer Purchases 50 Points for SiteScope and Oracle Database Template RulePrice SiteScope on # of Points. Price templates separately Pricing Calculation SiteScope: 50 Points * $75 = $3,750 Oracle Database Template = $5,000 Maintenance and Support: 20% of list = $750 * Total = $9,500 Quote and Order Entry1 SKU for each product,1 SKU for maintenance covering each product FulfillmentSend SiteScope LTU with SiteScope and Oracle Template * Maintenance and support is not required for SiteScope Solution Templates HP Restricted. For HP and Partner Internal Use. 17 July 30th, 2008

18 SAM Pricing Example Use Case: A current SiteScope customer decides to move to BAC in order to expand their monitoring to cover End User Management. They also would like to manager their 12,000 points of SiteScope from within BAC from now on. This example only includes the SiteScope upgrade to SAM. RulePrice SAM (SAM w/o SiteScope Points) based on # of Points. Pricing Calculation SiteScope: 50 Upgrade SiteScope to SAM Points * $38 = $1,900 SiteScope: 450 Upgrade SiteScope to SAM Points * $25 = $11,250 SiteScope: 1500 Upgrade SiteScope to SAM Points * $20 = $30,000 SiteScope: Upgrade SiteScope to SAM Points * $13 = $130,000 Maintenance and Support: 20% of list = $ 34,630 Total = $ 207,780 Quote and Order Entry1 SKU for each product, 1 SKU for maintenance covering each product FulfillmentSend SAM LTU HP Restricted. For HP and Partner Internal Use. 18 July 30th, 2008

19 19 Integrations ProductDescriptionLicense Model uCMDB1 uCMDB foundation license (visualizations & views) BAC Foundation Discovery & Dependency Mapping Standard Edition Advanced Edition Follow DDM pricing IntegrationsEMS Adapter OM/NNM 3 rd party tools 1 SAM w/o SiS point per node SiteScope point for the configured EMS monitor HP Restricted. For HP and Partner Internal Use. 19 July 30th, 2008

20 BAC Integration with OM Example 1 SAM w/o SiS Point per node SiteScope Points for each configured EMS monitor Bring in data from100 OM agents into BAC, plus 1 EMS monitor 50 *$38 = $ * $25 = $ *$75 = $75 Grand total $3225 HP Restricted. For HP and Partner Internal Use. 20 July 30th, 2008

21 Business Process Insight (BPI) Foundation Basic: BPI server with up to 2 CPU cores Enterprise: BPI server with 2-16 CPU cores 1 Process Required for each process flow Basic to Enterprise upgrade Enterprise Suite Accelerator SW for SAP Helpdesk Management Change Management HP Restricted. For HP and Partner Internal Use. 21 July 30th, 2008

22 TransactionVision (TV) Analyzer Per CPU of the system it runs on Distributed Sensor Each unit supports 1CPU of the environment that provides events WebSphere Business Integration Broker, WebSphere Application Serer, WebSphere MQ, BEA Application Server Mainframe Sensor By MSU (Measured System Unit) MQ Client Sensor Each unit supports 1000 MQ clients HP Restricted. For HP and Partner Internal Use. 22 July 30th, 2008

23 Transaction Vision Example HP Restricted. For HP and Partner Internal Use. 23 July 30th, 2008

24 24 Problem Isolation & Service Level Management Directly tied to the amount of data they are analyzing Priced as a function of the data collectors Can be priced as a subset of the collectors HP Restricted. For HP and Partner Internal Use. 24 July 30th, 2008

25 Problem Isolation 3 different licenses: BPM Transaction SiteScope per Point Real User Monitor CPU 7.5 PI for RUM SKUs HP Restricted. For HP and Partner Internal Use. 25 July 30th, 2008

26 26 Problem Isolation Pricing Example Use Case: BAC Customer Purchases Problem Isolation for 50 Transactions on BPM and50 Points on SiteScope RulePrice Problem Isolation based on SiteScope or SAM # of Points, BPM # of Transactions New Pricing Calculation BPM: 50 Transactions * $1,000 = $50,000 SiteScope: 50 points * $25 = $ 1,250 Maintenance and Support: 20% of list = $ 20,150 Total = $ 120,900 Quote and Order Entry1 SKU for each product, 1 SKU for maintenance covering each product FulfillmentSend BAC LTUs with specific Problem Isolation components HP Restricted. For HP and Partner Internal Use. 26 July 30th, 2008

27 BAC Service Level Management (SLM) 7 Different licenses Transaction CPU SAM (Points) BPM Targets BPI per bus process TV Dist Sensor TV Mfr Sen per MSU TV MQ Client Sen 1K 7.5 HP Restricted. For HP and Partner Internal Use. 27 July 30th, 2008

