FY15 US PPS Public Sector
Harvest Programs
(sneak-peek)
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Rob Durrant
Public Sector Area Manager
October 23, 2014
Programs
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
PPS Public Sector-Channel Update
Agenda
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FY14 Program Review
FY15 Program Preview
Diversity Partner and PS Network Partner
PPS PS Channel Org
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
2014 Public Sector Programs Review
Target Deal Registration
Sales Activity SPIFs via
Blue Carpet
Demo Rebates
Pricing
• 3-7% incremental incentive to partner with registration
•SLED: Increase deal registrations and wins in FY14
• FED: Targeted opportunity registrations in selected FED opportunities
•Incentives paid on collaboration with EU sales teams in target accounts.
•IPG demo placement
•PPS appointment setting
•PSG Demo Rebate open to all HP Platinum, Gold and FY14 Public Sector Network Partners
•IPG Rebate open to all eligible HP Partners
•PSG Microsoft Shape the Future 1 to many big deal
•IPG Big Deal Acceleration – preapproved discounts on selected IPG sku’s
•IPG FED FLIP (Program to support partners crossing competitive RFQ’s to HP Solutions)
•OJ Pro and OJ Pro X-Buy One Get One and Buy Two Get One offers
2015 Public Sector Programs Preview
Note: Programs Work in Progress
Join Official Launch
November 13, 2014*
2015 Public Sector Programs Preview
Note: Programs Work in Progress
Target Deal Registration
•3%-7% Partner incentive for sales into SLED Target accounts
•~1000 Focused SLED Target Accounts
•New! Look back and big deal pricing requirements waived on Agent New Business
(ANB) benefits on Target accounts in direct only contract states (NY, PA, VA, IN, AZ,
NV, CT, MN, HI, KS, NE, NM, ME, IA, ID, RI, WY, ND)
•New! IPG participation in Agent New Business (ANB)
Sales Activity Incentives
Partner One
Demo Rebates
Pricing
• IPG Unit Spiffs paid to partner sales reps on selected SKU’s via Blue Carpet
• Continued Incentives via Blue Carpet for incremental HP Trainings Completed
•Incremental demo allowance above and beyond P1 allowance
•PSG Demo Rebate open to all HP Platinum, Gold and Public Sector Network Partners
•60% off selected PC Smart Buy sku’s
•IPG Demo Rebate open to all eligible HP Partners
•Standard discount is 25% off, standard discount on Officejet Pro X and Officejet Enterprise X is 75%
•Selected strategic LaserJet sku’s will be at 50% off
•New! Microsoft Shape the Future Smart Buys for Public K-12 Education Accounts
•IPG and PSG 1 to many preapproved big deal pricing (Big Deal Acceleration, FED Flip, StF)
•OJ Pro and OJ Pro X-Buy One Get One and Buy Two Get One offers – Ends December 31
•Print Acquisition Bid Desk (accelerated speed to price for Target Accounts)
•EDU Rebate
2015 Public Sector Programs Preview
Note: Programs Work in Progress
Target Deal Registration
Target Deal Registration
•
• 3%-7%
Sales
Activity Indirect
SPIFs viaIncentive for sales into SLED Target accounts
~1000
Focused SLED Target Accounts
Blue Carpet
• New! Look back and Big Deal pricing requirements waived on
Demo Rebates
Agent
New Business (ANB) benefits on Target accounts in direct
only contract states (NY, PA, VA, IN, AZ, NV, CT, MN, HI, KS, NE,
NM, ME, IA, ID, RI, WY, ND)
Pricing
• New! IPG participation in Agent New Business (ANB)
2015 Public Sector Programs Preview
Note: Programs Work in Progress
Sales
Activity
SPIFs
via
Blue
Target Deal Registration
Carpet
•
Sales Activity SPIFs via
Blue Carpet
• IPG Unit Spiffs paid to partner sales reps on selected SKU’s via
Blue Carpet
Demo Rebates
• Continued Incentives via Blue Carpet for incremental HP Trainings
Completed
Pricing
2015 Public Sector Programs Preview
Note: Programs Work in Progress
Demo Rebates
Target Deal Registration
Incremental
demo
above and beyond P1 allowance
Sales Activity
SPIFsallowance
via
Blue Carpet
PSG Demo Rebate: Open To HP Platinum, Gold & FY14 PS Network
Partner
Demo
60%
offRebates
selected PC Smart Buy sku’s
IPG Demo Rebate: Open to all eligible HP Partners
Standard
discount is 25% off, standard discount on Officejet Pro X
Pricing
and Officejet Enterprise X is 75%
Selected strategic LaserJet sku’s will be at 50% off
2015 Public Sector Programs Preview
Note: Programs Work in Progress
Target Deal Registration
Pricing
• Sales
New!
