1. Partner Revenue Acceleration Program
CloudPhysics
July 2019

2. Agenda Partner Program Objective CloudPhysics Overview
How Does CloudPhysics Help?
Demo
HPE Campaigns – Assessments
How to Get a Customer Started
Deal Registration Process

3. Increase and Accelerate Storage and Other HPE Product Sales Through the Channel, Leveraging CloudPhysics
What is this program?
HPE is funding CloudPhysics Assessments for channel partners to use, a SaaS tool, that shortens the sales cycle and provides rich information about the customer
Who can participate?
All channel partners and distributors can access the CloudPhysics tool
Why do we need CloudPhysics?
CloudPhysics provides instant insight into customer environments
HPE gains end to end visibility into sales campaigns
Customers love to get free reports
FREE, FREE, FREE
HPE is fully funding this for our partners and customers
Program is meant to be friction-less for HPE, Partners and Customers to get started
When can I start?
Immediately
Fully funded assessments end December 31, 2019
Help!
The team is ready to help you
When in doubt, reach out to Cipriano Manca or Kathleen Walsh

4. CloudPhysics Q1 Proof of Concept Results
PoC
“CloudPhysics has been big in the news at Saturn!  I’m working to include it as part of our storage campaign – as a logical next step to our first meetings where we introduce Nimble or other storage technologies and platform/utilization data from the current environment can help us to size a replacement.”
Sr. Technical Architect, Saturn
14 Assessments done thought 2 US Smaller Channel Partners
Pilot
3 Geos: NA, UKI and NEUR
21 Target Partners
50 Assessments per each unique customer
12 Opps Created
$1.4M Pipe
$0.4M won ($0.2K Nimble)
Notes
Excluding 72 Assessment run by CDW
Excluding 32 Assessments on HPE Storage IB
Phase 2
“We have just on-boarded a new CloudPhysics client (Moore Capital) who installed Observer for one of their vCenters yesterday in less than 15minutes!”
Solution Architect, CPP Associates
***Moore Capital Management is a $10.2B Fund management firm out of NYC
““They’re (Square Enix) running a huge environment today
of different vendors, and are wanting to consolidate onto
Nimble as well as move into Google Cloud Platform and
wanted to compare costs – hence why this tool made a lot
of sense to use”
Nimble Storage Field CTO
Beta Test – TODAY
Phase 3
Unlimited Assessments up to 250 host
Global Scope
Deadline Dec 31st 2019

5. CloudPhysics Overview
Bringing Value to Customers and Partners
IT Pros
Channel Partners
Easy and Secure
Deep Infrastructure Insights
Enable Data-Driven conversations
Customer Visibility
Trusted Advisor
Accelerate Sales Cycle
Channel IT
Intelligence Platform

6. Assessment Lead Sales Process Assess and Optimize – CloudPhysics Value
Ongoing Journey - analysis and decision-making
~20 days
30-60 days
~10 days
~15 days
Total = days 1 2 3 4 5 6
Demand Generation & Customer Engagement
Technical Overview/Deep Dive (Spreadsheet)
On Site Engagement & Validation
Initial Meeting & Qualifying Questions
Solution offering (Go/No Go)
Deal Registration
Proposal & Planning
With CloudPhysics ~ 2 Weeks
80% Reduction

7. CloudPhysics Demo How to invite customers and partners
How to access customer’s environment
Review CloudPhysics Demo account
Review of the HPE-CloudPhysics Assessment

8. HPE Customer Value
CloudPhysics Use-Cases

9. Infrastructure Assessment Health check-up, Inventory, Storage, Performance
Detailed inventory of entire population of VMs, servers and PCI devices, highlighting assets that are obsolete and/or need updating
Reports on configuration and status of key components of VMware
Performance and Capacity analysis

10. Storage Assessment Storage Inventory and Performance
Storage vendor discovery and configuration analysis
Inventory mapping
Capacity analytics
Contention analysis/performance profiling

11. Storage Profile Analysis

12. End of Support Readiness Assessment vSphere and Windows Sever
This major End of Support has major customer impacts. With this assessment, customer will know if they need to:
Upgrade to receive continued VMware support
Upgrade underlying infrastructure
Upgrade Microsoft Server 2008 Guest OS to maintain compliance and mitigate risk
Plan their upgrade and migration costs early to avoid budgeting oversights and upgrade delays

13. CloudPhysics Customer Value Customer View
vCenter Summary
Host Analysis
Guest OS Analysis
Host License Inventory
VM Rightsizing Simulator
Shared Storage Analysis
Hyperconverged Sizing Analysis
Datastore Contention
Datastore Space Analysis
**Note – Customer is unable to export data to .CSV

