Brochure
EMEA Channel Partner
Handbook
HPE Financial Services
Brochure
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HPE Financial Services provides IT investment
solutions and IT consumption models that help give
your customers greater flexibility to acquire and pay
for advanced IT in alignment with their business goals.
We can help you sell to and serve your customers more
effectively, providing richer solutions, closing more
business, faster, earning additional margin and helping
your customers do more within their resources. Also, we
can help you expand your business model and go-tomarket capabilities to include more managed services and
hybrid cloud solutions.
This channel partner handbook provides a reference
of key elements and benefits of our channel partner
program and our integration with Hewlett Packard
Enterprise (“HPE”).
The value of working with
HPE Financial Services
Partner benefits
Sell more
•Increase deal size by 20% – 35% by eliminating large initial cash outlays
•Maximize software and services attach – bundle hardware, software, accessories and
services (including non-HPE components) into one payment
•Demonstrate greater value – expand the conversation with your customers to include how
you can help them gain greater financial flexibility to achieve their IT and business goals
Cash purchase
Financing
A customer with a budget of $2,000 USD per month can afford:
$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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+
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
•Option to uplift rates and control how much you earn
•Leverage attractive HPE Financial Services incentive programs for channel partners
Improve cash flow
•HPE Financial Services initiates funding within 48 hours of customer acceptance
•Improve your days sales outstanding (DSO) compared to the typical accounts receivable
timeline
•We enable immediate, full revenue recognition for you, while customers make monthly
payments to HPEFS
Partners utilizing HPE Financial Services can increase their earnings over and above other
HPE Partner Ready program incentives. For example, below is a table that shows how you
can boost your margins by 4%, based on a $100,000 transaction.
An illustrative example
Rate
Financed amount
$100,000
Margin uplift*
2%
$ 2,000
HPE Financial Services Channel Rewards Program** (for qualified partners)
1%
$ 1,000
Partner Connection usage reward
1%
$ 1,000
Total potential margin increase
4%
$ 4,000
* Channel partners have the option to increase the customer monthly payment and be compensated
for the uplift increment. Uplift guidelines vary by region and finance agreement.
** HPE Financial Services Channel Rewards Program varies by region, partner level and finance agreement.
Please contact an HPE Financial Services channel representative for questions and more
information on HPE Financial Services channel program rewards and incentives.
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Our promise of excellence to our channel partners
Our partner pledge summarizes our standards and commitments to help support your
business.
•Fulfill your need for speed – Quick quotes, fast credit evaluations and fundings - We offer
automated self-service through our Partner Connection portal and fast full service from
our channel team. Partner Connection portal is not available in all countries
•A collaborative experience – Our in-house expertise will help support each stage of your
sales cycle and the full life cycle of your customers’ IT
•Your relationships elevated – A successful track record of satisfying our customers, with
76% doing repeat business with us
Benefits of HPE Financial Services for customers
•Accelerate customers’ ability to employ the latest IT to transform and advance their
business capabilities
•Leverage new IT consumption models that provide more “as-a-service” like options and
benefits
•Help them keep their IT current more efficiently to help maintain a competitive edge
Integration into the HPE Partner Ready program
HPE Financial Services is a part of the HPE Partner Ready program. Our integration helps to
enhance the value of your relationship with HPE.
Greater effectiveness from sales alignment and joint go-to-market capabilities
•Proactive alignment with HPE PBMs and assigned partners and joint territory coverage for
transactional sales to help increase sales growth
•Joint account business planning, opportunity and lead management and deal engagement
processes to drive demand and help grow your funnel
•Look for the HPE Financial Services site on the HPE Partner Ready portal. There you will
find partner marketing and support resources and links
Support for new and expanded services led solutions and partner business models
We can help you build or expand a managed services or cloud services practice with IT
investment solutions that address challenges such as revenue recognition, managing
customer credit risk and asset management. We can tailor how we work with you to fit your
go-to-market and business model needs:
•With our IT investment solutions you can package a full services led offer for customers
without a large cash outlay from you or them
•HPEFS can collaborate to sell with you, providing financing to your customer, while you
provide the rest of the IT services solution
•HPEFS can provide customer financing through you, taking on the customer credit risk,
while you package the complete solution for your customer
Demand generation support
•HPE Financial Services is integrated into HPE demand generation campaigns and tools to
enhance your sales and marketing
•We offer additional promotions to help you close sales opportunities
•HPE Financial Services is integrated into the Transformation Areas to help you sell more
complete solutions
•Leverage innovative, integrated programs and offers such as HPE Subscription for Servers,
HPE Pre-Provisioning and Technology Refresh for Computing
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Summary of HPE Financial Services solutions
Below is a summary of selected HPE Financial Services solutions.
