Brochure HP PartnerOne Program 2013

Brochure

HP PartnerOne Program 2013 Exceeding expectations together

HP PartnerOne Program 2013 Table of contents HP PartnerOne Opportunities 3 4 5 6 7 8 9

HP PartnerOne Program 2013 Why partner with HP? Programme benefits Partnership criteria Certification and learning Preferred Partnership Specialisation wheel

26 HP Registered Networking Specialist 27 HP Professional Networking Specialist 28 HP Advanced Networking Specialist

Solutions 29 HP Converged Infrastructure Specialist 30 HP Cloud Builder Specialist

Printing and Personal Systems Group

Software Security

Personal Systems

Technology

10 11 12 13

HP Personal Computing Specialist HP Workstations Specialist HP Client Virtualization Specialist HP Retail Solutions Specialist

Imaging and Printing 14 15 16 17 18

HP Managed Print Specialist HP Imaging and Printing Specialist HP Storage Media Specialist HP Supplies Specialist HP Document Solutions Specialist

Large Format Printing 19 HP Designjet Specialist 20 HP Designjet Production Specialist 21 HP Signage Specialist

Enterprise Servers, Storage and Networking Computing 22 HP Professional Computing Specialist 23 HP Advanced Computing Specialist

Storage 24 HP Professional Storage Specialist 25 HP Advanced Storage Specialist

2

Networking

31 HP Software Security Specialist 32 HP Information Security Specialist 33 HP Operational Security Specialist

Solutions 34 HP Enterprise Security Specialist

IT Performance Suite Software Technology 35 HP Applications Software Specialist 36 HP IT Operations Software Specialist

Solutions 37 HP IT Performance Suite Software Specialist

Services 38 HP ServiceOne Specialist 39 HP ServiceOne Expert 40 HP PartnerOne Program 2013 at a glance

HP PartnerOne Program 2013 Partners welcome

“At its heart, HP is a channel company and our partners are at the center of everything we do. In that spirit, all the key strategic initiatives launched in the past year – from expanding our portfolio to streamlining our partner programmes – have been targeted at driving growth and profitability for our partners.” Pierre Jover Vice President and General Manager Printing & Personal Systems Group Channel Sales, EMEA

Exceeding expectations together – it’s more than just a mission; it’s the standard that we at the HP PartnerOne Program hold ourselves to. It means that after seven years of successful channel partnerships, HP has updated the PartnerOne Program to be simpler, more personalised and more rewarding for you, our valued partners. As in previous years, the 2013 programme will continue to provide superior benefits to HP’s top partners within the two programme levels that you can choose from: HP Preferred and HP Specialist partnerships. There’s a reason why HP is so successful in the IT marketplace and it has everything to do with the dedication and skill of our partnerships. The HP PartnerOne Program 2013 is designed to help you take those opportunities to a whole new level and exceed our already high expectations, together.

3

Why partner with HP? Building new opportunities

For over 30 years, HP has set a standard for working closely with our channel partners. After all, your success is the basis of ours. This attitude is reflected in the HP PartnerOne Program and the changes we’ve made to make the industry’s #1 partner programme even more valuable for you.

What’s changed?

What stays the same?

You talked and we listened. That’s why we’ve simplified the process so that you can more quickly access the opportunities that matter to you. New partners can qualify for one of two levels: Preferred or Specialist partnerships. Each is uniquely positioned to help you do what you do best.

As always, the core focus of the HP PartnerOne Program is to enable you to achieve more. Regardless of whether you pursue a Preferred or Specialist status, you still benefit from a proven programme structure and the value of working with a recognised leader in the IT space. Together, we continue to stand as the leading IT partnership programme in the world.

Preferred: Determined by revenue and basic training, Preferred Partners gain a simpler, generalist approach that features end-user, special-negotiated discounts. Specialist: For those partners with niche expertise or who target specific markets, HP Specialisation allows you to tailor your training and certification to one or more specific areas and receive the highest-possible competitive benefits from HP. Effective H2FY13 (from 1 May) we’ve integrated the Imaging and Printing Program into the HP PartnerOne structure, which equates to Imaging and Printing Specialist status. Existing partners can benefit from the changes in the programme as well by increasing their knowledge in key areas and staying ahead of the competition in a quickly evolving marketplace.

1

4

Source: IDC Quarterly PC Tracker 1Q13

• Leadership: feel the support of the world’s largest technology company • Reach: one out of every three servers shipped worldwide is from HP • Opportunity: HP is the PC leader with over 56.5 million PCs sold in 20121 • Collaboration: HP remains fully committed to the channel as a key element of its go-to-market strategy • Innovation: stay at the forefront of IT innovation that your customers demand, such as the $55 billion cloud computing market This is your expertise and this is your programme – so make the most of it. We’re continuously investing in making our partner programmes more rewarding and more personalised. That’s why the focus of the HP PartnerOne Program 2013 is opening up new business opportunities together.

Programme benefits Two options, one rewarding programme

Benefit from the partnership structure that works to you. With the reorganised HP PartnerOne Program, you can now choose the partnership structure – and related benefits – that best fit your business expertise. Choose a more generalised Preferred Partnership or instead focus on one or more Specialisations to receive the highest-possible competitive benefits from HP. Partners have the opportunity to qualify for new Specialisations during quarterly programme checks.

HP Preferred Partner HP Account Manager

HP Specialist Partner

*

End User Special Negotiated Discounts Pay for Results (PfR) compensation

* *

HP’s Partner for Growth (PfG) programme access *

*

Access to dedicated promotional activities

*

*

Access to marketing development funds (discretionary)

*

*

Access to tailored co-marketing activities

*

*

Access to business leads generated by HP Access HP Smart Portal Reference in HP Global Partner Locator HP PartnerOne insignias HP PartnerOne authorisation certificate

Exclusive product line access

*

* Varies by country and/or HP PartnerOne status

HP Smart Portal HP Smart Portal is the one-stop online resource for partners – the exclusive online gateway to essential information and services that partners use to manage their business with HP.

Registering for the HP Smart Portal is fast and easy. Simply follow the “Register” link on the HP Smart Portal login page: hp.com/go/SmartPortal/PartnerOne

1. Access a single-programme touch point with information that is always up-to-date and available 2. Discover tools, key processes and access to special pricing, programmes and promotions 3. Download valuable marketing materials to grow and develop your business

5

Partnership criteria Experience more

It’s your knowledge that keeps your business, your customers and HP moving forward. That’s why we’ve simplified the HP PartnerOne entry structure to help you gain the opportunities that fit your business.

How to become an HP PartnerOne partner

2013 deadlines

The following table shows you a summary of the criteria for the 2013 programme. Each quarter, we review all our partners’ capabilities, giving you the opportunity to qualify for additional Specialisations or move from Preferred to Specialist.

The HP PartnerOne Program 2013 runs from 1 November 2012 through 31 October 2013. All criteria, including certifications, need to be achieved before entry to the HP PartnerOne Program is granted. All criteria must then be maintained throughout the financial year in order to secure continued programme benefits. Partners are given a quarter’s grace period to recover any certifications that have been lost due to an employee’s leaving the company.

