Call Guide
HP ProLiant Gen8 300 p-Series servers and ProLiant Gen8
300 e-Series servers provide the best match for business needs.
Lead Generation Outbound Call Guide for the HP ProLiant Gen8 300 p-Series and ProLiant 300 e-Series servers
powered by the Intel® Xeon® processor E5-2400 and E3-1200v2 series Demand Generation Campaign
Call Objective/Target Audience
Call Objective
 Tech-savvy Millennials dominate
employment at smaller companies. Today’s
younger workers grew up in the digital age
and are bringing their technology acumen
into the work environment of their
employers.
This call guide gives you the tools to sell
HP ProLiant Gen8 300 p-Series servers and
ProLiant Gen8 300 e-Series servers from an
informed position. You can help HP ProLiant
 Founders of newer SMB companies hail from
maintain its dominant market share and sell to
larger companies, many of whom have been
new customers outside the traditional enterprise
displaced from a world of six-figure salaries
environment by demonstrating the dramatic
and massive bonuses, and are now opting to
economic advantages of these servers, especially
leap into small-business ownership.
for small and medium businesses.
These SMBs are increasingly:
 More thorough in their technology purchase
Target Audience
Small and medium-sized businesses (SMBs)
Decision-maker is likely the business owner,
partner, or trusted advisor.
These businesses often operate on a small
budget. Without ever-increasing budgets, they
are forced to stretch their IT investment
dollars further. So they look for technologies
that fit their current business size and will
continue to meet their needs for some time to
come. With no time or expertise to solve
problems, they don’t want to deal with
complexities and complications that occur in
the process of deployments and operations.
These customers need an essential server that
is reliable, easy to service, and provides low
cost of ownership.
Tech-based SMBs—the SMB Phoenix
Phenomenon—are a growing segment where:
decision. SMBs are becoming less
transactional and more budget- and planningminded in their technology purchasing
behaviors.
 Less needful of IT support but more desirous
of managed services for desktop, server, and
network monitoring and telecom/voice
management. SMBs want to rid themselves
of rote systems admin tasks to focus more on
customer-facing activities to serve their
customers better.
New SMBs call for new Go-to-Market Rules
 SMBs are not just “small enterprises” in
terms of marketing—they have their own
unique communities, time and resource
constraints, and almost exclusively customerfacing business drivers.
The SMB phoenix demographics, attitudes,
and behaviors call for a new set of rules for
penetrating the SMB market.
Market Overview/Value
Proposition
Market Overview
HP’s new ProLiant Gen8 300 p-Series and
e-Series servers are ideal for SMBs. This
breadth of products is price- and feature-
targeted for this specific market segment and
is designed to be the essential server solution
ideal for ongoing business needs, while also
allowing for tailoring IT needs of growing
small and medium-sized businesses when
business demands more performance.
Value Proposition/Differentiation
 HP ProLiant Gen8 300 p-Series servers and
300 e-Series servers powered by the Intel®
Xeon® processor E5-2400 and E3-1200v2
series provide the best match for business
needs.
 The 300 e-Series essential servers are
affordable to acquire, cost-effective to
operate, much easier to deploy and
administer, reliable, easy to service, and
provide a low cost of ownership; while the
performance-based 300 p-Series servers
deliver optimal performance for dataintensive workloads.
 For 64 consecutive quarters (16 years)
HP ProLiant servers have been the x86
server market share leader in both factory
revenue and units. HP continues to ship
more than one in every three x86 servers.
(Source: IDC Worldwide Quarterly Server
Tracker, 1CQ2012)
Customer Pain Points
SMB owners and IT decision makers have
limited time or IT expertise, so they don’t
want to deal with complexities and
complications that occur in the process of
deployments and operations.
They also need to spend less time worrying
about their server technology so they can use
their valuable time to focus on growing their
businesses.
HP ProLiant Gen8 300 p-Series servers and HP ProLiant Gen8 300 e-Series servers
powered by the Intel® Xeon® processor E5-2400 and E3-1200v2 series
Intel, the Intel logo, Xeon, and Xeon Inside are trademarks or registered trademarks of Intel Corporation in the U.S.
and/or other countries.
Qualifying Questions
Proof Points/Substantiations
 Would you like a server that can reduce its
Claim: 150 design innovations
Substantiation: Design and feature changes
documented by internal HP ProLiant Gen8
mechanical design teams.
power and usage costs automatically
without instruction from you?
 Would you like servers that identify
potential problems before they occur, so
you can spend more time innovating?
 Could you justify a server upgrade that
would take less of your attention and time?
 Do common server management tasks take
too much of your time, keeping you from
focusing on your business?
 Could you benefit from embedded
intelligence and automation that streamline
manual tasks, freeing you to build your
business?
 Do your servers suffer from inadvertent
input errors that cause downtime?
 Would you like better visibility as to where
to deploy servers via tracking them and
taking inventory of assets?
 Is it hard for you to justify spending money
to refresh your server infrastructure?
 Would you like to spend less time on server
administration and more time on strategic
projects that drive innovation?
Claim: Reclaim two weeks of your year
Everyday maintenance can consume as much as
70% of an IT work week. That's why each
HP ProLiant Gen8 server has embedded
intelligence that automatically takes care of
routine tasks. The results can free up as much as
two weeks of your time,* so you can focus on
other priorities for your company.
