© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Printing innovation for SMBs with JetAdvantage Private Print Peter Buzzard HP LES Solutions Marketing
Jul 30, 2015
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Printing innovation for SMBswith JetAdvantage Private PrintPeter Buzzard
HP LES Solutions Marketing
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.2
Agenda• Strategy, Vision & Status
• HP JetAdvantage Private Print
• HP Offerings for secure printing
• Wrap Up
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.3
Printing solutions journey
Optimized ROI
Documentmanagement
Manage riskand compliance
Mobility
Printmanagementauthentication, pull print, job accounting
Improve productivity
Simple capture &
route
Single fleet driver
Devicemanagement
Embeddedfeatures
Advanced capture &
route
Investment
Busi
ness
outc
om
e
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP JetAdvantage Solutions
10,000+
1,000+
100-999
50-100
<100
JetAdvantage
On Premise
JetAdvantage
On Demand
Business Customer
sLarge
Enterprise
Commercial SLED
Managed ITMedium
Managed ITSmall
Unmanaged ITSmall
10,000+
1,000+ employees
100-999 employees
50-100 employees
<100 employees
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.5
Vision: Every HP business printer is
connected to the cloud
End user
Now I can:• Secure my print job• Print from anywhere• Scan to cloud
repositories• Scan to workflowsAnd do it intuitively
IT admin
Now I can:• Manage my fleet• Control printing cost• Drive policies (i.e.
security)• Re-order suppliesAnd all without a costly setup
Channel partner
Now I can:• Deliver innovation for
customers• Differentiate HP printers• Upsell to paid solutions• Strengthen relationship
for transition to MPSAnd all without slowing down the sale or extra service call
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.6
Differentiating HP printers for SMBs
HP JetAdvantage OnDemand Portal• Solution provisioning• User management / AD integration • 256-bit encryption / Single Sign-on • eCommerce / Billing• Solution management
Device Managemen
t
Premium Device
Management
Capture & Workflow
PremiumCapture
and Workflow
Premium Solutions
Partner Solutions
JetAdvantage On Demand Portfolio Partner Opportunity
• Revenue from premium solutions
• Consulting, installation and support revenue
• Cross-sell to other premium offers
• Single portal to access, buy, provision and manage solutions
• Access complete portfolio of solutions and service offerings
• Deliver innovation across laser & ink devices
• Add value to MPS and HW deals • Service revenue for assessments
and installation services
• Upsell to on-premise & premium offers
Fre
e /
Tri
al
Pre
miu
m Premium Print
Management
Private Print
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.7
Cloud Applications Highly Valued by Customers
Q10d. Does the availability of the Application Business Center and related solutions make you more or less likely to consider hardware from HP for your next purchase?
40%
36%
24%
1%Much more likelyMore likelyAbout the sameLess likely
HP cloud solutions increase hardware purchase likelihood for 76% of participants
IT decision makers rated the concepts very high
• MSS = 134+ Approx. 70% chance of success in the market.
HP Secure Pull Print
HP Find and Print
HP Capture and Route
HP Application Business
Center
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.8
Concerns and challenges businesses face within a shared printing and imaging environment
ProductivityExecutives consider improving business processes as one of the top four motivators for investing in print security solutions
Source: Quocirca, “Closing the Print Security Gap”
Security70% of organizations reported one or more accidental printing-related security breaches
Source: Quocirca, “Closing the Print Security Gap”
Cost and waste21% of all printouts are thrown away; 44% of all printing is avoidable
Source: Gartner, “Reducing Paper Consumption Will Drive Down Costs and Improve Workflows”
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.9
Protect confidential documents with cloud based pull print solution
HP JetAdvantage Private Print
HP JetAdvantage Private Print
Target: SMB • Availability: US/CA, EMEA in May
Send print job from computer or mobile device
Encrypted job held in cloud
User authenticates with pin or ID badge and selects job to be
released
Highlights• Protect sensitive print jobs• Easy to configure, deploy &
use• Bundled with HP printers &
MFPs• Low Cost (Free)New in May• Card reader support for fast
authentication (for HP LJ Enterprise)
• iOS/Android App to print from mobile devices
• EMEA support: Localization (EFIGS+) and support in European hours
Value-added solution available at no charge on compatible HP LaserJet and Officejet printers and MFPs. Device must be connected to the internet. For more information see www.hpjetadvantage.com
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.10
What makes JetAdvantage Private Print interesting to my customers?
Already bundled with the deviceWorks across NEW and MANY LEGACY LaserJet & OfficeJet devices
Value add solution that:Increases print job confidentialityReduces costs and waste Scales and deploys quicklyCosts nothing to install and use
Need more reasons?Provides enterprise-class authentication• Enterprise-class proximity card authentication is typically associated with
costly server based solutions managed by dedicated IT resources.
