1. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted. HP and Channel Partner Internal Use only. Your partner for success HP Financial Services Aaron Kaplan Director of Channel Partner Programs 9/18/14

2. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted. HP and Channel Partner Internal Use Only 2 The bridge between technology & finance We deliver IT investment solutions that can help customers enhance business agility and enable better business outcomes With $12.1 billion in portfolio assets, we generate almost $4B in revenue annaully We have over 1,300 employees and do business in over 50 countries Possessing expertise in IT and financial services, we generate approximately 50% of our revenue through the channel We help channel partners build strong relationships with 75% of our customers doing repeat business HP Financial Services

3. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3 Enhancing your ability to sell the New Style of IT IT Investment Strategy – Aligning Finance and IT to deliver business outcomes Flexible Investment Solutions Enabling new technology acquisition and flexibility to match customers’ business needs Lifecycle Asset Management Global solutions that address the full IT lifecycle Transition services Tailored solutions to meet the needs for transition equipment, legacy technology or fund new data center deployment Social Media HP Financial Services Big Data Mobile Cloud Align to business priorities You gain added resources, expertise and support to enhance your go-to-market capabilities Customers Gain the flexibility, agility, speed and control to meet current and future evolving business needs Enhance Operational Efficiencies Proactively drive to new procedures and policies

4. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 4 Strengthening your go to market capabilities Easy to do business with Change conversation to respond to customer desire for more acquisition choices, flexibility Partner Rewards Grow your margins with incentives, and larger transactions OneHP Team Integrated people, offers, processes and on-line tools help you close more deals faster Trusted Partner Over 50% of HPFS revenue comes through channel, 75% of customers do repeat business Partnering with HP Financial Services Value to Channel Partners Customer, Partner Sat Accelerate Sales Profits and cash flow Increased productivity

5. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 5 HP Subscription (the backbone of Hybrid SaaS) Recommended offer (Defined by the partner) A-la-carte bundles  Vehicle to market for demand generation campaigns  Change the conversation from price to monthly payments  An opportunity to bundle for specific vertical/segments Include:  Any commercial hardware  Any HP Care Pack (Recommend Next Business day on-site and HP Care Helpdesk ) Nice to have:  Additional HP hardware and accessories  Support services (Travel, ADP, etc.)  Other software and partner services Example  HP TX1 Model 110  Duel-Head MSR for RP7  Cash Register Express w/cust tracking  CRE/RPE Training  HP ADP Service $92 mo.

6. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 6 Increase value of the sales by improving services attach Increase customer acquisition & retention Device/System refresh comes at year 2-3 instead of 5 Simplify subscription cycle with HPFS Why HP Subscription? Help boost orders and margins Receive full revenue, right away Quick decision process, useful updates Easy for customers to access and understand Channel value propositionSales benefits

7. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 7 HP Subscription cycle Old TX1 is returned to HP TX1 Refresh without HP Subscription Customer buys a new TX1 Year 1 Year 3 Year 2 Year 4 Year 5 TX1 Refresh 2 year HP Subscription Old TX1 is returned to HP TX1 Refresh 3 year HP Subscription Old TX1 is returned to HP + + + + + + HP Subscription enables HP, BlueStar and partners get footprint of the account fleet lifecycle. You know when it’s time for refresh, increasing the chances of making more money!

8. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 8 Customer Value Proposition – Why buy HP Subscription? Subscribe & simplify Better management in less time Stay on top of technology Lower maintenance lower cost

9. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted. HP and Channel Partner Internal Use Only 9 HP Financial Services Partner Connection Benefits Help close your deals & get paid faster Opportunity for margin uplift Visibility across financing process Access to a financial expert Simplified online process Fast credit approval & quoting Innovative financing options 1 The HP Financial Services Partner Connection is currently in beta production with limited availability. Your online portal to customer satisfaction

10. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted. HP and Channel Partner Internal Use Only 10 HP Financial Services Partner Connection Helping you work more effectively Quick quote Use our Online Calculator to quickly respond to customer queries regarding leasing options. Credit applications Quickly generate a credit application on behalf of your customer and track the application through its lifecycle (submit, withdraw, declines, approvals). Firm quotes Create and save terms to provide your customer with options. Download PDF proposal document for each option. Proposals & Contracts Easily convert a quote into an accepted proposal in seconds. Contact HP Financial Services Our experts are available to resolve any customer issue quickly and effectively. Marketing and promotions Visibility to all special offers added to the portal and access to tools for marketing and sales of finance products. Reporting Transactions performed to date for analysis. Resulting customer deals You can invite all your customers to the online Customer Portal even if it’s a one-time-only deal.

11. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 11 HPFS Partner Connection – Quick Quote 11

12. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 12 Credit Application Page 1 Finance &Equipment

13. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 13 Credit Application Page 2 Customer Information

14. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 14 Credit Application Page 3 Other Information

15. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 15 Firm Quote List – selected quote options with pricing

16. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 16 HP Subscription process STEP 3 HPFS Documentation STEP 2 Credit assessment STEP 1 Engage HPFS Partner Connection portal via BlueStar Obtain a quick quote and include an HPFS solution in your proposal STEP 5 Delivery & Installation STEP 4 Credit Shipping & Authorization STEP 6 Certificate of acceptance To obtain credit approval, enter the required customer information into the Partner Connection portal Obtain a firm quote Documents are available immediately and must be signed and returned by the customer to HP HPFS will provide a Vendor Authorization letter (VAL) & all credit conditions for shipment Delivery and installation of the equipment following VAL conditions Customer signs Certificate of Acceptance (CoA) Execution of CoA & the lease contract starts Step 7: Settlement STEP 2 Credit assessment STEP 3 HPFS Documentation STEP 4 Credit Shipping & Authorization STEP 5 Delivery & Installation STEP 6 Certificate of acceptance Step 7: Settlement Once all documentation is received, invoices are paid

17. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 17 Partner Connection Dashboard

18. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted. HP and Channel Partner Internal Use only Thank you

19. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted. HP and Channel Partner Internal Use only Back-up

20. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 20 How to sell - setting Subscription apart Consider the example below:$2844 HP TX1 Model 110:$1,749 Duel-Head MSR for RP7 : $152 Cash Register Express w/cust tracking:$649 CRE/RPE Training:$125 HP Accidental Damage Protection Service$169 36 monthly payments: $92.20 with 3% uplift Monthly payment is the only $ reference Focus on all the benefits for only $92/month It is a totally different conversation! Traditional LeaseSubscription Too many cost references (total cost, hardware and services costs, monthly payment) Customers may: Question % of services in the bundle: 30% of total!?!?!? Calculate implicit interest rate Compare rates with other banks, suppliers Look for solutions with lower total cost

21. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 21 Overcoming objections We have the best hardware in the industry, but with an HP Care Pack we make sure your company is protected against damage. Tailored and predictive payments. Get best in class affordable technology. Ok, do it! Why HP vs. competition It’s too expensive I don’t want the Care Pack I prefer to pay my HW at once and forget monthly payments We can offer you our other financing options such as FMV or $1 buyout. Financial interest makes it too expensive The subscription does not fit my needs It’s more affordable than you think. You can buy hardware and an HP Care Pack and the monthly payments may be only a few dollars more than buying upfront.

22. © Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. 22 Home Page