welcome to the hp/microsoft exchange solution network program! · collateral and other materials to...

Congratulations on becoming a member in theHP/Microsoft® Exchange® Solution Network Program—acommunity of HP resellers with established MicrosoftExchange Server practices and demonstrated design andimplementation expertise. You are now a “go-to” partner forHP and Microsoft Exchange business. As a member of theExchange Solution Network, you will work side by side withHP and Microsoft to deliver HP-based Microsoft ExchangeServer solutions to new and installed base mid-marketand enterprise accounts in your designated geography.

Membership in the Exchange Solution Network entitlesyou to a wide range of benefits, including:

• Preferred access to sales opportunities and qualifiedleads from HP and HP/Microsoft Exchange Serverprograms

• Preferred geographic designation

• Incremental marketing development funds to supportprescriptive activities for creating demand generationprograms

• Increased field engagement and collaboration accountplanning

•• Marketing program/campaign development supportfrom HP and Microsoft when needed

• Exclusive sales and pre-sales training

• Access to HP Solution Centers

• Access to Envisioning Centers at Microsoft TechnologyCenters

•• Will set up demo system for qualified opportunities

• Support in the deal process, both technical and sales

• Exclusive hardware promotion when selling into aMicrosoft Exchange Server implementation for specificHP value products

• Exclusive sales and technical toolkits

Leverage this sales guide as a tool to help increase yoursuccess in selling HP-based Microsoft Exchange solutionsin your geography. This guide contains all of the keyinformation you need to accelerate, enhance and expandyour Microsoft Exchange Server sales efforts. We’ve alsoprovided an extensive portfolio of valuable resources, tools,collateral and other materials to support your activities,many of which are exclusive to Exchange Solution Networkmembers. For additional details, refer to the Resourcessection at the end of this sales guide.

The goal of the HP/Microsoft Exchange Solution NetworkProgram is to help you deliver greater solution capabilitieswith Microsoft Exchange Server 2007 from the industry-leading HP portfolio of products. If you have questions orconcerns, please contact a member of the HP MicrosoftAlliance; phone numbers and e-mails are in the Contactssection at the end of this document.

Congratulations on joining the HP/Microsoft ExchangeSolution Network Program, and good luck selling MicrosoftExchange Server solutions with HP and Microsoft!

Welcome to the HP/Microsoft Exchange Solution Network Program!

HP/Microsoft Exchange Solution Network ProgramDelivering best-in-class HP-based Microsoft Exchange Server 2007 solutions

Table of contents

Why Microsoft Exchange Server for enterprise and mid-market messaging . . . . . . . . . . . . . . . . . . . . . . . . .4Upgrade value of Exchange Server 2007 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .5

Partner opportunities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .6Microsoft Exchange Server “Top 10” reasons to engage . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .7

Your customers’ messaging pain points . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .6Customer value proposition for implementing Microsoft Exchange Server on HP infrastructures . . . . . . . . . . .8Partner value proposition for implementing HP-based Exchange Server solutions . . . . . . . . . . . . . . . . . . . . .9Why HP for Microsoft Exchange Server solutions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .9HP key strengths/differentiators . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11HP/Microsoft Frontline Innovation—for the way you succeed . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .12Solution sales scenarios . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13HP BladeSystem for Exchange: enabling the adaptive infrastructure . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13

Customer benefits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .15Customer profile . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .15

Transitioning users to Exchange Server 2007 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .16Customer profile . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .16

Migrating users from competitive messaging platform . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .16Customer profile . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .16

Storage restructuring . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .17Customer profile . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .17

Choosing the right servers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .18Who to target for an HP/Microsoft Exchange sale . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .19

Key customer characteristics and pain points . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .19Decision-makers and their concerns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .19

Business drivers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .20Sales cycle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .22Qualifying questions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .23Key objections and responses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .25Resources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .26Who to contact . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .27

HP contacts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .27Microsoft contacts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .27

Microsoft Exchange Server 2007 helps enterprise andmid-market customers consolidate and standardize theirenterprise messaging environment on a robust and provenplatform. This solution helps address the special needs ofmobile professionals by providing secure, reliable mobilemessaging functionality that leverages existing enterprisemessaging infrastructure investments.

Microsoft Exchange Server 2007 provides many newenhancements and features that can improve anorganization’s messaging environment. Enhancements inadministration, performance and availability can helpcompanies reduce costs and leverage hardware moreefficiently. Scalability and performance improvements inExchange Server 2007 remove many of the limitationsfound in previous versions of the product, allowing optimaluse of server CPU, memory and disk resources. Severalnew technologies provide end users with ubiquitousaccess to e-mail. These technologies include:

• Integration between telephony systems, providing endusers with unified voice and e-mail messaging via theExchange Server 2007 Unified Messaging Server role

• Outlook Anywhere, providing Outlook client access viaRPC over HTTP

• Exchange Active Sync, providing access to mobiledevices

• Outlook Web Access, providing browser-based accessto user mailboxes

In short, Microsoft Exchange Server 2007 is designed toevolve as business needs change—a critical element increating an adaptive infrastructure and adaptive enterprise.

Why Microsoft Exchange Server for enterprise andmid-market messaging

4 Internal Exchange Solution Network Partner, HP and Microsoft use only – not for distribution to customers

Exchange Server 2007 upgrade value

“We communicate more easily and efficiently with our staff and membershipnow, thanks to the new mobility and security features of Microsoft ExchangeServer 2007 and the reliability and power we get with the 64-bit ProLiantserver.”—Steve Gould, Network Administrator,

APA–The Engineered Wood Association

Benefit area

Built-in protection

Access toinformation

Operationalefficiency

Microsoft Exchange Server 2007 improvement

• Built-in anti-spam

• Forefront Security for Exchange Server andExchange Hosted Filtering

• Continuous replication

• Transport rules and message retentionpolicies

• Exchange Unified Messaging

• Enhanced mobility support

• Updated Outlook Web access

• Scheduling Assistant

• Modular, role-based system

• Exchange Management Console

• Exchange Management Shell

• 64-bit architecture

Value examples

• Enable “out-of-the-box” secure installationand configuration

• Provide integrated solutions for anti-spam,anti-virus, secure messaging, andcompliance to reduce licensing,development, and deployment costs

• Reduce administration costs by managingall components from a single environment

• Extend users' productive time

• Replace third-party systems for voice mail,auto attendant and corporate directoryservices

• Reduce the cost of mobile messaging

• Speed decision making and customerresponses

• Flexibly install and uninstall as necessary

• Simplify administrative tasks

• Automate operations through scripting

• Reduce storage costs by improving storageutilization efficiency

5Internal Exchange Solution Network Partner, HP and Microsoft use only – not for distribution to customers

Partner opportunitiesToday, customer demand for Microsoft Exchange Serversolutions is high and momentum is strong, resulting in ahuge market opportunity for Microsoft Exchange Server2007 with HP:

• Microsoft Exchange occupies 135M corporatemailboxes in 2007, and that number is expected togrow to 180M by 20091.