14. CloudPhysics Partner Value Partner View – Assessment View ONLY
Partner Portal Access
Access to Customer Assessment Results
Ability to create a PDF Output
Ability to export data from all analytics

15. CloudPhysics HPE + Partner Value Partner View – Advanced Assessment1 3 2
Partner Portal Access
Access to Customer Assessment Results
Ability to create a PDF Output
Full CloudPhysics Platform Access 1
View Dashboards and Trends 2
Access over 50 Analytics 3
Create custom reports

16. Registration or Invitation
Customer Success – Onboarding Workflow Getting Customers Started With CloudPhysics
Registration or Invitation
Activation
(5 – 10 Minutes)
Assessment
(7 – 14 days)
Sales Execution
(+30 Days)
Automated, Scalable Process
Online registration for Customers or direct invitations through Partner Portal
Robust & Fast Deployment
Lightweight, non-intrusive secure vApp
5min install
Automated invite, deploy and notification
Data-Driven Assessment
Workload and storage profiling & sizing
On-premise IT Cost Calculator
Day 7 assessment results
Channel-Enabled Solutions
Opportunity management
Deal registration
Pipeline tracking and analysis
Exports for Proposals, Migrations, etc.
CloudPhysics Customer Success Team

17. HPE Deal Registration Process
All opportunities resulting from an assessment must be tagged with the correct campaign code
The SFDC Deal Registration Code is: CloudPhysics 6 month Program
**Reminder: If you do not use the deal registration tool, HPE will assume that the tool is NOT VALUABLE, and you are at risk of losing access to it

18. Action Required - Next Steps
CloudPhysics Set-up and Partner Enablement
1 Create a CloudPhysics account and familiarize yourself with the platform using the DEMO account
2 Review the marketing and partner enablement materials
3 Create a list of target partners and set-up time to discuss the CloudPhysics program
4 Work with your partner(s) to invite and assess customers and Deal Register Opportunities

19. FAQ & Program Resources
What type of customer should I target for a CloudPhysics assessment?
Any customer with a VMware environment, no matter the size.
What are the customer requirements to get the assessment started?
15 minutes of the customer’s time, access to vCenter, and vCenter read-only credentials.
Why is HPE investing in this program?
HPE wants to add value to our customers by providing them meaningful insights about their datacenter.
Are there any security concerns that we should address?
CloudPhysics collects only performance and configuration metadata, it does not have access, nor it collects PII or business critical data. More info here:
Is there a cost to my customer or to HPE Partners for the use of these tools? Now or later? 
 HPE is funding this initiative and there is no limit to the number of assessments, or partners from now until December 31st 2019.
Additional Resources:
How to activate a CloudPhysics Observer (5min Video)
HPE Marketing Collateral (Brochures, Sample Templates, Sample Report Output, etc)
CloudPhysics Security FAQ
HPE Customer Self-Registration Page
CloudPhysics Contact Info for Technical Support

20. Thank you

21. APPENDIX

22. vCenter Summary What to look for:
Overall size of the environment, # hosts, #VMs, total amount of Storage, average consolidation ratio.
Validate with customer that this is the entirety of their infrastructure, all active vCenters will appear listed.

23. Host Analysis – HCL Compatibility
What to look for:
Hardware that is not on the Hardware Compatibility List for vSphere 6.5/6.7
What is running on these Hosts that are not on the HCL?
Discuss hardware refresh, perhaps hyper converged solutions

24. Host License Summary What to look for:
Look for Hosts running vSphere 6.0 and older versions
Discuss what it means to run older version of vSphere on hosts

25. Guest OS Analysis – Full VM Inventory
What to look for:
Breakdown of Operative Systems running on the environment.
Identify VMs running end of support OS or near to end support (e.g. Windows Server 2008 will end support in Jan 2020). Ask the customer what is the upgrade plan, or what’s running on these VMs?
*Tip: Use CloudPhysics tagging for filtering throughout the platform.

26. VM Rightsizing Simulator
What to look for:
Oversized VMs can be a root cause for multiple performance issues, especially high vCPU ready times.
This analytic provides remediation for oversized VMs with the right-size recommendation.
*Tip: Use CloudPhysics tagging for filtering throughout the platform.

27. Hyper Converged Solutions
What to look for:
All you need to deal register and develop proposal for Hyper Converged solutions, based upon customer data - Utilized and Consumed State vs. Configured State
On average, 30% reduction in cost of accurately designed Hyper converged Solutions – without discounting!

28. Datastore Contentions

29. Datastore Space Analysis

30. On-Premise Cost Simulator
What to look for:
Take the time to understand internal environment to configure costs of each host, storage costs, 3rd party licenses/OS costs – licensing plays a big part of costs.
Note – calculator is not including head-count.