1. PARTNER NAVIGATOR Mexico Sales Training
Lupita de la Torre – GTM Sales Ops Mexico
HP CONFIDENTIAL
May 18, 2015

2. Cobertura del Programa HP Partner/Retail Navigator
Asignación de Partner Navigator en las entidades padre para canales internacionales y local en los canales Mexico
Liderazgo por parte de Cobertura dual de
Partners reciben funding trimestral por Customer Navigator asignado
Principales
Canales Directos
Mayoristas y VAR´s
Partner Navigator
Cobertura de AOM
Establecimiento de planes de continuidad de negocio
Plan de transición Día 1
Volumen y Complejidad del Canal
Canales de alto volumen con cobertura de AOM LOCAL
Mayoristas, Var´s, Retail
The HP Partner Navigator Program provides HP separation operations support for all authorized partners. As the size and complexity of our partner companies increase, the amount of work they will have to do in preparing for HP separation increases. Most large, operationally sophisticated companies have automated many of the business processes that touch their suppliers. Partners who buy direct from HP will have to make changes to their vendor set-up, purchasing, order management and their entire supply chain ecosystem to be ready to work with one or both of the new HP companies. We need to offer a coverage model that helps all of our partners be operationally ready for the change – regardless of their size or operations complexity. Here’s a little insight into how we plan to do just that.
At the foundation of the HP Partner Navigator program support model, there’s HP Partner Support (formerly known as Partner Care). These support centers already exist, and our partners are hopefully used to working with them. Partner Support is available to all partners – large or small. We will be expanding these teams to ensure capacity to handle separation question is available over the next several months and will ensure partner Advisors in the support centers have access to the very latest separation information. Additionally, the HP Unison Partner Portal will be the “go to” place for all support tools. The Playbook and Frequently Asked Questions documents will be available there, along with other tools and information of possible interest to partners. Partners can also expect regular communications on the progress we’ve made in our separation work. We intend to provide an update at the Global Partner Conference in March, followed by regular communications after that – right up to the time of our separation into two companies, and beyond.
Large partners with operationally complex environments, typically those who buy direct from HP, already have an Account Operations Manager working with them. This program will extend the role of the AOM in these accounts. AOMs will proactively work with their partners to help identify, define and manage the changes needed to be ready for the changes HP’s separation will bring. They will help drive proactive planning and implementation of changes designed to ensure business continuity. Business continuity plans need to be in place at every partner company that does business directly with HP. AOMs will also help their partners with Day 1 readiness plans. There’s a lot of work to be done to ensure our partners are operationally ready to do business with the new HP companies from the first day they exist. Given this workload, we are currently looking at our post separation AOM coverage models for HPI and HPE and expect to expand the ranks of our existing AOMs to support the Navigator efforts and prepare for our future.
Our largest, most operationally complex direct partners will need additional assistance to be fully operational on Day 1. The HP Partner Navigator Program includes a Partner Navigator within the partner’s company. This person will work hand-in-hand with the HP Account Operations Manager to get their company operationally prepared for the future. We expect to provide some incremental funding for these partners to help offset some of cost of the operational changes they will need to make. Proper planning & implementation of operational change takes time, so it’s crucial that efforts begin as soon as possible at our largest direct partners. Active partner engagement for top tier 1 partners is expected to begin mid-February. If these large, tier 1 partners do business pan-HP, the plan is to offer them two Account Operations Managers on their HP support team; one of these AOMs will focus on the EG business, while the other will have a PPS focus. This should help ensure the complete scope of work that needs to be done in preparing for the HP separation is well addressed. If these large, tier 1 partners do business pan-HP, the plan is to offer them two Account Operations Managers on their HP support team; one of these AOMs will focus on the EG business, while the other will have a PPS focus. This should help ensure the complete scope of work that needs to be done in preparing for the HP separation is well addressed.
Comunicación a través del Portal y PBM´s o Account Mgrs
Call Center - HP Partner Support Hot-line
Canales en General
2nd Tiers

