1H18 Partner Ready UpdatedDerrick McCuen

October 2017

US Partner Ready 1H18 Update

Agenda

Updated: Q1 Manuals, Program Overviews, etc

1H18 Enhancements

Partner Ready @Net

Membership updates

Silver Data Center

Cloud Builder retirement

New Competencies Requirement

HPE FS addition to Platinum CI

Nimble Integration

New Product Lines Summary

Comp Optimizer updates

Additional resources

210/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

HPE Partner Ready Documentation

3

Partner Ready PortalLogin: https://partner.hpe.com

Detailed web based resources :

Partner Ready status

Specialist information

Program guidelines

Latest Partner Ready updates

Benefit program training

Engage&Grow

PIPP (Partner Internal Purchase Program)

Seismic (Solution selling tool)

HPE Partner Ready Portal

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Please sign into the Partner Ready portal to click on the active hyperlinks

https://partner.hpe.com/https://partner.hpe.com/group/upp-na/specialist-designationshttps://partner.hpe.com/group/upp-na/channel-partnershttps://partner.hpe.com/group/upp-na/partner-ready-essentialshttps://partner.hpe.com/group/upp-na/partner-ready-benefit-programs-traininghttps://partner.hpe.com/group/upp-na/engage-growhttps://partner.hpe.com/group/upp-na/pipphttps://partner.hpe.com/group/upp-na/solution-sellinghttps://partner.hpe.com/https://partner.hpe.com/https://partner.hpe.com/

FY18 Partner Ready@Net enhancements

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only. 4

Building a Smarter ChannelChannel Data Management Transformation

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Hewlett Packard Enterprise is embarking on transformation to simplify our global channel data management architecture.

We are implementing a state-of-the-art global technology in channel data management that will allow us to improve how we run our business, for HPE and our Partners.

Deal@Net Partner discounts and benefits landscape

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Contractual Discount

Big Deal Discount / No Touch PricingTPL Discount / Solution Benefit

Promotion Discount

Partner Ready Compensation

Plan based MDF

Deal Registration / NBO (Segment) Benefits

Special

Incentive

Programs

List Price

Pay@Net Sellout value

PricingDiscounts

Partner Ready benefits

Other benefits

HPE Net

CAN1/NDP

Partner Ready @Net MilestonesBenefits of moving to Zyme

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only. 7

FY15

Launched PartnerOne @Net aka P1@Net

Launched CA Disti

1H17

New attribute reportingrequirements

Simulation analysis

1H18

Launched Deal@Net aka externally as Pay@Net

Comp Optimizer reporting Pay@Net using Zyme data

External documents posted to Comp Optimizer

CSIS reporting Pay@Netusing Zyme data

Escalation path

Escalated pricing no longer supports deal reg. benefits

Vista tool retirement

BI inclusions

Medallion pricing vetting

Executive partner communication

Webinars/meeting

Brainshark training

FAQs

2H17

Top partner concerns

Timing

Accuracy

Tracking

Transparency

Granular details

FY18 Partner ReadyMembership enhancements

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only. 8

Medallion

LevelDCIG Specialist Competencies Revenue Threshold

Tech

CertsSales Certs Knowledge Credits

DCIG Specialization requirementsMaximizing partnerships

910/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

1Competency

(max)

Converged Infrastructure

Servers

Storage

Data Center Networking

Pointnext

Data Center**

Pointnext

2Competencies

Knowledge Credits

Servers $2.0M

Storage $1.0M

DCN $300K

Pointnext $750K

all revenue @Net

Data Center $300K

Pointnext $250K

all revenue @Net

Data Center 50

PointNext 20

1ASE or MASE

per BU(Pointnext excluded)

1ATP

per BU(Pointnext excluded)

4

2

& OR OR

8See Gold requirements NA

NA

See Gold requirements

* Knowledge credits are no longer required for Gold and Platinum partners in FY18.** Silver Data Center Specialization is a FY18 consolidation of Silver Server, Storage and Data Center Networking. FY17 compliant partners will transition.

