© copyright 2013 hewlett-packard development company, l.p. the information contained herein is...

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

Just Right ITTaking the guesswork out of selecting the right mix of HP products and services for your client’s growing business needs

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

Small businesses represent a growing market segment.

An expanding opportunity

Total available market (TAM) in this space is projected to grow 15% ($22B) between 2012 and 2015.

Source: PSGTAM – IPR Model – PSG All Category Market Model FINAL July 12.xlsx; IPG TAM – MAP model – 3Q12_PANHP_Segment_Rtm_Vdr.xlsx, EB TAM – EB Segment x Channel Model – 1H12 Update – June-1-12.xlsx

2012 2013 2014 2015

Micro-business (1–9) Small business (10–99)

$62B

$85B

$65B

$89B

$68B

$93B

$71B

$98B


What we’re selling

Right-sized solutions that support your clients’ needs today and tomorrow:• A comprehensive selection of products

designed and priced for small business• Includes servers, storage, backup,

networking, services, and software• Products that stand alone or work together

efficiently• Myriad products that come together in one

easy source• Designed to fit a range of business sizes and

levels of IT complexity• No more guessing which platforms to support• Consistent, quality offerings that make a

business impact

HP Just Right IT. Technology made easy for small businesses.


Just Right IT solution messaging


How we’re positioning it

Business startersWhen you’re just getting started you need simple IT that can help you develop your business programs while supporting essential IT and business functions. HP Just Right IT products and solutions are designed and priced just for you.

Customer value proposition: Technology that works. HP Just Right IT designs products, solutions, and services to meet the needs of your growing small business at every stage.Positioning: HP Just Right IT for business starters and business builders

Business buildersYou’ve established your business and you’re ready to drive new revenue opportunities. HP Just Right IT products and solutions can help address growing technology demands as you build momentum.


How Just Right IT benefits YOU

Develop new revenue opportunities• A great platform for

business growth and efficiency

• Provides you with the framework for a complete conversation with your clients about their IT needs

Build long-term relationships• Takes the guesswork out

of choosing platforms to support your clients as the complexity of their businesses increases

• Proceed with confidence when recommending and presenting Just Right IT solutions that include the entire IT stack regardless of market size

Increase margins through standardization• Provide consistent,

quality products, solutions, and services that make a business impact with your client

• Our right-sized solutions support and match your clients’ needs


How Just Right IT benefits your customers

Saves time and money• Save time buying

essential IT components from a single source—you.

• Evaluate and integrate products easier and faster, improving TCO.

Improves service• Turn to you for guidance

on features, capabilities and service/support choices.

• When help is needed, one channel partner and manufacturer take responsibility.

Increases efficiency, decreases hassles• Get simplified access to a

great section of solutions for small businesses.

• Get things done easier with technology that features sizes relevant to small business.

• Decrease hassles and costs with products that work well individually or as a part of system.


Just Right IT solution framework


Not too big. Not too small. HP Just Right IT includes products, solutions, and services designed and priced for your growing your small business.

Technology that works—at each growth stage

Starting out“We’re getting started and need to get the basics right.”

Building momentum“My business is starting to grow.”

Business expansion“It’s time to compete harder and expand my business.”


Starting out Building momentum Business expansion

“We’re getting started and need to get the basics right.”

“My business is starting to grow.”

“It’s time to compete harder and expand my business.”

• Form business idea• Draft business plan• Build support system• Launch business• Market products and services• Identify sustainable IT resources and

enable mobility• Seek new ways to understand the needs

of customers and prospects• Identify vendors (IT or other functional

areas)• Identify and analyze competition

• Increase sales• Acquire new customers, retain existing

ones• Hire employees and assess need for

accounting, payroll, management systems

• Apply customer insights to differentiate from competition

• Establish IT infrastructure that’s secure across devices and backed by reliable support

• Refine business model to ensure profitability

• Identify business issues, seek solutions• Protect business from risk

• Preserve reputation as you transform and expand

• Consider if cloud services can drive productivity and profitability

• Choose to diversify products and services, innovate existing products, or open new branches

• Pursue customers in new territories• Leverage IT to aid expansion• Refine processes and management

systems to gain strength• Build agility through analytics• Establish IT efficiencies while reducing

power and cooling costs• Consolidate or virtualize to minimize IT

downtime

Solutions and support from HP partners along HP’s small business customer growth path


How to tailor the Just Right IT solutions


How to tailor the Just Right IT solution for new businesses with up to 25 usersJust Right IT for business starters


Just Right IT for business starters

This is one example of our solution offerings. Review the full set of offerings for new businesses at hp.com/go/justrightit

