Endless Opportunities for Partners

If digital disruption can be viewed as a wave sweeping over industries, most are in the crest of that wave or soon will be, according to new research from Harvard Business Review Analytic Services. A vast majority (80 percent) of the 783 survey respondents believe their industry will be disrupted by digital trends. And most of those (84 percent) said their industry has either passed the inflection point of disruption or will pass it by 2020 – just three years away. However, just which businesses will be the winners and losers in this digital economy is still being determined.

Companies that form their strategies now, shift resources to new digital initiatives, and redesign their organization and culture will have a distinct advantage. Digital transformation is real and widespread, and while not all organizations are ready for it, surprisingly most business leaders see this as an opportunity rather than a threat.

Most respondents recognize the opportunities the digital revolution is bringing, with the two biggest prizes being enhanced customer relationships and greater value chain integration. The highest digital priority, by far, is creating an exceptional, highly relevant customer experience.

The market has moved quickly from talking about digital transformation to doing it. This has been precipitated by business leaders’ growing understanding of the disruptive nature of digital trends. A full 80 percent expect their industry to be disrupted by digital.

Digital transformation isn’t clean and simple, with one grand switch flipped. Innovation requires a range of projects – to optimize core business operations, build new digital products, create new customer experiences – and a strategic approach.

At HPE, we want every organization to have the opportunity for success in today’s digital world. Success these days relies on moving quickly to disrupt or run the risk of being disrupted. That’s why HPE Pointnext combines our highly successful technology services consulting and support groups to create one world-class services organization.

New Thinking Reveals New Possibilities

While non-digital companies recognize the change that is coming – nearly 80% say their industry will be disrupted by digital trends, and 60% say that is likely to happen within the next three years—they are not participating in the digital economy.

The digital revolution offers exciting opportunities for those willing to assume some risk. In fact, 86% of respondents view digital disruption more as an opportunity than as a threat to their business.

Firms agree on digital shift’s main e�ectsPercentage of respondents who cite how the shift to digital will a�ect their company or industry

Closer relationship with customers72

Greater value chain integration67

Increased integration/collaboration with adjacent industries42

Tighter partnership with many tech vendors39

Greater industry consolidation34

Tighter partnership with one tech vendor12

Source : Harvard Business Review Analytic Services

Introducing HPE Pointnext

HPE Pointnext Value Proposition for Partners Page 3

Services for Digital Transformation

Three Pillars of Pointnext

Say YES to bigger and better opportunities with HPE Pointnext

Advisory and Transformation Services Design the transformation and build a roadmap tuned to customers unique challenges

Professional Services Flawless and on-time implementation, on-budget execution & creative configurations

Operational Services Deliver IT by managing and optimizing on-premises and cloud workloads, resources & capacity

Expertise to accelerate outcomes from digital transformation Powering

the Intelligent Edge

Simplifying Hybrid IT

– Hybrid IT– Intelligent Edge– Data and Analytics – Big data consulting

– Platform Consulting Services– Data Center Facilities Consulting Services– Cloud Services– Storage Services– Network Services– Mobility and Workplace services– Mobile First Networking Services– Big Data Consulting Services

– Flexible Capacity Services– Datacenter Care– Edge Support Services– Proactive Care– Foundation Care

In a world, where everything computes, HPE Pointnext is the trusted partner that can guide your customers on their digital transformation journey and help them point at what’s next.

HPE experts in three key service areas – Advisory and Transformation, Professional, and Operational – o�er a �exible powerhouse at your customers’ command, designed to help them accelerate or jump-start their digital transformation.

1 2 3

Now is the time for Next

HPE Pointnext, Hewlett Packard Enterprise’s newly reshaped and future-focused Services division, is an entirely new kind of IT organization. At HPE, our mission is to make Hybrid IT simple, power the Intelligent Edge, and we have the expertise to make it happen.