*** HPE FS is not a new FY18 Specialization. This is an alternative revenue requirement in lieu of Gold DCN or Gold Aruba

New FY18

***

For partners

10

Campaign Competency Category Practice Solutions

Hybrid ITIT Automation &

Orchestration

Cloud Automation

Private Cloud Express

Enterprise Hybrid Cloud

Enterprise Private Cloud,

Rapid Provisioning (Compute & Database)

Containers Using Containers for Hybrid IT (coming soon)

VirtualizationInfrastructure Consolidation & Virtualization

Modernize VMware Infrastructure (coming soon)

Data & Analytics

Incident Recovery Data Backup and Recovery

Backup, Recovery and Archiving

Optimize Data Protection for Hybrid IT (coming soon)

Zero Impact Database Protection (coming soon)

Data Management Infrastructure &

Architecture

Data Management & IntegrationReduce the cost of Oracle (coming soon)

Optimize SQL Server (coming soon)

Real-time Analytics Infrastructure Empower with SAP HANA

Intelligent Edge

Intelligent Workplace Client VirtualizationSecure Virtual Workplace

Client Virtualization (coming soon)

Campus Mobility Campus Mobility Mobile First Campus

Digital Collaboration Unified Communication Skype for Business

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Competencies value propositionTools to help you sell and stand out in the marketplace

InsigniasPartner Portal

Competencies

GlobalPartner Locator

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Competencies criteriaHow to earn a competency

Customer solution deployment

Submission of three successful customer solution deployments

Simple E2E process via the Partner Ready portal

Competency validation exam

Tailored competency curriculum to prepare for competency validation exam

Recommended solution skills

Sign up today

https://partner.hpe.com

Click path: Programs Partner Ready Competencies

Review: Competency Overviews, Partner Profiles, Requirements, Benefits, etc.

OR AND

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https://partner.hpe.com/

Status of Competency validation exams

Competency Exam # Exam Description Exam Live

Business Continuity & Data Protection HPE2-CP01 Implementing Data Protection Solutions June 1

Real-time Analytics HPE2-CP02 Implementing SAP HANA Solutions Sept 1

Cloud Automation HPE2- CP03Implementing HPE Cloud Solutions

Sept 1

Workplace Experience HPE2-CP05 Implementing Client Virtualization Solutions Oct 2

Data & Analytics Infrastructure HPE2-CP06 Optimizing Oracle and SQL Server Solutions Oct 16

Virtualization & Containers HPE2-CP0#: Using Containers for Hybrid IT Nov 15

Object Storage HPE2-CP0#: Implementing Object Storage for Active Archive Nov 15

Big Data HPE2-CP0#: Enterprise Grade Hadoop Dec 1

1310/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Competencies additional resources

14

Partner Portal

https://partner.hpe.com

Click path: Programs Partner Ready Competencies

Competencies Brainshark overview

http://media.now.hpe.com/program.aspx?key=24519Partne

rReady21Jul17

NA Transformation Solutions - Meet the Experts

Private Cloud and SAP HANA Webinar 17 July 2017

Optimize Data protection and secure virtual workplace

9/22/17

Seismic (Solution Selling Tool)

https://partner.hpe.com/group/upp-na/solution-selling

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Seismic (Solution Selling Tool)

https://partner.hpe.com/http://media.now.hpe.com/program.aspx?key=24519PartnerReady21Jul17https://partner.hpe.com/group/upp-na/solution-selling

FY18 Partner ReadyNimble Integration

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Nimble integrationFY17 Compliant Nimble certified resellers transition path

16

AUTHORIZED

FY17 Status

Benefits

3PAR

Most flexible. Unified storage for the

all-flash datacenter.

Nimble

Simplest. Predictive and cloud ready all-flash and hybrid-flash storage.

MSA

Most affordable.Storage for the performance

needs of small sites.

SimpliVity

Hyperconverged.Software defined infrastructure that makes hybrid IT simple.

The HPE Storage Array Portfolio Flexible. Simple. Affordable. Hyperconverged.

Access to Deal Registration programs:

Special Pricing & Registration Benefits

Eligible for Partner Ready programs:

Engage&Grow, PIPP, Marketing tools, etc.

FY18 Status

Access to Deal Registration programs

Eligible for Partner Ready programs

Earn Specialist benefits

Access to Deal Registration programs

Eligible for Partner Ready programs

Earn enhanced Specialist benefits

Earn Accelerator benefits

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Nimble transition

HPE Nimble Storage Product Lines Nimble Partner benefits

17

PL Product Description

H5 Nimble Storage Entry Arrays

H6 Nimble Storage Enterprise Arrays

H7 Nimble Storage Add-Ons & Expansion Shelves

N1 Nimble Storage Cloud Volumes *

N3 Nimble Storage Services **

* PL N1 is currently only available in the United States. Future global roll out plans are still being defined.