Solutions and support for new businesses with up to 25 users


Category Products

HP ProLiant serversEstablish a foundation for day-to-day productivity

HP ProLiant MicroServer Gen8

HP server optionsBoost your storage and power capacity

• DDR3 UDIMM• SATA non-hot plug LFF (3.5 inch) SATA 7200 RPM• SATA DVD-RW Optical Drive

HP Networking solutionsReliable, secure connectivity to help your business run smoother

• HP PS1810-8G Switch• HP Networking M200 802.11n Access Point

HP Storage solutionsSupport new applications, keep data safe, and make it all easier to manage

• HP Storage RDX 1TB External Removable Disk Backup System

• 8 x RDX 1TB Removable Disk Cartridges

Just Right IT for business startersWhen you’re getting started you need to support essential IT functions such as email, file, print, networking access and backup. This solution offering helps you meet that goal, while also supporting security with Active Directory® capability. Solutions and support for new businesses with up to 25 usersThis is one sample of our solution offerings. Review the full set of offerings for new businesses at hp.com/go/justrightit.

http://www.hp.com/go/justrightit


Category Products

Backup software Autonomy LiveVault cloud backup software

HP services and supportProtect your investment, find financing options

• HP 3-year Next Business Day MicroServer Hardware Support

• HP Networking Lifetime Warranty 2.0

Operating system• Microsoft Windows Server® 2012 Standard• Microsoft Windows Server 2012 Essentials• Microsoft Windows Server 2012 Foundation

Application software• HP iLO Essentials• Google™ Apps• Microsoft Office® 365™ productivity suite

Just Right IT for business startersSolutions and support for new businesses with up to 25 users

This is one sample of our solution offerings. Review the full set of offerings for new businesses at hp.com/go/justrightit.

This is one sample of our solution offerings. Review the full set of offerings for new businesses at hp.com/go/justrightit.




How to tailor the Just Right IT solution for growing businesses with up to 25 usersJust Right IT for business builders


Just Right IT for business builders

This is one example of our solution offerings. Review the full set of offerings for new businesses at hp.com/go/justrightit

Solutions and support for growing businesses with up to 25 users


Just Right IT for business buildersAs you become established you’re ready to drive new revenue opportunities. This solution offering can support needs for additional storage capacity, line-of-business applications, wireless connectivity, and provides the option to back up data in the cloud.Solutions and support for growing businesses with up to 25 users

Category Products

HP ProLiant serversEstablish a foundation for day-to-day productivity

HP ProLiant ML310e Gen8 v2

HP server optionsBoost your storage and power capacity

HP 500GB 6G SATA 7.2K rpm LFF (3.5-inch) non-hot plug Midline 1yr Warranty Hard Drive

HP Networking solutionsReliable, secure connectivity to help your business run smoother

• HP PS1810-24G Switch• HP PS1810-8G Switch• HP Networking M200 802.11n Access Point

This is one sample of our solution offerings. Review the full set of offerings for emerging businesses at hp.com/go/justrightit.



Category Products

HP Storage solutionsSupport new applications, keep data safe, and make it all easier to manage

• HP Storage RDX 1TB Internal Removable Disk

Backup System • 8 x HP RDX 1 TB Removable Disk Cartridge

Backup software Autonomy LiveVault cloud backup

HP services and supportAward-winning service and financial solutions

• HP Care Pack 3-year Next Business Day Server• HP Networking Lifetime Warranty 2.0

Operating system• Microsoft ® Windows Server® 2012 Standard• Microsoft Windows Server 2012 Essentials• Microsoft Windows Server 2012 Foundation

Application software

• HP iLO Essentials• Google™ Apps• Microsoft Office 365™ productivity suite• Quicken Books Enterprise

Just Right IT for business buildersSolutions and support for growing businesses with up to 25 usersThis is one sample of our solution offerings. Review the full set of offerings for new businesses at hp.com/go/justrightit.



Take a closer look at Just Right IT solutionsProLiant Servers for small business • Right-sized I/O bandwidth and memory• Essential storage performance• Power efficiency and enhanced

management with Insight Control

Converged storage solutions• Store and share data• Plug-and-play scalability• Software for secure protection of data and

applications

Networking solutions • Connect all users and devices, wired and

wireless• Upgrade paths for growing businesses• Intuitive web-based management

Support and service• Financing options for what you need• HP Care Pack for coverage in or out of

warranty• HP Networking Lifetime Warranty 2.0• 24x7 assistance from HP techniciansHP server options

• Boost your storage capacity• Gain efficiency in power consumption• Manage space, improve cooling


Just Right IT tools and resources


Just Right IT sales tools

• Just Right IT solution guide• Just Right IT customer PPT• Just Right IT flyers (available via the