HP Preferred Partner

HP Specialist

Partner Agreement

Required alongside any compliance-initiative requirements

Volume

Meet cross-BU or BUspecific country revenue threshold

Meet Specialisation-specific country revenue threshold

Entry for Preferred Partners is performed weekly for those partners that complete the criteria. Preferred Partner status is then effective from the following Monday.

Certification

Minimum of one sales or pre-sales fundamental certification (2012) onwards; Accredited Integration Specialist Networking also accepted

Specialisation-specific certifications or training

Entry for HP Specialist is performed quarterly or monthly depending on the Specialisation. The standard 2013 entry dates are as follows:

Other Not required Specialisation criteria

Meet any additional Specialisation criteria as outlined within this brochure on the Specialisation pages

We’re committed to adhering to the highest standards of business ethics, so we ask our new HP partners to clear a background check before conducting business on our behalf. “PartnerOne Terms and Conditions for HP Specialists” and “PartnerOne Terms and Conditions for HP Preferred Partners” are available for reference on HP Smart Portal and must be reviewed and upheld by all HP PartnerOne partners.

Deadlines

Effective

Entry

28 February 2013

Quarter 3

1 May 2013

31 May 2013

Quarter 4

1 August 2013

31 August 2013

Quarter 1 (FY14)

1 November 2013

Please see the specific Specialisation pages for exact deadlines.

HP Smart Portal PartnerOne status tool As a candidate or member of the HP PartnerOne Program, you can now keep an eye on your partnership status by simply logging into the HP Smart Portal: hp.com/go/SmartPortal/PartnerOne Access your personalised Partner Status Reports and monitor your HP PartnerOne Program and compensation status – so you can make sure you meet all the required criteria in time and that your programme benefits are secure.

6

Certification and learning Knowledge is sales power

The IT marketplace is moving faster than ever before. Sales success rests on your ability to keep pace with evolving technology and stay ahead of the competition to deliver the solutions your customers demand. That’s where the following HP tools and services can keep you on the cutting edge of IT innovation.

HP ExpertOne

The Learning Center

Develop a flexible, skilled IT staff and build a more robust, complete service suite for converged infrastructure, cloud, software and personal system solutions. The HP ExpertOne Program delivers the broadest and deepest certification portfolio, enhanced by a global community of experts, helping HP channel partners shorten sales cycles, improve service margins and build more strategic customer relationships.

Personal training and certification information is located in HP’s Learning Center, also accessible via the HP Smart Portal “Train & Certify” section. Partners can manage the training and certification activities of their employees by assigning the Partner Education Manager role through their Partner Portal Administrator.

Choose from two certification tracks: HP Partner Restricted certifications are exclusively for HP channel partners and are designed to validate required programme capabilities. Professional Career certifications are designed for technical IT professionals to advance their knowledge and skills. To find out more, visit the HP ExpertOne website: hp.com/go/ExpertOne

Certification details Discover a simpler way to find the certification that is relevant to your career by visiting the “View Certification” page on the HP ExpertOne portal. For each certification, you will find pre-requisites, available training and exam information on a single overview page. Access it here: http://h10120.www1.hp.com/certification/view_certifications.html

Certification Look-up Tool

All HP ExpertOne certification exams are delivered by Pearson VUE via the HP testing portal at pearsonvue.com/hp Now access HP ExpertOne training through the HP Smart Portal for topics such as cloud computing, converged infrastructure, storage, networking and more. Materials include both webinar and new product introductions. Browse current training by visiting the training calendar here: http://www.hp.com/certification/training_calendar.html

Need more support? If you experience access problems when trying to log on to the HP Smart Portal or the Learning Center, please log a support ticket via the “Contact HP” button in the top left corner of the HP Smart Portal. If you need support on certification-related topics, such as how to obtain a certain certification, web-based training, exam registration or more, please contact our certification support at [email protected]

The Certification Look-up Tool allows partners to consult, review and report on HP PartnerOne Program certification status in a quick and convenient way through an overview of your entire staff’s learning history. The tool is accessible via the HP Smart Portal in the “Train & Certify” section. Access to the tool is restricted to HP Smart Portal Administrators, HP Education Managers or HP Champions. All partners should have at least one HP Education Manager assigned. This role can be assigned by your company HP Smart Portal Administrator through the HP Smart Portal.

7

Preferred Partnership Achieve more together

Strong partnerships enable mutual success. That’s what the HP PartnerOne Preferred Partnership is all about: enabling you to grow your business and increase HP sales at the same time.

HP Preferred Partner benefits

HP Preferred Partner criteria

HP Preferred Partners benefit from co-branding opportunities, high customer recognition, access to exclusive discounts and more. This is the perfect entry into the HP PartnerOne Program for new partners, those with smaller teams or those that prefer a more generalised certification.

We’ve made it easier for you to qualify as an HP Preferred Partner by allowing you to choose the entry method that fits you best. All require HP Partner Agreement and compliance.

Preferred Partners benefit from: • End User Special Negotiated Discounts • Access to HP Smart Portal • Reference in HP Global Partner Locator that directs HP customers to you • Exclusive use of HP Preferred Partner insignia • Exclusive Preferred Partner certificate of authorisation to include in tenders or hang in your reception • Access to dedicated promotional activities • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities

8

• Standard entry requires: minimum cross-BU revenue threshold measured against the majority of HP products and at least one sales or technical employee certification • Personal Systems entry requires: minimum Personal Systems product revenue threshold, and at least one sales and one technical employee certification • Enterprise Security Products entry requires: One of three minimum revenue thresholds mapped to these products: Tipping Point, Fortify or ArcSight products, and at least two sales and one technical employee certification • IT Performance Suite entry requires: minimum annual revenue threshold of IT Performance Suite products of $50,000, at least two sales and one ATP-level technical employee certification in any IT Performance Suite discipline. For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

Specialisation wheel Find your focus

Your expertise is what sets you apart from your competition. Our portfolio is what sets HP apart from ours. As an HP Specialist, our programme is designed to help you craft your sales and technology skills in the leading IT topics. Learn more about the breadth of our HP Specialisations in the wheel below and dig into more details in the pages that follow.

S E RV

HP ServiceO ne Expert

W

HP Co Profe mp uti ssion ng a Sp l eci alis t HP S ervi c Spe ciali eOne st

HP A m dva p u nc tin ed gS pe c

ET

Co

Large

Form

at

SYSTEMS

ONAL E RS &P

ces

ial

ist

S er vi

HP Pr Ma int na Sp ged ec ial ist

NG

g

HP Signage Specialist

DN

NG

ion

TI

Solut

HP S Spe uppli cial es ist

IN

in g

ag Im

tin

HP Sto ra Specia ge Media list

t lis t en ecia m cu Sp Do ons HP luti t So nje sig t De HP cialis e Sp njet ecialist esig p HP D ction S u Prod

AN

KI

ialist

y

ge pu

ns

HP Imaging and Printing Specialist

&P

og n ol

Co m

ion

onal HP Pers g Specialist tin Compu

ng

Tech

AG E

ed list anc ia Adv Spec P e H rag o t S l na st sio ciali s e of p e Pr e S HP orag St

ra Sto

ed gister list HP Re ing Specia k r o Netw

HP O p Secu erationa rity S l pecia list HP Se Infor cur m ity atio Sp n HP eci ali Sp W st o ec rk ial st ist at io ns

