hp cloudsystem certified hosting program

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted. For HP Internal Use Only

HP CloudSystem certified hosting programHP Sales Rep training deckservice provider recruitment

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted. For HP Internal Use Only2

How to use this deck• This deck provides training for HP representatives on how to target and recruit HP

CloudAgileService Provider partners to the HP CloudSystem Certified Hosting Program. • It covers:

– Training objectives– Sales opportunity– Customer profile– Sales approach– Resources

• **Be sure to go to the link provided on slide #11 to see current promotions.

Remove this slide before presenting


Agenda

Training objectivesSales opportunityCustomer profileSales approachResources


Training objectivesDescribe a successful sales approach• Key service provider (SP) issues• How to engage with service providers• Transition from initial interest to qualified opportunityReview the supporting sales kit• Initial qualification• Determining service provider needs and readiness to buy/join programReview the extended set of sales resources• CloudSystem Certified Hosting SP Recruitment kit• Other resources


Agenda



Recruit service providers to the HP CloudSystem Certified Hosting Program

Sales opportunity: Challenges for Cloud Hosting providersKey issues for Cloud Hosting providersAdding revenue and margin• Need avenues for expanding their commercial and enterprise sales reach• Looking for ways to differentiate their services in the competitive cloud

market • Need better efficiency to lower operations costs, raise marginsImproving service levels• Looking to automate and enhance cloud solutions for their customers• Need to dynamically and rapidly create complete application

environments, not just VMs• Want detailed reporting capabilities for charge-back and allocation of

cloud resources for multi-tenancy • Need flexibility on hypervisors, operating system choices, etc.


HP CloudSystem Certified Hosting

Market Development funds/ Joint InvestmentIndustry’s most cloud ready infrastructure

Extensive GTM

HP & Channel Sales Engagement

Offering/demo development funds

*Boost cloud capabilities * Differentiate services * Speed delivery * Grow pipeline *

Leading cloudtechnology

Sales enablement / partnership

• Market leadership• Enterprise

experience• Industry

partnerships• Customer

relationships

Market strength / experience

• Joint go-to-market funds/programs

• Dual compensation• Customer/partner

linkages• Incentives• Certification

HP’s technology and market strengths extend SP’s sales reach and hosting capabilities

• HP Converged Cloud—most complete, integrated, unified and open platform

• HP CloudSystem, Cloud Maps, Cloud Service Automation


HP CloudSystem Certified Hosting—What is the program?Host on HP CloudSystem—End-to-end cloud delivery solution• HP Cloud System, Cloud Service

Automation and HP Cloud Maps − Optimized utilization− Fast, automated application

deployments− Single management view

• HP best-in-class converged cloud infrastructure− Openness/flexibility on OS, hypervisors,

physical & virtual servers, etc.− Reliability, availability, and security− Reduced operating costs− Scalability

Join Certification Program—Partnership to expand/speed sales• Pipeline development with HP

customers, sales reps, channel partners− Joint go-to-market activities; dual

compensation; cooperation not competition

− High-margin services− Linkages to HP enterprise customers− Leverage HP experience and

relationships• US $10Ktraining and certification

− Gain expertise, customer service/assurance

• Reduced acquisition/ramp-up costs− Discounts up to 50%− Flexible financing

Winning combination to help you build, differentiate and sell cloud services +


Leverage HP technology edge and sales reach to grow capabilities and boost sales

What’s in it for SPs?

