EMEA Channel Partner HandbookHPE Financial Services

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The value of working with HPE Financial ServicesPartner benefits

Sell more •Increasedealsizeby20%–35%byeliminatinglargeinitialcashoutlays

•Maximizesoftwareandservicesattach–bundlehardware,software,accessoriesandservices(includingnon-HPEcomponents)intoonepayment

•Demonstrategreatervalue–expandtheconversationwithyourcustomerstoincludehowyoucanhelpthemgaingreaterfinancialflexibilitytoachievetheirITandbusinessgoals

HPEFinancialServicesprovidesITinvestmentsolutionsandITconsumptionmodelsthathelpgiveyourcustomersgreaterflexibilitytoacquireandpayforadvancedITinalignmentwiththeirbusinessgoals.Wecanhelpyouselltoandserveyourcustomersmoreeffectively,providingrichersolutions,closingmorebusiness,faster,earningadditionalmarginandhelpingyourcustomersdomorewithintheirresources.Also,wecanhelpyouexpandyourbusinessmodelandgo-to-marketcapabilitiestoincludemoremanagedservicesandhybridcloudsolutions.

ThischannelpartnerhandbookprovidesareferenceofkeyelementsandbenefitsofourchannelpartnerprogramandourintegrationwithHewlettPackardEnterprise(“HPE”).

Cash purchase Financing

A customer with a budget of $2,000 USD per month can a�ord:

$24,000 USD purchase $80,000 USD financing over 3 years

Figure 1: Focusing on a monthly payment allows your customer to fit more into their budget

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Rate

Financedamount $100,000

Marginuplift* 2% $2,000

HPEFinancialServicesChannelRewardsProgram**(forqualifiedpartners) 1% $1,000

PartnerConnectionusagereward 1% $1,000

Totalpotentialmarginincrease 4% $4,000

*Channelpartnershavetheoptiontoincreasethecustomermonthlypaymentandbecompensatedfortheupliftincrement.Upliftguidelinesvarybyregionandfinanceagreement.

**HPEFinancialServicesChannelRewardsProgramvariesbyregion,partnerlevelandfinanceagreement.

PleasecontactanHPEFinancialServiceschannelrepresentativeforquestionsandmoreinformationonHPEFinancialServiceschannelprogramrewardsandincentives.

An illustrative example

Hardware Software Services Non-HP Bigger deal

+ + + =

Example Purchase Price Monthly Payment

Infrastructure $100,000 USD $2,778 USD

Add software or services $ 5,000 USD $ 150 USD

Total $105,000 USD $2,928 USD

Figure 2: Preserve cash for additional needs

Earn more – up to 4% additional margin•Optiontoupliftratesandcontrolhowmuchyouearn

•LeverageattractiveHPEFinancialServicesincentiveprogramsforchannelpartners

Improve cash flow•HPEFinancialServicesinitiatesfundingwithin48hoursofcustomeracceptance

•Improveyourdayssalesoutstanding(DSO)comparedtothetypicalaccountsreceivabletimeline

•Weenableimmediate,fullrevenuerecognitionforyou,whilecustomersmakemonthlypaymentstoHPEFS

PartnersutilizingHPEFinancialServicescanincreasetheirearningsoverandaboveotherHPEPartnerReadyprogramincentives.Forexample,belowisatablethatshowshowyoucanboostyourmarginsby4%,basedona$100,000transaction.

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Our promise of excellence to our channel partnersOur partner pledgesummarizesourstandardsandcommitmentstohelpsupportyourbusiness.

•Fulfill your need for speed–Quickquotes,fastcreditevaluationsandfundings-Weofferautomatedself-servicethroughourPartnerConnectionportalandfastfullservicefromourchannelteam.PartnerConnectionportalisnotavailableinallcountries

•a collaborative experience–Ourin-houseexpertisewillhelpsupporteachstageofyoursalescycleandthefulllifecycleofyourcustomers’IT

•Your relationships elevated–Asuccessfultrackrecordofsatisfyingourcustomers,with76%doingrepeatbusinesswithus

Benefits of HPE Financial Services for customers•Acceleratecustomers’abilitytoemploythelatestITtotransformandadvancetheirbusinesscapabilities

•LeveragenewITconsumptionmodelsthatprovidemore“as-a-service”likeoptionsandbenefits

•HelpthemkeeptheirITcurrentmoreefficientlytohelpmaintainacompetitiveedge

Integration into the HPE Partner Ready program

HPEFinancialServicesisapartoftheHPEPartnerReadyprogram.OurintegrationhelpstoenhancethevalueofyourrelationshipwithHPE.