3. Critical separation milestones - all dates subject to change
Refer to the HP Partner Navigator Separation Playbook which is available on HP Unison Partner Portal for more information
May
June
July
August
October
November
Hewlett Packard Enterprise / HP Inc. supplier information available for vendor setup
HP product line map to Hewlett Packard Enterprise and HP Inc. available
New HP Partner Location IDs available (only required for HP Inc. partners doing business with both companies)
HP to begin notifying partners of contract assignments for new companies (Hewlett Packard Enterprise and/or HP Inc. )
Partners to complete vendor setup before July 31
HP contacts partners to update all open purchase orders in their systems to reflect new company details for invoice reconciliation
Partners to submit tax exempt certificates for Hewlett Packard Enterprise by July 31
OPERATIONAL GO LIVE **
Partners continue to access single HP Unison Partner Portal using same credentials
North America – Enterprise Channel Partners / Commercial Service Providers to install new Watson Client
New knowledge base, code list and price books available for Sales Builder for Windows users
Partners to submit tax exempt certificates for HP Inc. by October 31
LEGAL SEPARATION **
Separate partner portals launch for Hewlett Packard Enterprise and HP Inc.
New Hewlett Packard Enterprise branding rollout begins, materials become available for partner use
Vendor & tool setup
B2Bi engagement, conversion, testing, activation (in waves)
Partners begin separating new HP EG / PPS * orders, opportunities, proposals, quotes, deals or compensation programs
HP contacts partners to separate open mixed orders for HP EG / PPS* products before July 31
HP contacts partners to separate open mixed HP EG / PPS* opportunities
Partner submission of HP PPS Market Development Fund activities will not be accepted during the last week of July
Partners unable to place new mixed HP EG / PPS * orders, proposals, quotes, opportunities, deals
Mixed EG / PPS* Compensation programs no longer available
Partners begin to access separate instances of business tools (i.e. Salesforce.com, etc.) for Hewlett Packard Enterprise and HP Inc. on HP Unison Partner Portal
Separating transactions
* “HP EG” refers to the HP Enterprise Group, which includes the HP Software and Technology Services organizations. “HP PPS” refers to HP Personal Products and Services.
** According to local country implementation timelines
HP Confidential – Approved for External Use with HP Authorized Channel Partners

4. Playbook Topics Overview of Branding Changes
HPI will retain and continue to leverage from HP Brand, including the logo, partner insignias and existing partner templates.
HPE will change logo
Any existing inventory of HPE products can continue to be sold with no update to boxing or products
For HPI anything with “Hewlett Packard” will transition to “HP” and the HP Logo . It´s the only approved abbreviation for HPI
HPE will launch the use of it´s new Brand beginning November 1st with a “soft roll” approach. This means that the new Brand identity will be introduced when it makes business sense. It will be some time before the entire portfolio will be moved to the new Brand
HPE marketing collateral, web content, etc. will begin to be updated to reflect the new Brand and product naming as early as Aug 1st.
The Partner One program will be divided into HPE Partner Ready and HP Partner First. HPE will have a new insignia and collateral to align with HPE Brand identity. HPI will use Partner One current insignias and collateral

5. Playbook Topics – PARTNER AGREEMENTS
What remains the same:
EXISTING CONTRACTS ARE NOT CHANGING. HPE and HPI , will honor existing commitments under our existing contracts.
Additionally, HPE and HPI will honor pricing and discount commitments made by HP
Key Changes
HP will automatically transfer the agreement o HPE, HPI or both Companies. No actions from partners
HP will start notifying the partners about contract disposition in June
No changes to current Contract numbers

6. Playbook Topics – VENDOR SETUP
What remains the same:
Partners transacting with one company only HPE or HPI, will use their existing HP Partner Location ID and Customer Base Number
However, they will need to setup HPI with the new “Razon Social”
Computer and Printing Mexico S de RL de CV
Partners will need to setup the HPI company information in their systems and ensure HPE information remains the same
Key Changes
Partners need to start their setups earlier than July 31st.
HP will provide all necessary documentation for the setup through the AOM´s or PBM´s: Company name, Tax ID´s, etc.

7. Playbook Topics – ORDER MANAGEMENT
What remains the same:
OM Processes, existing tools: Reseller Web, HP Bridge, ERP systems: Fusion/ Velocity remain the same
Key Changes
E-invoicing: Interfactura system will be setup for HPE and HPI by Aug 1st
Aug 1st, HPI invoices will carry new company name: Computing and Printing
OM Shut down – Aug 1- Aug 5th – No order entry, shipping and invoicing
Backlog as of Jul 31st
HPI - Non- shipped orders as of July 31st will need to be cancel and re-submitted. New PO´s will be required from Customers and Partners
HPI Returns process – TBD

8. Playbook Topics – HP UNISON PARTNER PORTAL
What remains the same:
HP UNISON Partner Portal remains the main portal until Nov 1st.
After Nov 1st, will be replaced by two separate portals
Key Changes
May – July Partner migration to the HP Unison Partner Portal
HP Software Partners will migrate from HP Software Partner Central
All Partners will receive communications and training regarding the migration Schedule and how to Access new portal
Aug 1st, Partners will start being directed to the Business tools of each company in the HP Unison Partner Portal.