• At the same time, IBM Lotus Notes/IBM Workplace ispredicted to decrease from 19.3% to 16.3% marketshare2.

• HP is the market leader in North America with 44%market share for Microsoft Exchange servers3.

• HP is the market leader in North America with 33%market share for Microsoft Exchange storage4.

• Microsoft Exchange Server 2007 offers new solutionextenders:

• Unified Messaging

• Archiving and Compliance

• Anti-virus/Anti-Spam

• High availability

• Mobile Messaging

In selling HP-based Microsoft Exchange Server solutions,you have a wide range of opportunities from which tochoose:

• IT consolidation

• Microsoft Windows® Server x64, HP ProLiant andHP BladeSystem servers

• Storage restructuring

• SAN/DAS, high-availability options plus archiving

• Microsoft Exchange Server 2000/2003 upgrades

• New features such as unified messaging andcompliance will drive upgrades from both MicrosoftExchange Server 2000 and 2003 installed base

• New Microsoft Exchange Server 2007 roles requiresupgrade to Microsoft Windows Server 2003 x64 (HPProLiant servers)

• Microsoft Exchange Server 2000 mainstream supportended in January 2006; currently in extended support

• Microsoft Exchange migrations

• From non-Microsoft messaging platforms (competitivedisplacements)

• Unified Messaging – architect/deploy unifiedmessaging integrated with existing PBX systems –expand service offerings into telephony and VOIP

• Mobile Exchange

• Collaboration (Microsoft Office SharePoint Server) –migrate Microsoft Exchange Server public folders,employee portals, team sites

• Security/management – architect/deploy multi-layeredAnti-Virus/Anti-Spam and management solutions

• Unified communications (Live Communication Server)

Microsoft Exchange Server “Top 10”reasons to engage• E-mail systems run at lower cost

• Anywhere, anytime access to e-mail, voice mail,calendar, and contacts

• Sales of Exchange Server 2007 will include many newx64 servers and attached storage

• Exchange Server 2007 servers will have 2–8 timesmore memory than Exchange Server 2003 servers

• I/O footprint reductions will lead to new opportunitiesfor DAS, internal storage

• New replication options (LCR, CCR) will increase high-availability options

• Increased administrator productivity with new tools

• Unified messaging empowers employees

• Comprehensive protection from span, viruses andphishing attacks

• Partners can offer complete, robust portfolio ofExchange Server 2007 solutions and industry-leadingservices capabilities

1 The Radicati Group, Corporate Messaging Software, IBMarket Share, 2000–2009. Data in millions of mailboxes.July 2006

2 The Radicati Group, Corporate Messaging Software, IBMarket Share, 2000–2009. July 2006

3 HP-sponsored primary research conducted by PentonPublishing, December 2004

4 HP-sponsored primary research conducted by PentonPublishing, December 2004

6

Following are your customers’ most pressing messaging painpoints. Discover why HP-based Microsoft Exchange Server2007 solutions are the right choices for resolving them.

Your customers’ messaging pain pointsPain – Both software and hardware upgrades arerequired for Microsoft Exchange Server 2007. Is it reallyworth the cost?

Conversation starter – What are your top concerns withyour current messaging environment?

Response – Microsoft Exchange Server 2007 with its new64-bit memory capability enables more users on a singleMicrosoft Exchange server and/or more storage for thesame number of users. Microsoft Exchange Server 2007enables SAN storage users to get more out of new orexisting Microsoft Exchange SAN storage, and enablesthe use of lower-cost DAS storage to be used with newhigh-availability (HA) features such as LCR and CCR.When you weigh an upgrade versus remaining on anolder version of Microsoft Exchange Server, considerthese bottom-line benefits: additional productivity, greateraccess, unified messaging, IT management, andenhanced security features.

Pain – The e-mail system must work continuously.

Conversation starter – What happens when the e-mailsystem goes down or experiences trouble? How does thatimpact you? Do you have plans for when a disasterstrikes? Do you worry about how users will continue towork if a disaster strikes?

Response – Microsoft Exchange Server 2007 delivershigher availability through the combination of continuousreplication and clustering, which requires fewer backupsto tape (again, due to continuous replication) and allowsyou to make backups from a replica server, which helpsavoid impact to the primary server.

Pain – The IT staff is already lean. We need to make iteasier for them to deploy and manage e-mail systemswhile controlling costs.

Conversation Starter – According to an Accenture study, ITprofessionals spend 70% of their time maintaining existingsystems. Where are the complexities in your system?

Response – Microsoft Exchange Server 2007 makesdeployment and management easier by providing acommand line interface, improved Exchange SystemManager Console, better setup and migration tools, serverroles that enable you to deploy only the software neededon each server, and extensibility features that allow you tointegrate Microsoft Exchange Server 2007 managementinto existing systems and tools. HP tools such as HPBladeSystem server and HP OpenView managementsoftware, as well as HP Essentials Rapid Deployment Packensure integrated and pro-active management of MicrosoftExchange Server services for optimizing IT efficiency andenabling an adaptive infrastructure for MicrosoftExchange Server 2007.

Pain–Users want easy access to their e-mail, voice mail,and faxes – from anywhere, at any time.

Conversation starter – Do you find it difficult to manageand stay on top of information from disparate systems fore-mail, some from voice mail, and some from faxes?

Response – With easy access to all communicationtechnologies, you can receive your e-mail messages, voicemail, and faxes in your Inbox so that you can prioritizethem appropriately and use all of the tools in Outlook tostore and manage them (such as flags, personal folders,search, and more). Microsoft Exchange Server 2007 allowsIT professionals to deliver these features while savingbandwidth, improving security, and lowering costs andcomplexity, while integrating with the existing customervoice over IP (VoIP) infrastructure.