HPE Pointnext leverages our heritage and strengths to create an optimized end-to-end lifecycle experience. Longstanding relationships and peerless experience are integrated and applied into all HPE Pointnext projects – from the core to the cloud to the intelligent edge.

Opportunities with HPE Pointnext

New products

Lifecycle sales process

Installed base

Packaged Support & Consulting services

Convert

Consult

Attach

Sell Hardware Hardware Technology Refresh

Annual Maintenance Agreement

Post Warranty Packaged Support Svcs

Renewal

Contract

1

Upsell(MV, winback, optimization assessment)

2

End of Hardware Support life3

Opportunity with Lifecycle selling

– Revenue and margin increase by maximizing service selling throughout the hardware lifecycle. – Sustainability and predictability of the business

– Stronger relationship with the customer as a trusted advisor– Financial benefit from HPE as a delivery partner

– Provides the economics of a public cloud with the experience of an on premise solution – Service with variable payments based on actual metered usage – You can include all of the components needed to bring agility to your workloads. It is not tied to a specific vendor's solutions – Includes on premise capacity, enabling you to maintain control of IT for security, compliance, latency and privacy reasons

Consumption Model

* Please see Flexible Capacity detail in portfolio section

* Please see Becoming Partner Ready for Delivery partners sectionSell and Delivery

A

B

C

Become a trusted service provider for your customer with complete life cycle HPE Pointnext offers

HPE Pointnext Value Proposition for Partners Page 4

HPE Pointnext Value Proposition for Partners Page 5

Our re-designed support services are unlike any other services available in the industry and are focused on helping your customers’ to achieve two major goals:1. Maximizing availability of the infrastructure2. Evolving customers’ infrastructure over time

Foundation CareKeep my converged infrastructure running

Proactive CarePrevent issues and get me to your best experts when there is an issue

Proactive Care AdvancedAssigned resources to help maximize performance

Datacenter Care incl. Flexible Capacity Multi-vendor ServiceHelp me better operate what I have today and evolve to Hybrid IT

Lifecycle Event ServicesPer-event services across the technology lifecycle to help enhance business value of IT

Education Services & Packaged Consulting ServicesHelp me grow my employees’ skills and provide expertise to jump-start critical projects

Services from HPE Pointnext

Support for converged infrastructure Product Focused Environment support Outcome Focused

HPE Pointnext Value Proposition for Partners Page 6

Access to Pointnext Specialist coverage for ongoing enablement and expertise on HPE Services portfolio

Access to HPE Intellectual Property around Pointnext portfolio

Access to Service Delivery as outlined in the delivery program

Training and certification: Datacenter Care Certification and portfolio focused web-based modules

Partner Sales representative focused incentive programs

Opportunity to visit HPE hosted events and connect with HPE executives

Enablement programs for sales and engineers

Additional benefits of partnering with HPE Pointnext

Covers all component of partner compensation including sales and delivery

HPE Pointnext = Profitable partnership

Partner Type Compensation

Sell Only – Non-PRS*

Sell Only – PRS +

Sell and Deliver + +

More for more with HPE Pointnext

A

A B

Upfront Margin Standard PA discount + special pricing on deal basis

Base + Accelerators rebatesRebates on achieving targets

Strategic Payoutsto drive specific business

objectives

Market Development Fund to drive demand generation

activities (80:20)

Grow with HPE

Pointnext

Service Investment Payment for investments made

by partners who sell & deliver HPE Pointnext services

Delivery Readiness Excellencepayment for PSP compliance

and connected products

Event Based Payout for each delivery event

B C

A

A B CNotes: *PRS : Partner Ready for Services PartnerSell and Deliver partner must be a PRS Sales Partner

