1 The HP StorageWorks Microsoft Exchange Sales guide A guide for HP Sales Reps selling to Enterprise customers. July 2008 HP restricted for internal use only
2 2 Seize the opportunity to sell messaging solutions Communication is the fuel that businesses grow on. and other forms of messaging have become essential for productivity-boosting collaboration. Most businesses today trust their communication needs to Microsoft Exchange. As the amount of information that runs on these applications explodes data volume is doubling every 18 months there is a huge and growing demand for solutions that will help businesses keep their Exchange applications under control. In particular, HP s research shows companies anticipate their Exchange storage to increase ~22% over the next 12 month with small companies appearing to offer the greatest opportunity with an expected growth of around 60% being anticipated. HP is one of the top providers of messaging solutions based on Microsoft Exchange Server. Our comprehensive Exchange portfolio includes expert consulting and integration services, industry-standard server and storage systems, a wide range of mobile devices for end users, and reliable ongoing support and management services. About the guide Page Section names Descriptions 2 About the Guide An introduction to the growing demand for Microsoft Exchange solutions and resources to help you sell them. 3 Buying Center A quick look at the most important players who Ecosystem can directly and indirectly influence your deals. 4 5 Identify the Opportunity Figuring out the right sales play to run is important. Answer a few questions to help point yourself in the right direction. Then use the sales play section to get yourself prepared to win the deal Sales Plays and Instructions, based on proven experience, that walk Before and After you through the selling process step by step Ecosystem Diagrams including what to listen for, what to ask first, how to match product messages with customer concerns, how to handle objections and ultimately how to close the sale. Infographics also illustrate before and after views of storage environment, highlighting customer pains and solution benefits. 16 Joint Value Proposition Description of HP s partnership with Microsoft and how to articulate the value, and engage successfully Solution Components A quick reference on the primary SWD technologies and services that will make up the customer s solution. 19 Customer Wins How other HP Storage sales reps have been successful with their customers so you can name drop, in the moment, on the big results we ve helped deliver Key Competitors You ve only got a few chances to combat the competition s strengths and pounce on their weaknesses. Familiarize yourself with these quick sell-against strategies and keep the competition at bay. 22 Resources Key contacts and documents for more information.
3 Buying Center Ecosystem 3 A market ready for change There are two types of customers, each with their own areas of concern. Refresh and streamline Exchange Server 2000 customers require Extended Support from Microsoft and have aging server and storage hardware they want to refresh in order to Reduce IT costs while increasing employee productivity Provide greater support for mobile users Take advantage of unified messaging capabilities Consolidate and standardize their messaging platform Gain high availability and business continuity for their messaging and collaboration environment Improve compliance and archiving implementations Enhance and improve Current Microsoft Exchange 5.5, 2000, and 2003 users need New capabilities of Exchange Server 2007, including lower TCO, higher user productivity, server consolidation, improved reliability, scalability, manageability, and security To migrate to Exchange Server 2007 since mainstream support for Exchange 2000 has ended Target audience snapshots Administrator Application (Messaging) Manager Storage Manager, SAN Manager, Datacenter Manager CIO, VP/Director of IT Reports to CIO, VP/Director of IT Influenced by Application Manager; IT Manager/Director Roles & responsibilities Troubleshoot hardware and software, diagnose quickly when a system goes down and find best way to fix it Role evolving away from innovation toward cost minimization leading to commodity management Reports to CFO, Compliance Influenced by IT Manager/Director Roles & responsibilities RTO/RPO, scalability and performance of application Keep network and technology up and running with reliable, easy way to ensure continuous protection for their businesses Manage from a central location and easily integrate new devices Reports to Application Manager, Database Manager Influenced by IT Director, VP of Storage Roles & responsibilities Set logical governance framework Compliance is priority to provide information that business unit needs to keep workflow and processes in line with regulatory requirements Coordinate initiatives that bridge departments and the IT needs of a specific business operation, address most egregious source of waste poor utilization Reports to Storage Manager, Server Manager, SAN Manager, Data Center Manager, IT Manager Influenced by Sales Roles & responsibilities Enable business innovation; reduce business costs; improve customer satisfaction; create competitive advantage; improve security/risk management
4 Identify the Opportunity 4 Understanding relationships Identify the right organizations as well as the right titles to contact. This will help advance your prospecting efforts and help accelerate getting the best opportunities into your pipeline. The buying landscape #1a Administrator Influencer Perform information systems administrative procedures and maintains documentation IT Manager Influencer You Choose your best selling angle #1b Application (Messaging) Manager Decision maker Manage all the data on multiple levels: Efficiency Control Performance Compliance #1c Storage Mgr, SAN Mgr, Datacenter Mgr Influencer Focus on information resources to find A single version of truth A vendor who gets it #2 CIO VP/ Director of IT Influencer/BDM Provide approval and management of the final decision, with an eye to avoiding IT projects not properly monitored by the business Failing systems that waste resources Skill shortages To help you pursue the ripest opportunities, this guide has broken down specific plays that frame up the best opportunities for selling Exchange solutions and the ones that help you drive the overall HP StorageWorks agenda. Exchange is a very horizontal solution that spans business size and industries. The trick is finding an in in the application area where storage can lead the sale. The plays outlined in this guide provide tips for finding and exploiting storage-based opportunities. There may be some overlap. For instance, you may have an account that is upgrading to Exchange 2007 and also needs to reinforce continuity for the application. Or the consolidation play could lead to a migration play as many customers want to consolidate to reduce costs and are also looking to simplify the infrastructure in preparation for a migration/upgrade. Exchange is Mission-Critical For customers that want to enhance their business continuity and the availability of their Exchange environment Strategic Consolidation For customers that need to consolidate and standardize their messaging environment Upgrade or Migrate? For customers that are looking to upgrade to Exchange 2007 or migrate from competitive platforms (i.e., Lotus Notes, Novell GroupWise) If they answer Yes to these questions, it s a good indicator to run these plays. 