28 28 SLM Pricing Example #1 Use Case: BAC Customer wants SLM purchases for 25 BPM Transactions, 10 CPUs for RUM, 200 points for SAM RulePrice SLM on SAM points, BPM transactions, RUM CPUs. New Pricing Calculation SLM Transactions: 25 transactions (25*1600) = $40,000 SLM CPUs: 10 (10*4200)= $42,000 SLM SAM: 200 (50*38+150*25) = $5,650 Maintenance and Support: 20% of list = $17,530 Total = $105,180 Quote and Order Entry1 SKU for each product, 1 SKU for maintenance covering each product FulfillmentSend BAC LTUs with SLM HP Restricted. For HP and Partner Internal Use. 28 July 30th, 2008

29 29 SLM Pricing Example #2 Use Case: BAC 7.0 customer currently using TransactionVision and Business Process Insight is planning on upgrading to BAC 7.5. During a presentation you delivered about Whats new in BAC 7.5 they learned that SLM 7.5 now supports TV and BPI. The customer has a direct need to report on SLAs for their business processes and transactions and would like to purchase SLM capability for their entire BPI and TV deployment. RulePrice SLM on the number of monitored Business Processes (for BPI) and on the TransactionVision sensors (note there are three types) New Pricing Calculation Business Processes J2EE Sensors Mainframe Sensors MQ Client Sensors Business Process Insight BAC-SLM4BPI per Bus Process = 5 bus. $20,000/bus. proc = $100,000 Transaction Vision BAC-SLM for TV dist Sensor: 8 $1,500 /sensor = $12,000 BAC-SLM4TV Mfr Sens per MSU: 20 $500/MSU = $10,000 BAC-SLM4TV MQ Client Sen : 12 MQ Client $4,500/sensor = $54,000 Maintenance and Support: 20% of list = $ 35,200 Total = $211,200 Quote and Order Entry1 SKU for each product, 1 SKU for maintenance covering each product FulfillmentSend BAC LTUs with SLM 7.5 HP Restricted. For HP and Partner Internal Use. 29 July 30th, 2008

30 BAC Bundles 30 What is a hard bundle? Why would I want one? What is different about that bundle? Can the bundles be split? Can I add to the bundle later? Bundle FAQ: d%20BAC%20for%20SAP%20Hard%20Bundles%20FAQ%20-%20April%2008.doc HP Restricted. For HP and Partner Internal Use. 30 July 30th, 2008

31 31 BAC for Siebel BAC for Siebel Suite includes: Universal Configuration Management Database Foundation 20 Discovery & Dependency Mapping ADVANCED Edition CPUs 200 System Availability Management with SiteScope Points 20 End User Management with Business Process Monitor Transactions -3 SiteScope Siebel Solution Templates (Siebel Application Server, Siebel Web Server, Siebel Gateway) 10 Diagnostics for Siebel CPUs Suite customizations Optional product components (RUM, SLM) or additional units of a certain component can be added using the respective individual SKUs. $150,000 HP Restricted. For HP and Partner Internal Use. 31 July 30th, 2008

32 32 BAC for SAP BAC for SAP Suite includes: 1 Universal Configuration Management Database Foundation 10 Discovery & Dependency Mapping/ADVANCED Edition CPUs 100 System Availability Management with SiteScope Points 10 Business Process Monitor Transactions 1 SiteScope SAP R/3 Application Server Solution Template 1 SiteScope SAPNetWeaverApplication Server Solution Template BPI iDoc Adapter Suite Customizations Optional product components (RUM, SLM) or additional units of a certain component can be added using the respective individual SKUs $60,000 HP Restricted. For HP and Partner Internal Use. 32 July 30th, 2008

33 BAC for SOA 10 BPM transactions 12 CPU for Diagnostics J2EE,.Net, and ERP/CRM 16 CPU Discovery & Dependency mapping 10 SLM for BPM transactions 12 CPU SLM for Diagnostics $173,700 HP Restricted. For HP and Partner Internal Use. 33 July 30th, 2008

34 Universal CMDB Foundation CMDB data model, visualization, capability, impact analysis, visual queries Does NOT include discovery CMDB is populated with CIs, relationships via DDM BAC comes with uCMDB foundation populated from monitored CIs Additional foundations needed for volume, firewall issues, or physical separation HP Restricted. For HP and Partner Internal Use. 34 July 30th, 2008

35 3 types of licenses Standard Edition Advanced Edition Upgrade from Standard to Advanced Edition CPU based for all components that will be mapped Requires at least one uCMDB foundation license Discovery and Dependency Mapping DDM HP Restricted. For HP and Partner Internal Use. 35 July 30th, 2008

