© 2004 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice HP Software Services HP Tech Installation and Startup services for HP OpenView Presenter Date

November 2004HP Software Services2 Agenda What ( What is the product or solution) - Customer challenges /Scenario - Qualification - The solution / Value propositions - What’s new So what ( What makes this product/solution unique and how to use this information) - Differentiators - Competition - Pricing and configuration Now what (What happens next) - Tools and resources - Solution roadmap - Summary

November 2004HP Software Services3 Objectives After attending this training, the attendee should be able to: Clearly articulate the solution’s Value Proposition. Identify customer problems that the solution can solve and how. Propose a potential solution to a customer problem using the product. Respond to competitive challenges.

November 2004HP Software Services4 Customer business challenges Market trends Faced with unrelenting pressure to do more with less in an environment of constant change, today’s CIO has to balance traditional IT requirements – manage costs, mitigate risks and increase quality of service – with the new requirement for business agility. Management of Adaptive Enterprise is HP’s vision for helping customers synchronize business and IT to capitalize on changes. Business challenges As this is an emerging market space, customers and partners may be unfamiliar with this new layer of technology. Fast technology rollout then need of a faster solution life cycle to acquire agility. Optimization and speed are requirements when setting up new changes in the environment. Technical challenges Ability to integrate new technologies quickly and efficiently among existing solutions. Requires quick ramp-up of knowledge and skills on new layer of technology. Requires a regular improvement cycle for the solution.

November 2004HP Software Services5 The solution: HP Tech Installation and Startup service A targeted, focused and competitively priced service for customers who want to quickly leverage their infrastructure. Provides a rapid implementation of HP Software products Executed by HP experts, the implementation is efficient and optimized. Focused on a quick and effective deployment of an operations-ready platform. Secures and speeds up the operational start-up

November 2004HP Software Services6 The solution – more detail −These are new SGBU software services defined per software product for enabling a fast operational start for customers Including software product implementation but also software application set-up Offered for complementing C&I delivery outside the 700 focused accounts and/or geographical coverage −These target short engagement duration with pre-defined set of deliverables Based on detailed Statement of Work (SOW) −Repeatedly sellable, not contractual and sizeable to customer configuration Due to modular pricing scheme −Includes installation but also configuration and skill transfer to technical staff −Complementary ad-hoc set-ups can be delivered additionally

November 2004HP Software Services7 Qualification for HP Tech Installation and Startup services for HP OpenView What to look for Customers purchasing HP OpenView software looking for optimized new or existing configuration deployment. The implementation service can be proposed to any customer, and more particularly to customer who need a quick execution and/or who has no people trained yet. This solution can also address complex configurations set-up; HP Tech Installation and Startup services can be offered with complementary ad-hoc configuration service based on time and material delivery/quoting. Questions to ask You are ready to adopt Adaptive Enterprise strategy but don’t feel confident in deploying yourself the solution ? Do you want a fast production deployment? Do you want to reduce downtime risks during production? Would you like for HP to install and configure your HP OpenView software for you? Do you want to benefit from an on-site implementation service that includes knowledge transfer to your system administration engineers ? −HP does it for you.

November 2004HP Software Services8 Share experience New technologyTrust HP expertise Will to execute fast Benefit from skill transfer Balance costs Complexity in agility Product complex to set-up Remain self-sufficient Reluctant to risks Jeopardize rest of soln. Limited service scope Expensive services No solution agility Stop Caution Attributes of the Business Problems they have Attitudes and Beliefs Letter of Understanding Look for these attributes Look for these problems Test for these attitudes and beliefs Stop QicPic for HP Tech Installation and Startup services for HP OpenView Customer wanting to go fast in Production Target: Fast deployment required Turn-key product delivery No skill yet available Faster solution life-cycle Optimized set-up Avoid operation down-time Train their staff Fast go-to-market requirement Want low implementation costs

November 2004HP Software Services9 Key value proposition Value proposition to customer The HP Tech Installation and Startup services provide a set of implementation services for HP OpenView products delivered by experienced HP engineers who will perform tasks that focus on the quick and effective deployment of an operations-ready platform. Our HP experts perform time-tested processes that encompass all the variables necessary for the successful implementation of your platform plus local skills transfer.

November 2004HP Software Services10 The solution How the product/solution solves the problem By purchasing HP Tech Installation and Startup service as “soft bundled” with the HP OpenView license product customers are immediately ensured of an speedy operational startup and secure production environment - with an optimized and best-in-class setup. Customers do not need to worry about training their staff ahead of time. Because our HP experts perform the delivery of the implementation service, these skills will be transferred simultaneously to their staff during the implementation.

November 2004HP Software Services11 Supported products Available today for: HP OpenView Performance Insight (OVPI) – Version 4.6 and now extended to version 5.0 HP OpenView Radia by Novadigm And also in near future: HP OpenView Transaction Analyzer (OVTA) including Web Application environment set-up HP OpenView Business Process Insight (OVBPI) Statement of work: For each product a statement of work will be available detailing all specific deliverables The product portfolio will be extended even further in the coming months.

November 2004HP Software Services12 What’s new - summary Feature descriptionCustomer benefit of feature How customer benefit is relevant to sales SGBU Services & TCE Delivering pre-defined Installation and Startup Services for new HP OpenView technologies Allows for purchasing the software AND its operational startup Encourages the customer for purchasing the new software, they know HP is there to prepare for them the operational systems HP OpenView Performance Insight Implementation Service (extended to support version 5.0)  Covers product installation, configuration set-up and on- site technical skills transfer When purchasing the software and its implementation service, customers :  Can plan for an early operational startup date  Don’t have to worry about training their system engineers Helps push customers to adopt new products, and facilitates the software sale. HP OpenView Radia Implementation Service - new  Covers the pre-study for Radia application scope; Radia implementation in lab context and then in the actual IT environment and on-site technical skills transfer When purchasing the software and its implementation service, customers:  Can plan for an early operational startup date  Don’t have to worry about training their system engineers Helps push customers to adopt new products, and facilitates the software sale.

