Dan Wood SWD Product Manager, HP Storage Essentials InTechnology Seed Program

IT’s Business Challenges…. Asset Management 1. The operational cost of IT is too high 2. Enterprises are littered with proprietary systems 3. Space Cowboys 4. Significant resource wastage 5. Lack of quality management information % YoY storage growth Think about the business impact of all of this….

HP Storage Essentials Address the Asset Mgmt challenge Applications Storage Servers File Systems Operating Systems Network Databases Business Processes DB2 Application Infrastructure Specialized Pt. Tools IT Staff Resources Windows Linux Fabric Tools EFCM HiCommand ECM/Solaris NetBackup Navisphere Enterprise Mgr 10g ControlCenter TotalStorage / AIX Auto- discovery Topology visualization Fabric management Heterogeneous device support (active and passive)

HP Demonstrates 100% SMI-S Conformance (truly Open)

Improve IT service-levels An application-centric view of the storage network HP Storage Essentials Application & Reporting plug-ins Oracle database availability and performance views File system scanning – reclaim wasted space Asset based chargeback management. Backup reporting: failures, SLAs, & media utilization. Asset based chargeback management. Exchange database availability & performance Oracle database availability & performance

1. Simplifies Storage Essentials selling for the Reseller community - by using this offer as a sales tool. 2. Makes it easier to convince customers of Storage Essentials qualities with ‘real world’ testing. 3. Locks the customer into SE capabilities and in effect should cause licences required to be purchased without an extended decision making process 4. Potentially ‘seeded’ systems can be purchased and in effect installation is free if no additional requirements need to be purchased. SE Seed Programme Overview Seed Storage Essentials appliances into the customer base after reseller qualification exercise.

Marketing InTechnology Channel Informer e-Shot to partner community focusing on sales individuals. HP Partner communication (to wider HP audience) Smart Portal information also. InTechnology ‘Internal Sales’ call-outs InTechnology In-Partnership points −250 points for every SE EE license sold.

Required Documentation Three major documents will be required for the process. 1. Qualification form Reseller uses this to scope the potential account to gather intelligence about the environment. This also assists in determining if the customer is a good candidate. 2. Delivery criteria document Outlines to the customer what will and won’t be done during the installation, training and decommissioning days. 3. Feedback form Customer feedback form on the solution to feed back into the business unit. Documentation will be provided by InTechnology with HP support.

Logistics This outlines the logistics involved for the process to work through the partner community 1. Partner identifies a potential SE customer 2. Discusses with the customer the possibility of a ‘seed’ unit for long-term evaluation (60-days) and provides the Statement of Work which outlines the installation service provided etc. 3. Reseller works with the customer to fill out qualification form and submits it to InTechnology 4. InTechnology ensures that from the qualification details the customer is within the SE management scope. 5. InTechnology informs reseller of acceptance 6. Both InTechnology and the reseller works with the customer to determine an appropriate installation date 7. Installation takes place (2-days) with training 8. InTechnology informs HP of successful installation 9. HP with partner follows-up after 15 days with a meeting to discuss the product. With purpose of working towards licence purchases after the 60- day period. 10. If after 60-days the customer is not satisfied InTechnology will decommission the unit.

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