Pain – Mobile devices are becoming increasingly common.

Conversation starter – Do you travel or attend meetingsoutside your office? Do you use a mobile device? Do youneed to stay productive while on the road?

Response – Microsoft Exchange Server 2007 makesaccessing your e-mail, calendar, contacts, tasks, and filesfrom a Microsoft Windows Mobile or ExchangeActiveSynch device a richer experience. MicrosoftExchange Server pushes e-mail directly to your mobiledevice, and you can rest assured that your device is moresecure with three levels of security.

Pain – We need anywhere access to e-mail and calendars.

Conversation starter – Have you ever had to cancel ameeting when you were not near your computer or whenyou were disconnected from the network?

Response – If you do not have Internet connectivity whereyou are, you can use Outlook Voice Access (OVA) to giveyou telephone-based access to Microsoft Exchange Servervia both speech recognition and touchtone. With OVA,you can access a calendar and take a number of actions,such as cancel a meeting, inform participants that you willbe late, or clear a calendar entirely. You can even use OVAto have your e-mail read to you from your Inbox. Theseoptions allow IT professionals to give users access to theinformation and tools they need without having to ensurepersistent network connections everywhere they go.

Customer value proposition for implementing Microsoft ExchangeServer on HP infrastructures• Simplify – Reduce costs and increase functionality

• Realize lower total cost of ownership throughconsolidation, standardization, increased reliabilityand scalability, as well as greater administrativeproductivity

• Gain increased value from enterprise messaginginfrastructure investments

• Empower – Increase productivity

• Enable knowledge workers to communicate andcollaborate quickly and easily, anywhere, using thedevice that is most convenient for them at the time

• Help employees respond to new opportunities fasterand provide higher levels of service

• Connect – Increase reliability and security

• Leverage new performance and reliability featuresand improved management and deployment toolswith Exchange Server 2003 or Exchange Server 2007and Windows Server 2003

• Enable anywhere access, operational efficiency andbuilt-in protection—the key themes for the newfeatures and enhancements in Exchange Server 2007

• Transform – Enable a smooth migration to ExchangeServer 2003/2007

• Leverage the expertise of HP Exchange SolutionNetwork partners to consolidate and migrate existingmessaging systems to Exchange Server 2003 orExchange Server 2007 without impacting day-to-dayoperations

• Complete solution —Comprehensive, cost-effective,enterprise-level messaging/e-mail solution

• Platform choices – Wide variety of platforms for e-mailand messaging, including HP ProLiant servers, HPBladeSystem servers, HP iPAQs, notebooks, desktopPCs, tablet PCs and HP StorageWorks storage systems

• Proven solutions/platforms – Certified by manyapplication providers, including SAP, Siebel, PeopleSoftand Microsoft Business Solutions


Partner value proposition for implementing HP-based ExchangeServer solutions • Opportunity for you to expand margins and significantly

grow revenues from sales of HP server, storage andservices, and Microsoft software

• Acceleration of sales cycles and access to incrementalresources to help you sell well-known brands withleading market share:

• HP – the #1 brand for Microsoft Exchangedeployments

• HP ProLiant – #1 position in the x86 market for morethan nine years6

• HP BladeSystem servers – integrated infrastructure fordata centers and beyond

• HP StorageWorks – unprecedented reliability andperformance with HP platforms

• Broad range of HP platforms and proven technologiesto meet the full range of customers' requirements

• IA32, x64, storage, networking, PCs, notebooks,handheld devices

• Maximized speed and success of project implementationsthrough access to HP-tested configurations, best practicesand how-to expertise

• Training, tools and incentives

• HP ActiveAnswers—an online portal containing up-to-date technical documentation, sizing and configurationtools, and best practices for planning, deploying andoperating HP/Microsoft solutions

Why HP for Microsoft ExchangeServer solutionsCustomers trust HP as the hardware and storage vendorof choice for their Microsoft Exchange Server solutionsbecause of the power and reliability of HP products,backed by the deep industry knowledge, expertise andvalue-added services of our partners. When performance,scalability and maximum reliability are the most significantconsiderations in a selling opportunity, HP products areyour customers’ best bet.

• Next-generation HP BladeSystem c-Class servers areconsolidated from the start with essential elements of amodern datacenter—power, cooling, management,connectivity, redundancy, security—into a modular, self-tuning unit wrapped with intelligence. HP BladeSystemc-Class simplifies deployment and maintenance, providesenhanced high-availability and high-performancefeatures, integrates management and security features,and reduces both acquisition and operational costs foran Exchange Server 2007 deployment.

• HP ProLiant servers are primarily implemented as back-end database and application tier servers, and theyare also a good choice for organizations wanting toreplace legacy systems.

• HP ProLiant servers are designed to offer value-addedfunctionality for maximum performance and flexibility.

• HP ProLiant management infrastructures create anenvironment for life cycle management that optimizesdata center efficiency and lowers TCO.

• HP StorageWorks products (arrays, tapes, archiving) bringsimple, reliable, affordable networked storage to yourcustomers, helping them put their information to work.

• HP notebooks and tablet PCs are powerful and versatilelaptop computers that can satisfy all your customers’mobile needs.

• HP iPAQ handheld messaging devices provide all theessentials—phone, e-mail and secure access tobusiness-critical information—so your customers cankeep their businesses running even when they’re awayfrom the office.

6 Based on IDC Worldwide Quarterly Server Tracker, May 2005 9

“HP has made huge investments in Exchange Server 2007, along withMicrosoft. These investments have positioned HP as the leading provider ofplatforms, services and solutions for Microsoft Exchange. HP has an unrivaledknowledge base on Exchange that is highly valued by our customers.”—Donna Conner – Group Product Manager,

Microsoft Exchange Group, Microsoft Corp.

Reduced costs and increased functionality

Increased dependability and security

Smooth upgrade/migration to MicrosoftExchange Server 2007

64-bit enhancements

• Increased reliability and scalability

• Enhanced administrative productivity

• Increased user productivity

• Maximized return on investment through server consolidation

• Improved performance and reliability features

• Enhanced management and deployment tools

• Ability to troubleshoot e-mail systems

• Consolidate and migrate existing messaging systems

• Improved access

• Supports more users; improves total cost of ownership

• Enhanced mailboxes

• Supports greater mailbox sizes; supports more and largerattachments; improves total cost of ownership

• Increased storage capabilities

• Improved memory means increased storage utilization

• Opportunity to deploy SAN or DAS

• Enhanced security

• Greater support for protocols and rights

With a messaging solution built on HP servers and storage and Microsoft Exchange Server 2007, customers can enjoya wide range of benefits.