Microsoft
the Future Smart Buys for Public K-12
Activity
SPIFsShape
via
Education
Blue Carpet
• IPG and PSG 1 to many preapproved big deal pricing
(Big Deal Acceleration, FED Flip, StF)
Demo Rebates
• OJ Pro / OJ Pro X-Buy One Get One & Buy Two Get One offers –
Ends 12/31
Pricing
• Print Acquisition
Bid Desk
(accelerated speed to price for Target Accounts)
Public Sector Partner Network Requirements
Current Requirements:
New Requirements:
• Must be a PartnerOne Business
Development Partner in good standing
• Must currently hold at least one public
sector (SLED/FED) or equivalent
• Must sell $3,000,000 worth of HP products
through the agent tool or through the resale
motion into Public Sector
• Must complete Public Sector training
(training to be developed and posted)
• Must have public sector website with HP
listed
• Must have a minimum of 3 sales reps
dedicated to public sector
• Provide Business Plan (template available
on HP Partner Portal)
• Must be a PartnerOne Partner in good
standing
• A minimum of $500,000 in HP Public Sector
revenue per HP fiscal year
• Must complete Public Sector training when/if
required by HP (e-Rate)
• Have at least 3 reps dedicated to Public
Sector sales
• Content dedicated to Public Sector on
Partner company website with HP listed as a
partner
• An approved Public Sector Partner Network
Program application, including an HP
sponsor (PBM, PSAM, GM, etc.)
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Public Sector Partner Network Benefits
Current Benefits:
New Benefits:
• Demonstration Equipment Accelerator funds
• Public Sector Specific Program participation
– (i.e. Indirect Fulfillment Program)
• Priority consideration for special pricing
• Reseller to Reseller Exception fast track
• Consideration for Initiative Based MDF
• Market specific events
• Quarterly webinars
• U.S. Partner Locator listing
• Demo Equipment accelerators per fiscal quarter
• Preferential consideration Initiative-based
Market Development Funds
• Priority consideration for special pricing
• Reseller to Reseller Exception fast track
• Targeted Public Sector promotions, incentives
and campaigns, including Harvest Season
promotions
• Partner Locator listing
• Public Sector focused webinars &
communications
• Consideration for Public Sector Navigator
Program
• Preferential consideration for Indirect Fulfillment
Program participation*
*Consideration only when Program, contract and state requirements are met.
Program participation is not guaranteed.
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Diversity Partner Network
Effective November 1, 2014
Program Requirements:
Program Benefits:
The HP Partner Diversity Network offers
opportunities and benefits to diversity businesses in
the US that meet the following criteria:
The key benefits of joining the HP Diversity
Partner Network include eligibility or
consideration for:
• Must be a U.S. Diversity business
• Demonstration Equipment accelerators
–
–
Small and large U.S. businesses that are minority-, woman-,
veteran-, service disabled veteran-owned and or located in a
HUBZone (Historically Under-Utilized Business Zone).
• Reseller to Reseller Exception fast track
In the U.S., all small businesses must be currently registered
with, or if classified as “8(a) disadvantaged” and or “Small
HUBZone” must be currently certified by, the U.S. Small
Business Administration (SBA).
• HP Global Diversity events
• HP also requires that the principal owner of the business
be a U.S. citizen.
• Are an HP Authorized Partner (Business Partner
membership level or above) in good standing
• Initiative-Based Market Development Funds
• Partner Locator listing
• Consideration for Indirect Fulfillment Program
participation*
*Consideration only when Program, contract and state
requirements are met. Program participation is not
guaranteed.
