The Compaq Installed Base Opportunity Increasing Your Value as a Reseller of Compaq Enterprise Solutions
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1 The Compaq Installed Base Opportunity Increasing Your Value as a Reseller of Compaq Enterprise Solutions Wally Cole Vice President, Enterprise Programs Strategic Marketing Enterprise Computing Group
2 Agenda Presentation The Opportunity The Installed Base Enterprise Marketing Programs Discussion Summary Next Steps
3 Market Trends The marketplace is shifting, your customers want to: Lower their total cost of ownership Centralize systems and application management and consolidate IT assets Deploy industry standard applications into existing IT environments Develop a mission critical enterprise infrastructure
4 Customer Needs Needs are changing, your customers are looking for: An IT provider offering a complete range of products and services One-stop accountability for Enterprise solutions; products, services, and support
5 Why is the Installed Base Important to You? Marketing to your Installed Base will yield: Revenue growth Maximization of ROI Increased lead and opportunity generation Increased customer loyalty Higher levels of competitive penetration
6 Why is the Installed Base Important to You? and If you don t take care of your Installed Customer Base, your competitors will!
7 Your Challenge Cultivate and grow your Installed Customer Base.
8 Your Answer Be a Reseller of Compaq Enterprise Solutions
9 Compaq Enterprise Solutions Ready-to-run Enterprise Solution Marketing Programs Messaging and Collaboration Enterprise Applications Business Intelligence e-commerce
10 Benefits Lower program costs Better leveraging of marketing resources Higher Customer Satisfaction More effectiveness as a Solutions Reseller
11 Compaq Enterprise Market Positions Windows NT Leadership! 47% of SAP/R3 and 70% of Baan NT Deployments 60% of Microsoft Exchange 36% of Microsoft SQL Server and 46% of Oracle NT Databases 49% Share in WNT Storage NetWare 37% Internet Solutions! Most popular Internet Sites..Microsoft MSN, AltaVista, Amazon.com.. 43% of Microsoft IIS, 6 of 8 largest NT-based ISP s standardized on Compaq One of the largest customer Intranet solutions UNIX Experience! Most 64 bit UNIX Experience & Expertise More than 31 % Market Share in SCO Unix Industry Leadership! #1 Exchanges #1 ATM/POS #1 Wholesale Banking #1 in Wireless Intelligent Networks #1 CAD Top 32 of world s Telco s
12 Compaq Enterprise Market Positions Windows NT Leadership! Windows NT Leadership! 47% of SAP/R3 and 70% of Baan NT Deployments 47% 47% of SAP/R3 and 70% of Baan NT Deployments 60% of Microsoft Exchange 60% of Microsoft Exchange 36% of Microsoft SQL Server 36% and 46% of Oracle NT Databases 36% of Microsoft SQL Server and 46% of Oracle NT Databases 49% Share in WNT Storage Internet Solutions! Most popular Internet Sites..Microsoft MSN, AltaVista, of Amazon.com.. 43% of Microsoft IIS, 6 of 8 largest NT-based ISP s standardized on Compaq One of the largest customer Intranet solution Industry Leadership! #1 Exchanges #1 ATM/POS #1 Wholesale Banking #1 in Wireless Intelligent Networks #1 CAD Top 32 of world s Telco s 49% Share in WNT Storage NetWare 37% UNIX Experience! Most 64 bit UNIX Experience & Expertise More than 31 % Market Share in SCO Unix
13 Compaq Enterprise Market Positions Windows NT Leadership! 47% of SAP/R3 and 70% of Baan NT Deployments 60% of Microsoft Exchange 36% of Microsoft SQL Server and 46% of Oracle NT Databases 49% Share in WNT Storage NetWare 37% Internet Solutions! Internet Solutions! Most popular Internet Sites..Microsoft MSN, AltaVista, Amazon.com.. Most popular Internet Sites..Microsoft MSN, AltaVista, Amazon.com. 43% of Microsoft IIS, 6 of 8 largest NT-based ISP s standardized on Compaq 43% of Microsoft IIS, 6 of 8 largest NT-based ISP s standardized on Compaq One of the largest customer Intranet solution One of the largest customer UNIX Experience! Intranet solutions Most 64 bit UNIX Experience & Expertise More than 31 % Market Share in SCO Unix Industry Leadership! #1 Exchanges #1 ATM/POS #1 Wholesale Banking #1 in Wireless Intelligent Networks #1 CAD Top 32 of world s Telco s
14 Compaq Enterprise Market Positions Windows NT Leadership! 47% of SAP/R3 and 70% of Baan NT Deployments 60% of Microsoft Exchange 36% of Microsoft SQL Server and 46% of Oracle NT Databases 49% Share in WNT Storage NetWare 37% Internet Solutions! Most popular Internet Sites..Microsoft MSN, #1 AltaVista, Amazon.com.. 43% of Microsoft IIS, 6 of 8 largest NT-based ISP s standardized on Compaq One of the largest customer #1 Intranet solution UNIX Experience! #1 Exchanges #1 ATM/POS Most 64 bit UNIX Experience & Expertise Industry Leadership! Industry Leadership! #1 Exchanges #1 ATM/POS #1 Wholesale Banking #1 in Wireless Intelligent Networks #1 Wholesale Banking #1 CAD #1 in Wireless Intelligent Networks #1 CAD Top 32 of world s Telco s Top 32 of world s Telco s More than 31 % Market Share in SCO Unix