“With Microsoft Exchange Server 2007 on HP ProLiant 64-bitservers we can provide our customers with leading-edgemessaging capabilities, featuring unified messaging to furtherboost employee productivity.”—Jason Lochhead, Principal Architect, Data Return LLC

HP ProLiant servers

HP StorageWorks

Extensive HP SoftwareManagementportfolio

HP notebooks andtablet PCs

HP iPAQ handheldmessaging devices

• Broad portfolio and renowned HP ProLiant reliability (the HP ProLiant Advantage)

• Innovative solutions to improve operational efficiency while managing complexity and risk

• HP ProLiant BL/BladeSystem—adaptive infrastructure out of the box; modular evolution ofrack infrastructure; consolidated up front to lower costs, increase IT productivity

• HP ProLiant DL density-optimized for flexibility and manageability; ideal for multi-server,scale-out deployments; rack and cluster models

• HP ProLiant ML—for maximum internal storage and I/O flexibility; for remote and branchoffices to data centers; tower and rack deployment options

• Leading storage solutions

• Includes MSA, EVA and XP arrays and Jukebox devices

• Complete HP StorageWorks application solutions available for Microsoft

• Helps users optimize current resources, manage multi-vendor environments, and evolve toopen architectures

• Comprehensive management tools as customer scales to larger/consolidated Exchangedeployments

• Integration with popular Microsoft tools, including SMS and MOM

• Powerful and versatile laptop computers for satisfying all your customers’ mobile needs

• Phone, e-mail and secure access to business-critical information, allowing customers to keep

their businesses running even when they’re away from the office

HP key strengths/differentiators


12

“The partnership between HP and Microsoft was really what allowedus to pursue new levels of connectivity and mobility for our hospitalstaff. The confidence we have in HP equipment contributed greatlyto our ability to commit resources to and implement this project. The HPsystems came in the door, we racked them, loaded the new ExchangeServer 2007 software, and we were in business. When HP equipmenthits the door, its’ ready to go out of the box—with no issues.”Erica Barnett, Systems Administrator/Exchange Administrator,Northwest Hospital & Medical Center

HP/Microsoft Frontline Innovation—for the way you succeedRegardless of where your customers are with theirtechnology evolution, they still need to respond and adaptto unique market dynamics in a way that works for theirbusiness plans and workforce. You can rely on HP/MicrosoftFrontline Innovation to provide best industry practices(including proven, leading-edge approaches) to make iteasier for your customers to implement change—and foryou to reach new levels of success.

The HP and Microsoft partnership is one of the oldest of itskind in the industry, with more than 20 years of combinedmarketplace leadership. Focusing on adaptability,credibility and a stability-driven approach enables HP andMicrosoft to deliver proven Frontline Innovation for the wayyour customers run their businesses.

HP/Microsoft Frontline Innovation comes from a passion todevelop new technologies that address the ever-changingneeds of business, including: HP BladeSystem servers,which deliver IT services with high levels of productivity atlow levels of operational costs, high utilization and extremeflexibility—all aimed at delivering superior quality to yourenterprise customers; and HP ProLiant servers, whichprovide innovative solutions to improve operationalefficiency while managing complexity and risk. HP andMicrosoft advances stem from a strong history ofinnovation that includes:

• Joint core engineering and joint solutions engineering

• Substantial research and development investment

• Microsoft will spend an estimated $7.5 billion onresearch and development in fiscal year 2007.

• HP will spend an estimated $3.5–4.0 billion onresearch and development in fiscal year 2007.

• Benchmark platform development

• A 7–10-year lead in adopting industry best practicesand incorporating them into services and softwareapproaches

• Integrated solutions, providing a seamless userexperience across the enterprise—from handhelds todata centers—offering an unmatched, comprehensiveportfolio of solutions, products and services

• Experienced-based strategies and solutions, providingthe flexibility and adaptability your enterprise customersneed to implement change

• Sizeable installed base and familiar interface, makingit easy for your customers to adopt new technologiesfor doing business

HP/Microsoft Frontline Innovation means:

• Adaptability—so that users across the organization findit easier to adapt to business change

• Credibility—providing comprehensive solutions, productsand services that solve real business problems

• Focusing on stability—allowing your customers tooptimize the value of their IT investments

• Starting where your customers are now—in the realityof the business and IT environment, and then creatingan adaptable, stable, innovative environment for todayand for the future

Internal Exchange Solution Network Partner, HP and Microsoft use only – not for distribution to customers

13

Solution sales scenariosYour enterprise and mid-market customers continue tosearch for new ways to spur growth, reduce costs andincrease profitability. They measure success in terms ofproductivity, revenue growth, market leadership andemployee and customer satisfaction. You can helpcustomers achieve those goals by enhancing theirbusiness agility and empowering their personnel throughimplementation of an HP-based Microsoft Exchangemessaging solution.

Microsoft Exchange Server 2007 offers you a ready-mademarket because virtually all enterprise customers alreadyhave some Microsoft technologies in their IT environments.Each of these enterprise and mid-market customers is goingto face decisions on how best to prepare for future e-mail,messaging and collaboration needs—and you can helpthem understand that the answer lies in the next-generationtechnologies of an HP-based Microsoft Exchange solution.

While there are many opportunities for selling HP-basedMicrosoft Exchange solutions (as discussed in the “WhyMicrosoft Exchange Server 2007” section above), yourprimary areas of opportunity include:

• HP BladeSystem for Exchange

• Transitioning users to Exchange Server 2007

• Migrating users from competitive platforms

• Storage restructuring

The following sections of this sales guide provideinformation on selling HP-based Exchange solutions in theareas mentioned above. In addition, you’ll discover howto choose the right server and storage products to meetyour customers’ unique needs.

