Transcript Title slide

Windows Server 2003 End of
Support & HP ProLiant Gen9
A once in a decade opportunity!
Speaker’s Name / Month day, 2015
1
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
Topic summary
• Channel partner benefits
• Opportunities
–
ProLiant Gen9
–
Windows Server 2003 EOS
• Target account profile
• Offers
• Sales coaching
• Resources
• Group discussion, exercises and role play (optional)
2
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
Windows Server 2003 End of
Support
& HP ProLiant Gen9
Channel Partner opportunities
3
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
Surge ahead with HP ProLiant Gen9
HP
ProLiant
Gen9
speeds…
HP Microsoft
Windows Server
2003 Migration
Program
9.1M
servers
$1B
Amplified
installed base
program
channel
refresh leads
The right compute for the right workload at the right economics…every time
4
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HP Confidential
Windows 2003 End of Support & HP ProLiant Gen9―Channel
Event Kit
• HP New Style of IT
–
Shifts in cloud, security, Big Data and mobility are changing the way that technology is consumed, delivered and paid
for. The New Style of IT is how HP helps modernize and better integrate infrastructure across hardware, software,
applications and services
–
This sales kit is a source for strategies, tactics and tools for targeting customers with HP New Style of IT
• Sales material
–
Sales training deck
–
Engagement questions with telemarketing call guide
–
Customer presentation
–
Sales Guide
–
Event in a Box
• Target opportunities:
5
–
ProLiant Gen9 Introduction
–
Windows Server 2003 End of Support
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HP Confidential
HP ProLiant Gen9 Servers
Delivers the right compute for the right workload at the right economics every time!
Partner opportunities―Enable better business outcomes
• Retain and win new customers
• Create customer value by addressing their most pressing needs
• Increase customer reach and loyalty with dramatic improvements in efficiency
• Close bigger deals with flexible offerings
• Multiply revenue with higher attach rates
4x faster performance
6
66x faster
Minutes
service delivery
to create cloud services
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
Windows Server 2003 End of Support
A once in a decade opportunity!
Partner opportunities―For customers doing nothing is not an option!
• On July 14, 2015 Microsoft will no longer offer security updates, support or technical content updates for
Windows Server 2003
• This represents a major impact on companies of all sizes and is one of the biggest channel led sales and
services opportunities in a long time
• For customers doing nothing is not an option
9.1M WS2003 servers
need to be upgraded
7
24% of customers don’t
60% of impacted
customers don’t have a plan
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HP Confidential
know where servers are
located
Accelerating go-to-market for the Compute era
Channel programs and incentives
Increase share of wallet through partners
Orchestrating
end-to-end
alignment to
surge ahead
profitably
Competitive take-outs
Capitalize on industry shifts
Windows Server 2003 EOS
Modernize IT opportunity
Services attach
Optimize margin with consulting and data center care
8
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HP Confidential
Sharing HP’s perspective
The four FY’ 15 Integrated Sales Plays map to the ten FY’ 14 Plays
FY’14 Sales Plays
FY’15 Integrated Sales Plays
Modernizing your IT
A better way to virtualize
Sales Play #1
Transforming to an OnDemand IT
Infrastructure
Accelerating your journey to the
hybrid cloud
Increasing workforce
productivity
Building your mobility
foundation
Driving efficiency in the remote
or branch office
Sales Play #2
Enabling the most
productive workplace
Sales Play #3
Empowering a datadriven enterprise
Building your Big Data
foundation
Sales Play #4
Just Right IT
Next generation SP data
center
Securing your
digital assets (New)
Built on HP
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HP Confidential
The FY ’15 Integrated
Sales Plays are relevant
across multiple customer
segments (e.g., SMB,
Enterprise) and will be
integrated with channel
partners
Windows 2003 end of support―Services opportunities
HP and HP partner led services to meet the demanding needs of customers and enhance revenue
opportunities for partners
HP services opportunities
Partner led services opportunities
• HP Technology Services and ServiceOne guides
customers to the new style of IT
• Professional and Solution Services
–
Partner delivered Proactive Care and Proactive Care
Advanced
• HP Technology Services
–
HP Transformation Experience Workshops
–
HP Migration, Implementation and education services
• HP Financial Services
10
–
Virtualization and converged infrastructure
–
Cloud enablement and services
–
Legacy systems migration
–
Business Continuity
–
Project planning and management
• TCO / ROI assessments
• Service contract management
–
Flexible investment solutions
–
Lifecycle asset management