Just Right IT microsite)• Just Right IT sales guides

• Just Right IT email copy blocks• Just Right IT print ad• Just Right IT Transactional Partner

Promotion assets (including videos)– hp.com/go/promo/transactional

http://www.hp.com/go/promo/transactional


Just Right IT resources• HP ProLiant Servers

– hp.com/servers• HP server options

– hp.com/go/hpgo• HP Networking solutions

– hp.com/networking/smallbusiness• HP Storage solutions

– hp.com/go/storage• Backup software

– hp.com/go/dataprotector– protect.autonomy.com/products/data-protec

tion/livevault

• HP services and support– hp.com/services/support

• HP JRIT solution assets

– hp.com/go/JustRightITSolutions

• Operating system– h18004.www1.hp.com/products/servers/software/

microsoft/os/windows2008/index.html – h18004.www1.hp.com/products/servers/software/

microsoft/windows-server12/index.html • Virtualization

– h18004.www1.hp.com/products/servers/software/citrix/virtualization/index.html

– h18004.www1.hp.com/products/servers/vmware/index.html

– http://h18004.www1.hp.com/products/servers/software/microsoft/virtualization/

• Application software and remote management– microsoft.com/en-us/sqlserver/default.aspx – h18013.www1.hp.com/products/servers/manage

ment/iloadvanced/index.html– hp.com/go/ilo

http://www.hp.com/products/servers/platforms

http://www.hp.com/products/servers/platforms

http://www.hp.com/networking/products



http://www.hp.com/go/storage

http://www.hp.com/go/dataprotector

http://protect.autonomy.com/products/data-protection/livevault



http://www.hp.com/services

http://www.hp.com/services

http://h18004.www1.hp.com/products/servers/software/microsoft/virtualization/



http://www.microsoft.com/en-us/sqlserver/default.aspx

http://www.hp.com/go/ilo


Thank youTo learn more about HP Just Right IT, please visit us at: hp.com/go/justrightit or contact your HP or partner sales representative.


Appendix


Using the Just Right IT solution guide

You can use the solution guide to:• Send to prospects and generate leads.• Identify some of the HP offerings that are

appropriate for the situation.• Then add value by helping your customer

find the right combination.• Get an overview of how our end-to-end

capabilities work together to help customers.The solution guide is also

useful when you:• Send an email to prospective customers.• Make a sales call as a leave-behind

memory aid.• Talk to a customer on the phone as a

reason to call.


Using the Just Right IT customer PPT

You can use the customer PPT to:• Present the information from the solution

guide in a concise, conversational manner.• Demonstrate our understanding of the

SMB customer’s unique needs to build rapport.

• Summarize the benefits of the HP portfolio• Show our end-to-end capabilities.• Use to inform sales calls and casual

conversation.


The Just Right IT flyers are available via the Just Right IT microsite.

Using the Just Right IT flyers

You can use the flyers to:• Send to prospects and generate leads.• Leave behind after sales calls.• Summarize the benefits of the HP

portfolio.

The flyers are also useful when you:• Send an email to prospective customers

before or after a sales call.• Make a sales call as a leave-behind

memory aid.• Provide prospective customers with more

resources.


Using the Just Right IT sales guides

You can use the sales guide to:• Demonstrate our awareness of small

business needs.• Identify some of the HP offerings that are

appropriate for the situation.• Summarize the benefits of the HP

portfolio.• Then add value by helping your customer

find the right combination.• Get an overview of how our end-to-end

capabilities work together to help customers.

The sales guide is also useful when you:• Employ it to inform casual conversations

or sales calls.• Talk to a customer on the phone as a

reason to call.• Need to position HP against the

competition or overcome customer objections.

• Provide prospective customers with more resources.


Using the Just Right IT email copy blocksYou can use the email templates to:• Reach out to the customer and

demonstrate your awareness of small business issues and needs.

• Identify some of the HP offerings that are appropriate for the situation.

• Summarize the benefits of the HP portfolio.

• Get an overview of how our end-to-end capabilities work together to help customers.

The email templates are also useful when you:• Send an email to prospective customers

before or after a sales call.• Need to position HP against the

competition or overcome customer objections.

• Provide prospective customers with more resources.


Using the Just Right IT print ad

You can use the print ad to:• Demonstrate our awareness of small

business needs.• Identify some of the HP offerings that are

appropriate for the situation.• Summarize the benefits of the HP

portfolio.• Get an overview of how our end-to-end

capabilities work together to help customers.


Using transactional partner promo assetsYou can use transactional partner promo assets to:• Create demand• Position and sell JRIT products

© copyright 2013 hewlett-packard development company, l.p. the information contained herein is...

Documents

business needs slide

growing small business

business starters

business growth

business programs

business functions

b slide

business impact hp