HP BladeSystem for Exchange— enabling the adaptive infrastructureThe HP adaptive infrastructure is a group of key enablingtechnologies that help users move from high-cost IT islandsto low-cost pools of IT assets that can be shared across theenterprise—a foundational element in creating an adaptiveenterprise. These enabling technologies include:

• Systems & Services – Scalability based on standardsand IT services and solutions that help customersreduce costs while simplifying change

• Power & Cooling – A holistic approach that delivers anenergy-efficient infrastructure to help customersmaximize density while achieving optimal powerutilization

• Management – End-to-end monitoring and controllingenvironments and applications that help customersstreamline processes, reduce cost and complexity andimprove operational efficiencies

• Security – Proactive best practices, management andfull lifecycle services with built-in protection to helpcustomers maintain business reliability and availability,as well as meet regulatory compliance

• Virtualization – Pooling and sharing of IT resources tooptimize utilization; helps customers reduce costs andincrease agility so that supply automatically meetsdemand

• Automation – Dynamic IT deployment with advancedautomaton and management tools that helps customersreduce risk by shifting IT investment from maintenanceto innovation

Internal Exchange Solution Network Partner, HP and Microsoft use only – not for distribution to customers

HP BladeSystem for Microsoft Exchange Server providesbusiness users with an adaptive infrastructure for messagingthat helps companies simplify administration, increaseoperational efficiency, and enable automation of ExchangeServer 2007 in the data center—all of which help tocontrol costs. Using HP BladeSystem, StorageWorks EVAor XP SAN, HP BladeSystem Essentials Insight Control forthe Data Center, and services provided by you, thissolution provides a secure, intelligent data center and aconsolidation platform for Exchange Server 2003 andfuture Exchange Server 2007 environments.

Adding HP OpenView Enterprise Management products,your customers can achieve integrated, end-to-endmanagement to further enable an adaptive infrastructureacross enterprise IT environments.


Customer benefitsHP BladeSystem for Exchange solution provides thefollowing customer benefits:

• Increased operational efficiencies by automating commonExchange infrastructure tasks

• Simplified management with advanced tools forinfrastructure discovery, monitoring and deployment

• Higher availability with built-in redundancy andautomated server recovery

• Improved resource utilization with modular andvirtualized resources and intelligent management features

• Increased scalability for Microsoft Exchange in asmaller data center footprint

• Lower acquisition costs, with HP BladeSystem beingmore than 15% less expensive than comparable rack-mounted infrastructures

• Increased flexibility from HP BladeSystem server’smodular architecture, which provides the necessaryoptions to enable businesses to design their Exchangedeployment to meet their IT requirements; flexible HPBladeSystem servers can rapidly adjust to changingbusiness requirements

• Centralized management and deployment, using HPSystems Insight Manager 5.0 (SIM) and the HP ProLiantEssentials Rapid Deployment Pack (RDP); managingserver, storage and network resources is controlled froma single console interface, and deployment tasks areautomated and repeatable

• Data center consolidation and cable reduction, throughreducing the data center footprint; organizations candeploy from 48 to 96 blade servers in a single 42Urack (compared to only 42 1U rack-mount servers or 212U rack-mount servers)

Customer profile• Needs to streamline and simplify messaging solution

• Wants to step toward adaptive infrastructure/enterprise

• Needs to reduce costs through centralization andconsolidation of systems, servers, resources

• May be existing Exchange Server user or new user

For more information on selling HP BladeSystem forExchange solutions, refer to the appropriate component inthe Exchange Solution Network sales kit. You can also visithttp://www.hp.com/go/bladesolutions/exchange andhttp://www.hp.com/solutions/activeanswers/exchange.


Transitioning users to ExchangeServer 2007Microsoft defines “transitioning” as moving users fromMicrosoft Exchange Server 2000 or 2003 to MicrosoftExchange Server 2007. Because Exchange 2007 requiresMicrosoft Windows Server 2003 x64 Editions, andExchange 2000 and 2003 utilize the 32-bit version ofMicrosoft Windows Server, there is no in-place upgradepath to Exchange Server 2007. Transitioning from aprevious version of Exchange Server requires the newExchange Server 2007 be installed into the organization;user mailboxes can then be moved from the existingExchange Server 2000/2003 servers to the new Exchange2007 Mailbox servers. Rather than complete the transitionthemselves, countless organizations will look to a serviceprovider such as you to complete this critical procedure.

With thousands of existing Microsoft Exchange Server userslocated around the world, your target market is alreadyidentified and ready to transition to Exchange Server 2007.The time is right for you to contact the Exchange Serverinstalled base and begin the transition process.

The steps for transitioning users from an older version ofMicrosoft Exchange Server to the 2007 release of theproduct are well documented and readily available toExchange Solution Network partners. For complete detailson the transition process, contact your Business PartnerManager or contact one of the Exchange Solution NetworkProgram Managers. You can also download the documententitled “Transitioning to Microsoft Exchange Server 2007on HP ProLiant Servers and HP StorageWorks” athttp://h71028.www7.hp.com/ActiveAnswers/cache/442401-0-0-0-121.html.

Customer profile• Current user of Microsoft Exchange 5.5, 2000, 2003

• Satisfied with Exchange, but wants to benefit fromenhanced features in Exchange 2007

• Ready not only for software refresh, but also forhardware upgrade

Microsoft offers tools and programs to help transition yourcustomers to a 64-bit Microsoft Exchange Server 2007solution. For complete information, refer to the Sales Toolssections of your Exchange Solution Network sales kit.

Migrating users from competitivemessaging platformMicrosoft defines “migration” as moving users from aforeign e-mail system such as Sendmail or Lotus Notes toMicrosoft Exchange Server 2007. While similar totransitioning organizations to Exchange Server 2007,migration requires more outright selling on your part; youmust convince the organization that the HP-based ExchangeServer solution is a better choice than their current solution.Using the features, functions and benefits stated above,enterprise users will likely realize that Exchange Serveroffers clear advantages over the competition.

Customer profile• Using competitive e-mail and messaging solution

• Unsatisfied with capabilities of current e-mail andmessaging solution

• Need hardware upgrade in addition to softwaremigration

For more information on selling Exchange migrationservices, refer to the appropriate component in theExchange Solution Network sales kit.


Storage restructuringAdvanced features in Exchange Server 2007 enable newstorage options to increase high availability andconsolidate storage for Exchange. By integrating proven,industry-leading HP StorageWorks storage solutions intoan Exchange Server solution, your customers take stepstoward creating an infrastructure that is simple, agile andprovides long-term value to their organizations.

