Just Right IT
Taking the guesswork out of selecting the right mix of HP products
and services for your client’s growing business needs
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
An expanding opportunity
Small businesses represent a growing market segment.
Total available market (TAM) in this space is projected to grow 15% ($22B)
between 2012 and 2015.
$85B
$62B
2012
$65B
2013
Micro-business (1–9)
2
$98B
$93B
$89B
$68B
$71B
2014
Small business (10–99)
Source: PSGTAM – IPR Model – PSG All Category Market Model FINAL July 12.xlsx; IPG TAM – MAP model – 3Q12_PANHP_Segment_Rtm_Vdr.xlsx, EB
TAM – EB Segment x Channel Model – 1H12 Update – June-1-12.xlsx
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
2015
What we’re selling
HP Just Right IT. Technology made easy for small businesses.
Right-sized solutions that support your clients’
needs today and tomorrow:
• A comprehensive selection of products designed and
priced for small business
• Includes servers, storage, backup, networking,
services, and software
• Products that stand alone or work together efficiently
• Myriad products that come together in one easy
source
• Designed to fit a range of business sizes and levels
of IT complexity
• No more guessing which platforms to support
• Consistent, quality offerings that make a business
impact
3
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Just Right IT solution
messaging
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
How we’re positioning it
Customer value proposition: Technology that works. HP Just Right IT designs
products, solutions, and services to meet the needs of your growing small business
at every stage.
Positioning: HP Just Right IT for business starters and business builders
Business starters
Business builders
When you’re just getting started you
need simple IT that can help you
develop your business programs while
supporting essential IT and business
functions. HP Just Right IT products
and solutions are designed and priced
just for you.
You’ve established your business and
you’re ready to drive new revenue
opportunities. HP Just Right IT products
and solutions can help address growing
technology demands as you build
momentum.
5
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
How Just Right IT benefits YOU
Develop new revenue
opportunities
Build long-term
relationships
• A great platform for business
growth and efficiency
• Provides you with the
framework for a complete
conversation with your clients
about their IT needs
• Takes the guesswork out of
choosing platforms to support
your clients as the complexity
of their businesses increases
• Proceed with confidence
when recommending and
presenting Just Right IT
solutions that include the
entire IT stack regardless of
market size
6
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Increase margins
through
standardization
• Provide consistent, quality
products, solutions, and
services that make a
business impact with your
client
• Our right-sized solutions
support and match your
clients’ needs
How Just Right IT benefits your customers
Saves time and money
Improves service
• Save time buying essential IT
components from a single
source—you.
• Evaluate and integrate
products easier and faster,
improving TCO.
• Turn to you for guidance on
features, capabilities and
service/support choices.
• When help is needed, one
channel partner and
manufacturer take
responsibility.
7
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Increases efficiency,
decreases hassles
• Get simplified access to a
great section of solutions for
small businesses.
• Get things done easier with
technology that features sizes
relevant to small business.
• Decrease hassles and costs
with products that work well
individually or as a part of
system.
Just Right IT solution
framework
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Technology that works—at each growth stage
Not too big. Not too small. HP Just Right IT includes products, solutions, and
services designed and priced for your growing your small business.
Starting out
Building
“We’re getting started momentum
and need to get the
basics right.”
9
“My business is
starting to grow.”
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Business
expansion
“It’s time to compete
harder and expand
my business.”
Solutions and support from HP partners along
HP’s small business customer growth path
Starting out
Building momentum
Business expansion
“We’re getting started and need to get
the basics right.”
“My business is starting
to grow.”
“It’s time to compete harder and expand
my business.”
•
•
•
•
•
•
• Increase sales
• Acquire new customers, retain existing ones
• Hire employees and assess need for
accounting, payroll, management systems
• Apply customer insights to differentiate from
competition
• Establish IT infrastructure that’s secure across
devices and backed by reliable support
• Refine business model to ensure profitability
• Identify business issues, seek solutions
• Protect business from risk
• Preserve reputation as you transform and
expand
• Consider if cloud services can drive
productivity and profitability
• Choose to diversify products and services,
innovate existing products, or open new
branches
• Pursue customers in new territories
• Leverage IT to aid expansion
• Refine processes and management systems
to gain strength
• Build agility through analytics
• Establish IT efficiencies while reducing power
and cooling costs
• Consolidate or virtualize to minimize IT
downtime
Form business idea
Draft business plan
Build support system
Launch business
Market products and services
Identify sustainable IT resources and enable
mobility
• Seek new ways to understand the needs of
customers and prospects
• Identify vendors (IT or other functional areas)
• Identify and analyze competition
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
How to tailor the
Just Right IT solutions
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
How to tailor the Just Right IT
solution for new businesses
with up to 25 users
Just Right IT for business starters
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Just Right IT for business
starters
Solutions
and support for new businesses with up to 25 users
This is one example of our solution offerings.
