HP CloudSystem Certified Hosting

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

HP CloudSystem Certified HostingFor HP CloudAgile partners

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.2

How to use this deck• This deck is designed to help you present the HP CloudSystem Certified Hosting

program to CloudAgileService Provider partners to recruit them to the program• The main slides cover:

− Cloud services market challenges− Overview of the HP CloudSystem Certified Hosting Program− How the program works− How do partners get started

• More detail is provided in the back-up slides:− Advantages of cloud hosting with HP− Building success (customer success examples)

• **Be sure to go to the link provided on slide 13 to learn about current promotions and incentives for Service Provider partners

Remove this slide before presenting


Agenda

• Cloud services market opportunities and challenges

• HP CloudSystem Certified Hosting program

• How does the program work?• Act now—Get the HP edge


Business and IT are under pressure

Speed innovation

Speed execution

Lower costs


This opens doors to grow your cloud hosting revenue! Customer needs• Faster service delivery to beat the

competition, enhance revenue• Provision new services on-demand; deploy

environments quickly• Flexible capacity they can scale on a utility

basis• Use existing mixed IT environment;

maintain future flexibility• Detailed reporting for charge-back and

governance• Simplified management for capacity

planning, efficiency and control• Reliability, availability and security they

can count on

Enterprise customers are looking to cloud hosting to enable IT delivery

* http://softwarestrategiesblog.com/2012/01/17/roundup-of-cloud-computing-forecasts-and-market-estimates-2012/

Over $100B cloud services market by 2013*

http://softwarestrategiesblog.com/2012/01/17/roundup-of-cloud-computing-forecasts-and-market-estimates-2012/

http://softwarestrategiesblog.com/2012/01/17/roundup-of-cloud-computing-forecasts-and-market-estimates-2012/


Cloud hosting opportunities for service providersWide range of hosting services• Dedicated, private cloud hosting• Hybrid cloud hosting• Managed hosting• Application-specific hosting for core

productivity applications like Microsoft Exchange, SharePoint, etc.

• Hosting targeted at vertical industries, including healthcare, government, media and more

• Development environments—fast provisioning for app/service development

• IaaS, PaaS and SaaS


Winning in the cloud hosting market isn’t easyTo add revenue and margin, do you need:• Avenues for expanding your sales

reach? • Ways to differentiate your services in

the cloud market? To improve service levels, do

you need:• To automate and enhance cloud

solutions for your customers?• To quickly create new application

environments?• Detailed reporting for charge-back and

allocation of resources?• Flexibility on hypervisors, operating

system choices, etc.?

Speed, differentiation, efficiency, and flexibility are essential


HP CloudSystem Certified Hosting— gain the cloud services edge


HP CloudSystem Certified Hosting

Market Development funds/ Joint InvestmentIndustry’s most cloud ready infrastructure

Extensive GTM

HP & Channel Sales Engagement

Offering/demo development funds

*Boost cloud capabilities * Differentiate services * Speed delivery * Grow pipeline *

Leading cloudtechnology

Sales enablement / partnership

• Market leadership• Enterprise

experience• Industry

partnerships• Customer

relationships

Market strength / experience

• Joint go-to-market funds/programs

• Dual compensation• Customer/partner

linkages• Incentives• Certification

HP’s technology and market strengths extend SP’s sales reach and hosting capabilities

• HP Converged Cloud—most complete, integrated, unified and open platform

• HP CloudSystem, Cloud Maps, Cloud Service Automation


HP CloudSystem Certified Hosting—What is the program?Host on HP CloudSystem—End-to-end cloud delivery solution• HP Cloud System, Cloud Service

Automation and HP Cloud Maps − Optimized utilization− Fast, automated application

deployments− Single management view

• HP best-in-class converged cloud infrastructure− Openness/flexibility on OS, hypervisors,

physical & virtual servers, etc.− Reliability, availability, and security− Reduced operating costs− Scalability

Join Certification Program—Partnership to expand/speed sales• Pipeline development with HP

customers, sales reps, channel partners− Joint go-to-market activities; dual

compensation; cooperation not competition

− High-margin services− Linkages to HP enterprise customers− Leverage HP experience and

relationships• US $10Ktraining and certification

− Gain expertise, customer service/assurance

• Reduced acquisition/ramp-up costs− Discounts up to 50%− Flexible financing

Winning combination to help you build, differentiate and sell cloud services +


Leverage HP technology edge and sales reach to grow capabilities and boost sales

What’s in it for you?

