1. HP CMS Partner Program
Partner Application v3.4

2. HP CMS Partner Program Application
Table Of Contents
How to use this Partnership Application template
Understand partnership engagement models
Understand the concept of a typical deal profile
Enter your Partner Company profile
Enter your Partner Solution value proposition & typical deal profile
Enter your Business Volume estimation
26 May 2009

3. Ho to use the Partnership Application template
Review the background slides on Partnership Engagement Models and Typical sale
Chose which partnership model you want to apply for; keep in mind
HP CMS’s Solution Go-to-Market is focused on
Top global accounts (~ largest carriers & media)
Selected portfolio of solutions in specific solution domains
HP CMS Go-to-Market Partners serve a much larger number of accounts
Look for yellow/light green fields – this is where you’re asked to provide information
The information you provide will be used solely to review the potential partnership with HP CMS
HP CMS will review your application and invite you to participate in the HP CMS Partner Program according to its internal business review of the information provided in this application
For questions regarding this application please contact
26 May 2009

4. HP CMS Partnership Engagement Models
General Marketplace
Solution Partnership
HP CMS global
Focus accounts
HP CMS Solution Go-to-Market
Sales
integration
delivery
HP CMS led
HP CMS IP
Partner Solution component(s)
Partner Go-to-Market
Sales
integration
delivery
Partner led
GTM Partnership
Overall Owner - Sanjay
26 May 2009
Copyright © 2008 HP corporate presentation. All rights reserved. 4

5. Typical Partner Deal Profile
Solution Customer Buys
Total: $xxx
The following “Value Proposition & typical sale” slide will ask for a description of your solution(s) and the profile of a typical sale
The picture on the right is meant to illustrate a typical deal profile to explain how to interpret the “Solution Breakdown” table on the “Value Proposition & typical sale” slide
Use the breakdown model on the left as reference when providing revenue number estimates on the “Value Proposition & typical sale” slide
Make sure to
Provide a total $-amount representing the typical price a customer pays for the solution
Provide percentage splits of total separate for the Solution itself (Services, SW, HW) as well as Support of the Solution
If you need to differentiate – e.g. for different geographies, more than one solution, differing deal profiles, etc. duplicate this slide accordingly
Solution
Solution Support
Professional Services
(Installation, integration testing)
Support
(Application,
1st level hardware)
??%
Partner Solution IP
Software &/or Hardware
??%
??%
HP CMS Solution IP
HP CMS SW Support
??%
??%
HP Hardware
??%
HP HW/OS Support
??%
26 May 2009

6. Partner Company Profile
Company Name
Incorporated (year)
Company HQ
In communications Market since (year)
Financing
[specify public or private]
If private, months of operating cash
Installed base
[type/number of accounts]
Number of available references
Major competitors
Relative market position
26 May 2009

7. [your solution name] Value Proposition & typical sale
Target customer profile:
Size, technology, geography? Distinguish between primary and secondary if applicable
Buyer/decision maker?
Value proposition:
Increased revenue, reduced cost, customer retention? Why?
Strongest perceived competitor? Why do you win?
References/installed base/geography:
Release Status:
SW/Solution generation/release
If as a Solution Partner candidate you are unfamiliar with HP pricing, at least specify:
The “typical deal price to customer” based on your knowledge of the market
Percentage Solution/Percentage Support: Provide percentage split of the Solution itself (Services, SW, HW) and Support of the Solution vis-à-vis the “typical deal price to customer”
The percentage related to your SW in “Solution IP” as a percentage of the “typical deal price to customer”
The percentage related to your Services in “Professional Services” as a percentage of the “typical deal price to customer”
Similarly for Solution Support, enter the percentage of your Support vis-à-vis the overall “Support” price
For HP CMS SW and HP HW fields, not necessary to complete if you are a Solution Partner.
Who do you target?
Targeted customer profile:
e.g. Primary target could be a mobile operator or a Service Provider who offers an application in a hosted model.
Targeted Customer profile: buyer/decision maker in the organization:
Depending on the solution, you can have 2 different targets for your value proposition:
e,g. Business decision makers or technical decision makers
Primary target in the organization could be LOB.
Secondary target could be head of network engineering.
26 May 2009

8. Business Volume Estimation
Estimate number of deals expected during the next 3 years; the typical deal profile provided should be representative of the average of these deals
State your preferred engagement model by entering the number of deals anticipated under that engagement model in the table below:
GTM Partnership (you lead the sale)
Solution Partnership (HP CMS leads the sale)
Sell-with (both parties promote/sell)
Solution partners relying (at least partially) on outside System Integrators, list the number of such deals that would include the sale of CMS IP in the 3rd party SI line
26 May 2009