Transcript HP CloudSystem Certified Hosting Customer Deck

HP CloudSystem
Certified Hosting
For HP CloudAgile partners
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
How to use this deck
Remove this slide before presenting
• This deck is designed to help you present the HP CloudSystem Certified Hosting program to
CloudAgileService Provider partners to recruit them to the program
• The main slides cover:
− Cloud services market challenges
− Overview of the HP CloudSystem Certified Hosting Program
− How the program works
− How do partners get started
• More detail is provided in the back-up slides:
− Advantages of cloud hosting with HP
− Building success (customer success examples)
• **Be sure to go to the link provided on slide 13 to learn about current promotions and incentives for Service
Provider partners
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Agenda
• Cloud services market opportunities and
challenges
• HP CloudSystem Certified Hosting program
• How does the program work?
• Act now—Get the HP edge
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Business and IT are under pressure
Speed innovation
Speed execution
Lower costs
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
This opens doors to grow your cloud hosting revenue!
Enterprise customers are looking to cloud hosting to enable IT delivery
Customer needs
• Faster service delivery to beat the competition,
enhance revenue
• Provision new services on-demand; deploy
environments quickly
• Flexible capacity they can scale on a utility basis
• Use existing mixed IT environment; maintain future
flexibility
• Detailed reporting for charge-back and governance
• Simplified management for capacity planning,
efficiency and control
• Reliability, availability and security they can count on
* http://softwarestrategiesblog.com/2012/01/17/roundup-of-cloud-computing-forecasts-andmarket-estimates-2012/
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Over $100B
cloud services
market by 2013*
Cloud hosting opportunities for service providers
Wide range of hosting services
Dedicated, private cloud hosting
Hybrid cloud hosting
Managed hosting
Application-specific hosting for core productivity
applications like Microsoft Exchange, SharePoint,
etc.
• Hosting targeted at vertical industries, including
healthcare, government, media and more
• Development environments—fast provisioning for
app/service development
• IaaS, PaaS and SaaS
•
•
•
•
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Winning in the cloud hosting market isn’t easy
Speed, differentiation, efficiency, and flexibility are essential
To add revenue and margin, do you need:
• Avenues for expanding your sales reach?
• Ways to differentiate your services in the cloud
market?
To improve service levels, do you need:
• To automate and enhance cloud solutions for your
customers?
• To quickly create new application environments?
• Detailed reporting for charge-back and allocation
of resources?
• Flexibility on hypervisors, operating system
choices, etc.?
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP CloudSystem Certified Hosting—
gain the cloud services edge
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP CloudSystem Certified Hosting
HP’s technology and market strengths extend SP’s sales reach and hosting capabilities
Market DevelopmentMarket strength /
Leading cloud
experience
technology funds/ Joint Investment
• HP ConvergedIndustry’s
Cloud— most cloud
• Market leadership
ready
infrastructure
most complete,
• Enterprise experience
integrated, unified and
• Industry partnerships
open platformOffering/demo
development
funds• Customer relationships
• HP CloudSystem,
Cloud
Maps, Cloud Service
Automation Extensive
GTM
Sales enablement /
partnership
• Joint go-to-market
funds/programs
• Dual compensation
• Customer/partner linkages
• Incentives
• Certification
HP & Channel
*Boost cloud capabilities
* Differentiate services * Speed delivery * Grow pipeline *
Sales Engagement
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP CloudSystem Certified Hosting—What is the program?
Winning combination to help you build, differentiate and sell cloud services
Host on HP CloudSystem—
End-to-end cloud delivery solution
+
• HP Cloud System, Cloud Service Automation
and HP Cloud Maps
− Optimized utilization
− Fast, automated application deployments
− Single management view
• HP best-in-class converged cloud infrastructure
− Openness/flexibility on OS, hypervisors,
physical & virtual servers, etc.
− Reliability, availability, and security
− Reduced operating costs
− Scalability
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Join Certification Program—
Partnership to expand/speed sales
• Pipeline development with HP customers,
sales reps, channel partners
− Joint go-to-market activities; dual
compensation; cooperation not competition
− High-margin services
− Linkages to HP enterprise customers
− Leverage HP experience and relationships
• US $10Ktraining and certification
− Gain expertise, customer service/assurance
• Reduced acquisition/ramp-up costs
− Discounts up to 50%
− Flexible financing
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
What’s in it for you?