Boost ability to pursue the growing cloud services market • Differentiate cloud services with HP CloudSystem advantages to beat the

competition– Rapidly deploy new applications and services to meet customer needs (via Cloud

Maps, etc.)– Use open solution to meet customer choice of hypervisor, OS, virtual/physical servers,

etc.– Address almost any customer requirement across multiple hosting options: colocation,

managed hosting, cloud infrastructure– Count on HP Converged Cloud reliability, manageability, scalability, security

• Extend sales reach with HP marketing and sales – Joint GTM/Lead Gen– $$$ for HP sales force & channel partners to drive CloudSystem Hosting business– Leverage HP customer relationships and experience; expand links to enterprise

customers• Reduce costs for cloud acquisition and operations• Gain expertise and assure their end users with free training and HP Certification


HP CloudSystem Certified Hosting Program onboardingWho is eligible for the program?The program is for HP CloudAgile Partners* who plan to offer cloud services

that are:• Hosted on HP CloudSystem(s)• Defined for target sectors (i.e., by industry or customer needs like IaaS, PaaS or SaaS)What is required of partners? How do they get started?• Join the HP CloudSystem Certified Hosting program; take advantage of incentives and

promotions• Define their market specialties; develop plans with their assigned HP rep• Order and deploy HP CloudSystem environment• Train and certify two of their engineers (Be prepared to cover initial cost prior to

reimbursement by HP).• Develop and execute joint go-to-market programs with HP• Share their sales funnel and engage in co-selling• Leverage HP sales resources, tools, training and community to generate new business!

* If the SP is not yet an HP CloudAgile Partner, they must qualify for and sign up to be an HP CloudAgile Partner prior to becoming an HP CloudSystem Certified Hosting Partner.

If currently a Business level partner, must be planning to become a Select level partner within 12 months.


Current promotions Check for current offers to help partners jump start their cloud hosting capabilities and sales

See current promotions at the HP CloudAgile Partner Portal home page:

http://www.hpcloudagiletool.com/

http://www.hpcloudagiletool.com/


Agenda



Target service provider profile

Capability today• Medium to large, more established service

provider with broader services portfolio • Offer hosted cloud services• Offer well-defined cloud services for target

sectors (i.e., by industry or customer requirement like IaaS, PaaS, or SaaS)

Growth path• Interested in expanding or further

differentiating offerings; i.e. new XaaS services and/or to new segments (industry/use)

• Need to automate and provide on-demand cloud infrastructure and applications/services

• Seeking ways to automate deployment services and management

Business model• Interested in collaboration with our HP

sales force/channel• Ability to execute joint

marketing/demand generation activities with HP

• Seeking “Brand Name” recognition

These “sweet spots” define the ideal prospect. Use these “qualification” attributes to identify them.


Poor fit situations

• “First Tier” service providers who have invested heavily in own cloud provisioning infrastructure – Not enough short term revenue or higher margins to get their attention

• Happy with current cloud provisioning speed and service levels– May not have real focus on enterprise customers

• Limited cost pressures– May have favored relationships and guaranteed hosting revenue stream

• Not interested in collaboration with HP sales/channel – Already aligned to another vendor (VMware, IBM, Cisco…)


Under pressure to enhance IT capability to enable faster responsiveness, service delivery, yet control costs

Can provide insights on plans, needs and issues and introduce us to Decision Makers and Problem Owners

Inundated with ops effort, budget constraints, reluctant to deal with anything new

Decision Maker

Problem Owner

Influencer

Blocker

Service provider roles

Want to penetrate new enterprise accounts or upsell existing accounts with higher value hosting

Enterprise Business Development & Marketing

IT Ops Mgr

CIO, CFO, EVP/SVP IT

Sales


Key stakeholdersAttribute

Influencer Problem Owner Decision-Maker

Title Marketing and Business Development

VP IT, CIO, VP Sales CIO, CFO, CxO, VP IT

Tasks Identify new offerings and technologies that help support the company’s and sales’ goals/objectives.

Has strong desire to respond to sales demand to deliver the end user/market the required solutions. Is most interested in solutions that will support the sales goals and revenue generation.

Aligns product set and capabilities to meet customers strategic, technical and business objectives. Evaluates options, looks for the best return balancing short and long term competitive advantage while improving margins.

Challenges

Meeting customer demands for higher service levels AND more complex hosting environments.

Wants a new solution / service offering that can differentiate service provider upward in their enterprise accounts to gain the business.Develop new enterprise customers.

