© 2007 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice ABSP Enterprise Storage Installation & Start-up Services 2007 David Morgan UK Operations Manager

For HP and HP Channel Partner Internal Use. May not be shared externally Contents Service Specialisations – positioning within PPP ABSP Specialisation - Solutions ABSP Partner Benefits Operational Details

For HP and HP Channel Partner Internal Use. May not be shared externally HP Preferred Partner Program Service Specializations ABSP Service Specialization Enterprise Storage Enterprise Server

For HP and HP Channel Partner Internal Use. May not be shared externally Service Specialist Minimum Business Criteria The following business criteria must be achieved in order to apply for HP Service Specialist status: −Status as HP Preferred Partner −HP Hardware sales min£1.4m p.a. −HP Care Pack sales min. £100k p.a −Penetration Rate* min. 5% *Penetration Rate measures the ratio between Care Pack sales and hardware sales.

For HP and HP Channel Partner Internal Use. May not be shared externally HP Preferred Partner Program Service Specialisation HP’s service delivery authorizations, ASDP and ABSP have been integrated as HP Services Specialisations within the HP Preferred Partner Program (PPP) “Specialisation” is intended as a clear positioning of the quality and strength HP’s Preferred Partners provide towards the end-customer.  “Preferred Partner“ status is a pre-requestite for the participation in the HP Services Specialisation  HP Services Specialisations:  ASDP – product centric Service delivery (Warranty & HP Care Pack)  ABSP – HP Solutions delivery  Preferred Partner can join one or more of the HP Specialisations, if they meet the specialisation requirements  The Services Specialisations will receive a “Specialist“ certificate  HP will position the “Services Specialist“ in the market and with the end-customer: co- marketing, publishing on HP.com, as well as partner locatator

For HP and HP Channel Partner Internal Use. May not be shared externally HP Services – Partnering framework service offerings HP Solutions Authorized Services Delivery Partner (ASDP) Authorized Services Delivery Partner (ASDP) Authorized Business Solution Partner (ABSP) Authorized Business Solution Partner (ABSP) HP Services delivery Product Services HP Services management Authorized Service Management Partner (ASMP) Authorized Service Management Partner (ASMP) HP Services sales Authorized Solution Sales Partner (ASSP) Authorized Solution Sales Partner (ASSP) Included in baseline HP Preferred Partner Program

For HP and HP Channel Partner Internal Use. May not be shared externally Service Partner Business Requirements - Storage £250K per annum Service Sales (PL R8) Minimum 3 Installations per Quarter Minimum 5% Penetration Minimum 2 representatives per company completed web based HP Care Pack sales training

For HP and HP Channel Partner Internal Use. May not be shared externally Technical Certification At least two (2) MASE StorageWorks certified engineers. Every engineer performing an Installation & Start- up service needs to hold corresponding product certification. One (1) additional ASE per 250k Euros of annual storage service revenue to a maximum of four (4) ASEs.

For HP and HP Channel Partner Internal Use. May not be shared externally Storage Products Hardware Software

For HP and HP Channel Partner Internal Use. May not be shared externally Partner Benefits How you can benefit from this: You can grow your business by delivering new “value” services This will provide market differentiation compared to non delivery authorised channel You will be eligible to receive service delivery compensation You will have exclusive access to HP service and support tools and information You can ensure best in class solution implementations aligned with HP recommendations You will improve customer satisfaction

For HP and HP Channel Partner Internal Use. May not be shared externally HP Smart Portal −Service Delivery Guides −Operations Guides −Tools Xplato - workflow application (payments) SPOCK (Single Point of Connectivity Knowledge)

For HP and HP Channel Partner Internal Use. May not be shared externally Ongoing Management −XPLATO/PLATO monitoring −Monitoring of Certification requirements −Change of status (to remove access to systems,…) −IPIDs open for more then 90 days – no payment −Monitoring of minimum installations −Business Plan −Feedback for improvement of the program operations

For HP and HP Channel Partner Internal Use. May not be shared externally Interested?

For HP and HP Channel Partner Internal Use. May not be shared externally Questions?

For HP and HP Channel Partner Internal Use. May not be shared externally ABSP Business Requirements - BladeSystems ABSP Business Goals Enterprise Server (BladeSystem) Blade Server HW sales revenue −£14K per annum (PL MV) PR (Penetration Rate) −7% for Blade specific services HP Approved 2007 business growth plan is acceptable Service sales revenue −Minimum £3.5K of BladeSystem specific

For HP and HP Channel Partner Internal Use. May not be shared externally ABSP Training Requirements Enterprise Server (BladeSystem) Business −Min. 2 partner employees completed web-based HP Care Pack sales training Technical −Minimum 2 ASE Proliant Servers (2005) −Must have C-class and/or P-class Blade elective specific to products being implemented

For HP and HP Channel Partner Internal Use. May not be shared externally Service Specialist Minimum Business Criteria The following business criteria must be achieved in order to apply for HP Service Specialist status: −Status as HP Preferred Partner −HP Hardware sales min£1.4m p.a. −HP Care Pack sales min. £100k p.a −Penetration Rate* min. 5% *Penetration Rate measures the ratio between Care Pack sales and hardware sales.

For HP and HP Channel Partner Internal Use. May not be shared externally