HP SOFTWARE SERVICES INTEGRATOR PROGRAM (SVI) Nadia Koller Channel Business Development Manager EMEA

HP SOFTWARE

SERVICES INTEGRATOR

PROGRAM (SVI) 2011

Nadia Koller

HP Software Services Integrator Program

2 HP Confidential

The HP Software Service

Integrator (SVI) Program is

specifically designed to

help you grow your

business and provide a

single point of contact for

your customers.

HP Software Services Integrator Program

3 HP Confidential

– Proven level of HP Software expertise

& professionalism

– Commitment to meet HP Software high

support standards

– The SVI Program is the highest level of

collaboration for support services

between HP and selected skilled

software business partners

The SVI Partnership is a very strong

endorsement by HP in your company. It is a

testimonial to, and recognition of, your

competence and professional HP Software

services capabilities

SVI partner delivery model

4 HP Confidential

Channel

Partner

Customer

HP

Channel discount HP SW HP SW upfront support HP SW consultancy HP SW support renewal Global Support delivery

SVI Partner Manager

HP SW 1st _{level support}

Summary:

•SVI Partner sells software, consultancy and support to their end customer

•SVI Partner delivers help desk support and 1st _{level support to their end customer}

•SVI Partner handles support renewals

•HP supports SVI Partner with prioritized access into the Global Support delivery organization for difficult complex problems

•HP provides SW Services Partner Manager to support SVI Partner business relationship

The SVI Partnership:

HP Software Business Partners

Sales

Deployment

Support

Renewal

Channel

SVI

Partner

SVI Program features

– SVI partners receive discounts on upfront

support sales

– Increased discounts given on HP Software

support contract renewals

– Access to HP Software advanced training

courses focused on HP Software support &

troubleshooting

– Technical Resources

•Prioritized access to Global Support delivery

•Personalized HP Software Support Online website •Advanced access to HP’s knowledge database

SVI Program features

A key benefit and differentiator of the SVI

Program is the access you have to an HP

SW Services Partner Manager

The SW Services Partner Manager

• Relationship manager between HP & Partner • Information resource (e.g. product plans,

releases, etc.)

• Training & certification planning • Account escalation

• Partner/Customer satisfaction & SVI

performance reviews

• Account reviews & business planning

SVI eligibility and requirements

Measurement Requirement

Tier Level Partner satisfies requirements for Silver Level or higher membership of core HP Software EMEA Partner Program

Support renewal

sales Partner exceeds $100K annual support renewals for program entry; Partner should have a minimum of one (1)

renewal sales person Product Center

Competency Partner must have a minimum of two (2) certified technical engineers per product supported (AIS certification or higher)

Helpdesk / Call

Tracking Partner must have capability to manage inbound support requests during the times defined within the support

SVI partner benefits

• Increase partner growth potential through

extended business model

• Additional on-going revenue stream through

support contract renewals

• Single point of customer contact through the

sales and support cycle

• Opportunity to value-add additional support

services to your customers

• Access to higher level HP SW knowledge,

including: HP SW support & online knowledge

base

SVI upfront and renewal compensation FY11

On the

u pfron t

quote, the SVI partner will get an additional 5% discount on the list support price, capped at 50%. The additional discount only applies if the order contains the SVI Identifier U2464AA.

Changes are effective since January 1st, 2010.

SVI Renewal Net Orders Volume Achievement *based on previous year

Volume Achievement ≥ $750K

SVI Renewal Net Orders Quota Achievement

95% ≤ Quota Achievement AND contracts renewed before or in the month they expired

SVI Support Delivery Self-sufficiency Achievement *calculation is based on upfront and renewal

4 cases/$50K SVI Support Contracts < Achievement ≤ 6 cases/$50K SVI Support Contracts Achievement ≤ 4 cases/$50K SVI Support Contracts

SVI Program Status Status

Renewal compensation achievements: 0,1 Silver Renewal compensation achievements: 2;3 Gold

SVI bonus renewal compensation FY11

SVI Program Status Benefits

Silver - gets L2 routing

- Software Services Partner Manager will do the account review meeting on the phone

Gold - gets L2 routing

- gets 1 on-site visit per year from the Software Services Partner Manager for the account review meeting (where possible, otherwise remote)

Platinum - gets L2 routing

- gets Technical Advocate

- gets 2 on-site visits per year from the Software Services Partner Manager for the account review meeting (where possible, otherwise remote)

In order to join SVI program partner needs to have 100K$ volume

SVI partner responsibilities

The SVI partner is the focal point for their

customers

•Resells mandatory 1 or 3 years upfront

support products with HP Software license

•Provides minimum 1

st

_{line call resolution}

•Renews support with HP for their SVI

customers

•Sells own brand of support + value-add to

end user

For detailed information about the HP

Software Services Integrator Program

please contact your local HP Channel

Sales Representative

HP Software