Focused on cost reduction, improving business results, IT capability, competitiveness and service delivery. Concerned about deploying, managing and securing cloud for business advantage.Improve partnership with LOB customers.

Message inclination

Is most interested in solutions that will improve revenue generation, speed time to market and increase market share.Improve service level and flexibility without adding internal staff.

Very tangible—Delivering a rich suite of solutions with well rounded features that resonate with the market.Capabilities that speak to business and IT.

Cost savings, simplification, lower risk and improved manageability. Long term capability, scalability and flexibility. Agility and responsiveness to business user needs.

Best approach

Will respond well to condition questions, not best for concerns, consequence or closing questions.

Responds best to concerns questions, best to limit condition questions.

Responds best to consequence and closing questions.


Agenda



Ideal service provider criteria through brief questions that pinpoint solid prospectsThese topics ensure you get an interested service provider• Interest in gaining access to HP’s customer base through collaboration and joint sales

efforts• Interest in expanding/differentiating hosted cloud service offerings• Has needs that you can address: need for lower operations costs and lower ramp-up

costs; need to improve cloud provisioning speed and efficiency, lack unified management view, detailed reporting, etc.

• Sees value of HP training and certification• Interested in collaboration and joint sales efforts with HP• Has need to invest in cloud infrastructure; seeking reliability, efficiency, security,

scalabilityYou can take it to the next level• Explore their cloud services vision, needs and opportunities

– Dominate a vertical, become the de-facto next platform for currently in-house applications

• Explore explicit business and tactical/operational needs• Discuss HP CloudSystem Certified Hosting Program (and JumpSTART or other

promotions available)


Record explicit needs stated by prospects—Business needs Business needs• “We need to beat our competition with better

service levels and faster provisioning for our customers.”

• “We are looking for ways to open new markets and expand our sales reach.”

• “We are working on building our brand/reputation as a trusted provider of cloud services.”

• “We need to pace our infrastructure investment with our business growth without spending too much upfront.”

• “We need to start/expand our cloud offering without a huge upfront cost.”

Operational needs• “We must lower our IT admin & operational

costs by 20% or more within the next year.”• “We need to simplify and automate our IT

management so we can use our resources better.”

• “Our customers are demanding detailed reporting for their internal charge-back and allocation of cloud resources.”

• “We need more unified and detailed management views for capacity balancing.”

• “We have to cut our power & cooling costs.”

Examples of service provider issues that direct sales can convert to deals


Explore explicit IT needs stated by prospects Some examples of SP issues and next steps for converting to deals

Operations/tactical—IT need Next step“We need to lower our administration and management costs for our hosting operations.”

Discuss how HP CloudSystem and Cloud Service Automation can make operations more efficient with unified management and automated processes.

“We need to expand our cloud hosting infrastructure and capabilities, but need to watch budget and do it incrementally.”

Talk about scalability and agility of investing in HP Converged Infrastructure. Also highlight Certified Hosting program discounts to reduce ramp-up costs, as well as “Pay as you Grow”: financing from HPFS.

We spend a lot of time responding to customer requests for billing justifications, ensuring a fully secure but partitioned environment.

Discuss CSA and how it provides all this information automatically.

Strategic/business—IT need Next step“We need to beat the competition by provisioning cloud services faster and responding quickly to customer business needs.”

Discuss how CSA and Cloud Maps can speed app/services provisioning and open doors to new markets.

“We need flexibility to serve customers with different hypervisors and operating systems.”

Discuss how HP CloudSystem is an open solution that supports a choice of hypervisors, OS’s, virtual and physical servers.

We can only win big if we can take on ALL of the enterprise workloads.

Discuss how cloud maps accelerates deployment and cuts operations costs.