HP offers many storage devices for a storage restructuringopportunity, including:

• HP StorageWorks MSA (low end) and HPStorageWorks EVA array systems (mid-range)

− Excellent scalability and advanced business continuityfor the data center

− Virtualization and automation for greater flexibility

• HP StorageWorks XP array systems (high end)

− Always-on storage environment

− 24/7 availability

• HP StorageWorks Optical Jukeboxes (high end)

− Affordable, long-term archival storage

− Active archiving solutions provide fast access tocontent

• HP StorageWorks All-in-One Storage System

− Complete storage solution

− Application server storage (iSCSI SAN)

− Microsoft Windows file server (Microsoft WindowsNAS)

− Integrated data protection

− Radically simple management

• Disaster recovery configurations

− HP StorageWorks Continuous Access EVA Software

• Provides necessary components to solve enterprisebusiness continuity objectives in a cost-effective,easily deployable package

− HP StorageWorks Continuous Access XP software

• Provides high-availability data and disasterrecovery solutions that deliver host-independent,real-time, remote data mirroring between XP diskarrays

• HP Storage Essentials

− Delivers integrated, heterogeneous functionality fornetwork (DAS, SAN, NSA) management, storageresource management, provisioning and applicationinfrastructure monitoring

Customer profile• Using competitive storage solution

• Unsatisfied with capabilities of current storage solution

• Need hardware upgrade in addition to softwaremigration

• Has under-utilized storage system

For more information on selling Exchange storagerestructuring services, refer to the appropriate componentin the Exchange Solution Network sales kit.


Choosing the right serversAs you work with your customers to discover which servers will best suit their particular business problems and needs,consider this comparison of HP ProLiant DL, ML and BL (HP BladeSystem) servers, remembering that each server offersleading value in its class.

HP ProLiant DL servers HP ProLiant ML servers HP ProLiant BL (HP BladeSystem)servers

Platform for mainstream 32-bit andemerging 64-bit x86 versatility

Choose HP ProLiant DL serversbecause:

• Density optimized for flexibility andmanageability

• Ideal for multi-server deployments

• Rack and cluster models available

Selection assistance for growingbusinesses

Choose HP ProLiant ML serversbecause:

• Maximum internal storage and I/Oflexibility

• Solution for remote and branchoffices to data centers

• Tower and rack-mount deploymentoptions available

Consolidates and simplifies the ITInfrastructure

Choose HP BladeSystem serversbecause:

• Adaptive infrastructure out of the box

• Modular evolution of rackinfrastructure

• Consolidated up front to lowercosts, increase IT productivity


Who to target for an HP/MicrosoftExchange saleThe HP/Microsoft Exchange Server messaging solution isa horizontal solution, applicable to every vertical marketand to organizations of all sizes.

Key customer characteristics and pain points

The best candidates for HP-based Microsoft Exchangesolutions exhibit one or more of the following pain points:

• IT environment is too expensive to manage and maintain.

• Operational and administrative costs for messaging aretoo high.

• Messaging assets are aging, de-centralized andinefficient.

• It’s a struggle to meet service-level agreements and fastresponse times for the messaging environment.

• E-mail problems impact productivity in not onlymessaging, but also collaboration, mobility and contentmanagement.

• Costs and complexities associated with supporting olderand multiple e-mail systems are out of control.

• Compliance demands are coming and we’re not surehow to react.

• We need to protect our messaging infrastructure fromviruses and security breaches.

• We have too many applications, too much customizationand too many under-utilized servers.

Decision-makers and their concerns

CFO

CIO

CEO

Director of IT

COO

VP of Manufacturing

• Needs higher return on assets• Wants to reduce operational costs• Wants timely reporting to address return on investment and return on assets issues• Wants to increase return on investments• Needs to control operational costs• Wants to budget for new project starts• Needs to meet users’ technology demands• Needs to provide a long-term technology strategy• Must stay agile to respond quickly to changing business needs• Wants to position IT as a strategic competitive advantage for the company• Wants to achieve revenue and profit goals• Wants to maintain market share• Wants to stay ahead of the competition by leveraging IT• Needs to access information quicker to make better business decisions• Needs to improve technology with a declining budget• Wants to hire qualified personnel• Needs to respond quickly to internal and external customer needs• Needs to increase margins• Needs to decrease the cost of goods sold• Wants to meet current customer demands• Needs to meet manufacturing and shipping schedules• Wants to decrease excessive inventory levels/carrying costs• Needs immediate access to information for timely business decisions


Business driversMost business drivers are coupled with the need to change, and the causes for change are numerous. Use thefollowing chart to support your conversations with customers and detect their specific business drivers.

Business drivers

Need to control thecost of e-mailsolutions

Need to access e-mail, voice mail,calendar, andcontacts fromvirtually anywhere,at anytime

Need affordable,enterprise-classmobile messaging

Need to empowerusers with simplifiedmessaging whilesaving money

Need comprehensiveprotection from spam,viruses and phishingattacks

Need to reducecompliance risk in away that makessense for thebusiness

HP/Microsoft Exchange Server 2007 solution

New data replication capabilities in Exchange Server 2007 drive increased availability at alower cost. Local Continuous Replication delivers database redundancy with rapid recovery,minimizing the frequency of full tape backups. With Cluster Continuous Replication incombination with Microsoft Cluster Service (MSCS), active/passive clusters provide bothdatabase and service redundancy without requiring expensive shared storage, even whenclusters span geographic locations.

In Exchange Server 2007, users can access their important Inbox information from virtuallyanywhere using their desktop computer, laptop computer, a browser window from anyInternet-connected computer, their mobile device, and even using a basic telephone when noInternet connectivity is available. Users enjoy a rich and familiar experience based onMicrosoft Office Outlook 2007 functionality. It’s all built in with centralized management androbust security, making rich anywhere-access possible for the entire workforce.

Microsoft Exchange Server 2007 makes enterprise-class mobile messaging a reality byoffering industry-leading scalability and native integration with compatible devices, and byproviding a variety of device options to suit today’s business needs. Desktop features such assupport for rich HTML, quick flags, sophisticated calendaring, and fast search are availableon mobile devices. In addition, Exchange Server 2007 provides more granular securitypolicies and enables users to perform basic tasks on their own (such as perform a remotewipe from Outlook Web Access 2007).

