EG Channels Overview
Jesse Chavez
VP, EG WW Channels
October 25, 2013
© Copyright
© Copyright
2012 2012
Hewlett-Packard
Hewlett-Packard
Development
Development
Company,
Company,
L.P. L.P.
The information
The information
contained
contained
hereinherein
is subject
is subject
to change
to change
without
without
notice.
notice.
0
HP Channels: We have a big channel – and big
responsibility
40 + years – Channel is in our DNA
• More than 145,000 partner businesses
• More than 500,000 partner sales
professionals
• $1.4 billion+ in channel investment (FY12)
• Partners in 173 countries
• 3,500+ Specialist partners
• Dedicated HP channel sales organization
• Dedicated HP channel marketing
organization
• Significant partner management operations
investments
1
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Channel partners play a critical role in HP’s reach and
success
Market Reach
2
2
Customer Preference
Scale & Flexibility
Partners provide:
Partners offer:
Partners perform:
•
Geographical reach
•
•
Order management
•
Strategic customer
segment reach; market
access
Services and products that
complement HP’s offering
•
Financing
•
Customized guidance
through the buying process
•
Inventory holding
•
Fulfillment
•
Customer preferred buying
models (location and
occasion)
•
Value add services
(integration, solutions,
Mgd. services, support
etc.)
•
Long term trusted
relationships with
customers
•
Multiple business models
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
67% of HP’s overall WW enterprise business is channel
driven
APJ
$4.1B
HP REVENUE
80% CHANNEL DRIVEN
~15,000 TOTAL PARTNERS
AMS
$4.5B
HP REVENUE
57% CHANNEL DRIVEN
~20,000 TOTAL PARTNERS
Notes: Enterprise revenue based on FY12 data.
Total partner count includes resellers and distributors
3
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
EMEA
$5.1B HP
REVENUE
70% CHANNEL DRIVEN
~60,000 TOTAL PARTNERS
Our channel partners play a role in covering all key
customer segments with HP
Market Segmentation
•
4
EG GTM
Direct
•
•
•
Around 67% EG revenue driven
through channel partners
Balanced/clear rules of engagement
Direct/Indirect compensation neutral
HP-led coverage with joint account
planning for largest global accounts
Channel-led coverage across SMB,
commercial and public sector
accounts
GA
Selected
Accounts
C&P
All accounts not GA
and not SMB
Channel
•
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
SMB
Accounts with less
than 1000 employees
Our immediate channel priorities for FY14
Renewed senior leadership commitment to Indirect Channel
Flawless execution of
new PartnerOne
program
5
Channel-ready
Solutions for hottest
markets
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Clear rules of
HP/Channel field
engagement
In FY14, we’re making key changes in PartnerOne to help
you
Top 5 grow
benefits of program enhancements starting November 1
1. Intuitive membership structure
New four-tier system with increasing reward levels
2. Predictable compensation
No gates, no caps and double-digit rebates
3. New specializations in key growth areas
PartnerOne
Cloud, Big Data, Networking, Services
4. New tools to accelerate your SMB business
Solution blocks, technical briefs, configuration and order templates
5. Streamlined certification requirements
Optimal skills to effectively architect customer solutions
6
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP ServiceOne partner programs accelerate
Your
best opportunity to increase deal size and gain higher margins
growth
7
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
It will be a hybrid world
Build
Consume
Cloud services
Cloud services
Traditional
Private Cloud
Managed Cloud
SLAs
availability, security, performance, compliance, cost
8
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Public Cloud
HP Cloud Programs for Partners
Designed to give you flexibility in delivering Converged Cloud solutions
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Cloud Builder
Cloud Provider
Cloud Reseller
HP Cloud Builder
Specialists deliver onpremise private cloud
solutions to end-user
customers
HP CloudAgile partners
deliver off-premise cloud
services
HP Resellers selling cloud
services from
HP or CloudAgile partners
to end-user customers
(IaaS, PaaS, SaaS)
to end-user customers
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Vision: HP is channel vendor of choice for the new style of IT
Pan-HP Channel framework and rallying cry
SIMPLE
PROFITABLE
PREDICTABLE
FAST
Interlocked business strategies
• Joint Business Plans with Top Partners
• Executive Sponsor Program
Enabled by a best-in-class partner program
• Reseller PartnerOne Program Redesign
• Distributor Compensation
• MDF optimization
Supported by frictionless operational
processes
• Pricing/Quote TAT (incl, deal registration)
• Partner Portal
With consistent, high value HP engagement
• Field engagement model (Co-selling MOC, Rules-ofengagement)
• PBM up-skilling & up-leveling
Bringing the best offerings and innovations
for the new style of IT
• Channel Ready Plays (Right
Product/Price/Place/Promotions)
• Demand Generation
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Thank you
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Closing Thoughts
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Converged Cloud: Our Vision
Build & Operate
Cloud Services
Hardware
Software
Choice
Delivery model
Platform
Partner
13
Consume
Cloud Services
Services
Managed Cloud
Confidence
Security
Management
Scalability
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Public Cloud
Consistency
Architecture
Portability
Consumption
Introducing new specializations in key growth
Printing and Personal
areas
Enterprise Group
HP Software
Systems
Platinum
specializations
• Converged Infrastructure
• HP Software
Gold specializations
•
•
•
•
•
Cloud Builder New
Server
Storage
Networking
New
ServiceOne Enterprise
•
•
•
•
•
•
•
•
•
•
Server
Storage
Networking
ServiceOne
New
•
•
•
•
•
•
•
•
IT Operations
Applications New
Vertica
Fortify
ArcSight
TippingPoint
New
Client Virtualization
DesignJet
Document Solutions
Graphics
Managed Print (Advanced)
Retail Solutions
Workstation
ServiceOne Printing and
Computing
• IT Management
• Vertica New
• Autonomy
• Fortify
• ArcSight
• TippingPoint
w Cloud Partner Solution Navigator to find HP Cloud Builder Specialists
and CloudAgile Service Providers
Silver specializations
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
New
Observations & Learnings



Observations on channel
future– success factors
Complete HP certifications: it has a direct impact on
sales productivity
Example of successful
partnership
Build a brand for yourself
Differences between
..
