Engage BP Presentation - Digital Solutions · 2019-05-30 · BPO & Engineering and R&D services...

Copyright © 2018 HCL Technologies Limited | www.hcltech.com2 Copyright © 2018 HCL Technologies Limited | www.hcltech.com2 HCL and Partner Confidential

AGENDA

1. HCL P&P Overview

2. HCL Business Partner Program Overview

3. BP Transaction Models

4. Margins

5. Deal Registration & Protection

6. FAQ


HCL OVERVIEW


ABOUT HCL

Leading global technology company helping enterprises re–imagine and transform their businesses

Fastest growing at $8.4 Bn USD Revenues 134,000+ diverse, multinational employees across 44 countries

Deep tradition of partnering with large scale enterprisesto drive innovation into real world application


ABOUT HCL

Focused on providing an integrated portfolioof technology products, solutions and services. All driven by our Mode 1–2–3 growth strategy:

Mode 1Applications, Infrastructure,

BPO & Engineering and R&D services

Mode 2Digital & Analytics, IoTWoRKS™,

Cloud Native Services, Cybersecurity & GRC services

Mode 3Products

and Platforms


IN JUST THE LAST 3 YEARS

We have released 50+ products and completed 17 deals


PRODUCTS AND PLATFORMS BACKGROUNDAppScan SourceAppScan EnterpriseAppScan StandardApplication Security on Cloud

Test WorkbenchFunctional TesterTest Virtualization Server Performance Tester Performance Tester on CloudApplication Performance Analyzer Test RealTime (RTRT)

UrbanCode – Deploy, Release, BuildClearCase & ClearQuestApplication DeveloperSoftware Architect DesignerRose, Synergy & Change, Build ForgeAsset Manager

Host Access Transformation Services (HATS)Host Access Client Package (HOD, PCOM)File ManagerFault AnalyzerAsset DiscoveryCICS Tools (IA, VR, DA)Business Developer for Z

Note: Informix, BigFix, WebSphere, Domino, Lotus Notes, Sametime, Verse, AppScan, UrbanCode, ClearCase, ClearQuest are trademark(s) of IBM Corporation, registered in many jurisdictions, and are used under license.

HCL Leap (formerly Forms Experience Builder)Forms (FEB and Forms acquired wholly by HCL)

Workload Automation (WA), SaaS & ZBigFix

Informix Server and Client ProductsInformix on Cloud

Marketing Suite- Campaign- Interact- Contact Optimization- Marketing Operations

WebSphere PortalWeb Content Manager (WCM)Web Experience Factory (WEF)

DominoLotus NotesSametimeVerse

ITXWebSphere Data Interchange (WDI)WebSphere TX Trading ManagerIndustry Solution Packs – Healthcare, Financial Services, Supply Chain


PRODUCT MANAGEMENT PRINCIPLES


GTM TEAM

Client Advocacy

Customer Success

Product Specialists

Customer revenue growth

Owns renewal revenue

Product satisfaction and engagement

HCL P&P Client

Drives product value to customers

Deal Leaders

Top 150 customer revenue growth

Technical Advisors

Product revenue growth

Business Partners

Business partner revenue growth

Account Managers


PARTNER PROGRAM OVERVIEW

HCL PARTNER PROMISES

1. Focus on customer value and growth

2. Provide sales, support and innovation resources

3. Offer simplified partner program

4. Deliver industry leading margins

5. Support deal registration & protection

6. Seamless transition to HCL

KEY PARTNER PROGRAM HIGHLIGHTS

1. 1 Tier, singular reselling agreement for both distributors and resellers

2. Margin matched for new licenses and follow on new renewals

3. Sales investment rewarded with deal protection

4. Access to technical and sales support resources

5. No HCL reserved accounts

6. Global margin consistency


TRANSACTION MODEL


HCL

BusinessPartner

Customer

Quote(HCL,BP) Quote

Order(Cust) Order(BP)

InvoiceInvoice

Payment Payment (BP)