With new unified messaging in Exchange Server 2007, employees can receive their e-mail,voice mail, and faxes through a single Inbox that can be accessed from anywhere. Employeescan manage all of their messages in one place, just as they manage e-mail today. Forexample, voice mail can be forwarded, or if the recipient adds text notes to the voice mail,messages can be found using built-in search. Exchange Server 2007 delivers these featureswhile lowering cost and complexity through consolidation of the voice mail infrastructure.

Exchange Server 2007 provides integrated anti-virus, anti-spam and anti-phishingtechnologies to stop the latest threats before they impact the business and employees. Multi-pronged message filtering in the perimeter network is available through the Edge Transportserver role. For customers who prefer to use a service, similar capabilities are provided in the“cloud” (as an Internet-based service) through Exchange Hosted Filtering. Additionally,Forefront for Exchange Server protects Exchange servers from viruses and worms by utilizingmultiple anti-virus engines simultaneously. To protect from evolving threats, filters are kept up todate with frequent and automatic updates.

Exchange Server 2007 incorporates features specifically designed to help an organizationcomply with corporate, regulatory and legal requirements. These features enable users toapply retention rules, scan and act on messages in transport, flexibly journal, and performrich text searches across mailboxes within the organization. Exchange Server 2007 eases thetoll often placed on administrators charged with applying and enforcing compliance policies,while avoiding adverse impact on employees and their productivity.


Need to takeadvantage ofpowerful Webaccess

Need to boostadministratorproductivity with newtools

Need to easedeployment andmanagement of themessaging solution

Need to optimizeinvestments for futuregrowth

Outlook Web Access (OWA) 2007 provides a rich, Outlook 2007-like experience in a browserand is great for use at home, at an airport kiosk, at an Internet café, at a friend’s house, oranywhere delete there is an Internet connection available. No VPN or network tunnel is required.OWA enhancements in 2007 include a new Scheduling Assistant to help employees efficientlybook meetings; a fast server-side search; integrated unified messaging; as well as new featuresto access documents and attachments more easily from outside the office. With two-factorauthentication support and attachment viewing in HTML format, OWA also offers enhancedsecurity, as compared to previous versions.

Exchange Server 2007 helps administrators save time and reduce effort with advancedmanagement tools. A new command line interface gives administrators complete, fine-grainedcontrol over Exchange objects, as well as the power to easily automate all types of operationswith scripts. In addition, the graphical management console has been completely updated,with a more intuitive user interface, improved discoverability, and a toolbox work center thatintegrates diagnostics, monitoring, and troubleshooting tools—including the Exchange BestPractices Analyzer and the Exchange Troubleshooting Assistant.

Deploying Exchange Server has never been easier. Exchange Server 2007 has a modern,modular architecture based on server roles. The server role concept is integrated into setupand deployment, helping to eliminate potential errors resulting from manual configuration,reducing the surface area for malicious attacks, and simplifying day-to-day management.Server roles are not tied to particular hardware configurations; they can be deployed on oneserver machine or many. The new Autodiscover feature further eases deployment by creatingan automatic connection between Exchange Server and Outlook 2007 clients where nospecial scripts or complex user intervention is required.

As a native 64-bit application, Exchange Server 2007 breaks through past memory andcache limitations for higher performance and increased scalability, even as mailbox sizesgrow to accommodate employees’ demands for more storage. The resulting reduction ininput/output (I/O) increases storage utilization so that users can optimize existing storageinvestments or consider lower-cost storage options.


Sales cycleThe following chart provides an overview of the HP/Microsoft Exchange sales cycle. Use this chart as a starting pointand modify it as necessary, based on your customer.

Identify and qualify

Offer

Engagement

• Focus on your installed base accounts and accounts with competitive or existing 32-bitMicrosoft Windows systems.

• Uncover potential sales opportunities by asking the qualification questions listed below.

• Reference the HP Sales Engines and HP Microsoft Solutions Partner Resource Center, andconsult with your HP Partner Business Manager.

• Based on the account plan, a possible next step could be to offer a half-day strategyassessment to your customer.

• The purpose of the strategy assessment is to discuss high-level business strategies, reviewingboth the current design and future business requirements.

• This assessment would include benefits of the proposed HP/Microsoft Exchange solution, aswell as the additional services provided by your company.

• As part of the briefing, you should recommend how best to engage your customer at a moretechnical level.

• Ideally, the next steps would be to engage in an on-site white-boarding session, followed bya detailed assessment to fully develop a complete written report on recommended solutionsfor the customer.

• A PoC (proof of concept) and ROI/TCO study to justify the recommended solution couldalso be a key component.


Qualifying questionsDuring your initial discussions with customers, use thefollowing qualifying questions to better understand yourcustomers and the pain points they need to resolve.

• What are your top concerns with your currentmessaging environment?

• What happens when your e-mail system goes down orexperiences trouble?

•• How does that impact your organization?

•• Do you have plans for a disaster striking?

•• Do you worry about how users will continue to workif a disaster strikes?

• Where are the complexities in your messagingenvironment?

•• Do you have a strategy for addressing those problemareas?

• Do you find it difficult to prioritize and stay on top oftasks when some originate from e-mail, some from voicemail, and some from faxes?

• Do you travel or attend meetings outside your office?

•• Do you use a mobile device?

•• Do you need to stay productive on the road?

• Do you ever need to change meeting plans while you’reaway from your computer or disconnected from yournetwork?

If your customer is considering HP BladeSystem forMicrosoft Exchange, use these questions to help furtherqualify the opportunity:

• Do you currently use Microsoft Exchange Server for yourmessaging needs?

•• If not, what messaging solution are you using?

• What hardware platform are you using for yourmessaging solution?

•• Is that platform offering the performance and scalabilityyou need to address growing business requirements?

• What storage solution are you using for yourmessaging solution?

•• Can it handle the growing number of e-mails andassociated attachments that your employees receive?

• Do you need to streamline and simplify messagingacross your organization (i.e., are management costsescalating)?

• Do you want to take a critical step toward an adaptiveinfrastructure/enterprise?

•• An HP/Microsoft Exchange messaging solution willallow the organization to become more agile andresponsive to change.

• Do you need to reduce high operating costs bycentralizing and consolidating systems, servers,resources?