HP Specialist 2013

at

tio olu il S eta t R HP cialis Spe

r i n ti

st

ion Solut

u

z ali

PR

Sol uti on

Clo ud

CI

list

HP Professional Networking Specialist

OR

y log no ch e T

t Vir nt e i Cl list HP ecia Sp

ms ste l Sy na rso Pe

ecia

S ITP

t

N e t wo r kin g

SE SERVERS, STOR

HP Adv an Netwo ced rking S peciali

lis

Securit y

y log no ch Te

TER PRI

HP C Infr onverg astr e uctu d re S p

cia

HP Softwar e Security Sp ec

ce t man ialis rfor e Spec r T Pe HP I Softwa e Suit

ns t i o l i st era cia Op Spe IT are HP ftw t So ns lis tio cia ica e pl Sp Ap are HP f t w So

EN

HP Bu Clo ild ud er Sp e

rise HP Enterp ecialist Security Sp

WARE T F SO

IC E S 9

HP Personal Computing Specialist What makes them special? When your customers have specific requirements that demand high-performing solutions, it pays to be able to offer them the services of a certified personal computing specialist. HP Personal Computing Specialists sell and deliver the most compelling HP solutions, based on the HP desktops, notebooks, accessories and services that best fit customers’ needs. Their expertise can make all the difference to their customers’ computing experience – and to their bottom line.

Programme benefits

Specialisation criteria

• HP Specialist Account Manager

• HP Partner Agreement and any related compliance initiatives

• End User Special Negotiated Discounts

• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Personal Computing Specialisation

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Smart Portal

• Complete Personal Computing Specialisation mandatory training curriculum

• Priority reference in HP Global Partner Locator that directs customers to your business

• Minimum 1 named person focused on HP Personal Computing sales carrying a relevant Personal Systems training curriculum

• Exclusive use of HP Personal Computing Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Personal Computing Specialist • Access to dedicated promotional activities • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Privileged access to trainings, webinars, briefings and events

2013 deadlines Successful partners meeting the criteria enter each month, but to qualify for the full benefits package, the standard HP PartnerOne Program quarterly deadlines should be met (see page 6).

10

For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

HP Workstations Specialist What makes them special? Power users such as architects, engineers, finance and medical professionals work daily with rich imaging or data applications. They rely on their workstations to perform to a consistently high standard while running these complex applications. And perform all this while managing heavy workloads with no downtime. As an HP Workstations Specialist, you can take advantage of workstation technology designed to support these specific industry needs. Based on in-depth insights into vertical industries and the intricacies of HP Workstation solutions, you’ll be able to recommend the perfect hardware for any industry and style of working. Higher-quality construction and easy, tool-free accessibility mean that HP workstations require less maintenance and are easier to customise and update, so there is less risk of customers returning products or requiring urgent support. This means that you can build stronger, longterm relationships with your customers while pushing sales margins and lowering risk.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Workstations Specialisation

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Workstations Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Workstations Specialist

• Minimum 1 Workstations Sales certification (2012) • Minimum 1 Technical certification I (2012) To find the Workstations Specialist Benefits Guide and for more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

• Access to dedicated promotional activities • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Privileged access to trainings, webinars, briefings and events • Workstations newsletter • Privileged access to demo units • Privileged access to early evaluation units for identified end customers • Priority access to pre-sales support • Access to technical consultant


11

HP Client Virtualization Specialist What makes them special? The client computing landscape is undergoing radical changes: today, more than ever, companies are reliant on remote or offshore workforces and committed to green computing. They are therefore in need of real solutions to save physical space and energy, and avoid desktop sprawl, while looking to reduce power and maintenance costs, and optimise their hardware and enable terminal sharing. It’s essential that they keep up with their employees’ increasing mobility, while guaranteeing data compliance and security. As an HP Client Virtualization Specialist, you’ll have industry-leading support for designing and implementing the end-to-end virtualisation solutions that achieve your customers’ business objectives. Whether customers are looking to maximise IT resources, save energy, increase security or tap into any of the other benefits of virtualisation, you will develop the comprehensive solutions that take your customers’ entire business environment into account.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Client Virtualization Specialisation

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Client Virtualization Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Client Virtualization Specialist • Access to dedicated promotional activities • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Privileged access to trainings, webinars, briefings and events • Privileged access to demo units • Privileged access to early evaluation units for identified end customers • Priority access to pre-sales support • Access to technical consultant


12

• Minimum 1 HP advanced Sales certification (2013) (2012 still accepted) or minimum 1 HP Accredited Integration Specialist Technical certification (2011) (2010 still accepted) • Minimum 1 certification VMware – Certified Professional (VCP) OR Citrix – Certified Administrator (CCA) OR Microsoft – MCITP, Virtualization Administrator on Windows Server 2008 R2, OR Microsoft – MCTS, Windows Server 2008 R2, Desktop Virtualization To find the Client Virtualization Specialist Benefits Guide and for more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

HP Retail Solutions Specialist What makes them special? No matter what the business scenario, stylish, secure and manageable HP Retail Solutions make the difference that matters – to your customers and to your bottom line. Designed to meet the heavy demands of a busy retail or restaurant environment, HP offers a wide portfolio of options that make a lasting impression. You can exceed the expectations of your customers by qualifying for an HP Retail Solutions Specialisation. You’ll find that it not only equips you to assist your customer with creating an exceptional retail experience, it also keeps you on top of all the latest merchandising and sales trends in the industry. A true understanding of your customer’s business world, in partnership with HP, will help you build a more personalised customer relationship that no doubt leads to tangible business results all-round.

Programme benefits




• Pay for Results (PfR) compensation

• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Retail Solutions Specialisation

• Access to business leads generated by HP (varies by country) • Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Retail Solutions Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Retail Solutions Specialist • Access to dedicated promotional activities • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities

• Minimum 1 HP Retail Point of Sales certification (2012) • Dedicated retail sales • Technical resources • Licensing from Independent Software Vendors To find the Retail Specialist Benefits Guide and for more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

• Privileged access to trainings, webinars, briefings and events • Privileged access to demo units • Privileged access to early evaluation units for identified end customers • Priority access to pre-sales support


13

HP Managed Print Specialist What makes them special? Printing issues are the last thing your customers want to focus on. While their printing challenges may range from simple to complex, it’s vital that they have an optimised print strategy that allows them to focus on what really matters for their businesses. HP Managed Print Specialists can help customers find tailored solutions that get IT right the first time. The Partner-Managed Print Specialist programme and the contractual services that HP provides will help you sell smart solutions with HP’s support. At the same time, you have the flexibility to decide whether you want to use your own infrastructure for contract management, or make use of HP’s assets and tools. With a wealth of knowledge about additional HP services, hardware and supplies, you’ll soon find that customers seek you out as a trusted expert who can help them enhance their printing infrastructure for the long term.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Managed Print Specialisation

• Access to business leads generated by HP (varies by country) • Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business

• Minimum 1 Managed Print Sales qualification • Minimum 1 Technical certification I

• Exclusive use of HP Managed Print Specialist insignia

• Minimum 1 Technical certification II

• Exclusive HP PartnerOne certificate of authorisation featuring HP Managed Print Specialist

• Dedicated half-yearly contractual sales target • Provide monthly funnel report of contractual sales opportunities

• Access to marketing development funds (discretionary)

• Monthly pipeline reporting of partner-led contractual sales (Partner-led Pay-per-Use contracts)

• Privileged access to trainings, webinars, briefings and events • Priority access to pre-sales support • Access to Managed-Print-specific sales tools • Access to Service Base benefits

• Ensure systematic placement of HP devices and Original HP supplies • Establish infrastructure and HP contacts for contract management • Signature of Managed Print Specialist Terms and Conditions For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

2013 deadlines The standard 2013 deadlines apply (see page 6).

