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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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
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