Becoming HPE Pointnext Partner Ready Service Delivery (PRSD) Partner

Solution Lifecycle Opportunity

HPE Pointnext Value Proposition for Partners Page 7

Earn when you upgrade to New solution capabilities

You deliver services leveraging HPE IP and Infrastructure

Margin + rebate + reimbursementfor renewing Support Services

You implement solution leveraging HPE IP

You deliver services leveraging HPE IP and Infrastructure

Upsell additional options and services to optimize the solution

Earn more when you find and deliver HPE solutions to new logos

Margin + rebate + reimbursement on HPE product, consulting, education and support Services

Solutionrefresh

Deliverservice

New solutionopportunity

Deliverservice

Services atpoint of sale

Renewservices Implement

solution

A key advantage of HPE Partner Ready for Service Delivery is that you can earn greater margins on the services you sell. The more you sell, the greater the delivery opportunity, and, in turn, potential for higher rebates and payments. Your earnings also increase depending on your platinum, gold, and silver partnership status. Beyond the financial incentives, HPE Partner Ready for Service Delivery can:

•Extend your interaction with the customer. When you deliver HPE services you build a deeper and more meaningful engagement that will serve their business – and yours – into the future.

• Increase customer satisfaction. You already have keen insight into your customer’s environment and business needs and are best equipped to drive a successful transformation.

•Drive up attach rates and Drive up Service Ratio by incorporating both a sales and delivery motion.

•Transfer much of risk and infrastructure burden to HPE. Because HPE’s name is on the service, we own the risk. We also manage much of the delivery infrastructure, including parts.

•Count on full support from HPE, including HPE training and delivery guides.

•Gain access to HPE’s intellectual capital, including tools and resources that support the delivery process.

Before you begin, let’s make sure you’re qualified to take advantage of this opportunity. HPE has baseline requirements to help ensure that partners have the sales volume and expertise to deliver HPE services at the quality demanded by customers. To become qualified for service delivery, you must:

•Have a valid HPE Partner Agreement with HPE

•Have minimum annual sales volume totaling $100,000

•Have Service Ratio* above 18%

•Qualify outright for net 30 terms with a minimum credit limit of $10,000

•Meet the delivery certification training requirement

•Have X number of people certified at your location

•Be certified on the product(s) you want to support

Note : Service Ratio=Total Services$ (Attach + IB+PCS+New Solution)/Total

Hardware$ rolling in 4 quarter

Increase your margins and more

Get qualified today

HPE Pointnext Capabilities

Increased user productivity

$22,299 per 100 users, annually $1M

Less downtime

88% reduction in down time

Reduced IT costs

$4,592 per 100 users per year

82.9% Datacenter Care Net Promotor score Technology Industry average = 58.6%, Apple = 63%

3 ITOC locationsacross APJeC (Austrailia, Japan and India)

Trusted Customers in

of the Fortune 100 Named Major Player by IDC

90%+

$7.16B 2016 Revenue

80Countries covering 30 languages - Global scale and expertise

84%Customer Satisfaction

72%Channel Net Promoter Score

25,000brightest minds in IT dedicated to your digital transformation

11,000Projects Delivered/Year

HPE Pointnext Value Proposition for Partners Page 8

A services partner built for your business today and tomorrow

Support for your entire environmentHPE Foundation Care supports all Hewlett Packard Enterprise technologies – including servers, storage, and networking products – as well as industry-leading software from Microsoft®, Red Hat®, SUSE, VMware®.

HPE Foundation Care provides support that helps you meet today’s IT demands, and evolve for tomorrow. We have streamlined our portfolio to offer five service levels that are easier to understand, easier to align to your business needs, and easier to buy. They are also more personalized to deliver the information you need, when and where you need it.

Choose the support you need for your IT and BusinessHPE Foundation Care Call to Repair Service – Offers 24x7 service, including on Hewlett Packard Enterprise holidays, with a six-hour call-to-repair time, with a commitment to have the hardware operational within six hours after your call is opened. Software support is 24x7 with a 2-hour response time.