• Microsoft Services
–
Transition services
• Demo / POC Labs
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HP Confidential
Target opportunities
Two once in a lifetime compute events create big opportunity for you!
HP is setting the agenda for the next 25 years—the compute era, where new expectations of IT
make infrastructure matter even more to deliver more value, faster. HP also puts you in a position
to win big with solutions and targeted programs to take advantage of changes caused by
Windows 2003 end of support
HP ProLiant Gen9
Reimagine the server
Think compute
11
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Microsoft Windows
Server 2003 EOS
HP Confidential
Opportunity
ProLiant Gen9
Delivering the right compute for the right
workload at the right economics every time
12
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HP Confidential
The most exciting shifts of our time are underway
Security
Mobility
Cloud
Big Data
Time to revenue is
critical
Decision
must be rapid
Making IT critical
to business
success
Business needs
happen
anywhere
Change is constant
30
13
billion
devices
By 2020
40
trillion GB
data
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
…for
10
million
mobile apps
HP Confidential
8 billion
people
A new IT age is dawning
2039
Security
Big Data
Cloud
Mobility
20 MIPs
124,000 MIPS
.004 MIPS
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HP Confidential
Millions of MIPs
services
The Compute
opportunity
IT needs to transform for business success
to
New style of IT
from Traditional IT
50%
Efficiency
Speed
Redefine
budget spent on
operations
IT economics
$100Ks
Accelerate
lost from slow
project
turnaround
service delivery
30%
Business value
15
Boost
dissatisfied with
app
performance
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
business performance
HP Confidential
Servers must transform to enable IT services
Efficiency
Business
value
Think compute
Dynamically aligns pools of resources
with laser precision to business goals
Reimagine the
server
Delivered as general-purpose,
dedicated, physical infrastructure
Technolog Manual
ycentric
Silo’ed
Software-defined
and cloud-ready
Workload
optimized
Converged
Infrastructure is a
service differentiator
Infrastructure
is a cost center
Speed
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HP Confidential
The Compute Era enables better business outcomes for customers
Yesterday’s servers
The Compute era
Business outcomes
Manual
Software-defined, Cloud-ready Time to Service
Complex, inaccurate,
labor intensive
Simple, accurate, predictive, automated & fast
Seconds to provision VMs for the cloud
Sub-optimal
Over-sized, expensive,
inflexible, lacks scale
Value of
Service
Right sized, optimal performance, flexible, scalable, lowest
TCO
30x faster business results with cloud-like economics
Workload optimized
Siloed
Converged
Complex, inefficient,
slow
Simplified, fast, & efficient
Cost of Service
Best performance / KW / Sq. Ft.
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HP Confidential
Operational
efficiency &
productivity
New market &
business expansion
Customer
experience &
retention
Think what compute can do…
2x
Minutes
8x
performance with
40% less energy
vs. hours to
generate reports
growth with over
lower PUE than
20% cost reduction national average
Converged
Basic processing to
Integrated systems
55%
Software-defined and
cloud-ready
Micro to mission
critical computing
Client to cloud
5 seconds
to process
Twitter data
Workload-optimized
Storage to networking
The right compute for the right workload at the right economics … every time
18
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
Announcing HP ProLiant Gen9. Accelerate your business
Retain and win new customers
Upgrade your customers with
industry-leading performance and
cost savings
3x compute
per watt per sq. ft.
Win big in a hybrid world
HP ProLiant Gen9
66x
faster
service delivery
Partner
opportunity
Sell higher and wider with the
best strategic management
proposition
Increase revenue and margin
4x faster
performance
19
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Up-sell, cross-sell, and attach
with better compute economics
HP Confidential
Focus on these new solutions to drive the most business
Small business
Flexibility, performance and
efficiency at lowest TCO
HP ProLiant DL160, DL180
Mid-market
and enterprise
HPC & service
providers
Performance optimized for
compute intensive workloads
HP ProLiant ML350, DL360,
DL380 and BL460c
Density optimized delivering
best performance per $ per watt
HP Apollo 6000 and 8000 Series
The right compute for the right workload at the right economics…every time
20
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
HP Technology Refresh for Computing
Proactive program provides greater flexibility to routinely upgrade Server Technology
Easier to acquire
Easier to manage and refresh
• Structure payments to align with IT and financial goals • Greater flexibility, predictability
–
Low monthly usage payments―save 10%-15% over 3 or 4
years vs. a cash purchase