Boost your ability to pursue the $143B cloud services market• Differentiate your cloud services with HP CloudSystem advantages to beat the

competition− Rapidly deploy new applications and services to meet customer needs (via Cloud

Maps, etc.)− Use open solution to meet customer choice of hypervisor, OS, virtual/physical servers,

etc.− Address almost any customer requirement across multiple hosting options: colocation,

managed hosting, cloud infrastructure− Count on HP Converged Cloud reliability, manageability, scalability, security

• Extend your sales reach with HP marketing and sales − Joint GTM/Lead Gen− $$$ for HP sales force & channel partners to drive CloudSystem Hosting business− Leverage HP customer relationships and experience; expand links to enterprise

customers• Reduce costs for cloud acquisition and operations• Gain expertise and assure your end users with free training and HP Certification


Program requirements

Who is eligible for the program?The program is for HP CloudAgile Partners* who plan to offer cloud services that are:• Hosted on HP CloudSystem(s)• Defined for target sectors (i.e., by industry or customer needs like IaaS, PaaS or SaaS)How to get started? What is required of partners?Start with a detailed discussion about HP CloudSystem Certified Hosting with your HP

Sales Team Be prepared to:• Order and install your HP CloudSystem• Train and certify two of your engineers. (Be prepared to cover initial cost prior to

reimbursement by HP)• Develop joint go-to-market plans and lead generation activities with HP

(MDF to be allocated based on shared marketing plans, objectives, etc.)• Engage in co-selling activities. Share your funnel with HP and leverage linkages* If the SP is not yet an HP CloudAgile Partner, they must qualify for and sign up to be an HP CloudAgile Partner prior to becoming an HP CloudSystem

Certified Hosting Partner. If currently a Business level partner, must be planning to become a Select level partner within 12 months.


Current promotions Check for current offers to help you jump start your cloud hosting capabilities and sales

See current promotions at the HP CloudAgile Partner Portal home page:

http://www.hpcloudagiletool.com/

http://www.hpcloudagiletool.com/


How does the program work?—the partnership edge


Single point-of-contact, focused joint marketingWe help you grow your pipeline• Dedicated CloudAgile Concierge = single

point-of contact • Initial joint value proposition

definition/strategy• Quarterly marketing plan and GTM funds• Incentives/collaboration with HP sales

reps, channel partners• Activities: joint sales/customer events,

collateral, webinars, lead generation, etc.


Invaluable linkages open doors to new businessHP links you to our customers and partnersHP brings our enterprise customers and channel partners to you!Joint compensation = new playing field, cooperation NOT competition

HPEnterprise market

SME/SMB market

SP & Channel partnerJoint OpportunitiesCompensation for CP

SP & HP Sales RepJoint compensationJoint GTM

HPHP enterprise customersHP sales reps

HP channel partners

CloudAgile service provider


Extend sales reach with HP sales force ...

Compensated to sell together• Allows double crediting for CloudAgile

partners*• Providing quota credit to both the End

User Rep and the Service Provider Rep• Allows a partner environment where the

sales reps do not compete for the business

• HP Sales compensated on key CloudAgile offerings

Unlocking new business opportunities with win-win model

*For CloudAgile select and premier partners

Both sales reps get credit


...And get even greater reach through our channelFinancial incentives for channels• 2% agent rebate for Hosted CloudSystem

or 3PAR opportunities delivered by CloudAgile Service Providers

• CI Specialist Resellers are eligible for deal registration benefit

• Details available on Partner Portal—Cloud Expressway

HP pays our channel to co-sell CloudSystem

CloudAgile service provider

HP channel partners


Act now!—Get the HP edge


Get started now to gain your cloud hosting edgeSchedule an in-depth discussion about HP CloudSystem

Certified Hosting and HP CloudSystem with your HP sales team today!

Order your HP CloudSystem

Schedule training and certification for two engineers

Define market specialties; work with assigned HP Concierge to develop GTM plans (including HP customer, sales rep and channel partner linkages)

Launch your unique, differentiated cloud services based on HP CloudSystem


Thank you

c03961354, October 2013


Back-up slides Advantages of cloud hosting with HP


HP Converged Cloud

Choice • Open…standards-based across all delivery

models• Heterogeneous…hypervisors, development,

infrastructure• Extensible…partner ecosystemConfidence• Security…across info, apps, infrastructure,

delivery models• Management …end to end• Automation…for cloud based architectures &

processesConsistency• Common architecture…across all delivery

models• Portability…for flexibility & optimization• Consumption experience…one simple model