If your customer is considering transitioning to MicrosoftExchange 2007, use these questions to help furtherqualify the opportunity:

• Are you currently using Microsoft Exchange 5.5, 2000,or 2003?

• Have your business needs outgrown your messagingsolution?

• Can your organization benefit from advancedmessaging technologies such as full support for mobileusers, increased mailbox size, ubiquitous access to e-mail, integration between telephony systems, unifiedvoice and e-mail messaging, and browser-basedaccess to user mailboxes?

• What hardware platform are you using for yourmessaging solution? Is it providing the performanceand scalability you need to support escalating businessdemands?

If your customer is considering migrating from acompetitor’s platform, use these questions to help furtherqualify the opportunity:

• What e-mail and messaging solution are you currentlyusing?

•• Lotus Notes, Sendmail, etc.

• Are you satisfied with capabilities of your current e-mailand messaging solution?

•• Does the solution provide full mobile support, increasedmailbox size, ubiquitous access to e-mail, integrationbetween telephony systems, unified voice and e-mailmessaging, browser-based access to user mailboxes?

• Are you using a legacy 32-bit hardware platform foryour messaging solution?

•• If so, you’re probably ready to upgrade to 64-bit HPProLiant servers in addition to migrating to MicrosoftExchange Server 2007.

If your customer is considering a storage restructuringsolution, use these questions to help further qualify theopportunity:

• What storage solution are you currently using for yourmessaging system?

• Are you satisfied with the capabilities of your currentstorage solution?

•• If not, what would you like to improve/change?

• What hardware platform are you using for yourmessaging solution?

•• Are you satisfied with the performance it offers?

• Do you have under-utilized servers or storage in yourmessaging and/or data center infrastructure?

•• Is this affecting the overall performance of the system?

•• Is this driving up maintenance and management costs?


Key objections and responsesIn every selling situation, customers say things that hint of uncertainty and doubt, commonly called objections. This sectionprovides common customer objections, the reasons behind the objections, and talking points to use in your responses.

Objection

Our system is stable on anolder version of MicrosoftExchange.

We’ve been using LotusNotes for so long, I’m notsure about making thechange to MicrosoftExchange.

If we upgrade to 64-bitMicrosoft Exchange 2007,we also need to upgradeto 64-bit hardware.

Real customer concerns

E-mail is so important toour organization that wecan’t afford anyunnecessary downtime.

Can a Microsoft productoffer the same performanceas an IBM product?

I’m not sure we have thebudget for this upgrade.

How to answer/explain

We completely understand your concerns aboutdowntime during an upgrade. Our plan is to perform theupgrade behind the scenes, and then flip the switch toMicrosoft Exchange Server 2007. The process will betransparent to your users and will not affect theirproductivity.

The customer demand for Microsoft Exchange is veryhigh and it’s growing every year. From 2007 to 2009,Microsoft Exchange is expected to grow from 135 millioncorporate mailboxes to 180 million, which translates to39% of the e-mail market. IBM Lotus Notes, on the otherhand, is expected to decrease from 19.3% market shareto 16.3% during the same period. By switching toMicrosoft Exchange, you can find out what so many otherorganizations have already discovered about theperformance, scalability, and agility of this next-generation messaging solution.

It’s true that you need 64-bit hardware to run 64-bitsoftware. But it’s also true that when you choose a 64-bitsolution, you can consolidate your IT environment, whichwill significantly reduce your operating costs. RunningMicrosoft Exchange Server 2007 on high-performanceHP ProLiant servers, you can accomplish more with fewerservers. And with fewer servers, you automatically reducemanagement and maintenance costs, licensing costs,power and cooling costs, and more. The HP ProLiantserver/Microsoft Exchange 2007 solution will provideexcellent return on your investment while reducing costs.


ResourcesUse the following resources to learn more about HP/Microsoft Exchange Server solutions.

• HP Partner Portal

•• https://h20198.www2.hp.com/us/

• HP Microsoft Exchange 2007 Sales Engine

•• www.hp.com/go/salesengines/exchange

• HP/Microsoft Frontline Partner Resource Center

•• www.hp.com/go/HPMSsolutions

• Coming soon! Dedicated HP/Microsoft Exchange Solution Network partner website; site currently under development;to be announced/available soon

•• http://www.exchangesolutionnetwork.com; access restricted to members only

• HP and Microsoft Exchange Server

•• http://www.hp.com/solutions/microsoft/exchange

• HP ActiveAnswers for Microsoft Exchange Server

•• http://www.hp.com/solutions/activeanswers/exchange

• HP and Microsoft Mobile Exchange

•• http://h71028.www7.hp.com/enterprise/html/3970-0-0-0-121.html

• HP Exchange Storage Solutions

•• http://www.hp.com/solutions/microsoft/exchange/storage

• HP End-User Workplace Solutions

•• http://h71028.www7.hp.com/enterprise/cache/256317-0-0-0-121.html

• HP Messaging and Collaboration Solutions

•• http://h71028.www7.hp.com/enterprise/cache/256344-0-0-0-121.html

• Microsoft Exchange Server 2007 home page

•• http://www.microsoft.com/exchange

• Microsoft Technology Centers (MTCs)

•• http://www.microsoft.com/services/microsoftservices/srv_mtcoffer.mspx


HP contactsName Title Phone E-mail

Roberta Hanlon Microsoft Alliance Solutions Marketing 203-421-1191 [email protected]

Jeanne Brooks HP Channel Engagement Manager, Microsoft 916-934-0334 [email protected]

Al Vaskas HP/Microsoft Frontline Partnership 425-865-8768 [email protected] Program Manager

Derek Howard Mid-Market Solution Programs 916-748-2650 [email protected]

Who to contactWhen you have qualified a Microsoft Exchange opportunity, contact your HP Partner Business Manager and/or yourMicrosoft Partner Account Manager to discuss your next steps, i.e., on-site white-boarding session or privateengagement at an MTC. Working together as a team, you will achieve the greatest level of sales success.

Microsoft contactsName Title Phone E-mail

JP Stevens National Partner Account Manager 303-494-5187 [email protected]

Trent Burns U.S. Business Development Manger, HP 206-715-5666 [email protected]

Debbie Martin HP Marketing Alliance Manager 425-868-2561 [email protected]

Derek Whittle Senior Product Manager 425-705-6325 [email protected]


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