14

HP Imaging and Printing Specialist What makes them special? The more the world becomes digitised, the more business customers rely on a specific type of partner to bring the art of printing to life. HP Print Specialists deliver a niche expertise of the hardware, software, accessories and supplies that enable truly amazing print materials for their customers – and display a lucrative set of knowledge in an otherwise digital marketplace. This Specialisation is new for HP PartnerOne Program 2013, yet retains the same criteria and benefits package you were used to in the Imaging and Printing Program FY13 H1 H1 (1 November to 30 April). By qualifying for the HP Imaging and Print Specialisation, you can turn your imaging and printing knowledge into a boon for your HP sales thanks to exclusive channel marketing activities, inclusion in the HP Global Partner Locator, specialised discounts and more.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Imaging and Printing Specialisation

• Pay for Results (PfR) compensation • Access to HP Smart Portal and the Imaging and Printing Co-Marketing zone

• Imaging and Printing Program foundation qualification for FY13


• Provide monthly funnel report of contractual sales opportunities

• Use of HP Preferred Partner insignia

• Establish infrastructure and HP contacts for contract management

• Exclusive HP PartnerOne certificate of authorisation featuring HP Imaging and Printing Specialist • Access to dedicated promotional activities • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities

• Ensure systematic placement of HP devices and Original HP supplies

For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne During H2, the HP Preferred Partner insignia will be used for this Specialisation.

• Participation to Imaging and Printing sales, and technical trainings • Coverage of training course cost (90% of actual cost)


15

HP Storage Media Specialist What makes them special? Your customers operate in an increasingly data-driven world. They need a partner who can provide them with solutions for not only managing, but optimising the data they collect. HP Storage Media Specialists have the unique knowledge to enable their customers to develop faster backup speeds, handle larger data capacity and lower the total cost of ownership using HP’s storage media portfolio. This Specialisation is new for HP PartnerOne Program 2013, yet retains the same criteria and benefits package you were used to in the Imaging and Printing Program FY13 H1 (1 November to 30 April). By qualifying for the HP Storage Media Specialisation, you can translate your expertise of helping customers deal with more data into more profit for your business.

Programme benefits




• End User Special Negotiated Discounts for hardware and supplies

• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Storage Media Specialisation

• Pay for Results (PfR) compensation • Access to HP Smart Portal and the Imaging and Printing Co-Marketing zone • Priority reference in HP Global Partner Locator that directs customers to your business • Use of HP Preferred Partner insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Storage Media Specialist • Access to dedicated promotional activities • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Participation to Imaging and Printing sales, and technical trainings • Coverage of training course cost (90% of actual cost)


16

• Imaging and Printing Program foundation qualification for FY13 • Provide monthly funnel report of contractual sales opportunities For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne During H2, the Preferred Partner insignia will be used for this Specialisation.

HP Supplies Specialist What makes them special? With competing products on the market, customers need accurate information about their supplies and hardware. HP Supplies Specialists know all about Original HP supplies and their value proposition to customers, so they can defend customers against competing products and win them back to HP. With a strong, growing online sales motion for HP Supplies and Hardware, HP Supplies Specialists receive extra support from HP to grow their online business with HP products. Supplies Specialists participate in key HP initiatives for supplies growth such as the Supplies Winback initiative, take part in data-driven marketing activities as part of the Channel-Customer Relationship Management programme participation and grow business for both hardware and supplies from their customer base and new customers.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Supplies Specialisation

• Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Supplies Specialist insignia

• Minimum 1 learner with Sales certification (2012)

• Exclusive HP PartnerOne certificate of authorisation featuring HP Supplies Specialist

• Superior share of business for Original HP supplies versus country average

• Default audience for supplies leads from HP, linked to end-customer partner preference


• Access to marketing development funds (discretionary) • Eligible for SureSupply participation (discretionary) • Channel Customer Relationship Management data-driven marketing programme participation (discretionary) • Supplies environmental initiative participation (discretionary)


17

HP Document Solutions Specialist What makes them special? When your customers have print management, security and workflow requirements, they need an expert in document solutions. With exclusive access to the HP-branded solutions portfolio, the HP Document Solutions Specialist works in a deep, strategic partnership with HP, investing in a solutions-selling sales force and support infrastructure to provide best-in-class, pre- and post-sales services to the customer base. The HP Document Solutions Specialist actively sells HP’s document solutions, taking advantage of HP’s training portfolio and sales enablement framework. Set your business apart from the competition by delivering the right solutions for your customers, every time.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Document Solutions Specialisation

• Access to business leads generated by HP (varies by country) • Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Document Solutions Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Document Solutions Specialist • Access to marketing development funds (discretionary) • Privileged access to trainings, webinars, briefings and events • Participation to certified channel solutions programme • Sales tools to promote Document Solutions sales • Priority access to pre-sales support and sales tools • Access to technical consultant


18

• Minimum 1 Document Solutions Sales certification • Minimum 1 Advanced Sales certification – Imaging and Printing certification • Minimum 1 (Technical certified – HP Technical Certified I – Document Solutions 2012 or HP Technical Certified I – Imaging and Printing Services and Solutions 2013) • Minimum 1 Solutions Elective training: complete sales and technical training for each solution For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

HP Designjet Specialist What makes them special? In today’s competitive landscape, businesses need to deliver messages that are larger than life. Whether your customers are architects, engineers, copy shops, repro houses, photo professionals or graphic designers, you can help them deliver exceptional printing solutions from the HP portfolio that meet their competitive needs. As an HP Designjet Specialist, you have the expertise and increased knowledge to recommend the best-suited-large-format printing solutions for your customers – including specifications, workflows, software and applications. Build better customer relationships by recommending the solution that best fits into their working environment and watch your profits soar.

Programme benefits




• End User Special Negotiated Discounts for large format Designjet inks via Most Valuable Customer (MVC) programme (geography dependant)

• Country-specific minimum sales volume for PL 30 hardware sales or for a combination of PL 30 and PL UK sales with minimum 33% of business from PL 30 hardware

• Eligible to apply for participation in the Designjet Elite Club (DEC) and then receive Pay for Results (PfR) compensation

• Minimum 1 registered and trained Sales Representative (HP training qualification test passed ), F2F test

• 3% rebate on hardware (PL 30) sales from 1st $

• Online marketing presence featuring HP Large Format products

• 1.75% rebate on Ink (PLUK) sales

• Minimum 2 demo units

• Access to Most Valuable Customer (MVC) programme

• Business and marketing plan agreed with HP Account Manager

• Access to trade-in rebates on behalf of customer

• Additional T&Cs required for DEC programme participation

• Access to Large Format Media Program (LFPM) programme • Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business


• Exclusive use HP Designjet Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Designjet Specialist Certificate • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities and marketing tools


19

HP Designjet Production Specialist What makes them special? Creating spectacular materials is a game of millimetres. Whether your customers are architects, engineers, copy shops, repro houses, photo professionals or graphic designers, help them produce in the best quality imaginable through a portfolio of innovative printing tools. As an HP Designjet Production Specialist, you have the expertise and increased knowledge to recommend the best-suited-large-format printing solutions for your customers – including specifications, workflows, software and applications specifically designed for the production of a wide range of professional materials. Turn those millimetres into major sales by delivering the knowledge and experience that helps your customers stand apart from the competition.

