8/13/2019 DNSArrow ABSP v2

1/18

2007 Hewlett-Packard Development Company, L.P.

The information contained herein is subject to change without notice

ABSPEnterprise StorageInstallation & Start-up

Services 2007David Morgan

UK Operations Manager

8/13/2019 DNSArrow ABSP v2

2/18

For HP and HP Channel Partner Internal Use. May not be shared externally

Contents

Service Specialisationspositioning within PPP

ABSP Specialisation - Solutions

ABSP Partner Benefits

Operational Details

8/13/2019 DNSArrow ABSP v2

3/18

For HP and HP Channel Partner Internal Use. May not be shared externally

HP Preferred Partner ProgramService Specializations

ABSP Service Specialization

Enterprise Storage

Enterprise Server

8/13/2019 DNSArrow ABSP v2

4/18

For HP and HP Channel Partner Internal Use. May not be shared externally

Service Specialist Minimum BusinessCriteria

The following business criteria must be achievedin order to apply for HP Service Specialist status:

Status as HP Preferred Partner

HP Hardware sales min 1.4m p.a.

HP Care Pack sales min. 100k p.a

Penetration Rate* min. 5%

*Penetration Rate measures the ratio betweenCare Pack sales and hardware sales.

8/13/2019 DNSArrow ABSP v2

5/18

For HP and HP Channel Partner Internal Use. May not be shared externally

HP Preferred Partner ProgramService Specialisation

HPs service delivery authorizations, ASDP and ABSP have beenintegrated as HP Services Specialisations within the HP Preferred Partner

Program (PPP)

Specialisation is intended as a clear positioning of the quality and

strength HPs Preferred Partners provide towards the end-customer.

Preferred Partner status is a pre-requestite for the participation in the HP ServicesSpecialisation

HP Services Specialisations:

ASDPproduct centric Service delivery (Warranty & HP Care Pack)

ABSPHP Solutions delivery

Preferred Partner can join one or more of the HP Specialisations, if they meet thespecialisation requirements

The Services Specialisations will receive a Specialist certificate

HP will position the Services Specialist in the market and with the end-customer: co-marketing, publishing on HP.com, as well as partner locatator

8/13/2019 DNSArrow ABSP v2

6/18

For HP and HP Channel Partner Internal Use. May not be shared externally

HP ServicesPartnering framework

service offerings

HP Solutions

Authorized ServicesDelivery Partner

(ASDP)

Authorized BusinessSolution Partner

(ABSP)

HP Servicesdelivery

ProductServices

HP Servicesmanagement

Authorized Service Management Partner(ASMP)

HP Services

sales

Authorized SolutionSales Partner

(ASSP)

Included in baseline HP

Preferred Partner Program

8/13/2019 DNSArrow ABSP v2

7/18For HP and HP Channel Partner Internal Use. May not be shared externally

Service Partner BusinessRequirements - Storage

250K per annum Service Sales (PL R8)

Minimum 3 Installations per Quarter

Minimum 5% Penetration

Minimum 2 representatives per companycompleted web based HP Care Pack salestraining

8/13/2019 DNSArrow ABSP v2

8/18For HP and HP Channel Partner Internal Use. May not be shared externally

Technical Certification

At least two (2) MASE StorageWorks certifiedengineers.

Every engineer performing an Installation & Start-up service needs to hold corresponding productcertification.

One (1) additional ASE per 250k Euros of annualstorage service revenue to a maximum of four (4)

ASEs.

8/13/2019 DNSArrow ABSP v2

9/18For HP and HP Channel Partner Internal Use. May not be shared externally

Storage Products

Hardware Software

8/13/2019 DNSArrow ABSP v2

10/18For HP and HP Channel Partner Internal Use. May not be shared externally

Partner Benefits

How you can benefit from this: You can grow your business by

delivering new value services

This will provide market differentiationcompared to non delivery authorisedchannel

You will be eligible to receive servicedelivery compensation

You will have exclusive access to HPservice and support tools andinformation

You can ensure best in class solutionimplementations aligned with HPrecommendations

You will improve customersatisfaction

8/13/2019 DNSArrow ABSP v2

11/18For HP and HP Channel Partner Internal Use. May not be shared externally

HP Smart Portal

HP Smart Portal

Service Delivery Guides

Operations Guides

Tools

Xplato - workflow application (payments)

SPOCK (Single Point of Connectivity Knowledge)

8/13/2019 DNSArrow ABSP v2

12/18For HP and HP Channel Partner Internal Use. May not be shared externally

Ongoing Management

XPLATO/PLATO monitoring

Monitoring of Certification requirements

Change of status (to remove access to systems,) IPIDs open for more then 90 daysno payment

Monitoring of minimum installations

Business Plan

Feedback for improvement of the program operations

8/13/2019 DNSArrow ABSP v2

13/18

For HP and HP Channel Partner Internal Use. May not be shared externally

Interested?

8/13/2019 DNSArrow ABSP v2

14/18

For HP and HP Channel Partner Internal Use. May not be shared externally

Questions?

8/13/2019 DNSArrow ABSP v2

15/18

For HP and HP Channel Partner Internal Use. May not be shared externally

ABSP Business Requirements -BladeSystems

ABSPBusiness GoalsEnterprise Server (BladeSystem)

Blade Server HW sales revenue

14K per annum (PL MV)

PR (Penetration Rate)

7% for Blade specific services

HP Approved 2007 businessgrowth plan is acceptable

Service sales revenue

Minimum 3.5K of BladeSystemspecific

8/13/2019 DNSArrow ABSP v2

16/18

For HP and HP Channel Partner Internal Use. May not be shared externally

ABSPTraining RequirementsEnterprise Server (BladeSystem)

Business Min. 2 partner employees

completed web-based HPCare Pack sales training

Technical

Minimum 2 ASE ProliantServers (2005)

Must have C-class and/orP-class Blade elective

specific to products beingimplemented

8/13/2019 DNSArrow ABSP v2

17/18

For HP and HP Channel Partner Internal Use. May not be shared externally

Service Specialist Minimum BusinessCriteria

The following business criteria must be achievedin order to apply for HP Service Specialist status:

Status as HP Preferred Partner

HP Hardware sales min 1.4m p.a.

HP Care Pack sales min. 100k p.a

Penetration Rate* min. 5%

*Penetration Rate measures the ratio betweenCare Pack sales and hardware sales.

8/13/2019 DNSArrow ABSP v2

18/18

For HP and HP Channel Partner Internal Use. May not be shared externally