The Value ProLiant Gen8 Delivers to the Channel

Transforming the Server Industry in 100 Days

Project MoonshotDelivering the future

of extreme low-energy computing

Project OdysseyRedefining the future of mission-critical systems

Project VoyagerRedefining the

expectations and economics of data

centersAnnounced Nov. 1, 2011 Announced Nov. 22, 2011 Feb. 13, 2012

Introducing HP Project VoyagerA multi-year, multi-generational journey

Supply chainIHV/ISV

ServiceONEOEM

Architecture Ecosystem ProLiant Gen8 Portfolio

Competition playing catch-up to ProLiant Gen8HP is transforming the economics and expectations of an industry

And beyond servers, to storage and networking…and the Converged Cloud

ProLiant Gen8 others copy and imitate

IBM

CISCO

DELL

Customers and partners agree “… Gen8 was designed

with Partner innovation in mind”

“Citigroup is modernizing its datacenters … and saw strong test results related to platform consolidation and performance.“

“… HP proves once more that they are the technological leaders and this is what we need in our very demanding environment.”

“.. we’ve seen a significant leap in the performance of our critical applications”

“… we saw a doubling of performance versus our existing solution at a similar price point. ” 

“… cuts my hardware investments in half”

Unprecedented press and analyst coverage

“… over 160 different upgrades and new features .. Including automatic updating of security patches that can cut server provisioning time to 10 minutes …”

“Great focus on measurable benefits and HP differentiation

…amazed by your focus on benefits, and innovation…some really neat things for channel partners to build services around…”

- Mark Fabbi HP Watcher

“… an impressive suite of offerings … one of the most impressive announcements from any vendor...”

“.. incrementally more positive on HP's ability to regain share in the x86 server market…”

“…really impressed with HP Server vision...”

 

-Rob Enderle, presidentand principal The Enderle Group

- John Furrier @Furrier

SiliconAngle

-Quentin Hardy

-Aaron RakersStifel Nicolaus

“HP has hit the nail on the head with its new features” -Tarun Bhasin

ProLiant Gen8 Advantages for HP Partners

Increase Customer Loyalty

Reach More Customers

Sell Higher Value w/o Incremental Resources

Secure Revenue StreamsIncrease Margin

Increase Revenue

Over 150 Design InnovationsCustomer-inspired engineering• Intelligent components built in• Intuitive consistent design philosophy• Hassle-free serviceability

Examples of customer-driven innovations in ProLiant Gen8 serversBetter Design Reduces Unplanned Downtime

HP Smart SocketAddresses the leading cause of motherboard failures

HP Smart DriveDo-not remove LED addresses the leading cause of data loss due to human error

Deliver Better Customer ExperienceFocus on business discussions and not

administrative tasksSimplified provisioning, troubleshooting, and software updates

Intuitive & configurable management system eliminates tedious, time-

consuming tasks

45%Less startup

steps eliminated

5x Faster problem

analysis

93%Less downtime during

online updatesOne-click systematically updates servers and blade infrastructures at the scale of your data center

HP ProLiant Gen8 Server Portfolio

HP ProLiant MicroServer

Affordable server within reach of every

small business

HP ProLiant e-SeriesEssential servers ideal for everyday business needs

HP ProLiant p-SeriesHigh-performance servers ideal for more demanding

applications

DL380 FamilyIndustry leading serviceability,

expandability and flexibility in 2U

DL360 FamilyOptimized for size and storage.

Best-in-class compute and storage in 1U

ML350 FamilyEssential

performance with versatility

and room to grow

HP ProLiant Blades 400

Ideal balance of performance,

density, and efficiency for enterprise applications

Ready to help your business grow…and grow easily with your business

Blades and CloudOne Converged Infrastructure from Client to Cloud

1st highly optimized

solution for Client Virtualization

#1 SMB blade, Optimized for

the “undatacenter”

#1 Blade for

Enterprise Data Centers

#1 platform on Top 500 list for HPC

1st Mission Critical

Converged Infrastructure

Most complete, open,

integrated system for

Cloud

6 millionInsight Management

licenses

2.7 millionBlades shipped - more than

Dell, IBM, and Cisco combined!

