Break Out Session Revenue Opportunities through HP Software ...

The SVI program is highest level of collaboration
for Support Services [Status: 6 th May 2008]
Software
License
Sale
Upfront
Support
Sale
Support
Renewal
Sale
Support
Delivery
SVI Program
[Services Integrator]
• base discount 34% [38% for
Distributor] of list upfront; tiered
bonus afterwards of net shipped
SW license
• Upfront support Sales by Partner
• 7% upfront [max. at 41% [45%
for Distributor) incl. license
discount]
• Renewal Sales by Partner
• Contract Management by Partner
• Renewal base discount = 24%
• + 3% [volume quota target]
• + 3% [support delivery target]
• + 3% [volume achievement]
• Support Delivery by Partner
• Requirements for participation
• Only partners with highest skill and quality level
• Software Services Sales Skills
• Contract Management Skills & Resources
• Support Delivery Skills & Resources
• Volume: $100K of annual SW services renewal
net orders
• Program Features
• Partner (Re-) Sells HP Support Contracts
• Partner Manages and Renews Support Contracts
• Partner Delivers SW Support Services
• Benefits
• Renewal base discount according to metrics
• Dedicated SW Services Partner Manager from HP
• Direct Access to the HP 2 nd Level Support Center
• Market differentiation and competitive advantage
thru strong HP partnership
= HP responsibility; = Partner responsibility
4 14 May 2008