HP CMS Partner Program Partner Application v3.4

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

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 (~ 50-100 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 cms.partner.program@hp.com 26 May 2009

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

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

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

[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

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