Programme benefits




• Production hardware sales rewards:

• Proven track record for selling production-type Large Format Printers either through sales of HP production products or competitive products

––3% rebate on all product line 30 hardware ––7% rebate additional on product line 30 production hardware ––1.75% rebate on all product line UK ––3% rebate on all product line K2 service sales • Access to Most Valuable Customer (MVC) programme • Access to Large Format Media Program (LFPM) programme • Access to trade-in rebates on behalf of customer • Limited number of HP Production Specialists per country • Access to business leads generated by HP (varies by country) • Access to special pricing • Demo discount • Exclusive use HP Designjet Production Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Designjet Production Specialist • Access to marketing development funds (discretionary) • Training voucher for requalification


20

• Pre- and post-sales service provider, including trained pre-sales technical staff and qualified Service Staff (GSP qualified) • Featured demo room with the following: T7100, Z6200 and T2300 mfp unit operating, HP-specified POS (HP original supplies), finishing solution • Certified Sales Staff (Level 2 Training) • Six-month production market marketing plan, including active comarketing with HP (2 activities with HP), 1 activity lead by reseller, lead follow-up and feedback (2 week maximum response time) For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

HP Signage Specialist What makes them special? An HP Large Format Signage Specialist has the expertise in everything to do with printing of large-format signage and display: printing applications from digital fine art, photo portraits, and point-of-purchase advertising to indoor/outdoor signage, exhibitions, and custom décor for office or home. Applications, workflows, colour management, print for pay business models … digital signage and display can make all the difference to your customer’s business. You will be able to recommend the best solution to fit your customer’s application needs, workflow requirements and business model – help your customers to show the best signage solutions that drive their sales, as well as your bottom line.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Signage Specialisation

• Access to special end-user pricing for large signage inks via Most Valuable Customer (MVC) programme (geography dependant) • Eligibility to resell Sign & Display Large Format Production products

• Business and marketing plan agreed with HP Account Manager

• Use of HP Graphics Arts Demo Center in Barcelona in coordination with HP Account Manager

• Share of business information • Minimum of one demo units

• Access to business leads generated by HP (varies by country)

• Ability to sell, install and provide technical support (geography dependant)

• Access to HP Smart Portal, including to Graphic Signage Business section • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Signage Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Signage Specialist • Access to marketing development funds (discretionary)

• Certified technical engineers to provide technical support • Maintain at least one full-time product manager. Specific to the high-end portfolio, one full-time pre-sales consultant and one full-time signage application specialist required For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

• Access to specialised signage marketing tools and content


21

HP Professional Computing Specialist What makes them special? These days, businesses increasingly need high-performing, focused solutions to their industry-related challenges. Technology can go a long way in finding fresh new ways to deal with age-old problems. However, it takes a true expert to know which equipment best meets specific business demands. Surprise your customers by always recommending pitch-perfect, industry-leading HP products, solutions and services. HP Professional Computing Specialists know everything there is to know about using technology to advance business efficiency. Which means you’ll be able to sell the most compelling HP solutions and then see them exceed your customers’ expectations every time. Help your customers go beyond everyday business with total business solutions that can help them move their entire business ahead.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Professional Computing Specialisation

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Professional Computing Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Professional Computing Specialist • Access to marketing development funds (discretionary) • Priority access to pre-sales support


22

• Minimum 2 HP Sales certifications (2012) • Minimum 1 HP Technical certification I or II (2012) • Minimum 1 Career Certification in Professional Blade or Server For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

HP Advanced Computing Specialist What makes them special? Large and enterprise organisations need IT strategies that provide watertight solutions to large and complex challenges. High-risk problems often require precise, carefully customised solutions that need to be implemented fast and efficiently, as well as delivering return on investment. Profound knowledge and expertise in HP enterprise technology will help you to meet these very specific needs. HP Advanced Computing Specialists gain the highest level of certification, which will help them earn and maintain the trust of their customers and the confidence they need to provide exceptional solutions for the long term. Equipped with the certification, skills and knowledge, as well as the sustained support of HP, no business problem will be too great to manage well.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Advanced Computing Specialisation

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Advanced Computing Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Advanced Computing Specialist • Access to marketing development funds (discretionary) • Priority access to HP Office Based Technical Presales Support

• Minimum 2 HP Enterprise Solutions Sales certifications (2012) • Minimum 2 HP Enterprise Solutions Technical certifications II (2012) • Minimum 2 Career certifications in Blade/Server, and minimum 1 HP SIM and HP Insight Control certification • Additional training: minimum 1 SBW training, minimum 1 “HP BladeSystem Networking” (exam) For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne


23

HP Professional Storage Specialist What makes them special? Small and medium-sized organisations need greater simplicity and stability in their IT to support their business goals and make it easier to achieve profitable growth. The HP Professional Storage Specialisation provides opportunities and advantages for partners who invest in the relevant storage skills. It is your opportunity to develop and showcase your skills when helping customers with the storage consolidation, virtualisation, application modernisation and business protection solutions they need. In addition to increased business, you’ll receive greater compensation, investment security, and rewards for selling the HP portfolio.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Professional Storage Specialisation

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Professional Storage Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Professional Storage Specialist • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Privileged access to trainings, webinars, briefings and events • Priority access to pre-sales support


24

• Minimum 2 SMB Storage Sales certifications (2012/2013) • Minimum 1 SMB Storage Solutions Technical certification (2012) For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

HP Advanced Storage Specialist What makes them special? Information lifecycle management, IT consolidation, and business continuity and availability are all becoming more complex and demanding. Recommending the best storage solutions becomes a new challenge every day. That means there is an inherent opportunity for storage experts who can keep their customers on the leading edge of innovation. Experts just like you. HP Advanced Storage Specialists collaborate with enterprises to craft a storage strategy that manages, protects and optimises data, enabling the business to grow and adapt to change. In addition, a unique level of support from HP allows you to increase your competitive edge and service levels. With reliable partner support from HP, you can learn to deliver even the most sophisticated storage solutions – and watch your benefits grow along with your skills.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Advanced Storage Specialisation

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Advanced Storage Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Advanced Storage Specialist • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities

• Minimum 2 Storage Solutions Sales certifications (2012) • Minimum 2 Storage Solutions Architect PreSales certifications (2011) • Minimum 3 Storage Works Integration certifications (2011) • Additional training: minimum 1 Sales Builder for Windows Standard Partner Training For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

• Privileged access to trainings, webinars, briefings and events • Priority access to pre-sales support • Access to restricted product line: P9000/XP (PL LN)