HPE Foundation Care 24x7 Service – Offers 24x7 service, including on Hewlett Packard Enterprise holidays, with a four-hour on-site response time for hardware and a two-hour response time for software.

HPE Foundation Care Next Business Day Service – Offers a next-business-day on-site response with coverage available nine hours per day between 8:00 a.m. and 5:00 p.m. local time, on business days Monday through Friday, excluding on Hewlett Packard Enterprise holidays. Software support is provided with a two-hour response time.

The HPE Foundation Care Services portfolio includes two exchange support services for networking products:

HPE Foundation Care 4 Hour Exchange Service – Available 24x7, including on Hewlett Packard Enterprise holidays. The networking

component will be exchanged within four hours after opening the case; networking software support is also included.

HPE Foundation Care Next Business Day Exchange Service – Provides exchange of the Networking and Edgeline products the next business day after the call is opened and includes networking software support.

Collaborative Support for x86 servers that simplifies the support experience and saves time by helping resolve issues faster. If your infrastructure is based on industry-standard servers, you’re likely to have a number of third-party software licenses, and run multiple operating systems and virtualization technologies. That’s why we have included Collaborative Support with hardware support for x86 platforms. Collaborative Support will help save your time giving you a single point of contact for issue diagnosis, troubleshooting, and application of known solutions – even if you did not buy the software license from Hewlett Packard Enterprise.

Optional service features Defective media retention

For eligible products, this service feature option allows the Customer to retain defective hard disk or eligible SSD/Flash drive components that the Customer does not want to relinquish due to sensitive data contained within the disk (“Disk or SSD/Flash Drive”) covered under this service. All Disk or eligible SSD/Flash Drives on a covered system must participate in the defective media retention.

Comprehensive defective material retention

In addition to defective media retention, this service feature option allows the Customer to retain additional components that have been designated by HPE as having data retentive capabilities, such as memory modules. All eligible data retentive components on a covered system must participate in the comprehensive defective material retention. The components that can be retained under this service feature are outlined in the document located at hpe.com/services/cdmr.

Foundation Care

HPE Pointnext Portfolio

Support that leverages the latest product and service enhancementsIn a complex environment, many components need to work together effectively. Proactive Care is designed specifically to support these environments and bring together services that deliver problem prevention, rapid problem awareness and notification, rapid access to technical experts, and rapid resolution.

Key benefits of Proactive Care1. Reduce unplanned outages with tailored proactive reporting and expert

advice to identify and remove potential issues across the platform

2. Resolve complex problems faster with the help of the TSS, providing start to finish case management

3. Cost effective technology support utilizing connected products and technical experts

4. Get more from your product investment, improve efficiencies, and free IT to deliver greater innovation, growth, and value to your business

Proactive Care & Proactive Care Advanced

For more information, visit hpe.com/us/en/services/proactive-care-central-mgmt

– Enhanced call experience with Critical Event Management

– Start-to-finish call ownership

– HPE and select ISV collaborative support

– Three levels of hardware support

– 24x7 monitoring with automatic

* Devices need to be connected to HPE

call logging

– Rapid problem identification and diagnosis

– Data for personalized reports, problem prevention, and remediation

Proactive Advisory Support

24x7 emergencytechnical response Connected products

– An assigned, local ASM with access to specialist technical experts

– Personalized support planning, best practice advice, and deep technical expertise

– Proactive scan, firmware and patch analysis and advice

– Service credits for technical and operational services

Single point of contactwith specialist resources

– Proactive Scan (health check)* identifies potential configuration issues – Firmware Release & Software Patch report* will provide a thorough analysis and recommend updates for all Proactive Care supported products– Incident Report

Proactive Care PCA

+

HPE Pointnext Value Proposition for Partners Page 9

Lifecycle Event Services (LES)A comprehensive, end-to-end portfolio to help customers through the technology lifecycle

Plan the deployment

Prepare (in Factory)