36 DDM Standard Edition Discovers hosts, their dependencies, network topology and host based business service maps HP Restricted. For HP and Partner Internal Use. 36 July 30th, 2008

37 DDM Advanced Edition Advanced Edition Layer 2-7, their dependencies, network topology and create business services Requires 1 uCMDB foundation Upgrade Standard to Advanced Requires 1 uCMDB foundation HP Restricted. For HP and Partner Internal Use. 37 July 30th, 2008

38 BSM non-production software licensing guide What is non-production? Hot and cold standby systems Dev, test, staging, production mirror, … systems What is the cost? Free, except for NMC, OPC and SiteScope Customer must own production licenses Intent, its all about the objective Free to qualify interaction with customer software Not free when using software to extract product value For example, not free to use Diagnostics to find a problem HP Restricted. For HP and Partner Internal Use. 38 July 30th, 2008

39 Other Licensing Options HP Software-as-a-ServiceTerm Licensing Hosts and manages BAC implementations SaaS products: EUM BPM transactions (External/Internal Monitors) RUM (CPUs) Diagnostics SLM SAM uCMDB/DDM 1 year license to use, includes support cost Products with Term licenses: Diagnostics BPM RUM PI SAM SLM SiteScope monitors HP Restricted. For HP and Partner Internal Use. 39 July 30th, 2008

40 Example: License Plus 20% maintenance SaaS (Product, Support & Service) Term License Plus 20% maintenance 25 BPM transactions $96,000 80K in license $58,699$48,030 $40,025 in license 250 BPM transactions $511,800 $426,500 in license $435,850$277,920 $231,600 in license 25 CPUs RUM $229,800 $191,500 in license $111,700$114,906 $95,755 in license HP Restricted. For HP and Partner Internal Use. 40 July 30th, 2008

41 Summary SiSSAMBPMRUMTVBPIPISLMDiagnosticsBAC for SAP BAC for SOA Includes BAC NoYes No Yes NoYes Requires BAC NoYes No Yes NoYes BAC Data Collector YesNo, Reportin g/admin Yes No YesBundle Key license Metric Points Transa ctions CPU cores CPU cores, sensor s, MQ, MSUs CPU Cores, # of busines s process es Uplift from Data collect ors CPU coresBundle price Prerequisi tes SisSis, RUM, BPM, uCMD B Sis, RUM, BPM, TV, BPI HP Restricted. For HP and Partner Internal Use. 41 July 30th, 2008

42 Resources Sales Portal Pricing & Configuration configuration.html Partner Portal Pricing & Configuration https://h20229.www2.hp.com/partner/protected/allpartners/pricingguide/ index.html HP Restricted. For HP and Partner Internal Use. 42 July 30th, 2008

43 © 2008 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice Appendix

44 BAC Pricing FAQs Q: What is the best way to count CPUs in very large customers? A: Many enterprise software vendors are pricing by CPU so chances are good that the customer has gone through this exercise already. If this information is already available, the customer can provide approximate numbers or MAM can be used to discover the environment. Our goal is to be within 10% of the actual number. If they have 5000 CPUs in the environment, we are fine if the count comes in between 4500 and Please avoid nickel-and-dime effect of trying to get to an exact CPU count because customer environments are too dynamic. Q: What CPUs in a customer infrastructure do we need to count? A: All servers running an OS are included in the count. This non- exclusive list is web servers, app servers, print servers, database servers, enterprise software servers (SAP, Siebel, Oracle, PeopleSoft, etc.) For SAM specifically, count the number of CPUs that are being monitored. If SiteScope is monitoring 25 servers (each with 1 CPU) and 4 routers, the number of licenses required is 25 CPUs. HP Restricted. For HP and Partner Internal Use. 44 July 30th, 2008

45 BAC Pricing FAQs Q: What if the customer adds more CPUs after they purchase the product? A: Legally, customers are only allowed to use software up to the number of CPUs licensed, but customers should be charged for additional CPUs once they exceed 10% of the original purchase amount. Q: How do we count CPUs if there are mainframes in the environment? A: If they are running Linux on zOS they have a concept of virtual CPUs. This CPU count will be the baseline for pricing. If running on native zOS, contact product management. Q: My customers often purchase processors that arent activated yet. Do we charge for active CPUs or actual CPUs? A: Charge only for active CPUs, but we should sell to the forecasted demand to incorporate any planned CPUs that are activated soon. Q: My customers have CPUs that are used for multiple applications, for examples 50% Web and 50% . Do we charge for the entire CPU or just the designated section? A: If CPUs are being monitored or contribute to an SLA, they should be counted. HP Restricted. For HP and Partner Internal Use. 45 July 30th, 2008