Review the full set of offerings for new businesses
at
hp.com/go/justrightit
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Just Right IT for business starters
When you’re getting started you need to support essential IT functions such as
email, file, print, networking access and backup. This solution offering helps you
meet that goal, while also supporting security with Active Directory® capability.
Solutions and support for new businesses with up to 25 users
This is one sample of our solution offerings. Review the full set of offerings for new businesses at
hp.com/go/justrightit.
Category
Products
HP ProLiant servers
Establish a foundation for day-to-day productivity
HP ProLiant MicroServer Gen8
HP server options
Boost your storage and power capacity
• DDR3 UDIMM
• SATA non-hot plug LFF (3.5 inch) SATA 7200 RPM
• SATA DVD-RW Optical Drive
HP Networking solutions
Reliable, secure connectivity to help your business run smoother
• HP PS1810-8G Switch
• HP Networking M200 802.11n Access Point
HP Storage solutions
Support new applications, keep data safe, and make it all easier to
manage
• HP Storage RDX 1TB External Removable Disk Backup
System
• 8 x RDX 1TB Removable Disk Cartridges
14
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Just Right IT for business starters
Solutions and support for new businesses with up to 25 users
This is one sample of our solution offerings. Review the full set of offerings for new businesses at
hp.com/go/justrightit.
Category
Products
Backup software
Autonomy LiveVault cloud backup software
HP services and support
Protect your investment, find financing options
• HP 3-year Next Business Day MicroServer Hardware Support
• HP Networking Lifetime Warranty 2.0
Operating system
• Microsoft Windows Server® 2012 Standard
• Microsoft Windows Server 2012 Essentials
• Microsoft Windows Server 2012 Foundation
Application software
• HP iLO Essentials
• Google™ Apps
• Microsoft Office® 365™ productivity suite
This is one sample of our solution offerings. Review the full set of offerings for new businesses at
hp.com/go/justrightit.
15 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
How to tailor the Just Right IT
solution for growing
businesses with up to 25
users
Just Right IT for business builders
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Just Right IT for business
builders
Solutions
and support for growing businesses with up to 25
users
This is one example of our solution offerings.
Review the full set of offerings for new businesses
at
hp.com/go/justrightit
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Just Right IT for business builders
As you become established you’re ready to drive new revenue opportunities. This
solution offering can support needs for additional storage capacity, line-of-business
applications, wireless connectivity, and provides the option to back up data in the
cloud.
Solutions
and support
forofferings.
growing
businesses
with up
25 users
This is one sample
of our solution
Review
the full set of offerings
forto
emerging
businesses at
hp.com/go/justrightit.
Category
Products
HP ProLiant servers
Establish a foundation for day-to-day productivity
HP ProLiant ML310e Gen8 v2
HP server options
Boost your storage and power capacity
HP 500GB 6G SATA 7.2K rpm LFF (3.5-inch) non-hot plug
Midline 1yr Warranty Hard Drive
HP Networking solutions
Reliable, secure connectivity to help your business run smoother
• HP PS1810-24G Switch
• HP PS1810-8G Switch
• HP Networking M200 802.11n Access Point
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Just Right IT for business builders
Solutions and support for growing businesses with up to 25 users
This is one sample of our solution offerings. Review the full set of offerings for new businesses at
hp.com/go/justrightit.