Greater effectiveness from sales alignment and joint go-to-market capabilities•ProactivealignmentwithHPEPBMsandassignedpartnersandjointterritorycoveragefortransactionalsalestohelpincreasesalesgrowth

•Jointaccountbusinessplanning,opportunityandleadmanagementanddealengagementprocessestodrivedemandandhelpgrowyourfunnel

•LookfortheHPEFinancialServicessiteontheHPEPartnerReadyportal.Thereyouwillfindpartnermarketingandsupportresourcesandlinks

Support for new and expanded services led solutions and partner business modelsWecanhelpyoubuildorexpandamanagedservicesorcloudservicespracticewithITinvestmentsolutionsthataddresschallengessuchasrevenuerecognition,managingcustomercreditriskandassetmanagement.Wecantailorhowweworkwithyoutofityourgo-to-marketandbusinessmodelneeds:

•WithourITinvestmentsolutionsyoucanpackageafullservicesledofferforcustomerswithoutalargecashoutlayfromyouorthem

•HPEFScancollaboratetosellwithyou,providingfinancingtoyourcustomer,whileyouprovidetherestoftheITservicessolution

•HPEFScanprovidecustomerfinancingthroughyou,takingonthecustomercreditrisk,whileyoupackagethecompletesolutionforyourcustomer

Demand generation support•HPEFinancialServicesisintegratedintoHPEdemandgenerationcampaignsandtoolstoenhanceyoursalesandmarketing

•Weofferadditionalpromotionstohelpyouclosesalesopportunities

•HPEFinancialServicesisintegratedintotheTransformationAreastohelpyousellmorecompletesolutions

•Leverageinnovative,integratedprogramsandofferssuchasHPESubscriptionforServers,HPEPre-ProvisioningandTechnologyRefreshforComputing

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accelerate transformation

Helpscustomers&partnersacceleratetransformationgoalsaidedbyimprovedfinancialefficiencies.

trade-in Services Securetheremovalofoldtechnologytomakeroomfornew,withthepotentialtorecovervaluethroughresaleforcashback.

Deferrals & Pay-as-you Grow

Deferpaymentstofacilitatetransitionandstagingperiodsbeforedeployment.

HPe technology Refresh for Computing

AcquireacustomconfigurationofITforasinglemonthlypaymentwithacomprehensivesetofoptionalservicestohelptransitiontoanewITsolutionandmanagearefreshattheendofterm.

accelerated Migration MovedatedITequipmentoffofyourbooks,selltoittoHPEFSbutcontinuetouseitforamonthlyusagepaymentforaneededtransitionperiod.

Improve agility for evolving needs

ImprovesabilitytorespondquicklytochangesinneedsforITcapacityandconsumptionwhileminimizingtheimpacttoinvestmentcapacity.

Pre-provisioning Avoidlongprocurementcycles.Havesystemsshipped,configuredandreadyforactivation.Startpayingwhendeployed.

Flexible Capacity express

Aprivate/hybridcloudexperiencewiththebenefitsofon-premisesITsupportandcapacityasaservice.

Service Provider Growth Suite

Maximizesexistingenvironmentswhiledeliveringtheinvestmentflexibilitytoquicklyacquirenewinfrastructure

Optimize business operations

SupportscontinuousimprovementofworkerandITproductivitythrougheasierandfasteraccesstoNewStyleofBusinesssolutions.

HPe It Investment Solutions

Flexiblepaymentsolutionswithoptionstoreturnorowntheequipmentattheendoftheterm.

HPe Subscription for Servers

Chooseaturnkeysolution,includingbestinclasshardware,software&services,deliveredinaperunitmodelformonthlysubscriptionfee.Paytouseforasubscriptiontermandthenupgradetothenextgeneration.

HPe asset Recovery BestinclassremovalofITequipmentincludingcollection,transport,datacleansingandresale.Alldoneincompliancewithapplicableenvironmentalregulationsanddatacleansingbestpractices.

ForamorecompletesummaryofHPEFinancialServicessolutions,pleasevisitourwebsite.

Summary of HPE Financial Services solutions

BelowisasummaryofselectedHPEFinancialServicessolutions.

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Step 1 Obtain a quick quote and engage HPe Financial Services in the sales opportunityIncludeanHPEFSsolutioninyourproposalandpleaseprovide:•Companyname,customercontactinformation

•Financetermrequiredandtransactionvalue

•Proposedsolutionincludingbreakdownofhardware,software,services

•Equipmentlocation

•Anyotheroptionsrequested

Step 2 Credit assessmentToobtaincreditapproval,submittheinformationanddocumentationlistedinthelatersectionofthishandbook(Guidelinesforcustomercreditpackage).UsingPartnerConnectionandautomatedFICOcreditscoring,creditdecisionscanbereceivedinminutes.OtherrequestssubmittedinPartnerConnectioncanbereturnedinupto4hoursforatransactionlessthan$250K.

