HP Enterprise Group Marketing Channel Implementation Guide Global EG ISS 4132004#3 Sally Chasanoff – Channel Campaign Manager August 1, 2013 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Content Contacts Campaign Overview - Background - Concept - Messaging Campaign Tactics - Communication tools & tactics - Translations - CTA’s/Sales readiness - Sample of available tactics © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Contacts Global: • HP WW Campaign Manager: Sally Chasanoff Regional: • EMEA: Marjolein Weel • AMS: Lynn Defrees • APJ: Carolyn Drury 3 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Campaign Overview Background Concept Messaging Proof Points © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Campaign background • Initiative supported: − HP Just Right IT partner transactional promotion • Objectives: − Demonstrate the value of HP servers that are designed to address small and mid-size business customers—no matter their IT demands—by showing that HP ProLiant Gen8 servers deliver for essential operations (the e-series) and high-performance demands (the p-series). • Target audience: − CIO, Data Center Manager, Technology Influencers, CFO • Products: − HP ProLiant Gen8 servers − Primary: HP ProLiant Gen8 e-Series Servers for day-to-day essentials and HP ProLiant Gen8 p-Series Servers for high-performance needs − Secondary: HP ProLiant Gen8 p-Series Servers featuring HP SmartDrives and HP iLO Management Engine • CTA: 5 − Core CTA: Contact us − Optional CTA: View HP white paper: “HP ProLiant Gen8 Servers pave the way for growing small and mid-size companies” © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Campaign concept (1/2) Value Proposition: • In the face of ever-expanding workloads, you need an IT infrastructure that responds to rising demands. Whether you’re focused on the day-to-day essentials of running a business or you need the capacity to create a private cloud or manage a data center, your solution can start with HP ProLiant Gen8 e-Series or HP ProLiant Gen8 p-Series servers. • The HP ProLiant Gen8 e-Series Servers for day-to-day essentials • The HP ProLiant Gen8 p-Series Servers for the high-performance needs of a growing businesses. Customer Insight/Rationale: • SMB’s IT infrastructures are facing new challenges. IT administrators are beginning to realize that technology, even if it is only a few years old, is struggling to keep up with today’s IT demands. Small to medium businesses need the capacity to adapt as their business demands evolve and grow. Most importantly, they need to meet these needs without incurring all the costs associated with managing the changing IT demands. − “I need a choice of servers that can help me keep up with my IT demands.” 6 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Campaign concept (2/2) Headline: • Servers for today’s SMB Subhead: • Keep up with growing IT demands Imagery: • HP ProLiant Gen8 e-Series Servers • HP ProLiant Gen8 p-Series Servers 7 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Message map JRIT message Technology made easy for your growing business Campaign Message In the face of ever-expanding workloads, you need an IT infrastructure that responds to rising demands. Whether you’re focused on the day-to-day essentials of running a business or you need the capacity to create a private cloud or manage a data center, your solution can start with HP ProLiant Gen8 e-Series or HP ProLiant Gen8 p-Series servers. Campaign Headline Servers for today’s SMB Subheadline Keep up with growing IT demands Customer pain points 1. Limited IT resources 2. Lack of infrastructure capacity for growing business demands 3. Budget HP’s solution to pain points Depending on customers’ IT demands, HP offers a choice of servers to meet their needs: • Core operations—HP ProLiant Gen8 e-Series is designed to support essential business needs. • High performance—HP ProLiant Gen8 p-Series Servers are ideal for supporting internal cloud environments managing data centers. • Efficiency—HP ProLiant Gen8 p-Series Servers feature HP SmartDrives to expedite maintenance and reduce errors. • Easy management—HP ProLiant Gen8 p-Series Servers feature HP iLO Management Engine with automatic monitoring. 8 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Co-branded campaign tactics Communication Tools & Specifications Translations CTA’s/Sales Readiness Sample of Available Tactics © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Communication tools & tactics All tactics can be found on Partner Marketing Center here, Marketing Depot here, and Comoda here : Folder: Global EG ISS 4132004#3 Link: https://www.hppreferredpartners.com/campaigns/detail-view.hp?content_id=1120 Demand generation 10 eDM from distributor to reseller (generic on JRIT) eDM from reseller to customer (by product/BU) DM postcard from reseller to customer (by product/BU) Sales and marketing tools Channel training PowerPoint® (by product/BU) Customer overview (by product/BU) Telescript Value proposition (printed and filmed) Other Channel announcement email Channel Implementation guide Copy deck (translated) Campaign Introduction video © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Overview of available tactics All tactics can be found on PMC, Marketing Depot, and Comoda. Category Direct Marketing Tactics eDM Specifications JPG, source file Postcard JPG, source file Sales and Marketing Tools Channel training presentation (by product/BU) Customer overview (by product/BU) Other 11 PowerPoint® PowerPoint Telescript 8.5” x 11” Word document Value proposition (printed and filmed) PDF Channel implementation guide PowerPoint Channel announcement email JPG, source file Copy deck (translated) 8.5” x 11” Word document Campaign introduction video www.hp.com/go/promo/transactional © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Campaign CTA Gated and non-gated CTAs Core CTA (gated) • Contact us Optional gated CTA • HP white paper: “HP ProLiant Gen8 Servers Pave the way for growing small and mid-size companies”- here 12 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Translations • • • • 13 Translations need to be carefully checked and amended, for example, CTA (call to action). Copy decks are available for translation on August 1, 2013. Global EG ISS 4132004#3 Link: https://www.hppreferredpartners.com/campaigns/detail-view.hp?content_id=1120 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Sample of available tactics (1/2) Video 14 eDM © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Postcard End PowerPoint is a U.S. registered trademark of Microsoft Corporation. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.