Invaluable linkages open doors to new businessShow SPs how HP gives them greater sales reachHP brings our enterprise customers and channel partners to the SPsJoint compensation = new playing field, cooperation NOT competition

HPEnterprise market

SME/SMB market

SP & Channel partnerJoint OpportunitiesCompensation for CP

SP & HP Sales RepJoint compensationJoint GTM

HPHP enterprise customersHP sales reps

HP channel partners

CloudAgile service provider


Compensation for HP Sales Rep and SP

Compensated to sell together• Allows double crediting for CloudAgile

partners*• Providing quota credit to both the End

User Rep and the Service Provider Rep• Allows a partner environment where the

sales reps do not compete for the business

• HP Sales compensated on key CloudAgile offerings

Unlocking new business opportunities with win-win model

*For CloudAgile select and premier partners

Both sales reps get credit


...And get even greater reach through our channelFinancial incentives for channels• 2% agent rebate for Hosted CloudSystem

or 3PAR opportunities delivered by CloudAgile Service Providers

• CI Specialist Resellers are eligible for deal registration benefit

• Details available on Partner Portal—Cloud Expressway

HP pays our channel to co-sell CloudSystem

CloudAgile service provider

HP channel partners


Explore how HP Cloud Maps help SP’s meet customers’ needsExplore SP’s current/potential service areas—highlight range of Cloud Maps

Whether for IaaS, Paas or SaaS, SPs can choose from 150 cloud maps—including infrastructure provisioning, application deployment, and lifecycle management cloud maps—to provide what their customer needs.

Class Available Cloud Maps

Messaging & collaboration

MS Exchange & SharePoint

Web services Apache Tomcat, Microsoft IIS, Adobe Flash Media Server, Force 5

Middleware Websphere, WebLogic, JBOSS, Oracle Fusion, TIBCO

Infrastructure, security

Active Directory, McAfee, Symantec, Trend Micro, HP DDMI

Class Available Cloud Maps

Database Oracle, SQL Server, MySQL, Sybase, DB2, Informix

Enterprise / vertical apps

SAP, PeopleSoft, Ericsson, Temenos, QAD, SAS

Desktop mgmt

Citrix, Symantec NetBackup


Other keys to sales approach

Advantages of the platform• Explore types of customers/workloads the SP is targeting; highlight versatility they gain from HP Cloud

Maps• Highlight HP’s best-of-breed open, standards-based infrastructure, and ability for SP to manage across

multi-hypervisor, multi-vendor environment– Highlight ability to address almost any customer requirement across multiple hosting options

(colocation, managed hosting, cloud infrastructure)– Highlight the investment protection for the SP existing infrastructure

• Showcase ability to speed service delivery and deployment of new apps/environments using HP Cloud Maps and Cloud Service Automation– Showcase the value of the whole HP CloudSystem ecosystem

Advantages of HP as a partner• Highlight win-win aspects of joint sales efforts • Highlight partners ability to leverage HP brand name, market strength and experience in key

application areas• Point out value of HP certification and training—improves IT team expertise, enhances service levels to

customers, end-user assurance with backing of HP


How the HP Certified Hosting Programs helps you close• Choose your target—SPs planning to offer hosted cloud services

– Their customers want:• Flexibility in environment, with reliability, security and speed they can count on• Ability to allocate accounts to multiple internal users (i.e., developers, business

mgrs)• The HP Certified Hosting program gets SPs going quickly

– Discount on CloudSystem including software– Discounted Training to become HP CloudSystem certified– Access to HP accounts and sales resources


Agenda



HP CloudSystem Certified Hosting—SP Recruitment ToolkitRecruit Service Providers to the Certified Hosting Program Quick reference cardTraining (this deck)Solution briefCustomer presentation


Other resources

HP CloudAgile Partner Portal Hosting Pagehttp://hpcloudagiletool.com/CloudHosting.aspx

http://hpcloudagiletool.com/CloudHosting.aspx

hp cloudsystem certified hosting program

Documents

hp internal use

hp representatives

service providerstransition

enterprise sales reachlooking

training objectivesdescribe

recruit service providers

cloud solutions

allocation of cloud