9. Playbook Topics Overview of Logistics Changes
What remains the same:
Both companies will continue to use the same systems as today. Currently no plans to change carriers
Key Changes
Aug 1st, all physical shipments and documents will be separated for each company
Returns processes will not change
Documents packing and in-box collateral will be updated to reflect the new company name and logo for HPE. By Aug 1st, the barcodes on packing may change (Vendor Prefix) Partners using EAN/UPC/JAN codes will need to update their master data systems
Customers documentation, regulatory labels. Declaration of Conformity and Compliance certificates are being updated with legal entity and branding changes.
Aug 1st, partners will not receive consolidated deliveries

10. Playbook Topics – SFDC What remains the same:
SFDC will retain the same features and functionality partners experience today
It will be replicated both for HPI and HPE
HP UNISON Partner Portal will continue to be the entry point
Key Changes
Partners will be required to use the HPI or HPE instance through HP Unison Partner Portal
Partners will manage HPE and HPI transactions in separate tools for:
Deal Registration
Sales Opportunity and Lead Management
Joint Business Planning (JBP)
Market Development Fund (MDF)

11. Playbook Topics – SALES OPPORTUNITY AND LEAD MANAGEMENT
What remains the same:
Partners will Access the tool for HPE/HPI through HP Unison Partner Portal
Key Changes
Aug 1st, existing opportunities will display in the appropriate tool (PPS products will align to HPI, EG products will aligned to HPE)
Aug 1st, existing HPI opportunities will no longer include opportunity stage history. Information will be available upon request by logging a support case
Aug 1st, transaction ID´s will have a prefix change for new opportunities: Will chane from OPP to OPI and OPE
OPP: Current Opportunity ID
OPE: New HPE Opportunity ID
OPI: New HPI Opportunity ID

12. Playbook Topics – DEAL REGISTRATION
What remains the same:
Partners will Access the tool for HPE/HPI through HP Unison Partner Portal
Key Changes
Aug 1st, two dedicated instances one for HPE and HPI
By June existing mix opportunities will be separated and Partner advised

13. Playbook Topics – PARTNER LOCATION ID
What remains the same:
Location ID´s is a pre-requisite to manage sales pipeline, HP Unison Partner Portal, compensation, reporting of sales out and inventory data, etc.
Key Changes
Partners doing business with either HPE or HPI will use their existing HP Partner Location ID
Partners doing business with both companies, will be assigned a new HP Partner Location ID for HPI, and will use their current location ID for HPE

14. Playbook Topics – MDF What remains the same:
MDF Tool will continue to be used through the HP Unison Partner Portal with same functionality
HP PPS funds, activities, claims and payment details will be migrated to HPI instance
Key Changes
Aug 1st – Oct 31st – will select the version of MDF tool they want to access
PPS data will not be available in HPE instance as Aug 1st
Approval history of migrated records will not be visible in partner reports for HPI. Information will be available on request by logging support case
Partners are encouraged to wait until Aug 1 to submit HP PPS activities or claims since all HP PPS information will be copied over to the HPI instance of MDF between Jul All “awaiting approval” activities at this date will be required to be re-submitted

15. Playbook Topics – SPECIAL PRICING COMMUNICATION - PCOMM
What remains the same:
pComm Tool will continue to be used through the HP Unison Partner Portal with same functionality
Key Changes
B2BI Subscriptions: once the EDI/XML routing changes are setup partners will receive separate files for each company.
PPS data will not be available in HPE instance as Aug 1st
Approval history of migrated records will not be visible in partner reports for HPI. Information will be available on request by logging support case
Partners are encouraged to wait until Aug 1 to submit HP PPS activities or claims since all HP PPS information will be copied over to the HPI instance of MDF between Jul All “awaiting approval” activities at this date will be required to be re-submitted

16. Playbook Topics – CLAIMS AND COMPENSATION
What remains the same:
Same process, tools through HP Unison Partner Portal – two instances HPE and HPI
Key Changes
Payments will be done in separate credit notes, bank transfers for each of the companies
July 26 (tentative date) claims submissions will be suspended till Aug 1st
Aug 1st, partners will need to submit separate claims for HPE and HPI
Aug 1st, HPI invoices will carry new company name: Computing and Printing