25

HP Registered Networking Specialist What makes them special? Your small and medium-sized customers more often than not need a choice of secure, affordable and scalable network solutions. They want to work with experts that fully understand how to plan, design and integrate end-to-end solutions so they can rest assured of the best-possible networking opportunities. As a technology expert, the HP Registered Networking Specialist programme offers you a reliable framework that supports success. You’ll be focused on selling solutions to the small- and medium-sized business market, and learn how to offer customers the network solutions they need. At the same time, you will have access to a host of new business opportunities – and enjoy an even greater return on your investment.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Registered Networking Specialisation

• Access to HP’s Partner for Growth (PfG) programme • Access to Advanced IRIS Configurator • Access to business leads generated by HP (varies by country)

• Minimum 1 Sales or Technical certification (i.e., SC/HP Accredited Sales Professional or HP Accredited Integration Specialist)

• Access to HP Smart Portal

• Completion of online company profile questionnaire

• Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Registered Networking Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Registered Networking Specialist • Access to marketing development funds (discretionary) • Access to dedicated promotional activities • Access to tailored co-marketing activities • Technical support • Opportunity to nominate candidates for the SMB reference case programme


26


HP Professional Networking Specialist What makes them special? When your customer needs advice designing, deploying and managing their network, they need to be able to rely on an expert to recommend best-in-class services that span the networking lifecycle. They need technological expertise and skills that will allow them to flawlessly connect their business while they focus on the bottom line. HP Professional Networking Specialists are able to sell, deliver, manage and support secure, wired and wireless networking infrastructure solutions. With access to comprehensive HP tools and resources, you will have all the support you need to achieve your goals. With some reasonable effort in improving your specialist knowledge through the HP Professional Networking Specialist programme, you will be able to gain an abundance of business rewards in return.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Professional Networking Specialisation

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Networking POC/Solution Center

• Minimum 2 Sales certifications SC/HP Accredited Sales Professional Networking (2012)

• Access to Advanced IRIS Configurator

• Minimum 1 Sales certification HP ASC Networking (2012)

• Access to business leads generated by HP (varies by country)

• Minimum 2 Career certifications in HP Accredited Integration Specialist Networking and minimum 1 certification in HP Accredited Systems Engineer Networking

• Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Professional Networking Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Professional Networking Specialist


• Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Priority access to pre-sales support • Technical support


27

HP Advanced Networking Specialist What makes them special? Your customers need complex end-to-end secure networking and data-centre solutions that provide a reliable framework for success. However, corporate networks and requirements can be complicated, and developing the right solution for each unique business environment takes skill and expertise. By becoming an HP Advanced Networking Specialist, you can unlock new opportunities on your way to the top – and enjoy a fulfilling return on your investment. You’ll gain expertise and skills in design, deploying solutions and services that span the networking lifecycle. You can serve your customers more accurately by making sure that you have a true understanding of their long-term challenges and shortterm needs.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Advanced Networking Specialisation

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Networking POC/Solution Center • Access to Advanced IRIS Configurator • Access to business leads generated by HP (varies by country)

• Minimum 2 Sales certifications ASC Enterprise Networking (2011 and 2012)


• Minimum 2 Enterprise Networking Technical certifications (2011)


• Minimum 4 Career certifications in HP Accredited Integration Specialist Networking, minimum 3 certifications in HP Accredited Systems Engineer Networking and minimum 2 certifications in Master HP Accredited Systems Engineer Networking

• Exclusive use of HP Advanced Networking Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Advanced Networking Specialist • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Priority access to pre-sales support • Technical support • Exclusive access to the Enterprise Switching and Enterprise Routing portfolio


28

• Minimum 4 Sales certifications SC/HP Accredited Sales Professional Networking (2012)


HP Converged Infrastructure Specialist What makes them special? Today, many companies struggle with infrastructure complexity. Without a proper solution, these issues keep increasing and place a significant financial burden on the relevant businesses. The solution is a smart and flexible strategy that helps them to deliver real business results. HP Converged Infrastructure Specialists help attain customer loyalty by offering the broadest portfolio of end-to-end solutions. Those that help to build complex server, storage, networking, virtualisation and applications infrastructures – all the way up to the cloud. With an HP Specialist endorsement, your customers can be sure that you have the comprehensive understanding they can trust to serve their business today and into the future.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Converged Infrastructure Specialisation

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Smart Portal • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Converged Infrastructure Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Converged Infrastructure Specialist • Access to marketing development funds (discretionary) • Priority access to pre-sales support

• HP Advanced Computing Specialist • HP Advanced Storage Specialist • HP Advanced or Professional Networking Specialist • HP ServiceOne Partner • Minimum 3 HP Sales certifications, minimum 2 Converged Infrastructure Sales Academy • Minimum 2 Career certifications for ATP Converged Infrastructure Integrator, minimum 1 HP Accredited Systems Engineer Server Solutions Integrator certification

• Access to HP Interchange platform

Either

• Access to restricted product lines

––Minimum 2 Server Architect certifications, minimum Converged Infrastructure/Cloud Architect certification Or ––Minimum 1 HP Master HP Accredited Systems Engineer For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne


29

HP Cloud Builder Specialist What makes them special? Customers need to be able to transition virtualised environments to automated cloud environments and define management solutions for secured service delivery, using advanced lifecycle management best practices and technologies. HP Cloud Builder Specialists showcase, design, implement and maintain HP cloud computing solutions and services. You’ll be recognised and rewarded for providing best-in-class cloud management solutions and services. Partners can choose to qualify for the HP Cloud Builder Specialisation via Enterprise hardware or IT Performance Suite software routes. Those entering through the Enterprise hardware route build on the foundation of the HP Converged Infrastructure and cloud building blocks such as HP servers, storage, networking, facilities, virtualisation technology and security, whereas those entering via the IT Performance Suite route build on software expertise to help their customers increase scalability and cost-effectiveness by virtualising their software and application needs.

Programme benefits





• A choice of two routes:

• Access to HP’s Partner for Growth (PfG) programme

Either


––Converged Infrastructure Specialist status

• Additional IT Performance Suite Software compensation bonus

––Minimum 1 Career certification for ATP Cloud Administration and minimum 1 certification for Cloud Architect

• Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP Cloud Builder Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Cloud Builder Specialist • Access to marketing development funds (discretionary) • Priority access to pre-sales support • Access to HP Interchange platform • Access to exclusive product lines • Cloud deal registration/investment protection • Access to Software Partner central • Referral programme access • Professional Services subcontract access • Eligibility to apply for Managed Service Provisioner/Outsourcer (MSP) programme


30

Or ––Country revenue threshold measured by a rolling 12-month net $ sell-out of any IT Performance Suite software products ––Minimum 2 IT Performance Suite Cloud Builder Solutions Sales certifications (2012) ––Minimum 3 ATP Technical certifications ––Minimum 1 HP Accredited Systems Engineer Technical certification • For both, HP is entitled to ask for signed HP Applications Software business plan, funnel reporting and sell-to data For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

HP Software Security Specialist What makes them special? Today, it’s crucial for organisations to be able to design, develop and deploy their applications securely, to ensure their networks remain protected. HP Software Security Specialists provide their customers with a high level of expertise to sell and deliver deliver Fortify Software Security Center products and solutions to customers. By fortifying their products and solutions, customers can combine proactive security testing to protect applications with deep application security expertise, and provide software security from development to production.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Software Security Specialisation