1 Does your business require the highest level of availability and recoverability for your Exchange Server 2007 solution? Does your business require your system to work continuously? Are there serious consequences if the system goes down? Do you have an SLA? Are you looking for a highly scalable storage solution that provides flexibility and immediate growth when needed? Are you interested in consolidating your messaging environment to cut costs and minimize management complexity? Are you feeling pressure to improve enterprise messaging and collaboration capabilities while lowering IT costs? Do you need to reduce the costs and complexity of a multi-platform messaging infrastructure? Do you have plans to utilize virtualization technology in your IT infrastructure? Is your current infrastructure outdated? 2 Are you planning to upgrade to Exchange 2007 or migrate from Notes or GroupWise to Exchange? Are you feeling pressure to improve enterprise messaging and collaboration capabilities while lowering IT costs? Do you have plans to utilize virtualization technology in your IT infrastructure? 3 4
5 Identify the Opportunity Prepare for the meeting Use this quick snapshot of differentiators as your one-minute cheat sheet to describe what makes HP StorageWorks for Microsoft Exchange environments unique. Also, consult the tips below for helpful steps you can take prior to your meeting and the best steps to take afterwards to continue the selling momentum. Before the meeting Plan what you would like to accomplish and reach out to engage the appropriate specialists. Educate the other players on your account team, so they can reinforce your key selling points and help conduct consistent, serial conversations. Visit a Microsoft Technology Center to help identify how HP Servers and StorageWorks configurations would work in your customer s environment. HP s storage engineering expertise After the meeting Identify other stakeholders and set meetings as appropriate. Schedule an Exchange Environment Assessment. HP has developed an in-depth understanding of Microsoft Exchange technology by extensively lab-testing best practices for HP servers, storage, and management software; high availability and disaster recovery solutions; and backup and recovery on the Exchange platform. As a result, our customers can expect a wide range of operational and business benefits they can Achieve optimal performance on a messaging platform Minimize backup windows and simplify recovery Significantly improve messaging recovery points and recovery time Accelerate time to deployment for Microsoft Exchange Get predictable operational results Reduce implementation costs and risk Gain optimum return on Microsoft Exchange investments HP maintains an in-depth and collaborative engineering relationship with Microsoft to ensure the best ongoing results. For more information, contact Stephanie Schwartz, CFF Exchange Business Development Manager, at Key differentiators at a glance HP StorageWorks helps your customers keep their storage infrastructures on an even keel in today s explosive information environment. It gives them the tools to capture, manage, and gain insights from information for strategic advantage. Whether your customer is large, small, or mid-sized, StorageWorks can help them create a faster, flatter, and more efficient business that can preserve and leverage its most vital asset data and realize the full value of their Microsoft investments Change-ready Users can gain control, improve utilization, reduce TCO and deliver better quality of storage service to exchange using HP Storage Essentials SRM software. HP Storage Essentials Exchange Viewer simplifies heterogeneous management of direct attached storage (DAS), storage area network (SAN), and network-attached storage/network access servers (NAS) with powerful storage visualization, provisioning, metering, reporting, business application and backup monitoring, and end-to-end performance and capacity management. Application-enhancing Look to HP Data Protector and AppRM for quick recovery of your customers Exchange Servers. The Integrated Archiving Platform and HP Archiving solution for Exchange ease archiving and journaling tasks. Business Copy, Continuous Access, Cluster Extension, and Storage Monitoring protect critical data. HP Storage sizing tools enhance Exchange management plus this All-In-One solution includes data migration optimized and tuned for Exchange Cost-effective Customers will enjoy a lower TCO thanks to storage provisioning, snapshot creation and snapshot destruction. HP solutions are energy efficient and reduce storage-related power and cooling with features ranging from EVA s dramatic power savings to costeffective provisioning, virtualization, low-cost high-capacity disks and tape solutions. Another efficiency: reduced data with accelerated deduplication in HP Virtual Library Systems and dynamic deduplication in HP D2D Backup Systems. Customers will lower initial costs and have better storage efficiency through the use of Thin Provisioning and EVA Data Capacity Management software. Trusted partner to mitigate risks HP is a leader in Exchange storage deployments with 29% market share. We offer a broad storage portfolio to store, protect, and archive mail and messaging applications. Our Customer Focused Testing group improves storage usage for exchange with predictable results and optimized performance for the best possible return on IT investment. Over half of Microsoft corporation s mailboxes are on HP Storage what could be a better endorsement than that? 5
6 Exchange is Mission-Critical Play: Discover and Probe 6 Take these next steps to pursue the Exchange is Mission-Critical sale Use this play section to guide you through an initial face-to-face meeting. First understand the customer s situation and environment and then segue into communicating the HP solution and demonstrating the value it will deliver. This strategy is not meant to prescribe the full extent of your conversation, but rather to support you with key questions, specific signals for which to listen, and then consult on the right solutions that lead and drive the relationship towards a sale. Exchange is Mission-Critical Why Who What Where to start For customers that want to enhance business continuity and availability, or meet SLAs, this is the right play. Many customers won t have a forcing function such as upgrading to Exchange 2007 or migrating from Lotus Notes. But, nearly everyone will agree that their communications and collaboration infrastructure is mission-critical. Business continuity issues center around two key points: The ability to maintain access to data, hardware, software, and services necessary for normal business operations and mitigate the impact of a disaster and other forms of downtime The ability to regain access to data, hardware, software, and services necessary to resume critical business operations after planned or unplanned disruption (natural or man-made) Ask if they have a clear understanding of how much and what type of data if any they can afford to lose? The conversation will vary from company to company, depending on