Break Out Session Revenue Opportunities through HP Software ...
Break Out Session Revenue Opportunities through HP Software ...
Break Out Session Revenue Opportunities through HP Software ...
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<strong>Break</strong> <strong>Out</strong> <strong>Session</strong><br />
<strong>Revenue</strong> <strong>Opportunities</strong><br />
<strong>through</strong> <strong>HP</strong> <strong>Software</strong><br />
Support<br />
Rafael Brugnini<br />
Vice President SW Services Sales, WW<br />
Manuel Pedraza<br />
Channel & Marketing Manager for <strong>Software</strong> Support, EMEA<br />
<strong>HP</strong> BUSINESS PERSPECTIVES 2008<br />
Lisbon, Portugal – May 6-8, 2008<br />
© 2008 Hewlett-Packard Development Company, L.P.<br />
The information contained herein is subject to change without notice
Individual Channel Partner Programs help<br />
serving target segments [6 th May 2008 - subject to change]<br />
Global <strong>Software</strong> Channel<br />
Program<br />
ASMP/D<br />
[Authorized Service Management Partner;<br />
D for Distributor]<br />
SVI Program<br />
[Services Integrator]<br />
<strong>Software</strong><br />
License<br />
Sale<br />
• base discount 34% [38% for<br />
Distributor] of list upfront; tiered<br />
bonus afterwards of net shipped<br />
SW license<br />
• base discount 34% [38% for<br />
Distributor] of list upfront; tiered<br />
bonus afterwards of net shipped<br />
SW license<br />
• base discount 34% [38% for<br />
Distributor] of list upfront; tiered<br />
bonus afterwards of net shipped<br />
SW license<br />
Upfront<br />
Support<br />
Sale<br />
• Upfront support Sales by Partner<br />
• Same discount as license<br />
• Upfront support Sales by Partner<br />
• Same discount as license<br />
• Upfront support Sales by Partner<br />
• 7% upfront [max. at 41% [45%<br />
for Distributor) incl. license<br />
discount]<br />
Support<br />
Renewal<br />
Sale<br />
• Renewal Sales by <strong>HP</strong> Support<br />
Sales<br />
• Contract Management by <strong>HP</strong><br />
• Renewal Sales by Partner<br />
• Contract Management by Partner<br />
• 15% [18% for Distributor]<br />
renewal discounting + 3% PfR<br />
• Renewal Sales by Partner<br />
• Contract Management by Partner<br />
• Renewal base discount = 24%<br />
• + 3% [volume quota target]<br />
• + 3% [support delivery target]<br />
• + 3% [volume achievement]<br />
• Support Delivery by <strong>HP</strong><br />
Delivery<br />
• Support Delivery by <strong>HP</strong><br />
Delivery<br />
• Support Delivery by Partner<br />
Support<br />
Delivery<br />
= <strong>HP</strong> responsibility; = Partner responsibility<br />
2 14 May 2008
The ASMP/D program is based on established<br />
structures enabling Renewal Sales [Status: 6 th May 2008]<br />
<strong>Software</strong><br />
License<br />
Sale<br />
Upfront<br />
Support<br />
Sale<br />
Support<br />
Renewal<br />
Sale<br />
Support<br />
Delivery<br />
ASMP/D<br />
[Authorized Service Management Partner;<br />
D for Distributor]<br />
• base discount 34% [38% for<br />
Distributor] of list upfront; tiered<br />
bonus afterwards of net shipped<br />
SW license<br />
• Upfront support Sales by Partner<br />
• Same discount as license<br />
• Renewal Sales by Partner<br />
• Contract Management by Partner<br />
• 15% [18% for Distributor]<br />
renewal discounting + 3% PfR<br />
• Support Delivery by <strong>HP</strong><br />
Delivery<br />
• Requirements for participation<br />
• all ASMP partners who want to benefit from<br />
SW renewal selling<br />
• Partner sell & renew SW Support<br />
• Partner provide end customer information at<br />
order registration<br />
• Contract management skills & resources<br />
• Program Features<br />
• Partner (Re-) Sells <strong>HP</strong> Support Contracts<br />
• Partner Manages and Renews Support<br />
Contracts<br />
• Benefits<br />
• <strong>HP</strong> delivers SW Support Services<br />
• Partner gets rewarded for renewed Support<br />
contract<br />
= <strong>HP</strong> responsibility; = Partner responsibility<br />
3 14 May 2008
The SVI program is highest level of collaboration<br />
for Support Services [Status: 6 th May 2008]<br />
<strong>Software</strong><br />
License<br />
Sale<br />
Upfront<br />
Support<br />
Sale<br />
Support<br />
Renewal<br />
Sale<br />
Support<br />
Delivery<br />
SVI Program<br />
[Services Integrator]<br />
• base discount 34% [38% for<br />
Distributor] of list upfront; tiered<br />
bonus afterwards of net shipped<br />
SW license<br />
• Upfront support Sales by Partner<br />
• 7% upfront [max. at 41% [45%<br />
for Distributor) incl. license<br />
discount]<br />
• Renewal Sales by Partner<br />
• Contract Management by Partner<br />
• Renewal base discount = 24%<br />
• + 3% [volume quota target]<br />
• + 3% [support delivery target]<br />
• + 3% [volume achievement]<br />
• Support Delivery by Partner<br />
• Requirements for participation<br />
• Only partners with highest skill and quality level<br />
• <strong>Software</strong> Services Sales Skills<br />
• Contract Management Skills & Resources<br />
• Support Delivery Skills & Resources<br />
• Volume: $100K of annual SW services renewal<br />
net orders<br />
• Program Features<br />