Optimize business operations
Supports continuous improvement of worker and IT productivity through easier and faster access to New Style
of Business solutions.
HPE IT Investment
Solutions
Flexible payment solutions with options to return or own the equipment at the
end of the term.
HPE Subscription for
Servers
Choose a turnkey solution, including best in class hardware, software & services,
delivered in a per unit model for monthly subscription fee. Pay to use for a
subscription term and then upgrade to the next generation.
HPE Asset Recovery
Best in class removal of IT equipment including collection, transport, data
cleansing and resale. All done in compliance with applicable environmental
regulations and data cleansing best practices.
Accelerate Transformation
Helps customers & partners accelerate transformation goals aided by improved financial efficiencies.
Trade-in Services
Secure the removal of old technology to make room for new, with the potential to
recover value through resale for cash back.
Deferrals & Pay-as-you
Grow
Defer payments to facilitate transition and staging periods before deployment.
HPE Technology Refresh
for Computing
Acquire a custom configuration of IT for a single monthly payment with a
comprehensive set of optional services to help transition to a new IT solution
and manage a refresh at the end of term.
Accelerated Migration
Move dated IT equipment off of your books, sell to it to HPEFS but continue to
use it for a monthly usage payment for a needed transition period.
Improve agility for evolving needs
Improves ability to respond quickly to changes in needs for IT capacity and consumption while minimizing the
impact to investment capacity.
Pre-provisioning
Avoid long procurement cycles. Have systems shipped, configured and ready for
activation. Start paying when deployed.
Flexible Capacity
Express
A private/hybrid cloud experience with the benefits of on-premises IT support
and capacity as a service.
Service Provider
Growth Suite
Maximizes existing environments while delivering the investment flexibility to
quickly acquire new infrastructure
For a more complete summary of HPE Financial Services solutions, please visit our website.
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The Sales Process with HPE Financial Services
For the fastest turnaround and automated process, use the HPEFS Partner Connection
portal to initiate and complete the sales and financing process below. An HPE Financial
Services representative is available for assistance at any point. Whether you use Partner
Connection to simply obtain a quick quote, obtain a credit evaluation or to complete a
transaction, it will help you be more efficient. Currently, Partner Connection is set up to
support completing transactions up to $1,000,000 USD within the portal.
Step 1
Obtain a quick quote and engage HPE Financial Services in the sales
opportunity
Include an HPEFS solution in your proposal and please provide:
•Company name, customer contact information
•Finance term required and transaction value
•Proposed solution including breakdown of hardware, software, services
•Equipment location
•Any other options requested
Step 2
Credit Assessment
To obtain credit approval, submit the information and documentation listed in the
later section of this handbook (Guidelines for customer credit package). Using
Partner Connection and automated FICO credit scoring, credit decisions can be
received in minutes. Other requests submitted in Partner Connection can be
returned in up to 4 hours for a transaction less than $250K.
Step 3
Obtain a firm quote and HPE Financial Services Documentation
We will confirm the final financing rate and prepare the necessary documents
for the customer to review and sign. Documents are available immediately
through Partner Connection or in 24 hours or less from an HPE Financial
Services representative.
Step 4
Credit and Shipping Authorization
HPE Financial Services will provide a Vendor Authorization Letter (VAL) once
the correctly executed financing documentation has been received, including
the Anti-Money Laundering Survey, and all credit conditions for shipment haven
been met.
Step 5
Delivery and Installation
Deliver and install the equipment following receipt of the VAL. You will need
to provide to HPEFS copies and, later, originals of the invoices. Invoices must
include the manufacturer part number, description, unit price, quantity and
serial numbers. If you have your own internal part numbers or references, please
provide the original manufacturer part numbers also.
Step 6
Certificate of Acceptance
Following equipment delivery and installation, have the customer sign the
Certificate of Acceptance (CoA) and send the original to HPE Financial Services.
The executed CoA legally starts the financing or lease contract. Please ensure
prompt availability of the signed CoA.
Step 7
Settlement
Once all documents have been received and credit conditions have been met, we
will pay the invoices. This process takes approximately 1-2 business days after the
CoA has been received or equipment has been deemed accepted. Payment will
be made directly to your bank account. Please note that HPE Financial Services
can split payments between distributors and resellers as needed.