5 millionVirtual Connect ports

delivered

#1 in BladesIn market share and revenue

Protection & growth for you and your customer’s investment

HP Provides the Best Path to the Cloud

HP VirtualSystemVirtual/utility storage, VMs, and management

HP BladeSystemIndustry’s leading modular architecture and virtual connectivity

HP CloudSystemAutomation, orchestration, and service management

Differentiat

ed Customer

value

Partner

Margin

X86 Server SMB TAM & Market ShareSMB Market Overview

X86 server WW SMB 2012 TAM is $15B with an expected CAGR of 4.1% over the next three years

X86 server WW SMB 2012 TAM represents 40% of the TOTAL TAM

WW HP x86 server all segments Market Share is 34% (2,768,189 units); WW HP x86 server SMB Market Share is 37% (1,535,233 units)

55% of HPx86 server units were sold to companies with less than a thousand employees

2011 2012 2013 2014$13,500

$14,000

$14,500

$15,000

$15,500

$16,000

$16,500

$17,000

$14,840

$15,383

$16,103

$16,742

x86 Server WW SMB TAM

x86 Ser...

4.1%

CAGR 4.1%

Source: IPR/ EB Segment x Channel Model -2H11 Update- Final-Nov-21-11. EB Segment x Channel worksheet.

Source: IDC WW x86 ServerTracker_FinalHistoricalPivot_2011Q4_HP

x86 Server WW SMB Market ShareUnits

2007 2008 2009 2010 20110

200,000400,000600,000800,000

1,000,0001,200,0001,400,0001,600,0001,800,000

Cisco Dell Fujitsu Hewlett-Packard IBM

37%

27%

11%3%2%

40%

44%

16%

2012 WW All segments x86 Server Revenue M$38,836

SMB (<1000 Emps) x86 Server

Enterprise (>= 1000 Emps) x86 Server

Public (Gov/Edu) x86 Server

$6,294

$15,383

$17,159

Source: IPR/ EB Segment x Channel Model -2H11 Update- Final-Nov-21-11. EB Segment x Channel worksheet.

HP iQuoteHP iQuote is a cloud browser-based application built to deliver error free quotations with real time information from distributor’s stock availability, maximizing each sales opportunity.

HP iQuote portfolio includes: ESSN Volume BTO ISS ProLiant, HP Storage, HP

Networking PSG Commercial Notebooks, Desktops, Workstations IPG Current and EOL Printers

iQuote simplifies selling HP products iQuote is HP’s exclusive in-channel cloud service for sales configuration and quoting

Sell

Additional Options Quoted

CurrentApproach

Increased RevenueOpportunity

Pitc

h

Sell

Mor

ePi

tch

Mor

e

Compelling features• Real-time buy-price & stock levels• Automatic pricing & incentive• Buy-now capability

iQuote makes it easier to maximize sales• With incremental quotes & attach options built into

them have an increased revenue opportunity

iQuote provides a consistent and better end-to-end experience• One interface, regardless of distributor, regardless of HP product family• Transactional focus for quick decision making and selling• Simplified access to frequently used workflows, products and pricing

iQuote super-charges ecommerce capability

1. iQuote is simple and easy to access• By distributor’s sales teams• By resellers with access thru distributor’s

website

2. Quotes built fast & accurate online• Reduced burden on technical presales team

3. Purchased via ecommerce system• Validated orders sent to shopping cart

Web Site

iQuoteDistributor Instance

Real-time Stock/PriceShopping Cart Integration

Reseller

Sales / Pre-salesTeam

$ $ $

HP iQuote Growth & Adoption Now expanding to Latin America, Canada & further into Europe

Nov-10

Jan-11

Mar-11

May-11

Jul-1

1

Sep-1

1

Nov-11

Jan-12

Mar-12

Total WW Quotes1,000 Quotes/DayMilestone Reached

May 17th, 2012

One US distributor creates over 7,500 quotes/month

Up to 64% of quotes created externally by resellers

ProLiant Gen8 Advantages for the HP Channel Technology innovations that drive business results

Increase Customer Loyalty

Reach More Customers in a

unique way

Sell Higher Value w/o Incremental

Resources

Some comparison between Hp Proliant & its competitors servers IB

MCI

SCO

DELL

VS

HP is redefining ‘entry’ as ‘essential’

•Hot Plug : Hard Drives and Fans*• Intelligent Provisioning•Common slot power supplies•HP iLO Management Engine, Insight Control•Smart Storage (RAID 5,6,ADM)•HP BIOS

ProLiant 300 e-Series Gen8

ProLiant 300 ‘essential’ Series

ProLiant e-Series Dell entry IBM entry Fujitsu entryEase of use

HP Smart Socket guide1 ü û û ûHP SmartMemory ü û û û

Storage (std.)HP SmartDrives ü û û û FBWC (flashed based caching) up to 2GB DDR3-1333MHz up to 1GB up to 1GB up to 1GB BBWC

Embedded Management HP iLO Management Engine (iLO 4) iDRAC Basic Integrated Mgmt

Module II C-Series Integrated Mgmt

Controller Intelligent Provisioning (Standard) ü û û û Active Health System ü û û û Agentless Management ü ü û û