• Pay for Results (PfR) compensation • Access to HP Smart Portal • Exclusive use of HP Software Security Specialist insignia

• Complete HP Software Security Specialist certification criteria as documented on the HP Smart Portal

• Exclusive HP PartnerOne certificate of authorisation featuring HP Software Security Specialist

• HP is entitled to ask for signed HP Software Security business plan and sell-to data

• Access to dedicated promotional activities • Access to lead-generation activities • Access to marketing development funds (discretionary)


• Access to tailored co-marketing activities • Access to HP Enterprise Security Products Deal Registration System • Product access to HP Fortify Software Security Center products

2013 deadlines Entry is performed quarterly; all criteria need to be met by these deadlines: Deadlines

Effective

Entry

30 April 2013

Quarter 3

1 May 2013

31 July 2013

Quarter 4

1 August 2013

31 August 2013

Quarter 1 (FY14)

1 November 2013

31

HP Information Security Specialist What makes them special? When data has to be shared right across the network, it’s important that customers know exactly who has access to it, what type of information they’re seeing, and how they’re using it. In short, they need to be sure that they’re doing all they can to protect the security of their businesses, without escalating costs. HP Information Security Specialists provide a high level of expertise to sell and deliver ArcSight Security Intelligence products and solutions. Offering 360-degree security monitoring and a level of visibility that protects the business while reducing operating costs, they can help their customers ensure the security of applications and infrastructure at all times.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Information Security Specialisation

• Pay for Results (PfR) compensation • Access to HP Smart Portal • Exclusive use of HP Information Security Specialist insignia

• Complete HP Information Security Specialist certification criteria as documented on the HP Smart Portal

• Exclusive HP PartnerOne certificate of authorisation featuring HP Information Security Specialist

• HP is entitled to ask for signed HP Information Security business plan and sell-to data

• Access to dedicated promotional activities • Access to lead-generation activities • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Access to HP Enterprise Security Products Deal Registration system • Product access to HP ArcSight Security Intelligence products

2013 deadlines Entry is performed quarterly; all criteria need to be met by these deadlines:

32

Deadlines

Effective

Entry

30 April 2013

Quarter 3

1 May 2013

31 July 2013

Quarter 4

1 August 2013

31 August 2013

Quarter 1 (FY14)

1 November 2013


HP Operational Security Specialist What makes them special? New vulnerabilities and zero-day attacks are being discovered every every day and, in order to block the exploitation of these weaknesses, network defences must be able to constantly adapt. The ability to defend the network automatically in a constantly changing world – where an IP address can be completely safe one minute and then be infected with malware the next – is key to managing risk in the enterprise. HP Operational Security Specialists provide a high level of expertise to sell and deliver complex TippingPoint network security products and solutions, seamlessly securing applications and networks. With a unique combination of deep research capabilities and intrusion-prevention products, TippingPoint network security products and solutions deliver the advanced network defence capabilities that today’s organisations need.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Operational Security Specialisation

• Pay for Results (PfR) compensation • Access to HP Smart Portal • Exclusive use of HP Operational Security Specialist insignia

• Complete HP Operational Security Specialist Certification criteria as documented on the HP Smart Portal

• Exclusive HP PartnerOne certificate of authorisation featuring HP Operational Security Specialist

• HP is entitled to ask for signed HP Operational Security business plan and sell-to data

• Access to dedicated promotional activities • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities


• Access to HP Enterprise Security Products Deal Registration System • Product access to HP TippingPoint Network Security Products

2013 deadlines Entry is performed quarterly; all criteria need to be met by these deadlines: Deadlines

Effective

Entry

30 April 2013

Quarter 3

1 May 2013

31 July 2013

Quarter 4

1 August 2013

31 August 2013

Quarter 1 (FY14)

1 November 2013

33

HP Enterprise Security Specialist What makes them special? The increasing mobility of today’s workforces can mean that all the data we have stored can easily spiral out of control. How can you help customers ensure security correlation, deep application security analysis, and network-level defence to reduce their vulnerability? HP Enterprise Security Specialists can help their customers take a more proactive approach to security. Based on market-leading products from ArcSight, Fortify and Tipping Point, our HP Enterprise Security Solutions use our best-of-breed range of information security services. Leveraging advanced threat research, and a powerful correlation of security events and vulnerabilities with contextual data, they provide an integrated response to security requirements, delivering security intelligence across IT operations, applications and infrastructure.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for Enterprise Security Specialisation

• Pay for Results (PfR) compensation • Access to HP Smart Portal • Exclusive use of HP Enterprise Security Specialist insignia

• Complete HP Enterprise Security Specialist Certification criteria as documented on the Partner Portal

• Exclusive HP PartnerOne certificate of authorisation featuring HP Enterprise Security Specialist

• HP is entitled to ask for signed HP Enterprise Security business plan and sell-to data

• Access to dedicated promotional activities • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Access to the HP Enterprise Security Products Deal Registration system • Product access to HP Enterprise Security products

2013 deadlines Entry is performed quarterly; all criteria need to be met by these deadlines:

34

Deadlines

Effective

Entry

30 April 2013

Quarter 3

1 May 2013

31 July 2013

Quarter 4

1 August 2013

31 August 2013

Quarter 1 (FY14)

November 2013


HP Applications Software Specialist What makes them special? Enable your customers to modernise their most critical applications to meet the challenges of a highly virtualised business world. Working with HP Software’s Application Lifecycle Management portfolio, help customers take control of their application lifecycle with a solution that addresses the needs of all stakeholders – including business analysts, development managers, project managers, scrum masters, QA managers and testing teams – and rapidly modernise applications in hybrid-delivery, mobile and composite-application environments. HP Applications Software Specialist status recognises and rewards partners that have invested in the competency required to leverage the unparalleled strength and breadth of the HP Software’s Application Lifecycle Management portfolio to increase sales and grow market share.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP Applications Software Specialisation

• Pay for Results (PfR) compensation • Access to business leads generated by HP (varies by country) • Access to HP Smart Portal

• Minimum 2 IT Performance Suite Application Solutions Advanced Sales certifications (2012); minimum 4 ATP Technical certifications


• Minimum 1 HP Accredited Systems Engineer Technical certifications

• Exclusive use of HP Applications Software Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP Applications Software Specialist • Access to dedicated promotional activities

• HP is entitled to ask for completed HP Applications Software business plan, funnel reporting and sell-to data For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

• Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Access to pre-sales support • Software Partner central access • Professional Services subcontract access • Access to SW Consult pre-sales help center • Eligibility to apply for Managed Service Provisioner/Outsourcer (MSP) programme

2013 deadlines Successful partners meeting the criteria enter each month.