• Partner (Re-) Sells <strong>HP</strong> Support Contracts<br />
• Partner Manages and Renews Support Contracts<br />
• Partner Delivers SW Support Services<br />
• Benefits<br />
• Renewal base discount according to metrics<br />
• Dedicated SW Services Partner Manager from <strong>HP</strong><br />
• Direct Access to the <strong>HP</strong> 2 nd Level Support Center<br />
• Market differentiation and competitive advantage<br />
thru strong <strong>HP</strong> partnership<br />
= <strong>HP</strong> responsibility; = Partner responsibility<br />
4 14 May 2008
We are looking at strong, but selective<br />
Growth – catch-up to do in emerging regions<br />
Named Accounts<br />
Top Accounts<br />
ENTERPRISE<br />
Accounts<br />
Deep coverage by dedicated <strong>Software</strong> Support Sales and Delivery<br />
Optimized coverage by <strong>Software</strong> Support Sales and Delivery<br />
Selective Selling WITH and THRU Partners<br />
Non-Named Accounts<br />
COMMERCIAL/<br />
MID MARKET<br />
<strong>HP</strong><br />
unattended/<br />
NON-Named<br />
Accounts<br />
• Selective SVI<br />
growth<br />
• Mid Market focus<br />
• Needs especially<br />
for acquisitions • Increase<br />
SVI/ASMP<br />
case by case<br />
• mostly new<br />
products/<br />
acquisitions<br />
• SVI growth<br />
• Small Acct. focus<br />
• Needs especially for<br />
acquisitions<br />
• No need<br />
for new<br />
SVI<br />
• Collaborate<br />
ASMP for<br />
big<br />
renewals<br />
• Establish SVI<br />
channel business<br />
• Improve quality<br />
ASMP<br />
• Good SVI growth overall<br />
• Urgent needs for Saudi<br />
Arabia, Africa<br />
• Increase in Renewals<br />
• Needs for Delivery [local<br />
language, coverage]<br />
• Evaluate Co-Delivery model<br />
in CEE<br />
• Optimize<br />
ASMP<br />
collaboration<br />
• Increase<br />
registration<br />
rate focus<br />
GER GWE F IB IT MEMA CEE UK/I<br />
5 14 May 2008<br />
Note: Bubble size indicates opportunities/growth [<strong>HP</strong> team estimation]
<strong>HP</strong> <strong>Software</strong> Support is making big investments<br />
enabling more efficiency and hence growth<br />
The following areas have been identified as the key investment areas for 2008:<br />
Access to Support<br />
First contact experience<br />
Time-to-resolution<br />
Web experience<br />
• This has been our top priority and 90% of SAID (Service<br />
Agreement ID) contract issues have been resolved.<br />
• Increased Support Center resources and improved telephony<br />
infrastructure plans.<br />
• More training and increased collaboration between Support<br />
and R&D to accelerate time-to-resolution.<br />
• We're investing in a better online experience for you now and<br />
in the future.<br />
• There are three phases to the web experience program:<br />
• Web Enhancements April – June<br />
• Further Web Enhancements<br />
• SSO 2008 and beyond<br />
For more details around all of the initiatives please go to:<br />
http://support.openview.hp.com/investment.html<br />
6 14 May 2008
Lets maximize outcomes for YOU and <strong>HP</strong> thru<br />
a strong, selective and loyal partnership<br />
Requirements from <strong>HP</strong> …<br />
Benefits for YOU …<br />
Sell Upfront Support with every<br />
<strong>HP</strong> <strong>Software</strong> license<br />
Dedication and Partner Loyalty<br />
– commitment to <strong>HP</strong><br />
Provide end-customer<br />
information for every order [to<br />
better serve & support the end customer]<br />
Actively manage SW Support<br />
renewals<br />
Drive and increase customer<br />
satisfaction with everything you<br />
do<br />
Maximize revenue <strong>through</strong><br />
selling renewals<br />
Drive incremental revenue<br />
<strong>through</strong> up-selling support<br />
levels and implementation<br />
services<br />
Portfolio enlargement <strong>through</strong><br />
<strong>HP</strong> adding new products<br />
Market differentiation and<br />
competitive advantage thru<br />
strong <strong>HP</strong> partnership –<br />
trusted partner<br />
Higher customer satisfaction<br />
and customer loyalty<br />
7 14 May 2008
THANK YOU for your attention and<br />
OUR promise to YOU…<br />
… we will continue to develop our Channel<br />
Partner Programs to maximize Business<br />
outcomes for YOU and <strong>HP</strong> and Customer<br />
Satisfaction.<br />
… we will continue to support you with the<br />
integration into our Channel Partner Programs<br />
if you have been a partners from acquired<br />
software companies [Mercury, Opsware, …]<br />
… we will listen and support YOU…<br />
8 14 May 2008 Technology for better business outcomes
Overview Country Contacts in EMEA for<br />
YOUR reference…<br />
Region SSPM* E-Mail<br />
France Gregory Dervin gregory.dervin@hp.com<br />
Germany Jochen Doll jochen.doll@hp.com<br />
GWE<br />
tba<br />
Iberia Arno Hogenes arno.hogenes@hp.com<br />
ISE Franck Mitjans-Urpi franck.mitjans-urpi@hp.com<br />
Italy<br />
tba<br />
UK&I Helen Ward helen.ward@hp.com<br />
EMEA Nadia Koller nadia.koller@hp.com<br />
EMEA Manuel Pedraza Manuel.pedraza@hp.com<br />
* SSPM : <strong>Software</strong> Support Partner Manager<br />
9 14 May 2008
Technology for better business outcomes
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