EMEA and US/APJ
partners
15
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Back up
16
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
5. Streamlined certification requirements
Optimal skills to effectively architect customer solutions
200
Storage MASE
requirements
6
178
100
50% reduction
Server ATP exam
requirements
90
0
80% reduction
Storage
2013
5
4
2
1
0
2014
Servers
2013
2014
Clear correlation between number of certified individuals and revenue
$600.0
Gold server
specialists
450
400
$500.0
350
$400.0
300
Gold storage
specialists
$250.0
800
700
$200.0
600
500
$150.0
250
$300.0
400
200
$100.0
300
$200.0
150
200
100
$50.0
$100.0
50
100
$-
0
$-
Bottom 61% 20%
80%
17
41% 60%
21% 40%
Top
20%
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
0
Bottom 61% 20%
80%
41% 60%
21% 40%
Top
20%
1. Intuitive membership structure
New platinum level to
reward HP’s top partners
Platinum
Partner
Converged Infrastructure
Simplified
membership
insignia so
customers can
easily identify
partners who are
committed to HP
Platinum
Partner
Software
Gold
Partner
Platinum
Partner
Printing & Computing Systems
GoldExample
Partner
Silver
Partner
Gold specializations:
Storage
Autonomy
Document Solutions
Business
Partner
Silver specializations:
Networking
TippingPoint
Plus: Simplified partner locator and active promotion of Platinum/Gold Partners in HP marketing
campaigns
18
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Our Unison platform makes it easy for our partners (and
customers) to interact and do business with HP
Planning & enablement
Collaboration
Customer
s
Partner
Sales
HP Sales
Partner
Business
Manager
Personalized
Experience
Profiling & onboarding
Business planning &
support
Market development funds
Sales & fulfillment
Portal
Deal registration
Lead management
Mobile
Social
Configure, price & quote
Order fulfillment &
invoicing
Performance &
compensation
Partner compensation
Rebates & claims
Performance review
Business intelligence
19
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
PartnerOne provides partner benefits based on membership
levels and value to HP and its customers
Membership levels
Platinum
Requirements
• Deep expertise throughout the
HP enterprise/software portfolio
• Pan-enterprise/software
certification and revenue
requirements
• Extensive skills in a key technology
area
• Advanced Business Unit (BU)
specific certification and revenue
requirements
• Foundational skills in a key
technology area within enterprise/
software
• Basic certification and revenue
requirements
• Signed contract with HP
• Entry-level training
20
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Benefits
Select channel plays/ solutions
ISS
3
Moonshot
Less space, energy,
cost & complexity
Configurable
Solution
C&P
Public & Private
Cloud
SDN & Utility Model
MSR Routers
Blade System
& Fusion
Management for
Conv. Infr.
2
Pre-Configured
Solution
HPN
ServeIT
Pre-Defined
VMWare Vsphere
Solution
SDN & NFV-enabled
Low-Cost HighPerformance
Unified
Wired/WLAN
IMC smart connect
WLAN new controllers
and Switching
NetworkIT
HPSD
ITaaS 3PAR
StoreIT
Stress-free storage
for virt., apps, files,
& data protection
Mobility/BYOD secure and
unified access
Conv.
System 700
Portfolio
Expansion
Blade Ecosystem
of Channel
Enabled Solutions
Conv.
System 300
Rack Ecosystem
of Channel
Enabled Solutions
Datacenter Care &
Proactive Care
Channel Delivery
enablement
Datacenter
Foundation Care
Care
Proactive
Care
S1 for Dist.
delivery
ServiceI Increase
capacity,
T
coverage &
competency
SMB holistic
through
services
distribution
solution
OfficeConnect
1
21
TS
Store
One Tier-1 Arch:
Virtua
Midrange,
l
All-Flash, & Ent.
VSA
Scale
Backup
BURA
Managed Backup
StoreOnce
w/ StoreOnce
Federated
Dedupe from ITaaS/Saa
Small Site to
S
Datacenter
Simply
3PAR & VSA
Small business solutions
Transactional
Conv. Systems
SmartBuy
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.