–
Reduce cash outlay, accelerate ROI and payback
–
Bundle hardware, software and services into a single payment
structure
• Dual usage options facilitate easier transition and
migration
–
Defer payments up to 90 days
–
Convert current servers to a monthly payment plan
–
Avoid disruption to your computing and budget plans
• Pre-provisioning solution helps avoid tying up capital
–
–
Extend your term, upgrade and expand when you need to
• Proactive lifecycle management
–
Transition planning starts 120 days before end of term
–
Returns are easy with our pack and ship services, helping
your staff be more productive
–
Be confident in secure data removal with our disk wiping
services
–
Our customer portal gives you greater visibility to manage IT
investments
–
Rest assured that any equipment that we recycle for you will
be done in compliance with environmental regulations
Acquire up to 12 months of planned server capacity upfront, pay
as you deploy it
Financing and service offerings available through Hewlett-Packard Financial Services Company and its subsidiaries and affiliates (collectively HPFSC) in certain countries and is subject to credit
approval and execution of standard HPFSC documentation. Rates and terms are based on customer’s credit rating, offering types, services and/or equipment type and options. Not all customers may
qualify. Not all services or offers are available in all countries. Other restrictions may apply. HPFSC reserves the right to change or cancel this program at any time without notice.
21
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
HP is your clear choice for the New Style of IT
Converged
Infrastructure
• Instability
• Pockets of
experience
• Components
Softwaredefined and
cloud-ready
Workload
optimized
Reduce IT complexity
and free up capital
Right-sized and integrated
solutions
Speed IT delivery and
Partne
outpace your
r value
competition
End-to-end datacenter automation
Maximize
performance & drive
business growth
Easier to win
with improved
efficiency,
speed and
value to your
customers
Best and broadest portfolio
Traditional IT
Return
22
Partnering for the New Style of
IT
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
Opportunity
Windows Server 2003 EOS
23
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
Industry shifts plus a
once-in-a-decade opportunity
=
Amazing growth opportunity for
partners, Microsoft and HP
24
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HP Confidential
The next big industry shifts are underway
The time is now to grow revenue and WIN more business with HP and Microsoft
Security
Mobility
Cloud
Big Data
Changing technologies
Our opportunity
Emerging
and exiting
server
vendors
Escalating demands
By 2020:
30
billion
devices
…for
40 trillion GB 10 million
data
25
Changing
consumptio
n
models
Shifting industry
As
As
8 billion
people
mobile apps
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
• More leads
• More sales & margin $
• More upsell
Servers transforming to a new style of compute
Compute era
Software
Defined
Data
Center
Workload-optimized compute
Server era
Core
business
workloads
Big data
&HPC
Webscale
workload
s
General-purpose servers
Missioncritical
Months
Virtualized &
cloud workloads
Minutes
to service
delivery
Workload
optimization
to IT
deployment
New style of IT
26
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
Windows Server 2003: A once in a decade opportunity
• On July 14, 2015, Microsoft will no longer offer security
updates, support or technical content updates for Windows
Server 2003
• A major impact on companies of all sizes and represents one
of the biggest channel-led sales and services opportunities in
a long time
27
9.1M
WS2003 servers
60%
of impacted
24%
Don’t know
need to be
upgraded
customers don’t
have a plan
where servers
are located
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
For customers, doing nothing is not an option
Risk
Cost
Complexity
28
• Windows updates―including security will no longer
be available
• Microsoft will no longer support virtualized platform
• Regulatory issues
• High cost custom support agreements (CSAs)―first year are
usually in the range of $200K and can compound
• Existing physical hardware may be 5-7 years old, expensive
to maintain
• No direct upgrade path to Windows 2012 R2
• Need to address applications as well as the OS
• Can’t take advantage of modern IT infrastructure and
management tools
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
HP Windows Server 2012 Migration
HP Financial Services Offerings*
Enterprise
Windows Server 2012 Migration
• Purchase and leaseback of company
assets for a customized period of
time
• Or a 90 day payment free
Consolidation Period
HP Pre-Provisioning Solution
Acquire up to 12 months worth of
planned capacity upfront and pay only
as you use it
SMB
Removal of Hardware
$25K minimum lease
For Servers
Up to 90 Day Payment Deferral
No payments owed during the first
3 months to facilitate full migration
of equipment
HP Server 0% Technology
Refresh
Low monthly payment on Server