Leverage HP technology edge and sales reach to grow capabilities and boost sales
Boost your ability to pursue the $143B cloud services market
• Differentiate your cloud services with HP CloudSystem advantages to beat the competition
− Rapidly deploy new applications and services to meet customer needs (via Cloud Maps, etc.)
− Use open solution to meet customer choice of hypervisor, OS, virtual/physical servers, etc.
− Address almost any customer requirement across multiple hosting options: colocation, managed hosting,
cloud infrastructure
− Count on HP Converged Cloud reliability, manageability, scalability, security
• Extend your sales reach with HP marketing and sales
− Joint GTM/Lead Gen
− $$$ for HP sales force & channel partners to drive CloudSystem Hosting business
− Leverage HP customer relationships and experience; expand links to enterprise customers
• Reduce costs for cloud acquisition and operations
• Gain expertise and assure your end users with free training and HP Certification
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Program requirements
Who is eligible for the program?
The program is for HP CloudAgile Partners* who plan to offer cloud services that are:
• Hosted on HP CloudSystem(s)
• Defined for target sectors (i.e., by industry or customer needs like IaaS, PaaS or SaaS)
How to get started? What is required of partners?
Start with a detailed discussion about HP CloudSystem Certified Hosting with your HP Sales Team
Be prepared to:
• Order and install your HP CloudSystem
• Train and certify two of your engineers. (Be prepared to cover initial cost prior to reimbursement by HP)
• Develop joint go-to-market plans and lead generation activities with HP
(MDF to be allocated based on shared marketing plans, objectives, etc.)
• Engage in co-selling activities. Share your funnel with HP and leverage linkages
* If the SP is not yet an HP CloudAgile Partner, they must qualify for and sign up to be an HP CloudAgile Partner prior to becoming an HP CloudSystem Certified Hosting Partner.
If currently a Business level partner, must be planning to become a Select level partner within 12 months.
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Current promotions
Check for current offers to help you jump start your cloud hosting capabilities and sales
See current promotions at the
HP CloudAgile Partner Portal home page:
http://www.hpcloudagiletool.com/
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
How does the program work?—the
partnership edge
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Single point-of-contact, focused joint marketing
We help you grow your pipeline
• Dedicated CloudAgile Concierge = single point-of
contact
• Initial joint value proposition definition/strategy
• Quarterly marketing plan and GTM funds
• Incentives/collaboration with HP sales reps, channel
partners
• Activities: joint sales/customer events, collateral,
webinars, lead generation, etc.
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP links you to our customers and partners
Invaluable linkages open doors to new business
HP brings our enterprise customers and channel partners to you!
Joint compensation = new playing field, cooperation NOT competition
HP enterprise
customers
HP
HP
CloudAgile
service provider
HP sales reps
SP & HP Sales Rep
Joint compensation
Joint GTM
Enterprise
market
HP channel
partners
SP & Channel partner
SME/SMB
Joint Opportunities
market
Compensation for CP
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Extend sales reach with HP sales force ...
Unlocking new business opportunities with win-win model
Compensated to sell together
• Allows double crediting for CloudAgile partners*
• Providing quota credit to both the End User Rep and
the Service Provider Rep
• Allows a partner environment where the sales reps
do not compete for the business
• HP Sales compensated on key CloudAgile offerings
Both sales reps get credit
*For CloudAgile select and premier partners
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
...And get even greater reach through our channel
HP pays our channel to co-sell CloudSystem
Financial incentives for channels
HP channel
partners
• 2% agent rebate for Hosted CloudSystem or 3PAR
opportunities delivered by CloudAgile Service
Providers
• CI Specialist Resellers are eligible for deal
registration benefit
• Details available on Partner Portal—Cloud
Expressway
CloudAgile service
provider
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Act now!—Get the HP edge
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Get started now to gain your cloud hosting edge
Schedule an in-depth discussion about HP CloudSystem Certified Hosting
and HP CloudSystem with your HP sales team today!