Deploy tothe sites

RelocateOperations &

continual improvement

Sanitize &Dispose

HPE will collect the customer requirements, will do site assessment and will plan the service with the customer

HPE will pre-install, pre-configure and test in HPE Factories, as per customer requirements

HPE will pack, ship and will manage the deployment of the customer IT to the customer locationsHPE will complete the installation or refresh or upgrade on-site

HPE will de-install, move and re-install from a system up to a full Data Center across the room, the building or around the world

HPE will re-certify HPE equipment when moved by other parties

HPE will address activities related to the existing environment – assessment, planning, optimization, capacity planning, configuration design, performance analysis

HPE will de-install, collect, recycle or remarket the IT equipmentHPE may sanitize and/or destroy customer assets to security & regulation standards

Why choose between on-premise and on-demand IT when you can have both? HPE Flexible Capacity is a hybrid infrastructure service that delivers a public cloud experience with the benefits of on-premise IT. It prepares you for growth and gives you the agility to get applications to market right away – in minutes – without waiting months to expand the IT infrastructure and budget. So how does it work?

HPE Flexible Capacity

Explore How it Works

Learn more at HPE.com

Sign up for updates

© Copyright 2016 Hewlett Packard Enterprise Development LP. The information contained herein is subject to change without notice. The only warranties for Hewlett Packard Enterprise 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. Hewlett Packard Enterprise shall not be liable for technical or editorial errors or omissions contained herein.

Linux is the registered trademark of Linus Torvalds in the U.S. and other countries. The OpenStack Word Mark is either a registered trademark/service mark or trademark/service mark of the OpenStack Foundation, in the United States and other countries and is used with the OpenStack Foundation’s permission. We are not affiliated with, endorsed or sponsored by the OpenStack Foundation or the OpenStack community. Pivotal and Cloud Foundry are trademarks and/or registered trademarks of Pivotal Software, Inc. in the United States and/or other countries.

4AA6-8161ENW, October 2016

*Subject to a minimum commitment

HPE Flexible Capacity is a hybrid infrastructure service that delivers a public cloud experience with the benefits of on-premise IT. It prepares you for growth and gives you the agility to get applications to market right away—in minutes—without waiting months to expand the IT infrastructure and budget. So how does it work?

Local Buffer and Public Cloud for Growth and Usage Spikes

Scalability On-Demand

HPE works with you to forecast current and projected capacity—for a minimum commitment—and then creates a local buffer of IT resources beyond what you need now, that you can dip into as needed. The extra capacity is ready to be activated when you need more capacity, and it can easily expand into the Azure public cloud when needed. This ensures you have extra capacity deployed ahead of any oncoming demand.

An Expert Extension of Your IT Team

HPE Datacenter Care

HPE Datacenter Care is a tailored suite of services to help IT better operate what you have today while evolving toward a hybrid infrastructure. It gives your IT extra stability, agility, and expertise with personalized, enterprise-grade-level service and support from an assigned HPE account technical support team. Flexible Capacity also includes a customer portal that displays capacity usage data so you can assess performance and cost in real time and always plan ahead.

Reduce the Cost and Risk to Business

Security & Control

Enjoy operational efficiency and stability with the right mix of cloud and on-premise IT. HPE Flexible Capacity lets you keep key workloads on-premise for increased security, privacy, latency, compliance, and control and use the public cloud when appropriate.

Cloud-like Economics

Pay Only for What You Use*

The traditional mode of purchasing IT infrastructure often results in provisioning capacity that’s too high or too low for your IT needs. For example, you may spend money on unused capacity to handle unexpected growth, or struggle to meet demand when you don’t have enough capacity, or both.

HPE Flexible Capacity is a service for consumption-based IT payment that aligns cash flow to actual capacity usage. By deploying a flexible amount of capacity ahead of oncoming demand, you end up paying only for what you use with no upfront capital outlay.