solution saves up to 70% of capital
in year 1 and up to 10% vs.
Purchase over 4 years*
Customized IT Investment Solutions
Structured payments to align with the
companies current and future growth
plans
HP Asset Recovery
Secure removal of data from no
longer needed technology and resale
of equipment with possible proceeds
to the customer
Trade―Ins
Secure removal of old technology,
with the potential to recover value
through resale for cash back for SMB
customers
*Financing and service offerings available through Hewlett-Packard Financial Services Company and its subsidiaries and affiliates (collectively HPFSC) in certain countries and is subject to credit
approval and execution of standard HPFSC documentation. Rates and terms are based on customer’s credit rating, offering types, services and/or equipment type and options. Not all customers may
qualify. Not all services or offers are available in all countries. Other restrictions may apply. HPFSC reserves the right to change or cancel this program at any time without notice.
29
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
Only HP delivers the right compute, for the right workload, at the
right economics…every time
Converged
Infrastructure
SMB to enterprise
Cloud
Micro to mission-critical computing
Software-Defined
Data Center
Client to cloud
Common modular compute architecture
30
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HP Confidential
Storage to networking
“WS2003 is not a simple server
upgrade. HP can help partners
minimize risk, reduce time and
costs, and rapidly modernize
infrastructure.”
Only HP provides partners and distributors with an industryleading portfolio of channel-optimized IT solutions, services,
support, training and financing that provide best in class
partner offerings to help them meet their evolving customer
needs.
Doing nothing is not an
option!
31
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HP Confidential
Target account profile
32
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HP Confidential
Sweet spots
Windows Server 2003 EOS & HP ProLiant Gen9―Best fit opportunities
Customer profiles
Key purchase decision drivers
• HP ProLiant Gen9
• Will benefit from further virtualization
–
Building a foundation for cloud solutions
–
Expanding to fully virtualized environment
–
Application refresh
• Windows Server 2003 EOS
–
33
Customers currently running Windows Server 2003
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
• Business needs to deploy resources very quickly
and efficiently
• Considering a cloud solution now or in the future
• Concerned about the costs of maintaining older
hardware
• Risk associated with using an unsupported OS
HP Confidential
Customer roles
System Admins and
Managers
Focused on IT efficiency and
minimizing downtime. May
have existing server, network
or storage loyalties. Staff often
comfortable with the status quo
and afraid of technology /
change that they aren’t familiar
with.
CIO, VP IT, Director IT; CFO, CEO
Focused on revenue improvement, cost and risk
reduction. Leverage IT capabilities to support new
business innovation. Automation and management
tools are only important as a means to improve
application availability.
CTO, VP Technology,
VP Infrastructure,
Lead Architects
Can provide insights on plans
and issues and introduce us to
Decision Makers and Problem
Owners. Focuses on innovation
to meet business objectives,
and improve TCO.
Influencer
34
Blocker
Decision
Maker
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
IT Director, IT Manager,
Infrastructure Director,
LOB Managers
Problem
Owner
HP Confidential
May have pressing application
upgrades or new project starts.
Concerned about increasing cost of
maintaining and supporting older
environments as well as associated
staffing requirements. Interested in
management tools to keep everything
efficiently running while controlling
costs.
Sales steps
Refer to sales engagement questions for more detail
• Door Opener Contact/Influencer
–
Ask condition profile “best fit” concern questions
–
Identify inflection points that would open the door to
change
–
Ask for introduction meetings with Problem Owner
& Decision Maker
• Problem Owner
–
Schedule meeting, probe for concerns &
consequences
–
Identify key cost or performance issues, ask
concern questions
–
Identify inflection points that are causing pain
–
Provide a demo or POC to showcase The Power of
One
• Decision Makers
35
Ask closing questions, make recommendations based on your assessment of the customers
©environment.
Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
–
Identify any datacenter issues and concerns such
as budget, manageability and complexity
–
Identify business consequences of delayed projects
–
Make the case for HP with a TCO/ROI assessment
–
Identify and keep potential “blockers” in mind
Offers
36
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
Operation Crescendo: WW Offers / Incentives
1
“Grass roots” / move the needle programs –
easier to operationalize*
2
ISR / Channel Incentives:

GA
Partner Deal Registration Kickers


End User Offers / Promos:

Additional $ allocation for criteria met <check
boxes for WS2003, competitive take out>
Gets the price down for end customer
Channel SPIFF offer(s)


C&P


SMB
/

Purchase qualifying HP ProLiant + ROK earn
200E (400 during Crescendo) (EMEA)
Sell HP ProLiant + ROK, discount server cost
of ROK. SPIFF to resellers on ROK skus
(AMS)
WS2003 Consulting Assessment Service
(TS)



WS 2003 Executive Sessions (TS)

$150 paid to partner for pre-defined SKUS
(China)
Partner CPU rebates tied to pre-defined
SKUS (APJ)
Big / compelling end user offer
$30K migration services (Deals >$660K)

1:many MS / HP regionally held workshops offered
to end customers; improve understanding of
important considerations, risks and costs of not
acting
*End goal is to also offer via partner to further
reach
ROK Bundled SMB offers

Territory
WS2003 Migration Services Offer (TS)




High Marketing Value –
Flagship PR Marketing Offers*
Offer to assess cust. readiness, review
workloads, provide roadmaps on how to
migrate
Up front partner discount of 20% off list

HP Education / Training Offer



HP ProLiant server trade in (HPFS)


20% off select MS Education / Training
Free training advisement service ( a needs
assessment) for qualified <by HP teams>
customers
HP server trade in program
HP Special Financing Offers (HPFS)

0% Financing / 90 Day deferred payment options
WS2003 Migration Starter Offer (TS)