License Agreement & Registration / SW Download

Optional Support…

Entitled Support…

Deal Registration (BP)

HCL PARTNER TRANSACTION MODELTi

me

laps

e


HCL

BusinessPartner

Customer

Quote (HCL BP)

OPTY ID

Order Order

Invoice Invoice

Payment Payment (BP)

License Agreement & Registration / SW Download

Optional Support

Entitled Support…

Deal Registration

Preferred Supplier

X

Quote Quote

Order

Invoice

Payment

Tim

ela

pse

TRANSACTION MODEL – SELECT CUSTOMERS


MARGINS


Goals

ü Simple with no backend incentives to track and claimü Industry leadingü Focused on continuous customer engagement and growthü Provide partner flexibility in leveraging increased margin for marketing and sales investment

MARGINS

New Licenses and Follow on Renewals Transitioning Renewals

Ø 25% margin on new licensesØ 25% margin on renewals of new license salesØ Additional 2.5% margin for providing L1 and L2

SupportØ No margin penalty for selling globallyØ Margin protected under special bids

Ø Quoting based on last renewed priceØ No margin calculation as last renewed price

includes built in margin from prior saleØ Quotes will be pre-published to last renewed

partner 90 days in advance. No registration required


DEAL REGISTRATION AND PROTECTION


Goals

ü Transparency between HCL and Partnersü Minimize channel conflictü Partner and Sales Engagement

DEAL REGISTRATION

Overview How

Ø Must be a registered Partner at www.hclpartnerconnect.com

Ø Registration required to receive quoteØ Multiple partners and HCL may register dealsØ Available after acquisition closeØ Launched from www.hclpartnerconnect.com

Ø Partner provides customer and transaction information

Ø HCL reviews and validates informationØ HCL publishes quote on HCL eCommerce siteØ HCL updates Deal Registration recordØ Partner retrieves quoteØ Quotes are valid for 180 daysØ 90 day extensions available


Goals

ü Protect partner sales investment ü Reward partners for positive and continuous customer engagementü Deliver focused investment by HCL to key deals

DEAL PROTECTION

Overview How

Ø Deal must be registered for 2 weeksØ Deal must be validated/qualifiedØ Available for new licenses and renewalsØ Deal size must be greater than $10kØ Multiple partners may applyØ Only one partner awarded deal protectionØ Exclusive access to special bid pricingØ Engagement of HCL resources to assist in sale

Ø Partner selects registered deal and requests protection

Ø Partner provides detailed sales investment and activity

Ø HCL reviews and validates informationØ HCL informs partner of awardØ Partner requests special bidØ HCL provides partner sales and technical supportØ Protection valid for 90 days with 30 day extension


FREQUENTLY ASKED QUESTIONS


Can BPs take a former IBM direct renewal through the channel ?Yes. HCL does not have reserved accounts. Partners may register renewals

Does HCL have ELAs that restrict partner participation ?No. HCL does not have “house” accounts

Will HCL pass me leads based on set criteria ?No. HCL sellers may bring partners into accounts where partner adds value.

What are HCL’s new licensing models ?New licensing models will be shared after deal closes. Customers and partners will still be able to purchase under current licensing models after close

Will HCL P&P pass all services leads to HCL services ?No. HCL P&P values our partners expertise and relationship. HCL P&P is a separate entity within HCL

Will HCL Have 1 and 2 Tier ESAs ? Yes. HCL legal is currently working on finalizing the ESA contract templates.

FREQUENTLY ASKED QUESTIONS


CALL TO ACTION!

1. Go to www.hclpartnerconnect.com2. Download the FAQ

3. Register as a Partner

4. Attend next Webinar on deep dive of Deal Reg and Protection and order processing details.

Engage BP Presentation - Digital Solutions · 2019-05-30 · BPO & Engineering and R&D services...

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Transcript of Engage BP Presentation - Digital Solutions · 2019-05-30 · BPO & Engineering and R&D services...