size and configuration. In larger enterprises, you made need to speak to all groups. For smaller organizations, all functions may reside with one person. Very often you may find your role is to facilitate dialogue among the various groups to align them. Asking the same questions of each contact helps to uncover unstated needs and alignment issues. Key purchase triggers Recently suffered an downtime event and/or lost data, or is close to someone who did experience it Experiencing difficulty in meeting RPOs and RTOs or undertaking an initiative focused on integrating recovery processes or reducing recovery times Developing a disaster recovery plan, including setting up a second site and considering remote data replication and clustering for disaster tolerance Facing regulatory mandates that require stricter data retention and protection procedures, increasing the requirements for data security and storage Under increasing pressure from business units to improve delivery against SLAs and minimize financial impact of downtime Discover and Probe Ask Is Microsoft Exchange a business critical application? How long can you afford to have it down? Is Exchange hosted in distributed multiple, remote datacenters? What is your current recovery plan? How much data if any can you afford to lose? Can you visualize the topology of your Exchange environment? Can you monitor health, capacity, and performance along the application-to-spindle data path of the Exchange environment? Listen for Many businesses need their messaging platform to be up and running to ensure the business keeps going how critical is messaging to productivity and customer satisfaction? How much does each minute of downtime cost? Are they concerned about keeping up with exploding data volumes? Have they experienced downtime that impacted their business/revenue? Do they need to extend clusters between datacenters over virtually unlimited distances? Could they benefit from failure detection and recovery without human intervention? Do they need automatic monitoring of disk pair synchronization? How secure does your customer feel with their current continuity plan? Do they have multi-level protection where data is protected based on its value to the business, using the appropriate protection based on business requirements? Which data is most critical to the business? What is the Recovery Point Objective (RPO) or tolerance for data loss? Is one day worth of data loss okay? Or do you need to restore to the last transaction? What is the Recovery Time Objective (RTO) minutes, hours, days? Do they have a topology view of application-instance-host-volume-hba-switch-array-spindle? Do they have the ability to monitor health of host, HBA, switch, array, and spindle? Can they view capacity and utilization at the switch and array levels?
7 Exchange is Mission-Critical Play: Advise and Engage HP s Business Copy software replicates critical business data to create multiple, point-in-time, online, local copies without impacting primary production operation. Business Copy uses snapshot technology to do this. It makes business continuity less expensive, more accessible, and less labor-intensive. Our Data Protector software provides backup/recovery innovation, performance, and functionality for up to 30% 70% less than competitive solutions. So you get recovery of terabytes of data in just minutes, plus reduced backup windows. We can deliver archiving and journaling with HP s Integrated Archiving Platform (IAP) and HP Archiving solution for Exchange to simplify recovery processes. Say HP StorageWorks XP/EVA Cluster Extension software for HP StorageWorks XP and EVA arrays resurrects Microsoft Exchange at remote sites within minutes and ensures availability, even if the storage administrator is unaware of the outage, unable to respond, or unavailable. To enable replication in Microsoft Exchange environments, you can choose from two HP products HP StorageWorks Storage Mirroring or HP StorageWorks Continuous Access. Storage Mirroring provides host-based replication for Windows environments using the HP StorageWorks MSA product line, while Continuous Access provides array-based replication on HP XP or EVA arrays, which is best for environments with multiple server operating systems and applications. Draw the before and after diagram on page 8 on the whiteboard to show how an optimum Microsoft Exchange storage environment could look, illustrating the benefits of HP StorageWorks for Exchange. Examine the StorageWorks Hardware and Software Compatibility Matrix. Play the DataProtector customer video. Offer a Customer Focused Testing evaluation, learn more at Do Go back to the diagram and underscore the improved efficiencies to be gained with HP Integrated Archive Platform, where s are stored centrally instead of locally by users or at secondary sites, reducing the need for extra IT staff and over provisioned systems. Play the DataProtector customer video. Recommend an Exchange Environment Assessment to help customers uncover gaps in their continuity plans for Exchange. 6 HP Storage Essentials SRM software will automatically discover and display a topology view of the storage infrastructure supporting the Exchange environment. It will proactively monitor health, capacity utilization, and performance along the data path. It also provides future trends for capacity growth and performance loads. The provisioning wizard makes its easy to automate the provisioning of capacity when thresholds are exceeded. Handling objections High availability is too expensive. HP offers a continuum of BC&A solutions to meet your application availability needs and your budget from low-cost backup to high-end clustering and replication. We can help you take a phased approach to prioritize the most critical applications (e.g., Exchange) and fund these first. Will it work together and not put additional pressure on my IT resources? HP has assured the seamless integration of all our technologies and HP and Microsoft executives, engineers, and sales and service teams have worked side-by-side to research, develop, test, implement, and support solutions. Solutions engineering teams provide extensive customer-focused testing to validate Microsoft applications on HP storage and servers.we leverage best practices documents and sizing tools for Exchange for the right fit with your environment. Plus, consulting and integration services from HP and its partners help with implementation and train your team. Offer to arrange for a demonstration of HP Storage Essentials. Recovery takes too long. Add instant recovery capability to your pre-existing backup software without the need to change your backup strategy. With Application Recovery Manager you can automate restoration of Microsoft Exchange, in the event of failure or corruption, and restore data to the moment before an outage. Make sure they walk away believing Only HP StorageWorks continuum of technology and services and close partnership with Microsoft gives companies with Exchange environments what they need now. Our unique combination of strengths helps businesses maintain access to the data, hardware,software, and services necessary for normal business operations, mitigate the impact of planned or unplanned downtime on data integrity, and regain fast access to data after disruption occurs in a manner consistent with data criticality.