** PL N3 will be compensated in alignment with all of Nimble as opposed to within HPE Pointnext

For more information, please review the Nimble Transition Guide.

Minimal change to Nimble backend strategy

Keeps contra simple to better support pricing transition to HPE

Notably different than the rest of the HPE Storage rates

Partner type Benefit rate

Platinum DRC2%

Platinum CI

Gold

Silver 1%

Business N/A

FY18 rates

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Partner Ready compensationUS 1H18

ISS StorageConverged

SystemsDC Networking

Specialist

Specialist

Focus PL

Kickers

Accel-

eratorSpecialist

Specialist

Focus PL

Kickers

Accel-

eratorSpecialist

Specialist

Focus PL

Kickers

Accel-

eratorSpecialist

Specialist

Focus PL

Kickers

Accel-

erator

Business n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a

Silver 1.0%

1.25%

Blades,

Focus

Options,

Volume

Software,

IoT

n/a2.0% except

1.0% Nimble

2.75%

3PAR,

StoreOnce,

MSA,

Storage

Networking

& SDCG

n/a 3.0%

N/A

100%

Focus

PLs

n/a1.0% WB

3.0% 1U

7% FA, I6, NT

N/A

100%

Focus

PLs

n/a

Gold 1.25% 2.0%2.5% except

2.0% Nimble

4.0%(excludes

Nimble payout)

3.75% 2.0%1.25% WB

4.0% 1U

8% FA, I6, NT2.0%

Platinum 1.5% 4.0%3.0% except

2.0% Nimble

8.0%(excludes

Nimble payout)

4.5% 4.0%1.5% WB

5.0% 1U

9% FA, I6, NT4.0%

DRC 0.75% 1.75%1.5% except

2.0% Nimble

3.5%(excludes

Nimble payout)

3.25% 1.75%0.75% WB

4.0% 1U

8% FA, I6, NT1.75%

18

Simplification: Align EG RBUs under a common strategy

Predictable: 1x 2x 3x rate strategy

Strategic: Drive increased Specialist compensation on Focus PLs

3X ISS (100% Focus Product)2x ISS More than 3x ISS

The rates above are a high level summary. Please review the current Demand & Compensation Matrix for complete details at PL level.

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Nimble distribution tiering

19

Situation: ~140 VARs are tiered to different Disti for HPE vs Nimble

Action needed by October 20th

Resellers must tier to a single US Distributor for all Select product lines. (All

Nimble PLs are Select)

Resellers must tier to either your current HPE distributor or your Nimble

distributor

Overview and Timeline

HPE will review all Distribution Switch requests, and will approve if there are no

outstanding legal or financial issues that need to be resolved between the

reseller requesting the change and their current distributor

Distribution switch requests for a Distributor that isnt currently tiered to the

Reseller for HPE or Nimble will be denied even if the Reseller has been tiered

longer than 12 months

If no response, Resellers tiering relationship for Select product will default to

their HPE Tiered Distributor on November 1st, 2017.

In the event of a change in tiering, existing open registrations will shift to the new

distributor and all outstanding registrations done by the former distributor will be

retired as of October 31st, 2017.

ABC VAR

Tiered to Disti B for$5M in HPE

ABC VAR

Tiered to Disti A for

$2M in Nimble

FY18

ABC VAR

Tiered to Disti A for

HPE and Nimble

ABC VAR

Tiered to Disti B for

HPE and Nimble

ABC VAR

Request for Disti C for

HPE and Nimble

Impact: $5M in historical HPE sales

will be transferred to Disti As future FIN BEN goals

Impact: $2M in historical Nimble sales will be transferred to Disti Bs

future FIN BEN goals

Impact: HPE will deny the Distribution Switch

request

Scenario

1

Scenario

2

Scenario

3

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

HPE Nimble Product Lines and Discount Strategy

FY18 Business Area Hierarchy

Nimble Storage All Flash Hybrid Secondary Nimble Cloud Price/Discount

H500 Nimble Storage

Entry Arrays

AF1000 CS1000H,

CS1000High/High

Similar List for HPE

H600 Nimble Storage

Enterprise Arrays

AF3000, AF5000,

AF7000, AF9000

CS3000, CS5000,

CS7000

SF100,

SF300High/High

Same List for HPE

H700 Nimble Storage Add-

Ons and Expansion

Shelves

AFS ES High/High

Similar List for HPE

N100 Cloud Volumes NCV (Premium & General Purpose)