November 2004HP Software Services13 Value proposition to sales team What’s in it for the sales team to sell this product/solution You sell the product + set-up: it is software “turn-key” sale, plus it ensures: - A faster path to operational start-up - A high quality set-up as executed by HP product experts - On-site service that adapts to the customer configuration - Skill transfer to train local staff on the new product - Less downtime later on, due to an optimized product and consistent configuration. This is a faster ‘time to market’ business enabler.

November 2004HP Software Services14 Differentiators Allows for selling both the product and set-up Delivered by HP product experts Includes training of the local staff

November 2004HP Software Services15 Pricing and ordering One unique entry point: GIS Package HA124A1 “HP Tech Installation and Startup” For OVPI Implementation Service - 4 available bands: HA124A1 5L6 OVPI Implementation Base Service $10,000 HA124A1 5L7 OVPI Report Pack/Bundle or NNM integrat. $ 2,000 HA124A1 5L8 OVPI One additional Server Implement. $ 4,000 HA124A1 5EB Oracle Installation and Configuration $1,000 For OV Radia Implementation Service - 3 available bands: HA124A1 5D9 One day HP OpenView Radia Architect $ 2,400 * HA124A1 5DX One day HP OpenView Radia Senior Consultant $ 2,000 HA124A1 5DY One day HP OpenView Radia Consultant $ 1,600 *only available in EMEA

November 2004HP Software Services16 Tools and resources Available service documents GIS Package generic datasheet: high level installation and startup service description Statement of Work (per product) Short Engagement Services terms and conditions, warranty. Sales training presentation Customer presentation All available from internal Web products/short_engagement

November 2004HP Software Services17 Summary This implementation service complements the product sale by supplying the customer with a ready-to-run product at a competitive price. It secures the customer’s ability to move to new technologies and get a successful operational start-up. HP offers their customers a competitive differentiator by supplying them with the tools to adopt HP’s Adaptive Management strategy, and to confidently partner with HP for the entire solution life cycle. The implementation service is a software product sales enabler because the customer doesn’t have to worry about finding a System Integrator to proceed with the set-up and implementation of products in their environment.

November 2004HP Software Services18 For an overview of HP software services, visit: To access technical interactive support, visit Software Support Online at: For regional contact information, please visit: To learn more about HP Software Customer Connection, a one-stop information and learning portal for software products and services, visit: For more information

© 2004 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice Thank you For more information, contact

November 2004HP Software Services20 Backup Slides

November 2004HP Software Services21 Pricing and ordering For: HP OpenView Performance Insight Implementation Service Defined under “HP Tech Installation and Startup” GIS Package (HA124A1) The pricing structure is organized around a basic service and additional options to map a more complex set-up: HA124A1 5L6 OVPI Implementation Base Service $10,000 HA124A1 5L7 OVPI Report Pack/Bundle or NNM integrat. $ 2,000 HA124A1 5L8 OVPI One additional Server Implement. $ 4,000 HA124A1 5EB Oracle Installation and Configuration $1,000 Additional implementations, customizations or other integrations can be quoted on a case-by-case basis.

November 2004HP Software Services22 Pricing and ordering For HP OpenView Radia Implementation Service Use GIS package HA124A1 “HP Tech Installation and Startup” Bands are defined for deployment service billing - Pricing is built around a daily rate per engineer profile involved (see table on previous slide) - Ordered quantities define the duration for billing Package Band Description Price HA124A1 5D9 One day HP OpenView Radia Architect $2,400* HA124A1 5DX One day HP OpenView Radia Senior Consultant $2,000 HA124A1 5DY One day HP OpenView Radia Consultant $1,600 *only available in EMEA

November 2004HP Software Services23 HP Software Services Portfolio of management software services Software Support Level of Personalization Customer Value Proactive support For mission critical customers Software Customer Connection Software Support Online Standard support Software Support 24x7 Advantage Service Premier Service Proactive 24 Service Critical Service

November 2004HP Software Services24 HP Software Customer Connection A customer loyalty initiative in the format of a free membership program for our entire license base of software customers - Management Software including Storage* and HP OpenCall - with focus on technical users providing: −a member-exclusive portal: −dedicated member events (technical web seminars) −a focused and interactive communication pipeline  Proactive communication to installed base customers creates awareness of our products and services -Increases interest of your customers to find out more about existing or new products and services  HP Software Customer Connection provides a competitive advantage that should be used as a selling point: -No direct competitor currently offers a comparable program  Enabling customers to better utilize the power of HP Software, increasing their productivity and maximizing their business investment  increases customer loyalty and reduces competitive entry  Win/win situation: customers get empowered and more out of their software; SGBU gets better and more means to interact with customers

November 2004HP Software Services25 Happy (trained) customers buy more… Help your customers make the most from their HP OpenView products by selling HP Care Pack services for education Easy to sell. Single part number, or technology-specific, with over 3,000 courses to choose from. Happy, loyal customers. Better trained, better productivity, better investment decisions, and better return on investments. Less vulnerable to competition. Customers can use all that HP products have to offer and so are less likely to switch to a competitor. Convenient. HP OpenView Care Pack packages are available for new and migrating NNM and OVO customers. See speaker notes for details. HP Training for HP OpenView A comprehensive package, U5466S #4BA, gives your customer access to all HP Education courses. For more information, see curriculum and course information at or call the contacts listed in the speaker notes.