8 Before and After Ecosystem Play 1: Exchange is Mission-Critical HP market-leading technologies, such as HP StorageWorks XP and EVA arrays, ensure that your applications and databases are highly available. And HP Continuous Access and Business Copy software provide even greater protection for geographically separate systems, to ensure regulatory compliance and reduce business disruption. For application-aware, non-disruptive high-performance backup, HP Data Protector software with built-in encryption uses tape, disk, or HP Virtual Tape Libraries. 8 Continuous Access replicates/synchs data over Fibre Channel Central Datacenter Remote Datacenter Direct Attach Storage (DAS) OR SAN: HP EVA or XP DAS OR SAN: HP EVA or XP with Continuous Access Microsoft Exchange Mailbox Servers Microsoft Exchange Mailbox Servers Microsoft Exchange Mailbox Servers Microsoft Exchange Mailbox Servers CCR (active) CCR (passive) Exchange replication over IP Network HP Storage Essentials SRM software will automatically discover and display a topology view of the Exchange storage infrastructure; proactively monitor health, capacity utilization, performance, and future trending. SCR (passive) Application Recovery Manger software is a scalable recovery solution providing automated backup and recovery of Exchange data that is designed to improve application availability with data recovery in minutes. Windows Cluster provides fail-over to cluster nodes; Cluster Extension helps manage the remote volumes and mounting those volumes to the cluster when it fails over. CCR active cluster or Standby Continuous Replication (SCR) can be used for SAN or DAS. DAS: Application-level replication with Microsoft Exchange Server with DAS storage in one site and another Exchange Server with DAS in another location, doing Exchange replication over IP network. SAN: Microsoft Exchange Servers connected to an HP Enterprise Virtual Array or XP with all data running locally. Continuous Access replicates data between the local HP EVA or XP over Fibre Channel; CLX extensions for HP EVA or XP in Exchange 2007 cluster environment, with one or more cluster nodes for failover.
9 Strategic Consolidation Play 9 Take these steps to make the Strategic Consolidation sale Use this two-page play section to guide you through an initial face-to-face meeting. First understand the customer s situation and environment and then segue into communicating the HP solution and demonstrating the value it will deliver. This strategy is not meant to prescribe the full extent of your conversation, but rather to support you with key questions, specific signals for which to listen, and then consult on the right solutions that lead and drive the relationship towards a sale. Strategic Consolidation Why Who What Where to start For customers that want to consolidate their messaging environment, or want to consolidate storage and backup for Exchange, this is the right play. Many companies have already undertaken IT consolidation initiatives to improve agility, continuity, and cost management. With the explosion of data and increasing criticality of how information is managed and stored storage consolidation can help further address operational issues. This is a better together play, an opportunity to recommend upgrading storage and servers as well as suggesting mobility, unified communications, high availability, archiving, and more. This is a strategic conversation, requiring C-level engagement. You will very likely encounter strong resistance from people lower in the organization, especially those directly responsible for the various messaging platforms. You may want to begin the conversation around where they are with consolidation overall what are their goals and where are they in the journey. Key purchase triggers Messaging environment consolidation project in process or desire to simplify storage and back up for Microsoft Exchange Undergoing an acquisition/merger or planning to do Experiencing rapid business growth and exploding demands for additional storage performance, capacity, and capabilities Facing increasing pressure from business units to improve delivery against SLAs and increase performance and responsiveness of messaging applications Dealing with unpredictable volumes of messages/data, requiring more flexibility to expand and contract storage capacity in response to unforeseen demands Considering tiered storage, including consolidating inactive data on a lower cost platform and/or consolidating active data on a single system to improve utilization and simplify management Implementing IT automation and interested in automating routine storage management tasks The HP and Microsoft Exchange Development Team The HP StorageWorks solutions portfolio complements Microsoft Exchange to ensure information availability that will speed innovation, improve operational efficiencies, and manage risks. HP and Microsoft design and development teams engage at the onset to align all product developmental roadmaps, schedules, and feature enhancements. HP StorageWorks products are available at Microsoft s development and support locations as well as at the Microsoft Technology Centers where customers can see firsthand how HP StorageWorks products perform seamlessly in all Microsoft Exchange environments. We also lead participation in Microsoft s Exchange Solution Review Program (ESRP) This program tests HP StorageWorks configurations, provides Microsoft Exchange customers with real-world storage configuration examples, and makes it easier for them to test their own storage solutions for Exchange. Q Utility ready storage Enterprise customers who are actively considering or implementing a consolidation effort may be prime targets for a Utility Ready Storage solution from HP. The HP StorageWorks Utility Ready Storage solution delivers storage as a service, so it never runs out increasing agility and optimizing utilization to manage costs and improve alignment and visibility to ensure SLAs are met. See the URS Door Opener Guide for more details. My customer had acquired so many companies that they ended up with 86 different messaging administrators and each one was afraid of losing their job from consolidation. Without CIO sponsorship of the initiative, consolidation would have never happened. Source: HP Enterprise Storage Specialist