Migration planning service designed to
jumpstart migration journey
Up front partner discount of 20% off list
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
• Offers / promos vary by region
• Working to continue to expand
Crescendo: Coordinated / Promoted Offers*
Offer
Description
• Offers / promos vary by region
• Working to continue to expand
Regions
EMEA
APJ
Target
AMS
China
EA; End User
X
X
X
X
High Marketing Value Offers:
TS: WS2003 Migration Services Offer
Up to 30K in migration consultation / assessment / services; Deals >$660K
TS: Executive Sessions
1:many MS / HP regionally held workshops offered to end customers; improve
understanding of important considerations, risks and costs of not acting
End User
X
X
-
-
ED: 20% off select MS Ed on WS2012
Discounted MS 2012 training
End User
X
X
-
-
ED: Free training advisement service
Free service for select customers or partners id. by HP teams (est. $2K)
End User
X
X
-
-
FS: Financing Offers
0% Financing for 48 mos. / 90 day payment deferral
End User
X
X
X
X
FS: Buy Back / Trade In Ent / Mid Market
Retire WS2003 System Regardless of Vendor; Rebate toward eligible ProLiant
server
End User
X
X
-
-
Channel SPIFF
Flat $ / server for selling 1 or more pre-defined skus tied to WS2003 migration
Partner Incentive
X
X
X
X
Partner Deal Registration "Kicker"
Additional $ allocated for criteria met (WS2003 Migration / Competitive)
Partner Incentive
-
X
WIP
-
Channel SMB SPIFF Offer: ROK
Partner SPIFF ($200 / bundle) ROK discount w/ Flex Bundle (Where available)
Partner Incentive
X
X
X
X
Crescendo: Call Center Blitz
Prizes for most servers sold / licenses / competitive take-outs
Partner / ISR Incentive
X
X
X
X
TS: WS2003 End-of-Support Event Kit
Supports partners event development and pre-sales process
Partners
X
X
X
X
WS2003 End-of-Support Event Kit
Supports partners event development and pre-sales process
Partners
X
X
X
X
TS: WS2003 Consulting Assessment Service
3 Sizes; Intended to assessment customer readiness/ review workloads and
provide roadmap on how they be migrated. Delineated by time / depth of
service. Up to 500 instances. Fixed price, fixed deliverables, 3 offerings
Partner Incentive
X
X
X
X
TS: W2003 Migration Starter Service
1, 2, 3 weeks depending on # of applications ($13,400) Up to 20% applied up
front; Migration planning service (start fast on migration journey); best
practices, workload discovery, application assessment, leveragable
methodologies and do the migration by themselves
Partner Incentive
X
-
-
-
Incentive "Grass Roots" Offers:
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Sales coaching
Review decision cycle, inflection
points, opportunities and solution
fit
39
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Confidential
Customer and market inflection points are driving decisions
Customer needs to enhance datacenter or improve processes
• Increase level of automation in their environment
• Transition to server virtualization or extend virtualization footprint
• Build a strategy for hybrid or private cloud
• Upgrade existing servers running Windows Server 2003
Changing business requirements
• Reduce IT staffing
• Simplify IT management and increase automation
• Develop and deploy new applications quickly to increase profitability
• Stretch IT budgets further to meet growing demands and preserve cash
• Cost of support for legacy environments keeps increasing
• Uncertainty surrounding technology roadmap complicates planning for change
40
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HP Confidential
Understand your customer
What are the business drivers behind the requirement for new compute capacity?
• New business opportunity
• Reduce costs or data center consolidation
• Upgrade of operating system or applications
What are the consequences of not meeting the scheduled rollout?
• Lost revenue or market share
• Lower margins
• Fines for inability to meet regulations
What are the risks and issues that could prevent success?
• Lack of senior management support
• Insufficient budget
• Loss of personal reputation or job
• Disconnects between internal operations teams (server, storage, network)
What IT architecture standards exist today? Are there any issues ?
• Servers, storage and networking
• Existing management tools, complexity
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Soft pain points
Prospect’s general issues, concerns, dissatisfaction
May not be easily quantified—start here and then request details
Virtualization, cloud ready
• Needs to increase level of virtualization
• Concerned about age/performance of existing infrastructure
• Concerned about cost efficiency of infrastructure
• Need a design that scales today and into the future
Modernize infrastructure, management
• Server optimization/under-utilized resources
• Issues optimizing virtual machine deployment, performance, failover
• Ability to provision infrastructure quickly
• IT budget spent on operations and maintenance, not innovation
• Staff administration & operations complexities
• Duplicative, error-prone procedures
• Issues with power and cooling
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Hard pain points
Business requirements that can be broken down and quantified
Agility/risk
• We need to provision applications/services rapidly.
• We need to quickly deploy standardized environments, with predictable results and performance.
• We are running Windows Server 2003 and are concerned about end of support.
• We have older servers that are costly to support and difficult to maintain.