$

Time

How Flexible Capacity Benefits IT

Buffer

Traditional purchases (CAPEX)

Minumum commitment level

Compute needed and invoiced

Assets purchased to meet future capacity needs are sitting idle tying up capital, increasing cost

Assets not purchased early enough to meet the increase in demand, and the business misses new opportunities or delays key new initiatives

Financials Time to Market

For more information, visit hpe.com/services/fc

For more information, visit hpe.com/us/en/services/lifecycle-support-services

Flexible Capacity

HPE Pointnext Value Proposition for Partners Page 10

HPE Datacenter Care

Datacenter Care

82.9%Net promoter score

456%ROI

2MAnnual reduction in capex/opex

6 monthsPayback period

88%

Increased user productivity$22,299 per 100 users annually - $1M

IT sta� productivity$19,545 per 100 users

Profitability$1,772 operating profit per 100 users

Reduced IT costs$4,592 per 100 users per year

Business productivity$835,000 additional revenue per year

Less downtimereduction in down time

64% time saved on help desk

Reduced by 80%Time managing IT vendors

CashPay for what you use

Flexible CapacityPay only for what you use at competitive metered rates; Capacity in minutes, not months

CapacityTime-to- market

ConfidenceEnterprise-quality support

Time to Value 20% faster time to market

Infrastructure AutomationEnable Infrastructure, as Code. Access to experts and Curated DevOps tools.

Cost Savings Save on process, training, & management

FlexibilityFree up resource, unified solution, access to experts

QualityMiminize incidents, scalable, proven processes

Operational Support ServicesExperts and tools to monitor and operate your infrastructure globally

Customer Experience30% reduction in down time

InnovateNew levels of agility and reliability

ControlOn premises when you need it

HPE Pointnext Value Proposition for Partners Page 11

For more information, visit hpe.com/services/datacentercare

Support your IT devices even after warranty expires

Customers may be deferring new server investments, and instead may be looking to extend the operational lifecycle of existing servers beyond the period of standard warranty. Access to high-quality support for existing systems can be an area of concern. HPE Post Warranty Support Service can help customers overcome their concern.

HPE Post Warranty Support can help you successfully keep your devices supported. HPE provides access to expertise and parts inventory that helps you focus on your business and future IT journey.

Ready access to expertiseReduce the need to maintain high level of in-house expertise for legacy servers.

Proven legacy system supportHelps maintain cost-effective server support investment.

Fast, reliable responseCommitted call-to-repair or response time offers include high-quality remote problem diagnosis-helping to deliver predictable service levels.

What are consulting services?

With consulting services from Hewlett Packard Enterprise, customers gain access to IT and industry experts who can help them design environments that enable efficiency, simplicity, speed, and agility. Our consulting services help customers from start to finish or at any stage of the transformation journey. From advisory workshops to architectural design implementation and integration support, take advantage of skilled experts, tools, and resources that offer critical guidance and support covering a range of IT transformation areas – including the cloud, Big Data, mobility, and more.

Post Warranty support service

Packaged Consulting Services

HPE Pointnext Value Proposition for Partners

Workshop

Workshops designed to help customer develop the right strategies and plans to execute their Business Technology Plan

Assessment Services

Provide an independent assessment of potential areas of improve; focus on Optimizing current IT Infrastructure

Design Services

Bring the customer through various phases from conceptual to final detail design based on the customers’ strategic intent and specifications

Implementation, Integration, Migration Services

O�er project management and actual implementation work base on agreed scope.

Advisory Transformation Professional

Data Center & Cloud

Networks & Mobility

Storage & Data Mgmt.

Education

© Copyright 2017 Hewlett Packard Enterprise Development LP. The information contained herein is subject to change without notice. The only warranties for Hewlett Packard Enterprise 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. Hewlett Packard Enterprise shall not be liable for technical or editorial errors or omissions contained herein.

For more information, visit hpe.com/pointnext

For more information, visit hpe.com/pointnext