Step 3 Obtain a firm quote and HPe Financial Services DocumentationWewillconfirmthefinalfinancingrateandpreparethenecessarydocumentsforthecustomertoreviewandsign.DocumentsareavailableimmediatelythroughPartnerConnectionorin24hoursorlessfromanHPEFinancialServicesrepresentative.

Step 4 Credit and Shipping authorizationHPEFinancialServiceswillprovideaVendorAuthorizationLetter(VAL)oncethecorrectlyexecutedfinancingdocumentationhasbeenreceived,includingtheAnti-MoneyLaunderingSurvey,andallcreditconditionsforshipmenthavenbeenmet.

Step 5 Delivery and InstallationDeliverandinstalltheequipmentfollowingreceiptoftheVAL.YouwillneedtoprovidetoHPEFScopiesand,later,originalsoftheinvoices.Invoicesmustincludethemanufacturerpartnumber,description,unitprice,quantityandserialnumbers.Ifyouhaveyourowninternalpartnumbersorreferences,pleaseprovidetheoriginalmanufacturerpartnumbersalso.

Step 6 Certificate of acceptanceFollowingequipmentdeliveryandinstallation,havethecustomersigntheCertificateofAcceptance(CoA)andsendtheoriginaltoHPEFinancialServices.TheexecutedCoAlegallystartsthefinancingorleasecontract.PleaseensurepromptavailabilityofthesignedCoA.

Step 7 SettlementOncealldocumentshavebeenreceivedandcreditconditionshavebeenmet,wewillpaytheinvoices.Thisprocesstakesapproximately1-2businessdaysaftertheCoAhasbeenreceivedorequipmenthasbeendeemedaccepted.Paymentwillbemadedirectlytoyourbankaccount.PleasenotethatHPEFinancialServicescansplitpaymentsbetweendistributorsandresellersasneeded.

The Sales Process with HPE Financial Services

Forthefastestturnaroundandautomatedprocess,usetheHPEFSPartnerConnectionportaltoinitiateandcompletethesalesandfinancingprocessbelow.AnHPEFinancialServicesrepresentativeisavailableforassistanceatanypoint.WhetheryouusePartnerConnectiontosimplyobtainaquickquote,obtainacreditevaluationortocompleteatransaction,itwillhelpyoubemoreefficient.Currently,PartnerConnectionissetuptosupportcompletingtransactionsupto$1,000,000USDwithintheportal.

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The HPE Financial Services Partner Connection portal (not available in all countries)PartnerConnecitionisyouronlineportaltoasimplifiedcustomerengagement,withatrustedpartneradvisorinHPEFinancialServices,employingeasytouseself-servicetoolsthatenableyoutoquicklynavigatethroughthesalesprocessandincludeanITinvestmentsolution.UsePartnerConnectionto:

•Generateaquick quotetorespondtocustomerqueriesregardingfinancingsolutionoptions

•Generateacredit applicationonbehalfofcustomersandtracktheapplicationthroughitslifecycle

•Createandsavefirm quotetermstoprovidecustomerswithoptions

•Convertaquoteintosales proposal and contract documentsinseconds

•Contact our expertstoresolveanycustomerissuequicklyandeffectively

•access promotion materials

•access dashboard and obtain reportsfortransactionsperformedtodate

•IntegratePartnerConnectionfunctionssuchasquickquoteandcreditapplicationintoyourwebsiteforeasyaccessandimprovedutility

•InvitecustomerstotheHPEFSCustomer Portal

Guidelines for the customer credit packageToobtaincreditapproval,pleasesubmitthefollowing:

•Customer’scontactname,email,telephoneandfaxnumber

•LegalNameofthecompany,numberofemployeesandtheirFiscalRegisteredAddress.

•ForcustomersprocuringHPIndigoorScitexproducts,thecompany’sbusinessplanisalsorequired

•Detailsontheproductstobeprocured

•EquipmentLocationintheeventtheequipmentwillnotbelocatedattheCustomer’ssite(datacenterforexample).

•ExpectedcreditlinerequiredbasedonITprocurementplannedfor6-12months

•HPEFinancialServicesmayrequestadditionaldocumentsifrequired.

Forcustomerswhowillhaveanoutstandingbalanceof$500,000*orless,HPEFinancialServiceswillobtaintheadditionalinformationrequiredfromavailablecreditbureauxorpubliclyavailablefinancialstatements.Customerswhowillhaveanoutstandingbalanceofgreaterthan$500,000*arerequiredtoprovidethelast2yearscomplete,fiscalyear-endfinancialstatementsincludingbalancesheet,incomestatementandcashflowstatement.