10 Strategic Consolidation Play: Discover and Probe What are your goals with regard to consolidation? How far along are you? Ask Do you need to realize lower total cost of ownership through hardware and software consolidation and standardization, while delivering increased reliability and scalability, as well as greater administrative productivity? Is your Exchange environment growing faster than your current infrastructure and therefore impacting performance? Do you currently have siloed storage that adds complexity and increases costs? Are you anticipating significant changes in your storage requirements in the next 1 2 years? Listen for Customers may already be seeing benefits to consolidate such as reduced costs and simplified management. Check for their level of satisfaction with consolidation, challenges, and expected results. Probe specifically for plans around storage consolidation. Consolidating storage can help simplify their messaging infrastructure, enable knowledge workers to communicate and collaborate more quickly and easily, and give employees the ability to respond to new opportunities more quickly. And, consolidation does all this while reducing costs associated with space, power, staff, and management. If the company is experiencing rapid growth, they may have issues about performance or even be experiencing planned or unplanned Exchange downtime. Productivity impacts can result, which you can point to as one ROI benefit of consolidation. Storing data in multiple locations can mean unnecessary duplication and increased management and costs. A simplified storage architecture can improve storage efficiency and provide a more scalable storage environment. Businesses anticipating significant changes need to consider how their storage infrastructure will need to evolve to keep pace. Consider changes such as the need to absorb data from mergers or acquisitions, consolidation initiatives (e.g., consolidating SANs and all active data to a single, massive storage array to improve utilization and simplify management), or automating storage management tasks. With foresight and planning, their messaging environment storage infrastructure can smoothly adjust to changing performance, capacity, and capabilities needs. Bottom line Whether it s DAS with JBODs, Direct Attached, or SAN Attached external arrays, HP can provide the right storage solution for your customers Exchange 2007 implementation. And with 20+ years of Microsoft partnership and experience, your customers can trust you and HP to help them select the right server and storage configuration to meet their business needs and be confident in its deployment and support. Q One customer was a 100% EMC shop. It took 2 1 / 2 years of working them, and finally I said that we were 20% faster at replication than what they had. Why don t they try a demo? Well they did, and since October 2007 they have bought 10 fully loaded EVA 8100s. I found out later they were having performance issues with their EMC boxes. Source: HP Enterprise Storage Specialist! The cost of downtime can you afford it? Analysts estimate data growth at 80% per year across all companies, large and small. Research shows that the most common cause of data loss and downtime is computer and system failure followed closely by human error. 93% of companies that lost their datacenter for 10 days or more due to a disaster, filed for bankruptcy within one year of the disaster. Source: National Archives & Records Administration, Washington
11 Strategic Consolidation Play: Advise and Engage HP offers integrated consolidation solutions that can help businesses standardize and simplify their messaging environments in a flexible, systematic way. Say We can help you implement more unified storage and infrastructure management across servers, storage, and applications from a single pane of glass. HP Storage Essentials automatically discovers and depicts the visual topology mapping application to the spindle on which the data resides. This ability enables pre-consolidation decisions and helps visualize the final consolidated environment. Storage Essentials supports heterogeneous and multivendor environments for a single-pane view of health, capacity, and performance across the entire storage infrastructure. This command and control design also helps gain control over growth in the storage environment. Storage Essentials tracks wasted space and under-utilized capacity. The automated provisioning wizard makes it easier to keep utilization under check. Draw the before and after diagram on page 12 on the whiteboard to show how an optimum Microsoft Exchange storage environment could look, illustrating the benefits of HP StorageWorks for Exchange. Offer a Customer Focused Testing evaluation. Learn more at Recommend an Exchange Environment Assessment to identify likely consolidation starting points. Do Engage in an HP Storage Essentials demonstration. 4 We can move your current and future storage requirements from a capital expense to an operational expense, aligning cost with actual usage and eliminating large upfront capital expenditures for under-utilized buffer capacity. Handling objections Our staff is showing a lot of resistance to consolidation and fears the impact on their job. You can achieve highest-and-best use of your precious resources consolidation frees up IT staff to focus on more strategic issues and get out of day-to-day fire fighting. Exchange application management costs too much. Offer the HP Storage Essentials: Delivering on the promise of Storage Automation white paper. Make sure they walk away believing HP provides superior storage solutions driven by deep Windows expertise and extensive global enterprise experience and knowledge. HP StorageWorks solutions for Microsoft Exchange provide a security-rich, trusted platform to provide the perfect messaging solution, enable customers to virtualize the business environment, and help them gain control of your infrastructure. HP Application Recovery Manager Software is a Microsoft-compliant solution with a simple deployment model that delivers recovery of Microsoft Exchange in minutes. And, it s a stand-alone solution to augment your existing backup software strategy so it s easy to manage. Will the systems Exchange runs on be as resilient if I consolidate them? Business Copy software provides a multi-purpose tool that replicates critical business data to create multiple, point-in-time, online, local copies without impacting primary production operation making business continuity less expensive, more accessible, and less labor-intensive.! For large opportunities or accounts where customers have concerns about how the solution will work in their environment, involve the Customer Focused Testing group or bring your customer to the Enterprise Executive Briefing center or Microsoft Technology Center. Customer confidence skyrockets when they can talk tech with our experts.