• We want to ensure our employees have remote access on a variety of devices.
• If we move to the cloud, will we be able to utilize our present investments?
Complexity/cost reduction
• We need simpler, unified tools for management and automation.
• Management complexity and rising overhead costs consume budgets that could be used for business innovation.
• We need to standardize and virtualize server images to consolidate and increase utilization.
• Remote capabilities will increase the productivity of my staff.
• Power, cooling and datacenter space are increasingly becoming major concerns.
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Qualifying questions
Positive responses from Problem Owners or Decision-Makers mean you can move ahead
Would it be beneficial if you could…
Upgrade your datacenter to
• Reduce over-provisioned and under utilized servers in your datacenter?
• Quickly and easily provision infrastructure in minutes instead of hours?
• Reduce time to accomplish routine tasks so your IT staff can focus on other tasks such as innovation?
• Efficiently increase virtualization and move to cloud when you’re ready?
• Increase performance by up to 4X?
Increase efficiency and lower costs by
• Provisioning VMs for cloud in seconds rather than days?
• Capturing and automating manual processes to ensure they are executed without errors?
• Converting rack servers to virtual machines to increase utilization?
• Locating hot spots in your data center to increase efficiency, reduce power and cooling resources?
• Expand virtualization to your entire IT infrastructure?
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Best practices sales approach—tactics
General
• Understand how all the customer’s business drivers, requirements, needs and obstacles to success
• Engage with line-of-business owners to understand their initiatives, drivers and timelines
• Understand the consequences of failure and associated risks
• On site Proof of Concepts with demo gear can be very effective
• Use case studies and references from similar industries and regions
• Executive sponsorship, the HP field team can help open doors
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Best practices sales approach—deliver value
Express how product features and events impact their business
Explain the advantages of HP’s better time to value and discuss the consequences of failure for the
business, organization or personally
HP ProLiant Gen9
• Significantly improve operational efficiency, productivity and efficiency
• Software defined, cloud ready architecture allows you to provision VMs for the cloud in seconds
• Achieve 3x the compute capacity with lower TCO, 66x faster service delivery and 4x faster performance
Windows 2003 EOS
• Risk and cost―OS updates will no longer be available, custom support agreements extremely costly
• HP offers quick ROI, boosts productivity, performance and lowers TCO
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Win with HP’s Compute Vision
Sales resources
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Prospecting—telemarketing call guide
• For sales reps or telemarketing
–
Use for initial qualification or
pre-qualification
– Use to obtain condition and concern
profile information about the prospect's
company and IT environment
• Call guide detail:
–
12–14 qualifying questions
– Different conversation paths
depending on responses
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Ask closing questions, make recommendations based on your assessment of the customers
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environment.
Qualifying—conversation guide for deep dive
• For sales reps or telemarketing
–
Based on sales rep feedback
• Conversation guide detail
Use the guide to plan your calls and meetings with customers!
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–
Qualifying questions
–
Key topic areas
–
Question flow from conditions, to
concerns and consequences, to
closing
Resources
Links for more information
• HP Partner Portal
• Internal HP Sales Portal
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Resources
Links for more information
• HP OneView Resources
–
HP OneView Product Page
–
HP OneView Services
–
North America
–
HP OneView—Software Depot Downloads
–
EMEA
–
HP OneView Product Documentation
–
APJ
–
HP OneView online demos
–
LAR
• Promotions & offers
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• Windows Server 2003 EOS Assets on Partner
Portal
–
HP SwitchBlade Sales Program
–
Trade-in Brochure
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• CRN Article on HP / MS2003 EOS Initiative
HP Confidential
HP ProLiant journey into the next 25 years
Current portfolio
Software defined
and cloud-ready
Workload
optimized
Convergence
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HP Insight Control HP ProActive
Insight Architecture
Essential server
Virtualization and
management
automation
HP Integrity
Optimized for
mission-critical
HP Moonshot
Designed and
tailored for specific
workloads
HP
BladeSystem
First
converged
infrastructure
HP Virtual Connect
Converges servers,
storage, networking
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
New HP ProLiant
Gen9
HP OneView
HP Helion
Converged
management
Fabric of the
enterprise
HP ProLiant
HP Apollo
Ideal for core
business apps
Redefined HPC
and
supercomputing
HP Converged
Systems
For Cloud, Virtualization,
and SAP HANA
HP Confidential
Future of
Compute
More to come…
• Disaggregation