Order your HP CloudSystem
Schedule training and certification for two engineers
Define market specialties; work with assigned HP Concierge to develop GTM
plans (including HP customer, sales rep and channel partner linkages)
Launch your unique, differentiated cloud services based on HP CloudSystem
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Thank you
c03961354, October 2013
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Back-up slides
Advantages of cloud hosting with HP
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Converged Cloud
Hybrid delivery based on common architecture across traditional & all cloud models
Choice
• Open…standards-based across all delivery models
• Heterogeneous…hypervisors, development, infrastructure
• Extensible…partner ecosystem
Information
Applications
Infrastructure
Confidence
• Security…across info, apps, infrastructure, delivery models
• Management …end to end
• Automation…for cloud based architectures & processes
Consistency
Traditional
• Common architecture…across all delivery models
• Portability…for flexibility & optimization
• Consumption experience…one simple model
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Public Cloud
Private Cloud
Managed Cloud
HP CloudSystem
Most complete, open, integrated system
• Single services view
across hybrid cloud
• Multi-hypervisor, multi-OS,
heterogeneous infrastructure
• Intelligent automation
and orchestration
• Rapid application and
infrastructure deployment
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Cloud Maps—your advantage for high-margin
enterprise hosting
Support your markets and customers with off-the-shelf and custom automation solutions
• Create custom cloud maps or choose from the 150
that HP offers
• Quickly create new application environments, often
in less than an hour
• Repeatable, proven deployments lower risk and
assure optimized performance and SLAs
• Built-in disaster tolerance, compliance and lifecycle
management
• Save up to 200 staff-hours* per application
environment in design, development and
deployment
HP Cloud Maps
Create a rich catalog
Prepackaged application
templates integrate
decades of expertise
of application services ready
for push-button deployment
HP Cloud Service Automation
* Based on HP experience in customer engagements
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Leverage HP experience with enterprise workloads
We understand customers’ key application areas and can help you do business in these
areas
• Extensive partnering experience with
leading enterprise software vendors like
Microsoft, Oracle, SAP, etc.
• Solid footprint in enterprise accounts
• 100+ Cloud Maps with over 25 partners
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Cloud Maps help you meet your customers’ needs
Host the applications your customer has today—this is just a sample!
Class
Available Cloud Maps
Class
Available Cloud Maps
Messaging &
collaboration
MS Exchange & SharePoint
Database
Oracle, SQL Server, MySQL,
Sybase, DB2, Informix
Web services
Apache Tomcat, Microsoft IIS,
Adobe Flash Media Server, Force 5
Enterprise /
vertical apps
SAP, PeopleSoft, Ericsson,
Temenos, QAD, SAS
Middleware
Websphere, WebLogic, JBOSS,
Oracle Fusion, TIBCO
Desktop mgmt
Citrix, Symantec NetBackup
Infrastructure,
security
Active Directory, McAfee,
Symantec, Trend Micro, HP DDMI
Get your customers key workloads to the cloud faster and with more confidence
Whether for IaaS, PaaS or SaaS, choose from 150 cloud maps—including infrastructure provisioning, application
deployment, and lifecycle management cloud maps—to provide what your customer needs.
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Be the first to cover the enterprise
Customers need IT services and solutions for diverse workloads
Grow business by covering wide-ranging needs
• Virtual private cloud—dedicated cloud for multiple
internal users
• Core productivity applications—secure deployment and
scalability for Microsoft Exchange, SharePoint and more
• Development environments—fast provisioning for
app/service development
• Variable workloads—bursting capacity on demand
Pursue broader range of
customers
HP CloudSystem enables flexibility
• Open technology—meet customer needs regardless of
hypervisor, OS, etc.
• Scalability/agility—meet customers’ changing
demands/growth over time
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Back-up slides
Building success
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Strong customer and partner momentum
HP CloudSystem
>850
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Managed Clouds
Customers
>50
>200
CloudAgile service
provider partners
Customers
HP Public Cloud Services
>2000
>130
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Cloud centers of
excellence
Customers
Turkcell
Service provider cloud
Business need
HP solution
Client outcome
• Enter ICT (new) market quickly
• Flexibility to deliver cloud
services tailored for each
customer on-demand
• Offer IaaS and
Communication-as-a-Service
via a customized, online
marketplace portal
• Generate new revenue stream
from cloud services
• HP CloudSystem Service
Provider featuring HP
Aggregation Platform for
Software as a Service
(AP4SaaS), Cloud Service
Automation (CSA), and HP
BladeSystem Matrix with Matrix
Operating Environment
• Market Place Portal offering
IaaS and CaaS (MS
Exchange/2010) with potential
for expansion with new
applications
• More predictable operating
costs
• Low capital investment
• Minimal risk in new technology
adoption
Download the case study here
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.