15 Compaq Enterprise Market Positions Windows NT Leadership! 47% of SAP/R3 and 70% of Baan NT Deployments 60% of Microsoft Exchange 36% of Microsoft SQL Server and 46% of Oracle NT Databases NetWare 37% 49% Share in WNT Storage NetWare 37% Internet Solutions! Most popular Internet Sites..Microsoft MSN, AltaVista, Amazon.com.. 43% of Microsoft IIS, 6 of 8 largest NT-based ISP s standardized on Compaq One of the largest customer Intranet solution UNIX Experience! UNIX Experience! Most 64 bit UNIX Experience & Expertise More than 31 % Market SCO Share Unix in SCO Unix Industry Leadership! #1 Exchanges #1 ATM/POS #1 Wholesale Banking #1 in Wireless Intelligent Networks #1 CAD Top 32 of world s Telco s Most 64 bit UNIX Experience & Expertise More than 31 % Market Share in
16 Enterprise Experience Did you know that Compaq systems are used in of the top 100 largest ISPs Over 90% of the world s Processor chip production Over 60% of the world s currency trading Over 60% of the world s funds transfer Over 60% of the world s fiber-optic cable production Over 60% of the world s lotteries
17 80% of the worldwide Windows NT server 77% of market 57% the Microsoft of the SAP Exchange market market 63% of the 55% Lotus Notes of the market 43% Oracle NT of the database Microsoft SQL market Server market Enterprise NT Experience Enterprise NT Market leadership... 60% of the Baan market
18 Installed Base Enterprise Marketing Programs Drive Industry Standards Promote NT integrated solutions with customers Compaq Tru64 UNIX, OpenVMS, and Non-Stop Himalaya systems Messaging & Collaboration Enterprise Applications Business Intelligence e-commerce
19 Selling to the Installed Base Add-ons and upgrades Add-ons and upgrades Intel based systems Enterprise Solutions Cross-Selling Alpha based systems Messaging & Collaboration Enterprise Applications Business Intelligence e-commerce
20 Add-ons and Upgrades Programs Industry Standard Servers Product focused on-base programs High High Performance Servers Product focused on-base programs Tandem Product focused on-base programs Storage Products Product focused on-base programs UNIX UNIX Product focused on-base programs Proliant 2500 Upgrade Proliant Way Proliant Way Proliant Memory DEC Intel to Proliant AS 2100 Upgrade MicroVax 3100 Upgrade AS 4X00 Enhancement AS 8X000 Enhancement VAX 4000 Migration VAX Update Galaxy Life Cycle Management Himalaya K to S Upgrades Server Consolidation Life Cycle Management Storage Content Integration Server Consolidation Trade-ins Unix v 5.0 Upgrade Tru64 for Y2K Ready to go UNIX Clusters SCO UNIX Low End Migration Hi-end Proliant Migration NetWare 5 Upgrades Server Consolidation Trade-ins AS 1X00 Upgrade AlphaServer Memory AS 4X00 to EV6/Proliant Upgrade AS 1200 to EV6/Proliant Upgrade Low-end AlphaServer to EV6 Upgrade Server Consolidation Trade-ins Server Consolidation Content Integration Customer Retention
21 NetWare 5.0 Upgrade Program Target NetWare 3.x and 4.x Installed Base Program Description Opportunity Matrix Cover letter Collateral Telemarketing Script Fulfillment list Reseller Presentation Business Case Seminar in Box Web Banner Template activeanswers
22 Enterprise Solutions Programs Q1/Q2 Enterprise Applications Targeted on-base programs inform 8-page Supplement (April 1999) Target on-base Demand Generation. programs with 6 major ISVs ¾ SAP, Baan, Siebel, PeopleSoft, Oracle Apps, JD Edwards Business Intelligence Targeted on-base programs InFORM 4-page supplement (March 1999) SAS Demand Generation program Messaging & Collaboration Targeted on-base programs Enterprise Vault and Expeditor upgrades for Exchange base E-commerce Targeted on-base programs Develop content for Internet Seminar-in-a-Box program Focus on web-enabled application environment
23 Marketing Program Deliverables Aircover & Promotion Messaging & Collaboration Enterprise Applications Business Intelligence e-commerce On-base Opportunity Show you how to target and reach your base Program Collateral Prototype program materials designed for lead generation Joint Marketing Events, tradeshows, training
24 The Compaq Commitment Reseller Ready Programs Marketing programs easily tailored to meet your needs Use of Compaq Marketing Resources to empower the Reseller Leverage Compaq Reseller Market Analysis tools
25 Your Commitment Develop a focus to grow your Enterprise Installed Base business Assure your Marketing / Sales management s resource commitment Implement programs to your customer base Provide feedback and results Participate in joint planning
26 sm Better answers.
27 Summary Compaq Enterprise Marketing Programs Lower cost to implement Marketing support Repeat business higher customer satisfaction Leverage your existing base to exploit new opportunities Increase your business
28 Compaq North America Resources PS Raju Director of North America Installed Base Houston, Texas Cynthia Stetzer Installed Base Reseller engagement Houston, Texas Compaq activeanswers
29 Compaq Authorized Reseller Programs Need More Information? Not currently an authorized Compaq Reseller Call , choose Option 5 Enterprise Solutions Provider Program Call , choose Option 7 Compaq Partner Network
30
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