Cloud-based Management HP Insight Management 7 None None NoneHP Insight Control (agentless) ü û û û HP Insight Online ü û û û

Advanced Power & Cooling3D Sea of Sensors ü û û û

HP ProLiant e-Series vs. CompetitionHow HP ProLiant redefined essential servers

Included on all e-Series 2P Towers and Rack servers

HP ProLiant DL380e Gen8 server•Enterprise RAID ready•2X the storage capacity•2X networking bandwidth•Core lifecycle management built-in•Hot-plug power standard

Price optimized for business needs Helping you deliver the best value on the market

Net ~$ 100 Savings over the Dell configuration

Entry Smart Buy

Dell R520

$1299*$960*

Hot-Plug Power

Core Mgmt

2 Port NIC

$1397*

10 Marquee features in ProLiant Gen8Elegant System Design Smart Socket Guide to eliminate bent pins, designed-in quality throughoutActive Health 1600+ System Level Parameter monitoring for 5x faster provisioning Intelligent Provisioning with early video & agentless management—45% fewer steps for 3x faster deploymentSmart Memory faster throughput with less power & advanced error detectionSmart Storage Smart drive carriers & solid state optimized

Thermal Discovery Services pinpoint precision with 3D Sea of SensorsPower Discovery Services 10% power savings with Platinum Plus Power SuppliesLocation Discovery Services automated inventory & workload trackingSmart Update Manager Sequence, stage & schedule consistent updates across 100’s of servers at once—69% less admin timeInsight Online Cloud-based portal—anywhere, anytime, any-device access to track warranty/support

1.

2.

3.

4. 5.

6. 7. 8. 9.

10.

• General purpose applications, storage servers• Essential compute and dense storage

environments• Web Infrastructure & other workloads where

storage upgradability is critical

Compute and storage, ideal for essential data center needs

HP ProLiant DL380e Gen8 (2P 2U)

• Industry leading storage capacity*• Balanced price performance server*• Flexible design and options to upgrade*

• Initial interline pricing to ProLiant DL380p Gen8

• Starting list price $1,859 (hp.com)*• Dense storage capacity over ProLiant DL380p

Gen8*

• Dell R520 : ProLiant DL380e Gen8 offers more storage capacity with a choice of controllers, more slots and more ports.

• IBM X3630 M4 : ProLiant DL380e Gen8 offers options and flexibility, smart technologies and management.

• Handling Objections*

• Unmatched storage options 25(+2)SFF & 12(+2) LFF drives with industry leading capacity.

• Supports up to 6 PCIe Slots & GPU support – beats both Dell and IBM.

• More standard management features than either Dell or IBM.

Intel® Xeon® E5-2400 up to 8 Cores @ 2.4GHz

12 DIMMs, up to 384GB HP SmartMemory

Up to 27 SFF/14 LFF 27TB/42TB with HP SmartDrives

HP Smart Array B320i/B120i Controller

HP Ethernet 1Gb 4p 366i Adapter

6 PCIe slots (FH/HL, LP)

HP iLO Management Engine (iLO 4)

94% efficient redundant PS

3-1-1 warranty

Replaces DL180 G6

Key Competitive Advantages

CompetitionKey Selling Points

Ideal for…

Price Positioning

ProLiant DL380e Dell (R520) IBM (x3630) Cisco (C24)

ComputeIntel® Xeon® E5-2400 Series

4/6/8 Cores, PCIe 3.0up to 6 available slot(s)

Intel® Xeon® E5-2400 Series4/6/8 Cores, PCIe 3.0

up to 4 available slot(s)

Intel® Xeon® E5-2400 Series4/6/8 Cores, PCIe 3.0

up to 5 available slot(s)

Intel® Xeon® E5-2400 Series4/6/8 Cores, PCIe 3.0

up to 5 available slot(s)

HP Smart Socket guide ü û û ûMemory (12) DDR3, up to 1600MHz

(384GB max)(12) DDR3, up to 1600MHz

(384GB max)(12) DDR3, up to 1600MHz

(192GB max) (12) DDR3, up to 1600MHz

(192GB max)

HP SmartMemory ü û û û Storage (std.)