Hybrid delivery based on common architecture across traditional & all cloud models

Public Cloud

Traditional

Private Cloud

Managed Cloud

InformationApplicationsInfrastructure


HP CloudSystemMost complete, open, integrated system

• Single services viewacross hybrid cloud

• Multi-hypervisor, multi-OS,heterogeneous infrastructure

• Intelligent automationand orchestration

• Rapid application andinfrastructure deployment


HP Cloud Maps—your advantage for high-margin enterprise hosting • Create custom cloud maps or choose

from the 150 that HP offers • Quickly create new application

environments, often in less than an hour• Repeatable, proven deployments lower

risk and assure optimized performance and SLAs

• Built-in disaster tolerance, compliance and lifecycle management

• Save up to 200 staff-hours* per application environment in design, development and deployment

Support your markets and customers with off-the-shelf and custom automation solutions

* Based on HP experience in customer engagements

HP Cloud Service Automation

HP Cloud MapsPrepackaged application templates integrate decades of expertise

Create a rich catalog of application services ready for push-button deployment


Leverage HP experience with enterprise workloads• Extensive partnering experience

with leading enterprise software vendors like Microsoft, Oracle, SAP, etc.

• Solid footprint in enterprise accounts

• 100+ Cloud Maps with over 25 partners

We understand customers’ key application areas and can help you do business in these areas


HP Cloud Maps help you meet your customers’ needsHost the applications your customer has today—this is just a sample!

Get your customers key workloads to the cloud faster and with more confidenceWhether for IaaS, PaaS or SaaS, choose from 150 cloud maps—including infrastructure provisioning, application deployment, and lifecycle management cloud maps—to provide what your customer needs.

Class Available Cloud Maps

Messaging & collaboration

MS Exchange & SharePoint

Web services Apache Tomcat, Microsoft IIS, Adobe Flash Media Server, Force 5

Middleware Websphere, WebLogic, JBOSS, Oracle Fusion, TIBCO

Infrastructure, security

Active Directory, McAfee, Symantec, Trend Micro, HP DDMI

Class Available Cloud Maps

Database Oracle, SQL Server, MySQL, Sybase, DB2, Informix

Enterprise / vertical apps

SAP, PeopleSoft, Ericsson, Temenos, QAD, SAS

Desktop mgmt

Citrix, Symantec NetBackup


Be the first to cover the enterprise

Grow business by covering wide-ranging needs • Virtual private cloud—dedicated cloud for

multiple internal users• Core productivity applications—secure

deployment and scalability for Microsoft Exchange, SharePoint and more

• Development environments—fast provisioning for app/service development

• Variable workloads—bursting capacity on demand

HP CloudSystem enables flexibility• Open technology—meet customer needs

regardless of hypervisor, OS, etc.• Scalability/agility—meet customers’

changing demands/growth over time

Customers need IT services and solutions for diverse workloads

Pursue broader range of customers


Back-up slides Building success


Strong customer and partner momentum

HP CloudSystem Managed Clouds HP Public Cloud Services

>850 >200 >2000CloudAgile service provider partners >50

CustomersCustomersCustomers

Cloud centers of excellence >130

http://h10124.www1.hp.com/campaigns/enterprise/the-hub/sub-how-would-cloud-help-me.html?v=68570f47e59b4a94aa06010771fc15d4


Turkcell

Business need• Enter ICT (new) market

quickly• Flexibility to deliver cloud

services tailored for each customer on-demand

• Offer IaaS and Communication-as-a-Service via a customized, online marketplace portal

• Generate new revenue stream from cloud services

HP solution• HP CloudSystem Service

Provider featuring HP Aggregation Platform for Software as a Service (AP4SaaS), Cloud Service Automation (CSA), and HP BladeSystem Matrix with Matrix Operating Environment

Client outcome• Market Place Portal

offering IaaS and CaaS (MS Exchange/2010) with potential for expansion with new applications

• More predictable operating costs

• Low capital investment • Minimal risk in new

technology adoption

Service provider cloud

Download the case study here

http://h20195.www2.hp.com/V2/GetPDF.aspx/4AA4-3288ENW.pdf

http://www.indctraining.com/course/hp-cisa

HP CloudSystem Certified Hosting

Documents

cloud hosting opportunities

advantages of cloud

cloud hosting revenue

cloud infrastructure

hp edge copyright

hp restricted1how

b cloud services market

hybrid cloud environments