Low/LowSlight List Change for HPE

N300 Nimble Storage

Services

Mid/Mid

Higher List for HPE

FY18 Partner ReadyNew Product Lines

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only. 21

Product line structureHybrid IT

22

Se

rve

rs

Apollo

HPC InitiativesKYSW & optionsH0

x86 PODsPDHPC Emerging MktsKZ

HPC High EndVPScale-out computing & HPC

TN

Mission Critical Servers

MCS Software23Integrity Solution1X

Integrated PlatformsHASGI MCS SoftwareH4

MCS BladesTQSGI MCS HardwareRG

MCS x86 ServersTR

SDCG Compute

OneViewFSCloudSystems SW8V

AzureStack Hyperconverged

LGNewStackL9

HyperConvergedS8

Aru

ba

Io

T

Edge Compute (Internet of Things IoT)

Converge IoT Systems - Edgeline

S2Moonshot2M

x86 Tower

Server SaaS SWS3x86 TowerLA

x86 Blades

Synergy Infra & Computing

S6C-Class Units & Enclosures

MV

C-Class Converged Sol.

UZSynergy Value OptionsS7

x86 Rack

Virtual Workstations66x86 Entry &Value Rack4Q

x86 Premium & Scale-up RackSYSynergy RackL8

x86 Shared Options

Focus OptionsSHHydrogenFN

Server Storage InfrastructureSI

Cloudline

Rack Cloud LineRDDO Cloud LineOC

x86 Software

3rd Party SW x86J3Volume Software4U

Se

rve

rs

New FY18 Update

Converged Systems

Network Function Virtualization

1VIntegrated Infrastructure

FE

NFV

Da

ta C

ente

r N

etw

ork

ing

SDCG Networking

Arista HW/SWL1Networking SW1U

3rd Party SolutionsNCDCN ServicesL2

Switching

FlexFabric CoreI6Data Center Converged Infra.FA

AltolineWBFlexFabric ToRNT

IoT aligns with DCIG within the HPE Partner Ready program guidelines. PL ownership of IoT remains with Aruba BU.

* PL FS will move from Select to Open effective FY18

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Product line structureStorage/Pointnext/Aruba