Dynamic Smart Array B120i27 SFF / 14

LFF max, HDD/SSD

PERC S110 (SW RAID)8 SFF / 8 LFF maxSAS, SATA or SSD

0 SFF / 14

LFF max, HDD/SSD

24 SFF / 0

LFF max, HDD/SSD

HP SmartDrives ü û û û FBWC up to 2GB DDR3-1333MHz up to 1GB up to 1GB up to 1GB BBWC

Networking HP Ethernet 1Gb 4-port 366i Adapter

Broadcom® 5720 Dual Port 1Gb LOM

Intel I-350 Quad Port (2 ports enabled std.) 2x1GbE

FlexibleLOM û û û û Embedded Management HP iLO Management Engine (iLO 4) iDRAC7 with Lifecycle Controller Systems Director C-Series Integrated Management

Controller Intelligent Provisioning ü û û û Active Health System ü û û û Agentless Management ü û û û

Cloud-based Management HP Insight Management 7 None None NoneHP Insight Control (agentless) ü û û û HP Insight Online ü û û û

Power & Cooling up to 94% Platinum Plus up to 96% Titanium up to 94% Platinum up to 94% Platinum 3D Sea of Sensors ü û û û

HP ProLiant DL380e Gen8 competitiveCompute and storage, ideal for essential datacenter needs

Full featured 1P tower with enterprise-class manageability

Introducing the HP ProLiant ML310e Gen8 v2

What’s new• Latest Intel Xeon E3-1200v3 Series processors• Dedicated iLO connection for faster and more secured data

transmission• Windows Server 2012 compatibility• Energy efficient ethernet network adapter• Seamless network connectivity extending benefits of

converged infrastructure

8SFF Model w/locking

bezel4LFF Model

• Established businesses with remote branch offices

• File/print, web messaging and small vertical applications or databases

Full featured 1P tower with enterprise-class manageability

HP ProLiant ML310e Gen8 v2 (1P4U)

• Maximum system uptime and productivity with built-in Gen8 innovations

• Industry leading management with HP iLO ME*

• Flexible options to meet changing business needs

• Standard 1-1-1 Warranty• Starting list price $599 (hp.com)*

• Dell T110 II : ProLiant ML310e Gen8 v2 offers better storage, smart technologies,* embedded management.

• IBM x3100 M4 : ProLiant ML310e Gen8 v2 offers network flexibility, smart technologies and management.

• Handling objections*

• More standard management features than either Dell or IBM. Dell’s iDRAC Express license starts at $199.

• Supports LFF & SFF (SAS/SATA/SSD) drives to meet both capacity and performance needs over Dell and IBM.

• Greater storage capacity over IBM.

Intel® Xeon® E3-1200v3 up to 4 Cores @ 3.5GHz

4 UDIMMs, up to 32GBHP SmartMemory

Up to 8 SFF/4 LFF 9.6TB/16TB with HP SmartDrives

HP Smart Array B120i Controller

HP Ethernet 1Gb 2p 332i Adapter

4 PCIe slots (2 PCIe x3, 2 PCIe x2)

HP iLO Management Engine (iLO 4)

85% non hot plug, not redundant; 92% efficiency redundant PS

1-1-1 warranty

System Insight Display

Optional HP PS1810 managed switches

Replaces ML310e Gen8

Key Selling Points

Ideal for…

Price Positioning

Key Competitive Advantages

Competition

HP ProLiant ML310e Gen8 v2 Dell (T110 II) IBM (x3100)

ComputeIntel® Xeon® E3-1200v3 Series

2/4 Cores, PCIe 3.0up to 4 available slot(s)

Intel® Xeon® E3-1200v2 Series2/4 Cores, PCIe 2.0

up to 4 available slot(s)

Intel® Xeon® E3-1200v2 Series2/4 Cores, PCIe 2.0

up to 4 available slot(s)

HP Smart Socket guide û û ûMemory (4) DDR3, up to 1600MHz

(32GB max)(4) DDR3, up to 1600MHz

(32GB max)(4) DDR3, up to 1600MHz

(32GB max)

HP SmartMemory ü û û

Storage (std.)Dynamic Smart Array B120i

4 SFF / 2LFF max, HDD/SSD

6 SFF / 4

LFF max, HDD/SSD

8 SFF / 4

LFF max, HDD/SSD

HP SmartDrives ü û û FBWC up to 2GB DDR3-1333MHz up to 0GB up to 256MB

Networking HP Ethernet 1Gb 2-port 332i Adapter 1 x 1GbE Integrated 2-port Gigabit EthernetFlexibleLOM û û û

Embedded Management HP iLO Management Engine (iLO 4) iDRAC6 with Lifecycle Controller Systems Director Intelligent Provisioning ü û û Active Health System ü û û Agentless Management ü û û

Cloud-based Management HP Insight Management 7 None NoneHP Insight Control (agentless) ü û û HP Insight Online ü û û

Power & Cooling up to 92% Gold up to 80% up to 85% Bronze 3D Sea of Sensors ü û û

HP ProLiant ML310e Gen8 v2 competitiveFull featured 1P tower with enterprise-class manageability