Dan Wood SWD Product Manager, HP Storage Essentials InTechnology Seed Program.

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Dan Wood SWD Product Manager, HP Storage Essentials InTechnology Seed Program
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Transcript of Dan Wood SWD Product Manager, HP Storage Essentials InTechnology Seed Program.

Dan WoodSWD Product Manager, HP

Storage EssentialsInTechnology Seed Program

IT’s Business Challenges….Asset Management

1. The operational cost of IT is too high

2. Enterprises are littered with proprietary systems

3. Space Cowboys

4. Significant resource wastage

5. Lack of quality management information

6. 100% YoY storage growth

• Think about the business impact of all of this….

HP Storage EssentialsAddress the Asset Mgmt challenge

Applications

Storage

Servers

File Systems

Operating Systems

Network

Databases

Business Processes

DB2

Application Infrastructure

Specialized Pt. Tools

IT Staff Resources

Windows

Linux

Fabric Tools

EFCMHiCommand

ECM/Solaris

NetBackup

Navisphere

Enterprise Mgr 10g

ControlCenter

TotalStorage / AIX

Auto-discovery

Topology visualization

Fabric management

Heterogeneous device support

(active and passive)

HP Demonstrates 100% SMI-S Conformance (truly HP Demonstrates 100% SMI-S Conformance (truly Open)Open)

Improve IT service-levels An application-centric view of the storage network

• HP Storage Essentials Application & Reporting plug-ins

Oracle database availability and performance viewsFile system scanning –

reclaim wasted space

Asset based chargeback management.

Backup reporting: failures, SLAs, & media utilization.

Asset based chargeback management.

Exchange database availability & performance

Oracle database availability & performance

1. Simplifies Storage Essentials selling for the Reseller community - by using this offer as a sales tool.

2. Makes it easier to convince customers of Storage Essentials qualities with ‘real world’ testing.

3. Locks the customer into SE capabilities and in effect should cause licences required to be purchased without an extended decision making process

4. Potentially ‘seeded’ systems can be purchased and in effect installation is free if no additional requirements need to be purchased.

SE Seed Programme Overview

Seed Storage Essentials appliances into the customer base after reseller qualification exercise.

Marketing• InTechnology Channel Informer• e-Shot to partner community focusing on

sales individuals.• HP Partner communication (to wider HP

audience)• Smart Portal information also.• InTechnology ‘Internal Sales’ call-outs• InTechnology In-Partnership points

−250 points for every SE EE license sold.

Required DocumentationThree major documents will be required for the process.

1. Qualification form• Reseller uses this to scope the potential account to gather

intelligence about the environment. This also assists in determining if the customer is a good candidate.

2. Delivery criteria document• Outlines to the customer what will and won’t be done during

the installation, training and decommissioning days.

3. Feedback form• Customer feedback form on the solution to feed back into the

business unit.

Documentation will be provided by InTechnology with HP support.

LogisticsThis outlines the logistics involved for the process to work

through the partner community1. Partner identifies a potential SE customer2. Discusses with the customer the possibility of a ‘seed’ unit for long-

term evaluation (60-days) and provides the Statement of Work which outlines the installation service provided etc.

3. Reseller works with the customer to fill out qualification form and submits it to InTechnology

4. InTechnology ensures that from the qualification details the customer is within the SE management scope.

5. InTechnology informs reseller of acceptance6. Both InTechnology and the reseller works with the customer to

determine an appropriate installation date7. Installation takes place (2-days) with training8. InTechnology informs HP of successful installation9. HP with partner follows-up after 15 days with a meeting to discuss

the product. With purpose of working towards licence purchases after the 60-day period.

10. If after 60-days the customer is not satisfied InTechnology will decommission the unit.

Thank You