• Softwaredefined
Enterprise
• The Machine
Windows Server 2003 End of Support & HP ProLiant Gen9!
1. The
2. T
time is now! The opportunity is now!
once in a lifetime compute events converge to create opportunity for you!
–
ProLiant Gen9―The right compute for the right workload at the right economics...every time
–
Windows Server 2003 End of Support―Customers have to do something
3. New
expectations of IT make infrastructure matter even more, to deliver more value faster than ever!
Compelling events combine with opportunities for
massive compute business and revenue up for grabs!
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Thank you
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Group exercises
Discussion and exercises for better
preparation
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Overcoming objections
Advice and examples to help you succeed!
Some things to remember…
• Don’t try to convince a customer they are wrong, empathize and transition the conversation
• Provide examples of benefits that don’t threaten your customers views but show that additional views and
options exist
Objection
Response
Our Windows Server 2003 servers work just fine. Why shouldn’t we just wait
until Microsoft discontinues support entirely to do something?
I understand, businesses do need to balance cost and benefits versus risks.
Would you be interested in seeing a TCO / ROI analysis that compare the
costs and performance of a current HP compute platform with the legacy
infrastructure in your environment?
We do not replace our servers until they are EOL.
I recognize your concerns. I can show you how HP Financial Services can
help you stretch your budget while giving you the ability to refresh your
infrastructure at the best time for your business.
We buy Dell servers. They’re typically cheaper and we can keep costs down.
All business are concerned with containing costs. HP ProLiant Gen9 servers
give you a compute environment that supports 8x the with over 20% cost
reduction.
The management tools that were currently use have always been sufficient
for our business.
I understand. With HP OneView you can manage your entire IT environment
with a common tool that allows you to deploy and manage hundreds of
servers as easily as one.
Leverage Call Guide and Engagement Questions!
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Group exercise―Start the conversation
Develop interest right away!
Open with a statement that develops interests
• Engage the customer, ask open, qualifying questions to get them to talk
• Focus on inflection points, what is driving them to make a change Leverage current programs and events
Leverage current programs and events to
• Partner or HP events
• HPFS offerings
• SwitchBlade Program
• ROI / TCO assessment
Group exercise
• Discuss potential programs and offers to leverage
• Define current process for initial calls
Example:
Hi, my name is <sales rep> from
<partner>. My company is a leading
implementer of future-looking IT
solutions from Hewlett-Packard and
other vendors. I’d like to introduce you
to a new, low-cost IT management tool
that our customers are very excited
about. Do you have a moment to talk
now or can we set up a time to talk.
• Sample opening statements from sales team
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Leverage Call Guide and Engagement
Questions!
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Group exercise―Voice mail messages
Leave a message that inspires customer to call you back!
Keep it short, give customers a reason to return your call
• Don’t leave rambling messages, develop compelling language to get your call returned
• Don’t tell them everything. You want them to call you for details
• Follow up with an e-mail requesting time to talk
Leverage current programs and events
• Partner or HP events
• HPFS offerings
Group exercise
• Discuss potential programs and events to utilize
• What are we selling in one or two sentences
• Example messages from the sales team
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Example:
Hi, my name is <sales rep> from
<partner>. I know that you’re busy but
wanted to talk to you about a new
management tool that offers a simple,
consumer inspired user experience
while accelerating everyday tasks at a
lower cost with less errors. Please let
me know when we could set up a few
minutes to talk.
Leverage Call Guide and Engagement
Questions!
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Thank you
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Breakout sessions
Demand Generation Planning and
Call Blitz
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Demand Generation
Plan activities to acquire new customers and keep your sales funnel full!
Partner activities to spread awareness about HP product and partner services
• Call blitz using a customer event as a draw. Examples include:
–
Sporting events
–
ProLiant Gen9 Lunch & Learn
–
Windows 2003 EOS migration technical event
–
HP OneView demonstration, hands on for technical customers
–
Solution Center visits
• Hire a telemarketing firm to make initial calls, set appointments
• Purchase a call list of potential new customers
Be sure to promote your events and activities
• Use social media platforms appropriate to your geography and industry
• Direct mail & e-mail
• Partner web site―Customers can search for additional information about partner and event
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Thank you
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