23

Entry Storage

Entry NAS StoreEasy3VStorage Networking1Y

Commercial Disk & SoftwareLI

Scale-out SAN Disk StoreVirtualJ2

StoreVirtual EntryVBBladed StorageLL

Sto

rag

e

BURA

D2D StoreOnce3SCommercial Tape & Software3C

Enterprise NearlineLJStorage Supplies7A

SW Defined StorageSDScale-out NASLK

Fabric Attach Storage

3PAR Mid-Range SW433PAR High-End SW3Z

3PAR High-End HW4F3PAR Mid-Range HW4A

XP Disk & SWLNEVA Disk & SWLM

Nimble

Nimble Storage Enterprise ArrayH6

Nimble Storage Entry ArrayH5

Cloud VolumesN1Nimble Storage Add-ons & Expan. ShelvesH7

Nimble Storage ServicesN3

Timeless Storage Controller UpgradesN2

Advisory & Professional Services

Education Services4JTS Network Consulting1Z

Data Center Facilities Consulting

EAStorage Infrastructure

6C

Big DataG5Data Center Platforms ConsultingG4

Condor PointnextNOSGI Professional Services

H3

Lifecycle Event Services

UW

Po

intn

ext

Operational Services

MCS Server Support723PAR Support Services6W

Industry Standard Server Support96Network Services7G

Moonshot Server Support9Y

Data Center Care Proactive Services9X

SGI MCS SupportH2SGI HPC SupportH1

HP Technology Software ServicesK3

Legacy Proactive ServicesJN

Consumption as a ServiceLU

Edge Advance ServicesLO

Aru

ba

Routing

RoutingI7

WLAN

Aruba SecurityL3Aruba OC WLAN3P

WLANVLAruba Cloud & Ntwk MgmtN6

Location BasedVNServices OtherVM

Aruba Services

Aruba Cloud & Ntwk Mgmt ServicesL5

Aruba Security ServicesL4

Aruba OC WLAN Services L7

Aruba Location Based ServicesL6

Aruba WLAN ServicesVR

Aruba Campus ServicesLS

Campus Switching

Aruba Branded35FlexNetwork 34

Office ConnectI5HPE Branded6H

New FY18 Update

FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Sto

rage Big Data

Apollo 4000S4SW Defined Object Storage1T

Cloud Consulting60Workforce Mobility5V

TS Multivendor ServicesUY

Non 3PAR Storage SupportR8

FY18 Partner ReadyComp Optimizer Enhancements

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only. 24

Comp Optimizer 2.0Comp Optimizer 2.0 Tool Access Partner Ready Portal

25

If you are unable to access the

Unison Partner Portal, contact your

companys Partner Portal

Administrator.

www.partner.hpe.com

My workspace/Benefits & Rewards/My Benefits

Related items and training material will be

displayed in the landing page

Click on GO bottom to launch Comp Optimizer 2.0

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

http://www.partner.hpe.com/

Comp Optimizer 2.0Latest enhancements Performance Tab

26

1

2

2

1

3

1

Enable partner to filter

compensations by scheme

category, BU, etc., on the

UI performance tab.

2

Provides the last refresh

date on Performance Tab.

Partner can customize fields in PUI Performance Tab and save it for next session

3

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Comp Optimizer 2.0Latest enhancements Payment Tab

27

1

Partner can track

payments based on

quarter earned or

payment date (last

30, 60 or 180 days)

2

Partner can filter/group all the payments by the Payment reference numbers

1

1

1

2

Partner will only see

the period of

available programs

in Performance tab

(won't see any

period with blank

data)

3

3

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

Comp Optimizer 2.0FAQs

Where can I find more information on a EFT payment?

Specialist and Accelerator

https://partner.hpe.com My workspace Benefits & Rewards My Benefits Comp Optimizer 2.0

Market Development Funds

https://partner.hpe.com My workspace Benefits & Rewards My Benefits Market Development Funds

Engage & Grow

https://partner.hpe.com Programs Engage & Grow

OMNI, Service Delivery, DMI, Agent, FFS, etc.

Provide email payment summaries and a monthly benefit statement with the details of your payments.

Support can be reached via HPEPartnerCompensation-L2@hpe.com

When does HPE update information in CO2?

The weekly refresh of CO2 is run on Fridays.

By Monday you will see the refreshed data.

2810/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only.

https://partner.hpe.com/https://partner.hpe.com/https://partner.hpe.com/mailto:HPEPartnerCompensation-L2@hpe.com

Thank you

10/5/2017 FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only. 29

Resources

FY17 Hewlett Packard Enterprise US Partner Ready Program. For internal use only. 30

HPE PartnerReady Portal

- HPE Partner Support emailAMSPartnerSupport@HPE.com

- HPE Partner Support phone1-888-629-6914

- HPE Partner Ready Portal

www.partner.hpe.com

- HPE Partner Ready Manualhttps://partner.hpe.com/group/upp-

na/partnerone-specialist-information

Partner Ready Support Program eMail & Links

- Contracts & Compliancehttps://partner.hpe.com/contracts-compliance

amspartnersupport@HPE.com

- Special Pricinghttps://partner.hpe.com/special-pricing

- Certifications

https://partner.hpe.com/certifications

- Marketing Development Funds (MDF)https://partner.hpe.com/market-development-funds

- Compensation

https://partner.hpe.com/compensation

- Demand & Compensation https://partner.hpe.com/program-guidelines

10/5/2017

mailto:AMSPartnerSupport@HPE.comhttp://www.partner.hpe.com/https://partner.hpe.com/group/upp-na/partnerone-specialist-informationhttps://partner.hpe.com/contracts-compliancemailto:amspartnersupport@HPE.comhttps://partner.hpe.com/special-pricinghttps://partner.hpe.com/certificationshttps://partner.hpe.com/market-development-fundshttps://partner.hpe.com/compensationhttps://partner.hpe.com/program-guidelines