12 Before and After Ecosystem Play 2: Strategic Consolidation Consolidate inactive Exchange data to a lower cost platform in an open, accessible format with HP Integrated Archive Platform running HP Archiving software to allow Exchange to perform to the requirements of the business. Consolidate SANs and all active data to a single, massive storage array to improve utilization and simplify management with HP StorageWorks XP and EVA Storage Arrays. HP Storage Essentials consolidates and automates storage management tasks to free resources to focus on innovation. 12 Microsoft Exchange Mailbox Servers Direct Attach Storage with Exchange s are stored centrally by an HP Integrated Archive Platform instead of locally by users or at secondary sites, reducing the need for extra IT staff and over provisioned systems HP EVA or XP with dedicated Exchange controllers and disks HP EVA or XP HP Storage Essentials automatically discovers and depicts the visual topology mapping application to spindle on which the data resides to enable pre-consolidation of decisions and visualize the final consolidated environment CCR (active) CCR (passive) HP Storage Essentials supports heterogeneous and multivendor environments; command and control design helps manage storage growth by tracking under-utilized capacity. Automated provisioning wizard makes it easier to optimize utilization. Microsoft SQL Server Fileshare Database
13 Upgrade or Migrate Play 13 Take these next steps to pursue the Upgrade or Migrate sale Use this play section to guide you through an initial face-to-face meeting. First understand the customer s situation and environment and then segue into communicating the HP solution and demonstrating the value it will deliver. This strategy is not meant to prescribe the full extent of your conversation, but rather to support you with key questions, specific signals for which to listen, and then consult on the right solutions that lead and drive the relationship towards a sale. Storage-as-a-Service Why Who What Where to start Over one-third of Exchange users plan to upgrade to Exchange Server 2007 in the future. Of those, the vast majority plan to upgrade within one year of it being launched. Other customers want to migrate from a competitive platform, either Lotus Notes or Novell GroupWise. Most of these customers will need to refresh storage and servers as well as add mobility, unified communications, high availability, archiving, and more. Upgrade: Two unique changes came with Exchange 2007: Support of x64 64-bit computing only enables more users on a single Exchange server, and/or more storage for the same number of users; allows use of lower-cost DAS storage Application-level Replication can be used to maintain two distinct copies of a mailbox database. Migrate HP and Microsoft Exchange solutions to offer a better alternative to Lotus Notes and Novell GroupWise: Proven platform based on industry standards; integrates easily with other applications and systems Simplify your enterprise messaging environments; reduce costs and improve information sharing and collaboration across the organization. The conversation will vary from company to company, depending on size and configuration. In larger enterprises, you may need to speak to all groups. In smaller organizations, all functions may reside with one person. Very often you may find your role is to facilitate dialogue among the various groups to build alignment. Asking the same questions of each contact helps to uncover unstated needs and alignment issues. Key purchase triggers Planned upgrade to Microsoft Exchange 2007, or migrating from Lotus Notes or Novell GroupWise, and want to enable a smooth transition without impacting day-to-day operations Interested in leveraging new performance and reliability features, improved management and deployment tools available in Exchange Server 2007 Knowledge management initiative in process, or interest in empowering knowledge workers to communicate and collaborate more quickly and easily Desire to get increased value from enterprise messaging infrastructure investments Under pressure to lower total cost of ownership, improve administrative productivity, and improve reliability and scalability of messaging infrastructure Unified messaging infrastructure Microsoft Exchange 2007 has a unified communications capability and HP is in a unique position to support that deployment. This is a perfect opportunity to sell the better together story. Incorporating storage within a complete solution that includes servers, client devices, and services provides you with a compelling story for your customers. Make sure they walk away believing HP provides superior storage solutions driven by deep Windows expertise and extensive global enterprise experience and knowledge. HP StorageWorks solutions with Microsoft Exchange provide a security-rich, trusted platform to provide the perfect messaging solution, virtualize the business technology environment, and gain control of managing the infrastructure.