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The HPE Financial Services Partner Connection portal (not available in all countries)
Partner Connecition is your online portal to a simplified customer engagement, with a
trusted partner advisor in HPE Financial Services, employing easy to use self‑service tools
that enable you to quickly navigate through the sales process and include an IT investment
solution. Use Partner Connection to:
•Generate a quick quote to respond to customer queries regarding financing solution
options
•Generate a credit application on behalf of customers and track the application through its
lifecycle
•Create and save firm quote terms to provide customers with options
•Convert a quote into sales proposal and contract documents in seconds
•Contact our experts to resolve any customer issue quickly and effectively
•Access promotion materials
•Access dashboard and obtain reports for transactions performed to date
•Integrate Partner Connection functions such as quick quote and credit application into
your web site for easy access and improved utility
•Invite customers to the HPEFS Customer Portal
Guidelines for the customer credit package
To obtain credit approval, please submit the following:
•Customer’s contact name, email, telephone and fax number
•Legal Name of the company, number of employees and their Fiscal Registered Address.
•For customers procuring HP Indigo or Scitex products, the company’s business plan is
also required
•Details on the products to be procured
•Equipment Location in the event the equipment will not be located at the Customer’s site
(datacenter for example).
•Expected credit line required based on IT procurement planned for 6-12 months
•HPE Financial Services may request additional documents if required.
For customers who will have an outstanding balance of $500,000* or less, HPE Financial
Services will obtain the additional information required from available credit bureaux or
publicly available financial statements. Customers who will have an outstanding balance of
greater than $500,000* are required to provide the last 2 years complete, fiscal year-end
financial statements including balance sheet, income statement and cash flow statement.
*$150, 000 is the threshold for France, Spain, Norway and Denmark
If HPE Financial Services is unable to obtain the required financial information from available
public sources, the customer will be required to provide it.
The HPE Financial Services Customer Portal
Our web based self-service Customer Portal makes it easy and convenient for customers
and you to manage their assets financed through HPE Financial Services. Customers use a
suite of tools and reports to stay on top of the terms of their financing agreements, invoices
and equipment with real-time access to information and reports from a single repository. At
the beginning of a financing agreement with us, we will invite customers to access and use
the Customer Portal. Your HPE Financial Services channel representative can provide more
information on the Customer Portal.
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Why HPE Financial Services and why IT investment solutions?
Common Reaction: I’m not interested in financing, I have the cash to make the purchase
now.
Response: By switching to a monthly payment model, you could be saving up to 70% of
capital in the first year alone, and re-allocate that money towards new business projects
that you didn’t originally have budget to fund. Plus, you’ll be able to conserve more cash for
unexpected situations that could arise.
Common Reaction: We have other financing options already available through our bank. We
don’t need to work with HPE Financial Services.
Response: You don’t have to consume your credit lines for IT projects. HPE Financial
Services has specialists who can work with you at each stage from planning and acquisition
of IT to retirement. HPE Financial Services works aggressively to offer creative and flexible
solutions with competitive finance rates that will work best for your business. HPE Financial
Services can offer a total finance solution including hardware, software and services from
multiple vendors. You have nothing to lose in getting a quote from HPEFS.
Common Reaction: Leasing is an administrative headache.
Response: HPE Financial Services has a dedicated sales and operational team to guide you
and your customers through the financing process.
Common Reaction: I had a negative experience with leasing in the past.
Response: HPE Financial Services has a loyal base of satisfied customers, 76% of our
business comes from repeat customers.
Common Reaction: We have a lot of Non-HPE technology and don’t want to be locked in to
only having to buy HPE.
Response: HPE Financial services will finance non-HPE technology as well, so you aren’t
locked in to one technology vendor. We’ll even buy back non-HPE technology from you
when you’re done with it.
Common Reaction: I prefer to own my technology.
Response: Holding on to IT assets for too long to avoid spending can end up increasing
maintenance costs and decreasing worker productivity. That could end up costing you more
in time and resources in the end. But through our financing solutions, you have the flexibility
at end of term to refresh, extend, or buyout.
Common Reaction: It’s simpler to buy it.
Response: A cash purchase upfront could end up limiting your flexibility to make changes
and adjust as your business demands. It’s worth considering the value of having more
flexibility to use cash elsewhere in your business.
Learn more at
hpe.com/hpefinancialservices
Contact your local HPE Financial Services representative for further details and assistance.
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© Copyright 2016 Hewlett Packard Enterprise Development LP. The information contained herein is subject to change without
notice. The only warranties for Hewlett Packard Enterprise products and services are set forth in the express warranty statements
accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. Hewlett
Packard Enterprise shall not be liable for technical or editorial errors or omissions contained herein.
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.
4AA1-6814EEE, January 2016