35

HP IT Operations Software Specialist What makes them special? Deliver more value to your customers by leading the way to intelligent automation and performance management that maximises efficiency across applications, devices and processes – even across different IT environments. It’s all made possible by working with HP Software’s Operations Management solutions. HP IT Operations Software Specialist status recognises and rewards partners who have invested in the competency required to leverage the unparalleled strength and breadth of the HP Software’s Operations Management portfolio to increase sales and grow market share.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP IT Operations Software Specialisation

• Pay for Results (PfR) compensation • Access to business leads generated by HP (varies by country) • Access to HP Smart Portal

• Minimum 2 IT Performance Suite Operations Solutions Advanced Sales certifications (2012)


• Minimum 4 ATP Technical certifications

• Exclusive use of HP IT Operations Software Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP IT Operations Software Specialist • Access to dedicated promotional activities • Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Access to pre-sales support • Software Partner central access • Professional Services subcontract access • Eligibility to apply for Managed Service Provisioner/Outsourcer (MSP) programme


36

• Minimum 1 HP Accredited Systems Engineer Technical certifications • HP is entitled to ask for completed HP IT Operations Software business plan, funnel reporting and sell-to data For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

HP IT Performance Suite Software Specialist What makes them special? Many businesses today are seeking expertise in driving strategic planning and governance across their extensive IT systems. As an HP IT Performance Suite Software Specialist, you’ll help customers take real-time control of investments, portfolios and resources within their IT infrastructure. Enable your customers to deliver more transparency across the enterprise about technology performance and technology value to the business. HP IT Operations Software Specialist status recognises and rewards partners who have invested in the competency required to leverage the unparalleled strength and breadth of the HP Operations Manager Software portfolio to increase sales and grow market share.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP IT Performance Suite Software Specialisation

• Pay for Results (PfR) compensation and referral bonus • Access to business leads generated by HP (varies by country) • Access to HP Smart Portal

• Minimum 1 Application Software Specialist OR IT Operations Software Specialist


• Minimum 1 Cloud Builder Specialist

• Exclusive use of HP IT Performance Suite Software Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP IT Performance Suite Software Specialist • Access to dedicated promotional activities

• Minimum of 2 IT Performance Suite-specific Software Technical certifications For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

• Access to marketing development funds (discretionary) • Access to tailored co-marketing activities • Access to pre-sales support • Software Partner central access • Professional Services subcontract access • Access to SW Consult pre-sales help center • Eligibility to apply for Managed Service Provisioner/Outsourcer (MSP) programme


37

HP ServiceOne Specialist

What makes them special? When your customer needs help with rolling out their grand ideas, you do your best to make sure you meet their needs according to the budget you are given. This takes true expertise as well as a keen understanding of your customer. Make the most ambitious projects happen, on time and on budget with industry-leading technology resources. HP ServiceOne Specialist partners represent the entry level of the two-tier HP ServiceOne partnership structure. As an HP ServiceOne Specialist partner, you can give truly professional advice on the right service for the job at hand while having access to HP global resources, a benefit reserved only for ServiceOne partners. You’ll have the scope to sell HP solutions that extend your reach through all phases of the IT solution lifecycle, including flexible service and support options to enhance your value to every customer – and receive exclusive HP service sales benefits with More-for-More opportunities. Give your customers the extra confidence that their project will be delivered fast, accurately and with the support they need to optimise performance and improve business results.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP HP ServiceOne Specialisation

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Smart Portal and exclusive access to ServiceOne pages • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP ServiceOne Specialist insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP ServiceOne Specialist • Optional: exclusive delivery accreditation across HP commercial portfolio and HP Care Pack Services, as well as preferential access to HP Intellectual Property, HP experts and financial delivery compensation

2013 deadlines Entry dates for ServiceOne Specialisation are as follows:

38

Deadlines

Effective

Entry

28 February 2013

Quarter 3

1 May 2013

31 May 2013

Quarter 4

1 August 2013

31 July 2013

Quarter 1 (FY14)

1 November 2013

• Minimum 2 Support Services certifications Level II (2012) • Total Operating Performance (TOP): captures past performance, assesses potential to grow, and helps determine eligibility for rewards payments • Optional delivery accreditation: delivery certifications and quality standards For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

HP ServiceOne Expert

What makes them special? Technology can truly transform a business environment if it is carefully tailored and implemented by someone who understands the context of the business, industry and region. Each business has unique needs and challenges, and they need expert advice that will help to translate their requirements into rewarding outcomes. Make the most ambitious projects happen, on time and on budget with industry-leading technology resources. HP ServiceOne Expert partners represent our premier level of the HP ServiceOne two-tier partnership structure. HP ServiceOne Expert partners are able to demonstrate the highest standards of service capability and are qualified to deliver true expertise based on a keen understanding of customer needs. With the highest access rights to HP global resources, HP ServiceOne Expert partners will have almost endless support in order to meet the highest standards. HP ServiceOne Expert partners can not only sell across the entire HP Services portfolio, but receive exclusive HP service sales benefits with the highest More-for-More opportunities. You’ll cover HP Contractual Services, custom contracts and HP Care Pack Services, and access flexible solutions that extend your reach through all phases of the IT Solution Lifecycle.

Programme benefits





• Country revenue threshold measured by a rolling 12-month net $ sell-out for selected products for HP ServiceOne Expert

• Pay for Results (PfR) compensation • Access to HP’s Partner for Growth (PfG) programme • Access to HP Smart Portal and exclusive access to ServiceOne pages • Priority reference in HP Global Partner Locator that directs customers to your business • Exclusive use of HP ServiceOne Expert insignia • Exclusive HP PartnerOne certificate of authorisation featuring HP ServiceOne Expert • Privileged access to trainings, webinars, briefings and events • Optional: exclusive delivery accreditation for ServiceOne Experts across the entire HP commercial, enterprise and Contractual Services portfolios, including access to tracks such as Cloud Services and 3PAR, preferential access to HP Intellectual Property and HP experts, and financial-delivery compensation

• Minimum 2 Support Services Sales certifications Level II (2012) • Minimum 2 Advanced Service Sales trainings and certifications • Minimum 1 HP Enterprise Server Storage Networking Advanced Specialisation • Increased Total Operating Performance (TOP): captures past performance, assesses potential to grow and helps determine eligibility for rewards payments • TS business plan in place For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

2013 deadlines Entry dates for ServiceOne Specialisation are as follows: Deadlines

Effective

Entry

28 February 2013

Quarter 3

1 May 2013

31 May 2013

Quarter 4

1 August 2013

31 July 201

Quarter 1 (FY14)

1 November 2013

39

HP PartnerOne Program 2013 at a glance New year, new opportunities

“We are listening to your feedback and we will continue to support and improve the industryleading partner programme, HP PartnerOne, offering our partners the most comprehensive set of benefits from all our business units. Building synergies around these product lines will be one of the keys to winning more in the future – together.” Pierre Jover Vice President and General Manager Printing & Personal Systems Group Channel Sales, EMEA

We’re looking forward to a mutually successful 2013 with you, our partners, at the heart of all we do. Our promise is to continue to give you the support and opportunities to gain true competitive advantage, while adapting the industry’s leading partner programme to meet your evolving needs. The HP PartnerOne Program 2013 delivers: • A simplified and personalised programme that enhances your expertise • A rewarding benefits package that supports incremental growth • Access to End User Special Negotiated Discounts to all HP PartnerOne partners

• Continuation of high standards of business ethics • Up-to-date product and solutions knowledge through the HP ExpertOne programme • Continued improvements to the overall HP Partner experience based on your feedback. We’re looking forward to exceeding expectations together.

Further HP PartnerOne Program information can be found on the HP Smart Portal: hp.com/go/SmartPortal/PartnerOne

• Greater support for partners who wish to specialise through focused benefits that unleash further business growth opportunities

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein. 4AA4-5674EEE, Created March 2013