14 Upgrade or Migrate Play: Discover and Probe Do you need to leverage new performance and reliability features and improved management and deployment tools with Exchange Server 2007? Ask Do you have sufficient in-house expertise to consolidate and migrate existing messaging systems to Exchange Server 2007 without impacting day-to-day operations? Listen for HP and Microsoft have worked side-by-side to research, develop, test, implement, and support solutions. Our solutions engineering teams provide extensive testing of Microsoft Exchange on HP storage and servers and offer best practices and sizing tools. Minimize risks with Business Copy software a multi-purpose tool that replicates data to create multiple, point-in-time, online, local copies without impacting primary production operation. 3 4 Do you want to reduce ongoing storage administration and improve storage capacity and utilization? Is storage management too labor-intensive, complex and time-consuming? Do you have visibility to your current storage assets for Exchange? Are you aware of 5 all the configuration details? Can you tell if the underlying storage infrastructure is ready for Exchange upgrade or migrations? Advise and Engage Say Automate storage provisioning and improve capacity utilization with EVA Dynamic Capacity Manager. And with Windows Server 2008, DCM is able to both shrink and grow storage capacity, thus improving utilization based on your business requirements. HP Storage Essentials simplifies storage network management, resource management, and infrastructure operations, so you can better manage, troubleshoot, and perform capacity planning for enterprise-level storage systems and more easily meet future storage needs. Topology visualization, reporting on configurations, and a snapshot of current environments are key enablers for migration and upgrades. Do Support mobile workers with easy access to , calendar, contacts, and tasks from a Windows Mobile based device or even a basic telephone. Create more unified storage/infrastructure management, across servers, storage, and applications, from a single pane of glass. Customer Focused Testing helps improve storage usage with predictable results and optimized performance with the best possible return on IT investment. Move your current and future storage requirements from a capital expense to an operational expense, aligning cost with actual usage and eliminating large upfront capital expenditures for under-utilized buffer capacity. Draw the before and after diagram on page 15 on the whiteboard that shows how an optimum Microsoft Exchange storage environment could look, illustrating the benefits of HP StorageWorks for Exchange and adding in HP mobile devices. Recommend an Exchange Environment Assessment. Tools, such as the HP Sizing and Configuration Tool for Microsoft Exchange Server 2007, will help you compare configurations so that you can make more effective and confident recommendations. Engage Customer Focused Testing. Learn more at 5 HP Storage Essentials automatically discovers the storage infrastructure supporting Exchange and depicts the topology from the application to the spindle on which the data resides. Simple and intuitive reports help you understand configuration details of the before and after environment. Handling objections Are both a software and hardware upgrades really necessary for Exchange Server 2007? Exchange Server 2007 and 64-bit memory capability enable more users on a single server, and/or more storage for the same number of users. It enables you to get more out of existing Exchange SAN storage, and allows the use of lower-cost DAS storage. Hardware consolidation is just one aspect; other benefits include additional productivity, greater access, unified messaging, IT management, and security features. Offer a demonstration of HP Storage Essentials. Why should we consider migrating from Lotus Notes or Novell GroupWise? HP StorageWorks solutions for Microsoft Exchange provide a proven platform that integrates easily with other applications and systems. It helps you simplify your enterprise messaging environment, reduce costs, and increase information sharing and collaboration across your organization. Migrating from Lotus Notes or Novell GroupWise is just too scary to contemplate. HP Consulting and Integration Services provide planning, design, and migration services to help you migrate with confidence.
15 Before and After Ecosystem Play 3: Upgrade or Migrate Leverage the Microsoft Exchange 2007 new performance and reliability features, improved management and deployment tools, and gain increased value from enterprise messaging infrastructure investments. Easily add capacity to enable a smooth migration to Exchange Server 2007 without impacting day-to-day operations and minimize upgrade or migration risks with HP StorageWorks Business Copy software that provides a multi-purpose tool that replicates critical business data to create multiple, point-in-time, online, local copies without impacting primary production operation. Plus, automate storage provisioning and improve capacity utilization with HP StorageWorks EVA Dynamic Capacity Manager. 15 Before s are easily archived using an HP Integrated Archive Platform to reduce mailbox size before upgrade or migration begins. Users access and archive data easily through Outlook interface. After HP Storage Essentials automatically discovers the storage infrastructure supporting Exchange and depicts the topology of the environment from application to spindle. Simple and intuitive reports define configuration details of the before and after environments. Existing storage at 80% capacity. Microsoft Exchange 2003 Mailbox Servers or competitive platform New storage to accommodate first wave of moved users as well as increasing mailbox size (e.g., from 100MB mailbox to 1 gig) Microsoft Exchange 2007 Mailbox Servers Upgrade or migrate users using new Storage capacity; existing storage capacity freed up as users move
16 Joint Value Proposition The power of collaboration HP StorageWorks solutions are driven by deep enterprise expertise and a 20+ year Microsoft partnership. As a result customers can achieve lower costs through better data management and improved operational efficiencies. And they can select from an extensive range of data protection, high availability and archiving storage capabilities to meet their specific business needs and mitigate risk. All of which means they can shift IT spend from operations to business innovation to accelerate growth. A close working relationship HP and Microsoft deliver innovative solutions based on next-generation Microsoft technology and supported by HP s extensive IT portfolio. Our large, experienced force of Microsoft-trained professionals and partners, combined with our technology and services offerings, means HP is ideally suited to partner with Microsoft to plan, design, implement, manage, and support end-to-end solutions. We engage in joint training and capability development that includes solution training, certifications, and HP-specific training events, such as the Exchange Academy, Windows Academy, SharePoint Boot-camp, HP People-Ready Technology Summit. Ongoing training for Microsoft Exchange Rangers on HP StorageWorks products is also available. We provide a full range of sales kits and customer collateral materials for go-to-market activities. We help