© 2004 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice WW SPO “AE for the Channel” Program Wardley

HP Confidential2 The following text is a draft for positioning purposes and is likely to change as WW SPO engages and gains agreement with and from WW AE as to how it would like to deploy AE into the indirect channel at large. AE is a high profile customer engagement and marketing program. The customer engagement aspect is being driven out of the AE organization directly. It seeks to engage directly with up to 50 or so “selected” customers. This aspect of the program has no leverage for SPO or channel partners and there is no role for this aspect of the AE program for indirect channel partners or SPO. The AE marketing program however has potential for indirect channel partner because AE represents the over-arching message for HP in the computer systems space. Currently each of the regions is implementing their own model and plan for AE and the channel. The role of WW SPO will be to: - Leverage individual regional efforts across all regions, whilst gaining coverage and buy in from the WW AE Team for those program element - Ensure that the WW AE program office incorporates SPO and partner business requirements into their program planning and deliverables. - Ensure SPO is executing against the agreed AE plans through partners Simply put, purposes of this program is to enable partners to be a complementary player and use the AE story to augmenting HP’s offerings with their own skills, and create new opportunities from within their user base. Program Outline

HP Confidential3 Program Definitions Following is a discussion of the two definitions that will be used to define the scope of the WW SPO AE Channel Program AE Program (Business IT Re-engineering) AE Messaging (marketing of existing and new transaction orientation products, services and solutions using the AE concept) -Customer selection and engagement is being driven out of the AE organization directly. It seeks to engage directly with 50 or so “selected” customers. This aspect of the program is a hi-value complex Business IT re-engineering to evolution towards an adaptive and agile enterprise. -This has no leverage for SPO or channel partners and there is no role in this aspect of the AE program for indirect channel partners. -Customer selection and engagement is driven by regional marketing and local sales teams. -Enterprise and Public Services HP customers are “communicated” to with the AE messaging. -HP sales and channel partners can describe the AE concept and value proposition to customers to differentiate HP from competitive -HP sales and partners can sell existing HP solution in the context of AE if it offers an incremental step to the customer having a more adaptive IT infrastructure and hence adaptive enterprise -Examples of adaptive technologies might be server, storage, application or execution environment virtualization. -Examples of adaptive solutions might be VSE or MCServiceGuard

HP Confidential4 Program Scope Channel partners have a role to play in Enterprise, PS and SMB. The specific role will be defined per region EMEA APJ AM AE Program (Business IT Re-engineering) AE Messaging (marketing of existing and new transaction orientation products, services and solutions using the AE concept) Enterprise Segment Public Sectors Large Selected “Corporate” Customers ~ 50 HP Sales Channel Partners

HP Confidential5 Business Requirements Following is a list and the current positions proposed or agreed ItemConstituentsComment Consistent program across all regionsWW SPO, WW AE, Regional CSG, Regional SPO This is a basic requirement of all worldwide programs and needs to be driven by WW SPO and the WW BU in conjunction with regional SPO and BU counterparts. Description of what we’d like partners to tell our customers WW SPO, WW AE Mkt, WW AE Comms This is outlined the AE message document from Joanne_M and the entry point materials proposal from NA. Description of what we’d like partners to do with customers WW SPO, WW AE MktDescribed in the entry point materials proposal from NA. Basically use the AE messaging to communicated the value of HP solutions as part of a wider initiative. Description of how partners engage HPWW SPO, WW AE MktThere is training being planned and as part of the training partner will engaged CNI for the consulting aspect of AE. The AE solution items that have been defined are all existing solutions and all have existing engagement models as to how partners engage. Outline partner opportunity by market segment WW SPO, WW AE MktPartner opportunity around AE specifically, per segment is undefined. However AE messaging provides an additional aspect to improve the competitiveness of HP solutions when competing against IBM and Sun. Overview execution roadmap for AEWW SPO, WW AE MktProposal documented in this deck. Definition of AEWW SPO, WW AE MktProposal documented in this deck. What deliverables exist for AE that partners can use WW SPO, WW AE MktSee the deliverables slide. AE value proposition for Partners - How would a partner use AE to make money for themselves, what is the partner opportunity and economics associated with AE for partners. WW SPO, WW AE MktProposal documented in this deck.

HP Confidential6 Governance WW SPO AE Program: −Ensure alignment with WW AE Marketing direction and programs teams for program outline −Ensure alignment with regional execution between CSG and SPO. (No regional implementations of AE… single standards; no AM program) SPO and AE Executive Management Review of program scope and objectives. −As required by executive management SPO 1 st and 2 nd level management review of program execution to an agreed program plan and milestones. −Monthly Review SPO and Regional SPO AE program team deployment to an agreed and execution plan and milestones. −Weekly Review.

HP Confidential7 Program Wrap-up Post-mortem : −Impact: Number of trainers trained by SPO regional teams Number of Partners trained by SPO regional teams Number of training classes run for partners and the geographic reach of the classes Number of partner road shows that include AE content from WW directly or indirectly −Qualitative value assessed by regional SPO leads of program execution and contribution to revenue goals −Key learning's from current program −Recommendation for future attack programs