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.11
Disruptive Value Proposition for Pull Printing
Target Customer: SMB with <500 employees
Departments to get started
Authentication: PIN and basic card
release
Job Storage: Secure cloud
Mobile Print: Print from mobile &
desktop
Hardware: LaserJet and OfficeJet
Pro*
Card Reader Card Reader
Professional Services
Professional Services
Software License
Support & Maintenance
Server HW & Maintenance
Deal Profile: 25 Devices, Proximity card release, 3 Years
1/3 of the costof typical
installations Private Print Typical Installation$0
$5,000
$10,000
$15,000
$20,000
$25,000
$30,000
Card Reader Card Reader
Professional Services
Professional Services
Software License
Support & Maintenance
Server HW & Maintenance
HP Private Print
Typical Pull Print Deal
Target Opportunity
*Card compatible only with LaserJet Enterprise devices
When a full pull print solution is
too much
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Video
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.13
Qualifying the customer through a few simple questions
As you are qualifying the customer into the correct HP print device, consider asking the following questions: • Will this device be shared across multiple users?• Are you printing sensitive documents? • Would you like to reduce print waste? • Do you have limited print IT resources?• Does your company have remote or branch offices?• Are you deploying cloud-based solutions currently?
Got a Yes? Then discuss HP JetAdvantage Private Print with your customer!
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.14
Robust HP device support
HP LaserJet Enterprise:• HP LaserJet Enterprise MFP M525 series
• HP LaserJet Enterprise Color MFP M575 series
• HP LaserJet Enterprise MFP M630 series
• HP LaserJet Enterprise Color M651 series
• HP LaserJet Enterprise Color MFP M680 series
• HP LaserJet Enterprise MFP M725 series
• HP LaserJet Enterprise Color MFP M775 series
• HP LaserJet Enterprise M806 series
• HP LaserJet Enterprise Flow MFP M830 series
• HP LaserJet Enterprise Color M855 series
• HP LaserJet Enterprise Color Flow MFP M880 series
HP LaserJet Professional:• HP LaserJet Pro MFP M570
• HP LaserJet Pro MFP M521
• HP LaserJet Pro MFP CM1415
• HP LaserJet Pro MFP M275
• HP LaserJet Pro 400 Color MFP M475 series
• HP LaserJet Pro MFP M375
• HP LaserJet Pro MFP M425
• HP LaserJet Pro MFP M276
• HP LaserJet Pro MFP M225
• HP LaserJet Pro MFP M177
• HP LaserJet Pro MFP M127 Series
• HP LaserJet Pro Color MFP M476dn
• HP LaserJet Pro M251- Single Function
• HP LaserJet Pro M401- Single Function
HP Officejet:• HP Officejet Enterprise Color Flow X585
MFP
• HP Officejet 6500A e-All-in-One series
• HP Officejet 7500A e-All-in-One
• HP Officejet Pro 8600 e-All-in-One series
• HP Officejet Pro 6600 e-All-in-One
• HP Officejet 7612 e-All-in-One
• HP Officejet Pro 8630 e-All-in-One
• HP Officejet Pro 8620 e-All-in-One
• HP Officejet Pro 8610 e-All-in-One
• HP Officejet Pro 6820 e-All-in-One
• HP Officejet Pro X576 e-All-in-One
• HP Officejet Pro X476 e-All-in-One
• HP Officejet Pro 276
• HP Officejet Pro X551 – Single Function
• HP Officejet Pro 251 – Single Function
Compatible HP LaserJet Enterprise, Professional and Officejet series devices*
*Check www.hpjetadvantage.com for current compatible device list
S’15 (new Products)• LJ Enterprise M605x/606x (4.3“
display)
•LJ Enterprise M553x (4.3“ display)
•LJ Pro M252dw (3” display)
•LJ Pro M277n & dw MFP (3” display)
© 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.15
hpjetadvantage.com
Partner Engagement• Partner requests custom URL
• Links every customer account to channel partner
• Go to www.hpjetadvantage.com/reseller
• Future partner functionality
• Partner dashboard
© 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.16
What is Customer Success?
2.Trained agents invite new customers to an interactive onboarding session over the phone
3.Agents walk customers through device configuration on supported HP printers and MFPs
1.Helps ensure your customers have a good experience with HP JetAdvantage Pull Print
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.17
More information and supportResources:My HP Sales Guide (MySG): your one stop shop for solution knowledgehttp://www.myhpsalesguide.com
– Online solution trainings– Customer facing presentations– Solution brief– Battle card
Digital Toolkit of sales assets: http://clients.murie.com/hp/psg/jetadvantage-ondemand/index.html
Download and use the channel partner mobile app to access sales tool and promotions.
Android Apple iOS Blackberry
Windows Web browser view
© 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.18
Get signed up today
Customer sign up• Sign up: www.hpjetadvantage.com
/partnername• Click activation email• Follow wizard to install
• Install ePrint driver• Enable printer or MFP
Getting started is easy:
To request your unique Resellers URL www.hpjetadvantage.com/reseller
© 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.19
Increase your HP LaserJet and HP Officejet sales opportunities by integrating HP JetAdvantage Private Print into your sales conversations
Call to action
Ask the qualifying question Share the HP innovative technology now available to customers at no cost
Utilize sales enablement resources available to you
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Thank you