17. Playbook Topics – CHANNEL SALES AND INVENTORY REPORTING
What remains the same:
Partners will continue to submit sales and inventory data through current methods
Key Changes
Aug 1st, Partners that do business with HPE and HPI will need to submit their information separately
Partners with business HPE and HPI will receive a new Location ID for HPI - partners should adjust their reporting systems accordingly

18. 2nd TIERS SEPARATION NAVIGATOR COVERAGE – PAN HP – MEXICO
Outbound Calls
Proactive Call for Navigator Setup: Portal, Vendor Setup, Compensation Setup
Communication out of Nora´s team in Guadalajara
Platinun 29 1%
PARTNER ONE MEMBERSHIP
Proactive Call for Navigator Setup Silver: : Portal, Vendor Setup, Compensation Setup
Communication out of SCC LAR /Nora´s Team
78 Gold
145 Silver 6%
Silver & Gold
The HP Partner Navigator Program provides HP separation operations support for all authorized partners. As the size and complexity of our partner companies increase, the amount of work they will have to do in preparing for HP separation increases. Most large, operationally sophisticated companies have automated many of the business processes that touch their suppliers. Partners who buy direct from HP will have to make changes to their vendor set-up, purchasing, order management and their entire supply chain ecosystem to be ready to work with one or both of the new HP companies. We need to offer a coverage model that helps all of our partners be operationally ready for the change – regardless of their size or operations complexity. Here’s a little insight into how we plan to do just that.
At the foundation of the HP Partner Navigator program support model, there’s HP Partner Support (formerly known as Partner Care). These support centers already exist, and our partners are hopefully used to working with them. Partner Support is available to all partners – large or small. We will be expanding these teams to ensure capacity to handle separation question is available over the next several months and will ensure partner Advisors in the support centers have access to the very latest separation information. Additionally, the HP Unison Partner Portal will be the “go to” place for all support tools. The Playbook and Frequently Asked Questions documents will be available there, along with other tools and information of possible interest to partners. Partners can also expect regular communications on the progress we’ve made in our separation work. We intend to provide an update at the Global Partner Conference in March, followed by regular communications after that – right up to the time of our separation into two companies, and beyond.
Large partners with operationally complex environments, typically those who buy direct from HP, already have an Account Operations Manager working with them. This program will extend the role of the AOM in these accounts. AOMs will proactively work with their partners to help identify, define and manage the changes needed to be ready for the changes HP’s separation will bring. They will help drive proactive planning and implementation of changes designed to ensure business continuity. Business continuity plans need to be in place at every partner company that does business directly with HP. AOMs will also help their partners with Day 1 readiness plans. There’s a lot of work to be done to ensure our partners are operationally ready to do business with the new HP companies from the first day they exist. Given this workload, we are currently looking at our post separation AOM coverage models for HPI and HPE and expect to expand the ranks of our existing AOMs to support the Navigator efforts and prepare for our future.
Our largest, most operationally complex direct partners will need additional assistance to be fully operational on Day 1. The HP Partner Navigator Program includes a Partner Navigator within the partner’s company. This person will work hand-in-hand with the HP Account Operations Manager to get their company operationally prepared for the future. We expect to provide some incremental funding for these partners to help offset some of cost of the operational changes they will need to make. Proper planning & implementation of operational change takes time, so it’s crucial that efforts begin as soon as possible at our largest direct partners. Active partner engagement for top tier 1 partners is expected to begin mid-February. If these large, tier 1 partners do business pan-HP, the plan is to offer them two Account Operations Managers on their HP support team; one of these AOMs will focus on the EG business, while the other will have a PPS focus. This should help ensure the complete scope of work that needs to be done in preparing for the HP separation is well addressed. If these large, tier 1 partners do business pan-HP, the plan is to offer them two Account Operations Managers on their HP support team; one of these AOMs will focus on the EG business, while the other will have a PPS focus. This should help ensure the complete scope of work that needs to be done in preparing for the HP separation is well addressed.
Reactive Support
Communication through Portal
Setup managed by Nora´s team “on demand” basis
Business Partners
3225
93%

19. Partner Navigator Partner Portal Channel Marketing
Sales Contact Center
Sales Ops
HP En Canal Contigo
Outbound call
ing