© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Enterprise Group Marketing Channel Implementation Guide Global EG ISS #3 Sally Chasanoff – Channel Campaign Manager August 1, 2013

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Content Contacts Campaign Overview - Background - Concept - Messaging Campaign Tactics - Communication tools & tactics - Translations - CTA’s/Sales readiness - Sample of available tactics

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3 Contacts Global: HP WW Campaign Manager: Sally Chasanoff Regional: EMEA: Marjolein Weel AMS: Lynn Defrees APJ: Carolyn Drury

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Campaign Overview Background Concept Messaging Proof Points

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 5 Campaign background Initiative supported: − HP Just Right IT partner transactional promotion Objectives: − Demonstrate the value of HP servers that are designed to address small and mid-size business customers—no matter their IT demands—by showing that HP ProLiant Gen8 servers deliver for essential operations (the e-series) and high-performance demands (the p-series). Target audience: − CIO, Data Center Manager, Technology Influencers, CFO Products: − HP ProLiant Gen8 servers − Primary: HP ProLiant Gen8 e-Series Servers for day-to-day essentials and HP ProLiant Gen8 p-Series Servers for high-performance needs − Secondary: HP ProLiant Gen8 p-Series Servers featuring HP SmartDrives and HP iLO Management Engine CTA: − Core CTA: Contact us − Optional CTA: View HP white paper: “HP ProLiant Gen8 Servers pave the way for growing small and mid-size companies”“HP ProLiant Gen8 Servers pave the way for growing small and mid-size companies”

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 6 Campaign concept (1/2) Value Proposition: In the face of ever-expanding workloads, you need an IT infrastructure that responds to rising demands. Whether you’re focused on the day-to-day essentials of running a business or you need the capacity to create a private cloud or manage a data center, your solution can start with HP ProLiant Gen8 e-Series or HP ProLiant Gen8 p-Series servers. The HP ProLiant Gen8 e-Series Servers for day-to-day essentials The HP ProLiant Gen8 p-Series Servers for the high-performance needs of a growing businesses. Customer Insight/Rationale: SMB’s IT infrastructures are facing new challenges. IT administrators are beginning to realize that technology, even if it is only a few years old, is struggling to keep up with today’s IT demands. Small to medium businesses need the capacity to adapt as their business demands evolve and grow. Most importantly, they need to meet these needs without incurring all the costs associated with managing the changing IT demands. − “I need a choice of servers that can help me keep up with my IT demands.”

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 7 Campaign concept (2/2) Headline: Servers for today’s SMB Subhead: Keep up with growing IT demands Imagery: HP ProLiant Gen8 e-Series Servers HP ProLiant Gen8 p-Series Servers

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 8 Message map

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Co-branded campaign tactics Communication Tools & Specifications Translations CTA’s/Sales Readiness Sample of Available Tactics

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 10 Communication tools & tactics All tactics can be found on Partner Marketing Center here, Marketing Depot here, and Comoda here :here Folder: Global EG ISS #3 Link: All tactics can be found on Partner Marketing Center here, Marketing Depot here, and Comoda here :here Folder: Global EG ISS #3 Link: Demand generation Demand generation Other Sales and marketing tools Sales and marketing tools Channel training PowerPoint® (by product/BU) Channel training PowerPoint® (by product/BU) Channel announcement Channel announcement eDM from distributor to reseller (generic on JRIT) eDM from distributor to reseller (generic on JRIT) eDM from reseller to customer (by product/BU) eDM from reseller to customer (by product/BU) DM postcard from reseller to customer (by product/BU) Customer overview (by product/BU) Customer overview (by product/BU) Telescript Value proposition (printed and filmed) Value proposition (printed and filmed) Channel Implementation guide Channel Implementation guide Copy deck (translated) Copy deck (translated) Campaign Introduction video Campaign Introduction video

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 11 All tactics can be found on PMC, Marketing Depot, and Comoda.PMCMarketing Depot Comoda All tactics can be found on PMC, Marketing Depot, and Comoda.PMCMarketing Depot Comoda Overview of available tactics

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 12 Gated and non-gated CTAs Campaign CTA Core CTA (gated) Contact us Optional gated CTA HP white paper: “HP ProLiant Gen8 Servers Pave the way for growing small and mid-size companies”- herehere

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 13 Translations Translations need to be carefully checked and amended, for example, CTA (call to action). Copy decks are available for translation on August 1, Global EG ISS #3 Link:

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 14 Sample of available tactics (1/2) Video eDM Postcard

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. End PowerPoint is a U.S. registered trademark of Microsoft Corporation.