© 2007 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice Partner Certification & Education Mike Bicknell Country Manager, UK&I

For HP and HP Channel Partner Internal Use. May not be shared externally HP Certified Professional Programme Continuous Learning 2007 Smart Learning 2007 Storage Curriculum Partner Programme Criteria Optimal Skills (TOP Shape Mailing) End-User Awareness Quick Reference Guides Topics

HP Certified Professionals. Skilled −Enable your employees to become uniquely qualified to sell, plan, deploy, maintain and support the mission-critical IT infrastructure your customers demand Connected −With the latest HP technology, experts and continuing learning opportunities Proven −Demonstrate a higher level of performance, knowledge and expertise Global −More than 140,000 HP Certified Professionals worldwide Get IT right the first time.

Continuous Learning Previously termed recertification Annual points system – 8 per technology family to a maximum of 16 CertPro end of life – Static grids; monthly newsletter; TOP Shape mailing Topic based Consequences – Partner programme criteria, access to individual benefits Select options via Smart Learning Keeping skills & knowledge current Jan Dec Dec Certification Achieved Continuous Learning Points Points Incomplete - Suspended Version change Expires / Retires

Continuous Learning Grids Access Continuous Learning 2007 menus Select technology family Choose your focus path area −Technical −Sales −Hardware Support More than one path – choose technical Identify topics to accumulate 8 points Select activities to complete topics −Note activity code Access Smart Learning Premium activities appear in one or more topic and/or technology family

Smart Learning TMS (Training Management System) All you need is a Student ID Access is via the Student Portal login Content organised: −HP Certified Professional or Preferred Partner Programme −Catalogued by technology family −Continuous Learning (top 5 initiatives) Learning plan; transcript Download courses Register for Classroom courses Access the portfolio of downloadable & Instructor led courses

Smart Learning Access the portfolio of downloadable & Instructor led courses Activity or Course code Search for Activities Progress Completed CL-OLV2YQ 1.Add course 2.Set personal goals 3.Add to learning plan 4.Launch self-paced Continuous Learning activity reported via HP Certified Professional Newsletter & TOP Shape Partner mailing

Storage Curriculum 2007 Developments in validation stage New Versions oAIS – HP StorageWorks [2007] – course reduction to 5 days + WBT oASE - HP StorageWorks [2007] New Certification oASE – Specialty in HP Storage Essentials [2007]* oASE – Specialty in HP StorageWorks Nearline [2007] * Spring implementation, otherwise Autumn Retirements oASE – StorageWorks Nearline Storage Upgrade path TBD

Partner Programme Criteria StorageWorks Certifications Selective Distribution – Accessing Enterprise Products −2 x Enterprise Solutions Accredited Sales Professionals (2 x ESS ASP) −1 x Enterprise Solutions Accredited Presales Professionals (1 x ESS APP) Storage only – Substitute StorageWorks Sales Consultant and/or Presales Consultant Preferred Partner −ASP- Partner Fundamentals replaces Portfolio Sales Training (PST) Preferred Partner – Specialisations −StorageWorks −HP Services – Authorised Business Solutions Partner (ABSP) Recall – Certifications must be in “certified” status

Optimal Skills TOP Shape Partner Mailing Align skills to a Partner’s business (actual and growth) −Revenue/quota drive # sales staff −Then drives % technical staff (pre-sales & integration) −Rules allow for Specialisations, business mix, size of business −Not Partner programme, but Business (Unit) specific Recommendations for organisational development Communicate status, improve awareness of timelines Build rigor against minimum requirements – Contingency Align additional benefits to optimally skilled Partners −Promote to end-users Planned to be incorporated in mailing from June Phase II – Customisable Tool

Optimal Skills TOP Shape Partner Mailing

End-User Awareness Marcom & HP Public Website Trusted. Qualified. Preferred. HP Certified Professionals. Get IT right the first time.

HP Certified Professional Programme Quick Reference Guides