HP Enterprise
Group SLED
Strategy &
Programs
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
FY15 U.S. EG SLED Sales Team Mission
Create an ecosystem of partners, programs and contracts that drive HP
revenue growth through true Partner-led Indirect sales.
Programs
Solution & Training Focus
Easy & Efficient to Execute
No/Low/Min Touch
Strategy
Competitively Priced
Partner Margin Rich
Contracts
Enable for indirect
Selected partner inclusion
Renegotiate for EG vs BU
Procurement reform for
New Style of IT
2
Partners
Enable to be HP’s sales
force
Link contract to growth
Segment value vs volume
Monitor business plan perf
Link to mktg/demand gen
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Key Principles
•
•
•
Make SLED an
attractive market
Make HP easy to do
business with
Allow partners to
earn higher GM% on
HP vs. competition
EG SLED Partner Enablement
Transformation of Operational Processes, Strategic Alignment, and Field Engagement
HP Interface:
Reduce Friction
SLED pricing
model
Contracts
Marketstar team
Monthly webcasts
& newsletter
3
Programs: Solutions Focus
K-12:
School Day
(Mobility)
E-Rate
Common
Core
HED:
Mobility
Virtualizatio
n
SDN
SLG:
Modernize
IT
Mobility
Virtualizatio
n
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Customer
Interface:
Increase Traction
Market Guide
Lead Generation
Marketing/Collateral
Events
The Wireless Network Landscape is
Evolving
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Legacy networks unable to meet today’s
Network
is not aligned to the requirements of the organization
demands
Costly manual configuration and management
Limited IT resources
Poor application experience, unable to meet upcoming requirements
5
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Separate Wired & Wireless Architectures &
Legacy wireless deployment model
Networks
Wireless
Wired Network
Desktops
Network
Mobile devices
Access points
Access switch
WLAN controller
Core switch
Core switch
Wired Network
Management
Application(s)
6
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Wireless Network
Management
Application(s)
Unified Wired-Wireless Network
Unified Wired-Wireless
Network
Desktop & Mobile devices
Access points
Unified Wired-WLAN
Switch Infrastructure
Integrated Security – Access Control and IPS
Single-pane-of glass management
7
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
How we “Make It Matter” in
Education
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Key Trends: The future of education
1
2
3
4
5
9
Personalized
Learning
Mobility &
BYOD
Education as a
National
Strategy
Privacy &
Security
Curriculum
Standardization
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
IT challenges in school environments
I
T
10
$
Not enough time
Not enough money
Too much risk
IT Generalists dealing with
ever increasing workload
and infrastructure
complexity
Budgets not keeping pace
with demanding
applications and end-user
requirements
Equipment failure, human
error, and increasing
security threats can cripple
network access
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Vision: For those who recognize technology's capacity for transforming
education, HP’s hardware, software and services provide total
access to resources and enable true learning to create meaningful
outcomes.
Total
Access
True
Learning
Meaningful
Outcomes
11
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Introducing HP Cloud-Managed
Networking
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Simple & easy to manage network solution
HP Cloud-Managed Networking
Cloud Network Manager
• Lowers upfront costs with pay as you use
cloud service model
• Simplifies day to day operations by
eliminating the need for on site IT
• Get users online faster with single-click
network deployment
HP 365
HP 355
HP 350
3X3:3 802.11ac/n 3X3:3 802.11n2X2:2 802.11n
Up to 33% lower upfront cost1
1,2
13
• Lowers TCO with Lifetime Warranty 2.0
on access points
Requires Zero on-site IT2
Based on HP internal calculations
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Cloud Managed Access Points
• Automatically provisioned from the Cloud
• Enhances Wi-Fi & client performance with Clear
Connect
 Interference mitigation
 Airtime fairness & band steering
 Motion aware roaming
• Increases redundancy with dual ISP uplink
• Continues to operate in case of WAN link failure
• Supports Lifetime Warranty 2.0
14
HP 365 Cloud Managed AP
HP 355 Cloud Managed AP
HP 350 Cloud Managed AP
Highest performance high client
densities
High performance voice and
multimedia
Cost effective & reliable wireless
802.11ac. 3X3 MIMO 1.3 Gbps
Dual band 802.11n. 3X3 MIMO 450
Mbps
Dual band 802.11n. 2X2 MIMO 300
Mbps
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Offering the Optimal WLAN System
Unified wired & wireless solutions
On
Premise
HP Intelligent
Cloud Managed
HP Cloud Network
Manager
Management Center
Access Layer
Limited IT staff?
Tablet
laptop
Moving
to
cloud?
Cloud
Managed
802.11ac
Access Point PoE+
SDN Applications
Need more
scalability?
laptop
Controlled
Need granular
control?
Tablet
802.11ac
IP
phone
PoE+
IP
phone
Access Switch
Access
point
Access Switch
Desktops
15
Core Layer
Smaller Schools and Branch
Offices
Desktops
HP SDN Controller
HP 850/870
Unified WiredWLAN Controller
Appliance
District, Campus and
Universities Enterprise
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Case Studies
Building customer confidence by sharing stories of HP networking solutions.
play
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
play
Thank you
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential – For training purposes only.