1. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP 3PAR Get Thin Guarantee HP Channel Sales Execution Process Last update: September 2012

2. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 2 Get Thin Guarantee – HP Channel Sales Execution This brief slide deck serves as an internal guide for HP Channel Partners regarding: How GTG fits into the sales cycle Which GTG tools to use and when For all Training, Sales Tools, Collateral, Resources and Contacts, see the GTG Partner Portal Page for your region: US & Canada Europe, Middle East & Africa Asia Pacific Mexico, Central America, and South America

3. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3 Step 4: Is customer qualified? Results reviewed and approved by HP RBU and GBU* Get Thin Guarantee Execution Overview START Step 1: Explain GTG and 3PAR business value to customer Step 2: Is customer interested Step 5: Attach customer-specific Ts and Cs to sales quote Step 6: HP 3PAR Array installed and data migrated Step 7: Was guarantee met? Step 8: Claim Review & Response (handled by local HP Storage BU*) Proceed with sales cycle w/out Get Thin Guarantee Step 0: Reach out to target accounts using GTG email (eDM) – as available in your region END No Yes No ProspectClose Post Installation & Migration Assessment Step 3: Run assessment Ninja Thin Tool Full SAN Assessment Upsell Yes No * Channel partners work via HP sales or channel rep Recommended

4. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 4 GTG Execution DETAILS – Prospect Phase Step 1: Explain GTG and 3PAR business value to customer Step 2: Is customer interested? Proceed with sales cycle w/out Get Thin Guarantee Step 0: Reach out to target accounts using GTG email (eDM) No Prospect Use the GTG Customer Presentation to talk about 3PAR capabilities, value prop’s and thin technologies Leverage GTG Email (availability varies by region) to reach out to target accounts and generate interest in the program Is the customer interested in the GTG program and willing to engage in the qualification process? Guarantee is best used for competitive edge or when extra customer assurance needed to close the deal. If customer not interested, or qualified, proceed through the sales cycle w/out the guarantee

5. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 5 Automated assessment tool is run unobtrusively in customer’s environment to gather customer qualification criteria. GTG Execution DETAILS – Assessment Phase Ninja ThinTool Step 4: Is customer qualified? Results reviewed and approved by HP RBU & GBU Step 3: Run assessment Assessment Run the assessment to gather customer’s qualification and storage utilization data via Ninja Thin tool Assessment results should be submitted with the Customer Qualification Checklist to the HP country BU for review/approval Full SAN Assessment Recommended Upsell Full customer analysis/assessment can be provided by Partner, HP TSC, or 3 rd party

6. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 6 GTG Execution DETAILS – Close Phase Step 5: Attach customer- specific Ts and Cs to sales quote Step 6: Install HP 3PAR Array and migrate data Step 7: Was guarantee met? Close HP RBU and GBU approve customer assessment data and send customer-specific version of Ts and Cs to Sales Rep/Partner to attach to customer quote HP 3PAR array installed with required HP software according to the guidelines in the Get Thin Guarantee Terms and Conditions document Did customer’s data fit on 50% less storage capacity?

7. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 7 GTG Execution DETAILS– Post-Installation & Migration Phase Step 8: Claim Review & Response Post Installation & Migration Any claims must be received within 30 days of completed 3PAR installation and data migration Customer must prove that the same data measured before and after the 3PAR migration did not fit on 50% less 3PAR capacity Claim reviewed and approved by HP country RBU and GBU. If all conditions met, HP will remedy with additional disk capacity, related software and support needed to store their legacy data, as outlined in the Ts and Cs

8. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 8 GTG Sales Tools and Collateral This information and MORE available on the GTG Portal Page Document NameAudience & DescriptionNotes Terms and Conditions Customer Facing - One page, legal doc. about the program terms and conditions. Customized version to be attached to sales quote for all HP-approved GVG deals. Customer Preview version is available to share as needed Used in Steps 2 & 3 GTG Email (eDM) Customer Facing- Marketing (eDM) to send to targeted list of prospects to generate interest in the program and and help get meetings. Asset availability depends on marketing material available in your region Used in Step 0 Customer Brochure Customer Facing – Overview about the program for customers.Used in Step 0 Customer Presentation Customer Facing – To be used by HP 3PAR sales and channel partners to present the program details to customers Used in Step 1 Customer Qualification Checklist Internal – Overview of the program requirements in checklist form. Should be submitted to Country BU for review, along with customer qualification data Used in Step 4 Ninja Thin Assessment Tool Internal - Used to gather and report customer qualification dataUsed in Step 3

9. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Thank you