*$150,000isthethresholdforFrance,Spain,NorwayandDenmark

IfHPEFinancialServicesisunabletoobtaintherequiredfinancialinformationfromavailablepublicsources,thecustomerwillberequiredtoprovideit.

The HPE Financial Services Customer PortalOurwebbasedself-serviceCustomerPortalmakesiteasyandconvenientforcustomersandyoutomanagetheirassetsfinancedthroughHPEFinancialServices.Customersuseasuiteoftoolsandreportstostayontopofthetermsoftheirfinancingagreements,invoicesandequipmentwithreal-timeaccesstoinformationandreportsfromasinglerepository.Atthebeginningofafinancingagreementwithus,wewillinvitecustomerstoaccessandusetheCustomerPortal.YourHPEFinancialServiceschannelrepresentativecanprovidemoreinformationontheCustomerPortal.

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Ratethisdocument

©Copyright2016HewlettPackardEnterpriseDevelopmentLP.Theinformationcontainedhereinissubjecttochangewithoutnotice.TheonlywarrantiesforHewlettPackardEnterpriseproductsandservicesaresetforthintheexpresswarrantystatementsaccompanyingsuchproductsandservices.Nothinghereinshouldbeconstruedasconstitutinganadditionalwarranty.HewlettPackardEnterpriseshallnotbeliablefortechnicaloreditorialerrorsoromissionscontainedherein.

FinancingandserviceofferingsavailablethroughHewlett-PackardFinancialServicesCompanyanditssubsidiariesandaffiliates(collectivelyHPFSC)incertaincountriesandissubjecttocreditapprovalandexecutionofstandardHPFSCdocumentation.Ratesandtermsarebasedoncustomer’screditrating,offeringtypes,servicesand/orequipmenttypeandoptions.Notallcustomersmayqualify.Notallservicesoroffersareavailableinallcountries.Otherrestrictionsmayapply.HPFSCreservestherighttochangeorcancelthisprogramatanytimewithoutnotice.

4AA1-6814EEE,January2016

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Why HPE Financial Services and why IT investment solutions?

Common Reaction:I’mnotinterestedinfinancing,Ihavethecashtomakethepurchasenow.

Response:Byswitchingtoamonthlypaymentmodel,youcouldbesavingupto70%ofcapitalinthefirstyearalone,andre-allocatethatmoneytowardsnewbusinessprojectsthatyoudidn’toriginallyhavebudgettofund.Plus,you’llbeabletoconservemorecashforunexpectedsituationsthatcouldarise.

Common Reaction:Wehaveotherfinancingoptionsalreadyavailablethroughourbank.Wedon’tneedtoworkwithHPEFinancialServices.

Response:Youdon’thavetoconsumeyourcreditlinesforITprojects.HPEFinancialServiceshasspecialistswhocanworkwithyouateachstagefromplanningandacquisitionofITtoretirement.HPEFinancialServicesworksaggressivelytooffercreativeandflexiblesolutionswithcompetitivefinanceratesthatwillworkbestforyourbusiness.HPEFinancialServicescanofferatotalfinancesolutionincludinghardware,softwareandservicesfrommultiplevendors.YouhavenothingtoloseingettingaquotefromHPEFS.

Common Reaction:Leasingisanadministrativeheadache.Response:HPEFinancialServiceshasadedicatedsalesandoperationalteamtoguideyouandyourcustomersthroughthefinancingprocess.

Common Reaction:Ihadanegativeexperiencewithleasinginthepast.Response:HPEFinancialServiceshasaloyalbaseofsatisfiedcustomers,76%ofourbusinesscomesfromrepeatcustomers.

Common Reaction:WehavealotofNon-HPEtechnologyanddon’twanttobelockedintoonlyhavingtobuyHPE.

Response:HPEFinancialserviceswillfinancenon-HPEtechnologyaswell,soyouaren’tlockedintoonetechnologyvendor.We’llevenbuybacknon-HPEtechnologyfromyouwhenyou’redonewithit.

Common Reaction:Iprefertoownmytechnology.Response:HoldingontoITassetsfortoolongtoavoidspendingcanendupincreasingmaintenancecostsanddecreasingworkerproductivity.Thatcouldendupcostingyoumoreintimeandresourcesintheend.Butthroughourfinancingsolutions,youhavetheflexibilityatendoftermtorefresh,extend,orbuyout.

Common Reaction:It’ssimplertobuyit.Response:Acashpurchaseupfrontcouldenduplimitingyourflexibilitytomakechangesandadjustasyourbusinessdemands.It’sworthconsideringthevalueofhavingmoreflexibilitytousecashelsewhereinyourbusiness.

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