• Add value to HP products and solutions
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
PS Channel Organization
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
PPS US Channel Sales
Public Sector
Javier Lescano
US Public Sector
Sales Development
Channel Engagement
Allison Doan
Sales Development
Indirect Contracts
John Stewart
Sales Development
Distribution
Vicki Charlton
Federal Partner Sales
Kevin O’Bruba
Federal Partner Sales
Ralph Link
Susan Garland
Executive Assistant
National Sales Manager
PPS SLED Channel
Jane Lowe
Liza Swift – Pacific West
Sue DeFriest – Northeast
Marc Friedhoff – South Central
Dave Schaffer - Great Lakes
Rob Durrant – Mountain West
Kamran Jahadi – Mid-Atlantic
Shawn Schaffner – Southeast
SLED PPS FY14 District Managers & Partner Sales Area Managers
GREAT LAKES
Mark Zenor
Mike Messier
NORTHEAST
Rich Gaffney
Mike Patrick
David Schaffer
309-383-4868
Sue DeFriest
631-547-0291
MID-ATLANTIC
Leon Hobson
Jesse Dunaway
PACIFIC WEST
Rick Blake
Ryan Magers
Kamran Jahadi
804-677-7724
Liza Swift
510-654-4436
MOUNTAIN WEST
Joe Fascilla
Ed Pena
Rob Durrant
704-728-1382
SOUTH CENTRAL
Laurie Ledford
Cheryl Atma
Marc Friedhoff
281 433 6999
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
SOUTHEAST
Bryan Martin
Mike Lopez
Shawn Schaffner
407-256-3453
Jane Lowe, National Manager
239-936-4829
Thank you
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Backup
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Indirect Fulfillment
Contracts
• 20 states currently
allowing indirect fulfillment under WSCA3 with 148
partners
WSCA/NASPO
Computer Contract
WSCA/NASPO
Datacom Contract
• AK, AR, CA, CO, DE, FL, LA, MO, MT, NH, NJ, OH, OR, SC, SD, TN, UT,
VT, WA, WI
• 7 additional states considering indirect fulfillment under WSCA4
• CT, IA, KS, ND, NE, OK, WY
• 10 states participating in indirect fulfillment
• AK, CA, CO, HI, KY, LA, NV, NJ, UT, WA
• 48 Partners authorized in specific states
E&I Cooperative
Computer Contract
• Accepted nationally by cooperative members in most states
• 22 Partners authorized for all states
State of Georgia
North Carolina
NC-204 Contracts
Texas DIR
19
• Statewide contract contract for all product lines
• 14 Partners authorized
• NC204A – statewide computer contract, limited to 3 authorized partners
• NC204D – statewide printer contract, limited to 9 authorized Partners
• Statewide contract for all product lines
• 44 Partners authorized for indirect fulfillment
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Source: IDC US PS PC Tracker, Aug 2014
* note: Texas DIR and NC 204D printer contract included in total states
Contract Opportunity Detail
Contract
Overview
Status
Next steps
WSCA3
Direct held contract in 37 states
Indirect fulfillment allowed in 20 states
Contract expiration extended to
December 31, 2014 due to delays in
awarding WSCA4.
No further changes allowed to current
contract.
Operational in all 20 possible states
Will negotiate with additional states as we sign the
new contract – 7 potential states for allowing indirect
fulfillment
Very limited opportunity to add partners to additional states
New partners must replace a removed partner
For new states partner pre-selection process is underway
E&I
New York based education purchasing
cooperative
Higher Ed and K-12 primary members
but open to SLED
16 EG partners originally certified for Indirect
fulfillment
Additional 4 partners have been added recently
based on business plans and sales opportunity
Can add additional partners as needed
Continually monitor potential new partners and sales
opportunities.
Maintain a reasonable number of active partners to keep the
francize valuable in the markets that they serve
Georgia
Non- WSCA state with own contract
Recently converted from Direct only to indirect
fulfillment capable
Review partners on an ongoing basis – partner changes limited
to replacement of existing partners if not performing
North Carolina
Non- WSCA state with own contracts
NC402D - Printers
NC402A - Personal Computers
Server contract to be bid soon
Contracts converted from Direct only to indirect
fulfillment capable
Partner selection process recently completed for computers and
performance being evaluated for print partners
TexasDIR
State of Texas plus local and
Recently awarded contract replaces expired
Finalized partner selection for indirect fulfillment
20
education
with
5 year term
© Copyright 2012 Hewlett-Packard
Development Company, L.P. Thecontract
information
contained
herein is subject to change without notice.Limited changes will be made to partner list based on financial
criteria
Source: IDC US PS PC Tracker, Aug 2014
Indirect Subcontractor Fulfillment State Participation
Indirect program
active
In discussions with
State for 2014
State will not allow
WA
ME
MT
ND
VT
MN
OR
ID
NY
WI
SD
MI
WY
NE
NV
UT
CA
IL
CO
KS
NJ
PA
IA
IN
OH
MD
WV
DE
VA
KY
MO
NH
MA(2)
CT RI
DC
NC *
AZ
OK
NM
TN(1)
SC
AR
MS
TX *
GA *
AL
LA
AK
FL
HI
* non-WSCA Contract
(1) TN - storage only,
(2) MA - printers only, possible expansion to PSG and ESSN
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Source: IDC US PS PC Tracker, Aug 2014