HP Enterprise Product Contract Exception Form

Exceptions within Federal accounts are managed by the FED TSG & Public
Sector SPO teams

All HP Software (SGBU) partner exception requests are managed by the HP
Software Distributor Team. Please contact Mary Wilson for Avnet partners
(972) 342-6708 OR Lenny Washington for Arrow partners (404) 307-2043
CEM (Channel Engagement Managers):
 Rich Bruso – Northwest, Northern CA, Southwest areas
 Vicki Charlton – North Plains, Midwest, Ohio Valley, South Central areas
 Mickey Peare – New England, Liberty, Mid Atlantic, Southeast area
 Questions – Garianne Nyblom (garianne.nyblom@hp.com)
This Form applies to HP Business Development Partners who are requesting a review
of an opportunity outside of their approved agreement. This completed form must be
submitted by the partner’s distributor for any opportunities which fall outside of your
approved product set, sales locations or markets. Please complete the entire form and
return to your distributor for submission to HP contracts. Your distributor will inform
you that this is not a program and that only compelling business cases will be considered.
This form is used only for ultimate destinations within the 50 U.S. states.
NOTE: If the Exception form is incomplete it will be returned to the distributor.
HP Reseller or Distributor must receive written approval prior to pursuing the opportunity
This exception process is NOT for an exception to source from a different ECP
Policy:
 The HP enterprise authorization program requires HP Authorized Resellers to sell
and market within their approved contractual obligation.
 HP Enterprise Authorized Resellers may present, special situations to sell outside
of their business plan, authorized territory or HP product authorization.
 The contract exception policy does *not* include Reseller-to-Reseller
opportunities or International selling requests
Business Rules/Guidelines:
 Applicable for the following products: Alpha, Enterprise StorageWorks,
StorageSelect, OpenView Data Protector (OV Storage), Integrity Servers - any
UX, any OpenVMS, or 8-way's and higher - any OS; UX Servers, Superdome, XP
 Does not apply to OpenView products, except as noted above
 Contract Exceptions are for one (1) time usage
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 Repeat or multiple opportunities will not be supported as HP Partners must
complete all requirements as specified within the initial opportunity
 Initial Request is screened by Contracts Administration to verify:
 if the partner has an active BDA
 if a multiple exception request exists for the same EU/Deal
 if the partner has requested exceptions prior and has terms on file
(exceptions are good for a period of six months at time of approval notice
for ‘only’ product listed on the exception form and for that end user)
Process:
 Partner sends completed form to their distributor
 Partner and Distributor obtain HP EAM approval and confirmation there is not an
Enterprise authorized partner involved with the opportunity
 Distributor is to recommend authorized partner for teaming
 If an exception is necessary, distributor rep ensures all requested information is
complete, this includes appropriate HP EAM name, then forwards to HP
Contracts. Incomplete forms will be returned
 To ensure the exception form is complete for audit purposes and is a valid
request.
 Contracts Admin forwards request to Channel Engagement Manager to confirm
whether the exception can be reviewed/moved forward (CEM does not handle
Federal Account requests)
 CEM would work with Specialist and Enterprise Account Managers (EAM) to
understand the deal. End User Account Mgrs must be aware of partner’s
involvement. Specialist and EAM must confirm there is no authorized partner
involved
 The review process can take up to two weeks (or longer). There is no expedite
process for exceptions, however every effort will be made to respond with a
decision in a timely manner
 If approved, Contracts sends written notice to selected distributor
 This process is not for an exception to source from a different distributor. Partner
would need to do a formal switch.
 Distributor will be asked to provide sales results for all approved exception
requests once per quarter.
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* Input required
* Distributor/Enterprise Channel Partner Name:
(1) NOTE: Partner must purchase the product(s) through their selected distributor. Please
check to ensure the distributor selection is correct per your Business Development
Agreement.
Arrow(1)
Avnet(1)
Ingram Micro(1)
Synnex(1)
Tech Data(1)
(Select only ONE)
* Distributor information:
Distributor contact:
Contacts email address:
HP EAM contact:
HP EAM email address:
***
***
*** Prior to sending the completed exception form, the text below is mandatory for
the HP EAM to respond with via email that you (distributor) must attach to the
completed exception request. If this is not received we can not move forward with
assessment and this will delay time in the review process:
I verify and support the exception request based on the following:
1. The partner is driving the sale and project with the end customer.
2. To my knowledge, no authorized HP partners are competing for this business.
* Business Development Partner (Reseller information):
Name:
Address:
City, ST, Zip:
Contact:
Contact phone #:
Contact email:
HP agreement number OID:
(Allow 2 weeks for a response to this request from the time your distributor sends to HP
contracts – LONGER if information is missing)
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Superdome exception requests require the following information:
Name of Superdome Certified TC*:
 Partner may engage a Certified TC employed by the ECP (if with ECP, please
provide OID of the ECP)
OID:
* The contract alternative being requested can be described by which of the following
terms:
Product Exception
Territory Exception
(For Non-Enterprise Authorized Partners, engagement and teaming with an Enterprise Partner
for the transaction is recommended. Special situations are necessary for exception approval.)
* What is the compelling business case for this One Time exception request?
* Describe your company’s value-add in this opportunity, including any additional valueadded expertise being provided.
* Describe your company’s support plan for this customer and product opportunity.
* What is your company’s expected date for product certifications (sales & technical)?
* Complete end user detail in full:
Federal Opportunity (yes or no)?
State & Local Government Opportunity (yes or no)?
Customer Name:
Contact name:
Contact title:
Contact department:
Phone number:
Complete street address:
City, ST, Zip:
Ultimate destination if different from above
Complete street address:
City, ST, Zip:
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* List products and quantities (attach copy of product list, if available)
Enterprise server
UX Server
Integrity Server OpenVMS
Enterprise Integrity Server, other OS:
Enterprise Integrity Server Win/Lin:
Superdome
Alpha
Enterprise Storage
Enterprise StorageWorks (EVA)
XP Disk Array
Other Enterprise Storage:
EVA4### (only) Family:
Other
CCI Blade PC
ProLiant Blade Workstations
_______________________
* What is the estimated revenue expected?
* What is the proposed date to complete the opportunity?
* Are there future transactions that may be linked to this opportunity?
(Approved exceptions are for one time
usage)
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