Category
Products
HP Storage solutions
Support new applications, keep data safe, and make it all easier to
manage
• HP Storage RDX 1TB Internal Removable Disk Backup
Backup software
Autonomy LiveVault cloud backup
HP services and support
Award-winning service and financial solutions
• HP Care Pack 3-year Next Business Day Server
• HP Networking Lifetime Warranty 2.0
Operating system
• Microsoft ® Windows Server® 2012 Standard
• Microsoft Windows Server 2012 Essentials
• Microsoft Windows Server 2012 Foundation
Application software
•
•
•
•
19
System
• 8 x HP RDX 1 TB Removable Disk Cartridge
HP iLO Essentials
Google™ Apps
Microsoft Office 365™ productivity suite
Quicken Books Enterprise
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Take a closer look at Just Right IT solutions
ProLiant Servers for small business Converged storage solutions
• Right-sized I/O bandwidth and memory
• Essential storage performance
• Power efficiency and enhanced management
with Insight Control
• Store and share data
• Plug-and-play scalability
• Software for secure protection of data and
applications
Networking solutions
Support and service
• Connect all users and devices, wired and
wireless
• Upgrade paths for growing businesses
• Intuitive web-based management
•
•
•
•
HP server options
Financing options for what you need
HP Care Pack for coverage in or out of warranty
HP Networking Lifetime Warranty 2.0
24x7 assistance from HP technicians
• Boost your storage capacity
• Gain efficiency in power consumption
• Manage space, improve cooling
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© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Just Right IT tools and
resources
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Just Right IT sales tools
• Just Right IT solution guide
• Just Right IT customer PPT
• Just Right IT flyers (available via the Just
Right IT microsite)
• Just Right IT sales guides
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• Just Right IT email copy blocks
• Just Right IT print ad
• Just Right IT Transactional Partner Promotion
assets (including videos)
– hp.com/go/promo/transactional
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Just Right IT resources
• HP ProLiant Servers
–
hp.com/servers
• Operating system
–
h18004.www1.hp.com/products/servers/software/micros
oft/os/windows2008/index.html
–
h18004.www1.hp.com/products/servers/software/micros
oft/windows-server12/index.html
• HP server options
–
hp.com/go/hpgo
• HP Networking solutions
–
hp.com/networking/smallbusiness
• HP Storage solutions
–
hp.com/go/storage
• Backup software
–
hp.com/go/dataprotector
–
protect.autonomy.com/products/dataprotection/livevault
• HP services and support
–
hp.com/services/support
• Virtualization
–
h18004.www1.hp.com/products/servers/software/citrix/vi
rtualization/index.html
–
h18004.www1.hp.com/products/servers/vmware/index.ht
ml
–
http://h18004.www1.hp.com/products/servers/software/
microsoft/virtualization/
• Application software and remote management
–
microsoft.com/en-us/sqlserver/default.aspx
–
h18013.www1.hp.com/products/servers/management/ilo
advanced/index.html
–
hp.com/go/ilo
• HP JRIT solution assets
–
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hp.com/go/JustRightITSolutions
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Thank you
To learn more about HP Just Right IT,
please visit us at: hp.com/go/justrightit
or contact your HP or partner sales representative.
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Appendix
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Using the Just Right IT solution guide
You can use the solution guide to:
• Send to prospects and generate leads.
• Identify some of the HP offerings that are
appropriate for the situation.
• Then add value by helping your customer find
the right combination.
• Get an overview of how our end-to-end
capabilities work together to help customers.
The solution guide is also useful
when you:
• Send an email to prospective customers.
• Make a sales call as a leave-behind memory aid.
• Talk to a customer on the phone as a reason to
call.
26 © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Using the Just Right IT customer PPT
You can use the customer PPT to:
• Present the information from the solution guide
in a concise, conversational manner.
• Demonstrate our understanding of the SMB
customer’s unique needs to build rapport.
• Summarize the benefits of the HP portfolio
• Show our end-to-end capabilities.
• Use to inform sales calls and casual
conversation.
27
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Using the Just Right IT flyers
The Just Right IT flyers are available via the Just Right IT microsite.
You can use the flyers to:
The flyers are also useful when you:
• Send to prospects and generate leads.
• Leave behind after sales calls.
• Summarize the benefits of the HP portfolio.
• Send an email to prospective customers before
or after a sales call.
• Make a sales call as a leave-behind memory aid.
• Provide prospective customers with more
resources.
28
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Using the Just Right IT sales guides
You can use the sales guide to:
• Demonstrate our awareness of small business
needs.
• Identify some of the HP offerings that are
appropriate for the situation.
• Summarize the benefits of the HP portfolio.
• Then add value by helping your customer find
the right combination.
• Get an overview of how our end-to-end
capabilities work together to help customers.
29
The sales guide is also useful when
you:
• Employ it to inform casual conversations or
sales calls.
• Talk to a customer on the phone as a reason to
call.
• Need to position HP against the competition or
overcome customer objections.
• Provide prospective customers with more
resources.
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Using the Just Right IT email copy blocks
You can use the email templates to: The email templates are also useful
when you:
• Reach out to the customer and demonstrate
your awareness of small business issues and
needs.
• Identify some of the HP offerings that are
appropriate for the situation.
• Summarize the benefits of the HP portfolio.
• Get an overview of how our end-to-end
capabilities work together to help customers.
30
• Send an email to prospective customers before
or after a sales call.
• Need to position HP against the competition or
overcome customer objections.
• Provide prospective customers with more
resources.
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Using the Just Right IT print ad
You can use the print ad to:
• Demonstrate our awareness of small business
needs.
• Identify some of the HP offerings that are
appropriate for the situation.
• Summarize the benefits of the HP portfolio.
• Get an overview of how our end-to-end
capabilities work together to help customers.
31
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Using transactional partner promo assets
You can use transactional partner
promo assets to:
• Create demand
• Position and sell JRIT products
32
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.