Substantiation: In large enterprises the server to
admin ratio is typically 40:1 or more, and they
may do firmware updates for 32 servers at a
time. They also may become specialized with
one doing power provisioning/tuning for 200
servers and another may do firmware updates
for 200 servers. We see these enterprise
administrators saving "150 hours/server
administrator" every year.
Powered by HP ProActive Insight
Architecture, the servers speed up initial
deployment and virtually manage themselves
through their entire lifecycle, resulting in a
significant reduction in unplanned downtime
and administrator workloads. Besides
reducing headaches, these servers let
businesses focus on strategies that help them
grow instead of spending valuable time
administering their servers.
Optimized for ongoing business needs,
HP ProLiant e-Series servers offer a lower
initial acquisition cost, and improve operating
costs through designs that lower power
consumption and cooling costs.
What’s New
These are new products that are ideal for the
SMB segment. Small business customers tell
us they want IT to be carefree:
 I shouldn’t have to worry about it.
 I want a server that will fix itself.
 I want it done for me so I don’t waste time.
Typically the SMB admin has to do everything
for all servers manually so their time spent in
"administration hours/server" is going to be
higher. Therefore they will be able to see
larger savings from some of the automation
features introduced. They could potentially gain
back "80 hours/server administrator" every year
which equals two working weeks a year.
 I want problems identified before they
Product Overview
HP Proactive Care provides higher value
support that improves the availability and
performance of industry-standard, virtualized
environments. The service
 HP redefines essential computing and brings
business to a whole new simplified level with
HP ProLiant 300 p-Series servers and 300 eSeries servers powered by the Intel® Xeon®
processor E5-2400 and E3-1200v2 series.
The 300 e-Series essential servers are
affordable to acquire, cost-effective to
operate, much easier to deploy and
administer, reliable, easy to service, and
provide a low cost of ownership; while the
performance-based 300 p-Series servers
deliver optimal performance for dataintensive workloads.
occur.
HP ProLiant 300 p-Series servers and 300 eSeries servers deliver on the needs of business
users, so business owners can focus on their
business and not their IT needs.
HP Converged Infrastructure
HP ProLiant Gen8 300 p-Series servers and HP ProLiant Gen8 300 e-Series servers
powered by the Intel® Xeon® processor E5-2400 and E3-1200v2 series
Intel, the Intel logo, Xeon, and Xeon Inside are trademarks or registered trademarks of Intel Corporation in the U.S.
and/or other countries.
provides fast problem resolution, coupled with
proactive services designed to help prevent
problems before they occur.
HP Proactive Care Services at a Glance
Quarterly Incident Report
 Quarterly IT incident report and trend
analysis with HP technical account manager
 Identify recurring issues and recommended
actions for IT environment and
configuration
Proactive Scan
 Twice-a-year platform scan and health
check using HP Insight Remote Support
software
 Consultation with HP technical account
manager
 Recommendations for performance,
configuration, and security improvements
Platform Revision Management
 Twice-a-year platform review and analysis
HP Converged Infrastructure with
HP ProLiant Gen8 300 p-Series servers
and 300 e-Series servers powered by the
Intel® Xeon® processor E5-2400 and E31200v2 series enable what’s next in
business innovation.
HP ProLiant Gen8 e-Series servers powered by
the Intel® Xeon® processor E5-2400 and E31200v2 series enable the best in future-ready HP
innovations, including:
 HP Networking—Open, Scalable, Agile
HP FlexFabric Architecture seamlessly
integrates with HP ProLiant Gen8 servers to
help “turbocharge" network connectivity by
accelerating data-intensive application
performance.
Other
Substantiation document
Calls to Action
 IDG Tech Dossier: HP ProLiant Gen8
Servers Pave the Way for Growing
Companies
 HP Coffee Coaching video: HP ProLiant
Gen8 e-Series Servers for SMBs
http://www.youtube.com/watch?v=G_QTT
7kLXN4&feature=youtu.be
 IDG white paper: HP Proactive Care
Increasing Uptime by Preventing IT
Problems
 HP Care Pack Services—Extend your
product warranty with convenient support
packages that help protect your hardware and
software investments.
 HP Qualified Options—Ensure the highest
level of power, performance, and control.
 HP Insight Management—Unlock your
infrastructure’s potential with HP’s easy-touse integrated server management software.
Additional INTERNAL only – not for
customer viewing
 Competitive Newsflash – PODCASTS: HP
ProLiant ML350e Gen8 vs. Dell T420 in
the SMB space
 HP ProLiant ML350e Gen8 vs. Dell T420
part 2
with HP technical account manager
 Firmware and software assessment and
upgrade recommendations
 End-to-end platform support—x86 servers,
storage, network, and software products
Campaign Tactics
Print
Print advertisements
Self-mailer
For More Information
hp.com/go/proliantgen8-smb
hp.com/go/proliantgen8
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HP ProLiant Gen8 300 p-Series servers and HP ProLiant Gen8 300 e-Series servers
powered by the Intel® Xeon® processor E5-2400 and E3-1200v2 series
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set
forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be for technical or
editorial errors or omissions contained herein.
2013 HP Restricted. This document contains confidential and/or legally privileged information. It is intended for HP and Channel Partner Internal Use only. If you are not an intended recipient
as identified on the front cover of this document, you are strictly prohibited from reviewing, redistributing, disseminating, or in any other way using or relying on the contents of this document.
Intel, the Intel logo, Xeon, and Xeon Inside are trademarks or registered trademarks of Intel Corporation in the U.S. and/or other countries.
Published by Hewlett-Packard, January 2013