46 46 Pricing Points to remember 4 targets = 1 transaction Average number of locations for a BPM deployment is ~22. Average for an OVIS deployment was 1.6 Average number of transactions per BPM script is ~4 Which is the better deal depends on deployment Customers weighted our licensing heavily in their choice. (ex. Dow 680 locations) HP Restricted. For HP and Partner Internal Use. 46 July 30th, 2008

47 BPM Price List Description (EN)Prod ListMedia ProdSupp 9x5 Supp 24x7 Supp HP BAC-EUM w/ BPM 1-50 Targets SW E- LTU T5682AA E $ 800HP BAC MLU 7.00 SW E-Media4N8$174$213 HP BAC-EUM w/ BPM Targets SW E- LTU T5605AA E $ 1,650HP BAC MLU 7.00 SW E-Media6TE$356$437 HP BAC-EUM w/ BPM 201+ Targets SW E- LTU T5606AA E $ 1,100HP BAC MLU 7.00 SW E-Media4NW$238$293 HP BAC-EUM w/ BPM 1-50 Trans SW E-LTU T5604AA E $ 3,200HP BAC MLU 7.00 SW E-Media4P4$694$852 HP BAC-EUM w/ BPM Trans SW LTUT5605AA $ 1,650HP BAC MLU 7.00 SW Media6TE$356$437 HP BAC-EUM w/ BPM 201+ Trans SW LTUT5606AA $ 1,100HP BAC MLU 7.00 SW Media4NW$238$293 HP BAC-EUM w/ BPM 1-50 Trans SW LTUT5604AA $ 3,200HP BAC MLU 7.00 SW Media4P4$694$852 HP Restricted. For HP and Partner Internal Use. 47 July 30th, 2008

48 Transaction Addon SLM Description (EN)Prod Nbr List PriceMedia# Supp 9x5 Supp 24x7 Supp HP BAC-SLM for BPM 1-50 Trans SW E-LTUT5624AAE $ 1,600T8352AAE6TE$356$437 HP BAC-SLM for BPM 1-50 Trans SW LTUT5624AA $ 1,600T8352AA6TE$356$437 HP BAC-SLM for BPM 201+ Trans SW E-LTUT5626AAE $ 550T8352AAE4N4$122$149 HP BAC-SLM for BPM 201+ Trans SW LTUT5626AA $ 550T8352AA4N4$122$149 HP BAC-SLM for BPM Trans SW E-LTUT5625AAE $ 825T8352AAE4HQ$182$223 HP BAC-SLM for BPM Trans SW LTUT5625AA $ 825T8352AA4HQ$182$223 HP Restricted. For HP and Partner Internal Use. 48 July 30th, 2008

49 BPM Target Price List Description (EN)Prod ListMedia Prod Supp Band 9x5 Supp 24x7 Supp HP BAC-EUM w/ BPM 1-50 Targets SW E-LTUT5682AAE $800 HP BAC MLU 7.00 SW E- Media4N8$174$213 HP BAC-EUM w/ BPM 1-50 Targets SW LTUT5682AA $800HP BAC MLU 7.00 SW Media4N8$174$213 HP BAC-EUM w/BPM Targets SW E- LTUT5683AAE $500 HP BAC MLU 7.00 SW E- Media4N3$111$137 HP BAC-EUM w/BPM Targets SW LTUT5683AA $500HP BAC MLU 7.00 SW Media4N3$111$137 HP BAC-EUM w/ BPM 201+ Targets SW E- LTUT5690AAE $360 HP BAC MLU 7.00 SW E- Media4N2$78$96 HP BAC-EUM w/ BPM 201+ Targets SW LTUT5690AA $360HP BAC MLU 7.00 SW Media4N2$78$96 HP Restricted. For HP and Partner Internal Use. 49 July 30th, 2008

50 SLM Addon For BPM Targets Description (EN)Prod Nbr List PriceMedia# Supp Ba nd 9x5 Su pp 24x7 Su pp HP BAC-SLM for BPM 1-50 Targets SW E-LTUT6206AAE $ 415T8352AAE91J$93$114 HP BAC-SLM for BPM 1-50 Targets SW LTUT6206AA $ 415T8352AA91J$93$114 HP BAC-SLM for BPM Trgts SW E-LTUT6207AAE $ 250T8352AAE4MZ$55$67 HP BAC-SLM for BPM Trgts SW LTUT6207AA $ 250T8352AA4MZ$55$67 HP BAC SLM for BPM 201+ Targets SW E-LTUT6208AAE $ 180T8352AAE91K$40$49 HP BAC SLM for BPM 201+ Targets SW LTUT6208AA $ 180T8352AA91K$40$49 HP Restricted. For HP and Partner Internal Use. 50 July 30th, 2008


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