further regional deals with demand-generation activities and investments in key joint accounts. The Program Management Office links regional Microsoft Alliance and our pre-sales technical resources as well as other assets to ensure your success. Alliance proof points HP s deep commitment to Microsoft products and technologies is reflected in Over 22,000 professionals trained on Microsoft products and technology 3,676 Microsoft-certified individuals 4-time Microsoft Enterprise Alliance Partner of the Year WW Microsoft s 2007 Storage Partner of the Year The HP Services Consulting & Integration Microsoft Solutions-Focused Practice develops, delivers, and manages HP/Microsoft solutions Participation in Microsoft Technology Adoption Programs to accelerate adoption of Microsoft products and technologies Microsoft s largest Gold Certified Partner with nearly 200 HP sites enrolled worldwide HP s status as one of the biggest enterprise users of Microsoft products and technology Microsoft chose HP Services to manage, operate, and administer its Internet infrastructure! Gotchas to be aware of As Microsoft and HP expand into new growth areas, competitive overlap is inevitable. Markets where HP and Microsoft both partner and compete include: Consulting and Integration Services, Outsourcing Services, and Systems Management Software. Where we compete, the goal of the alliance is to work out clear rules of engagement to reduce field conflict. Here are some points to keep in mind. HP is absolutely committed to delivering the best IT management portfolio in the industry. HP has invested nearly $7 billion to build out the portfolio through acquisitions in the last 3 years, while constantly innovating new IT management capabilities. In areas where HP and Microsoft compete, customers are attracted to HP s proposition with respect to completeness of coverage, integrating key IT management functions, and a robust service management offering. Additionally, HP s BTO portfolio includes several categories of management software that Microsoft doesn t offer. HP and Microsoft have chosen to compete because both companies understand the strategic importance of management software. Management software is a significant nearterm revenue opportunity, and a springboard for highly strategic infrastructure, software, and services opportunities. So while HP and Microsoft may compete in these specific areas, it should not detract or deter from engaging in joint selling opportunities. The key to successful engagements is to work collaboratively with your joint customers to determine what is best for them. Joint HP and Microsoft account teams identify the accounts and agree to collaborate on sales engagements that entail joint account planning sessions for opportunity identification, joint sales activities, joint funding, regional ownership, scorecards, and tracking. Strength in numbers HP is the industry leader in Exchange Server based messaging solutions with more than 44 of all Microsoft Exchange implementations running on HP ProLiant servers. HP has more than 14.5 million seats of Exchange 2000/2003 deployed or under contract and more than 1.4 million Exchange seats under management. 16
17 Solution Components 17 Solution overview HP StorageWorks gives your customers everything they need to support their growing Microsoft Exchange environments. Our solutions span the storage continuum, from SAN to DAS and are integrated with applications, HP servers, software, and services, to store, protect, archive, and manage data from end-to-end. Our modular approach to storage helps eliminate barriers to change by incorporating industry-leading, industry-standard hardware and software for simple and cost-effective solutions. And we continue to perfect our offering, spending $3.7 billion annually in R&D and holding over 1,000 storage patents for new technologies like storage blades, virtualization, and automation that help customers align strategic assets including people, process, and technology to drive profit and growth. In fact, we apply the breadth of our entire company to deliver solutions for the Adaptive Infrastructure, including storage, servers, software, printers, networks, and services. Combined with our unmatched partnership with Microsoft, it s easy to see why HP StorageWorks solutions are the strongest choice for Microsoft Exchange environments.! HP is uniquely positioned to help customers meet business opportunities. HP StorageWorks and Microsoft partner to help customers optimize operational efficiency, maximize availability, and reduce costs. Bridging the gap between data explosion and storage infrastructure: HP delivers proven solutions including servers, storage, and services to help transform your current infrastructure from a supporting role into a results-oriented business technology powerhouse. HP StorageWorks with Microsoft applications help you deliver better business outcomes. Customer need Improve enterprise messaging and collaboration capabilities while lowering IT costs. Ensure high availability and recoverability for messaging applications. Protect data and meet compliance mandates. Simplify management and reduce infrastructure complexity. Gain flexibility to enable capacity expansion or reduction in line with business demands. Make a smooth migration to the next-generation messaging platform. HP solution components Messaging applications including Microsoft Exchange Server 2003 or Microsoft Exchange Server 2007, Microsoft Office system 2007, Live Communication Server 2005, Office Communicator, Office Communicator Mobile, and various third-party products Full portfolio of storage systems the storage, protect, and archive messaging, including direct-attached storage, HP ProLiant Storage Servers, Modular Smart Arrays, Enterprise Virtual Arrays, Mission-Critical XP Arrays, and tape and disk backup as well as data protection solutions providing unprecedented reliability and performance Complete integration with Microsoft features such as Storport Fibre Channel HBA drivers, MPIO Device Specific Modules, MOM Integration Storage Pack, and VDS/VSS Hardware Providers Versatile and secure client access devices including HP desktop, notebook, tablet, and handheld PCs HP ProLiant and BladeSystem servers with Insight Control management for a high-performance, high-scalability messaging platform Data replication capabilities including HP Continuous Access, Business Copy and Cluster Extension Native support for Microsoft Cluster server within HP EVA and XP arrays Storage Mirroring Software to provide replication of valuable Windows data to another server Support for legal discovery, corporate governance, and regulatory compliance through HP Archiving for Microsoft Exchange and HP IAP Predictable data protection and rapid recovery with HP Data Protector and AppRM for Exchange Server databases Reduction of data through accelerated deduplication in HP Virtual Library Systems and dynamic deduplication in HP D2D Backup systems Affordable, simple-to-deploy HP All-in-One storage solution optimized for Exchange 2007 to meet the needs of IT generalists and small and mid-sized companies HP Storage Essentials includes plug-ins for Microsoft and Exchange Server to identify all applications, servers, and storage infrastructure interdependencies and resources for better planning, simplify troubleshooting, and improve utilization Opsware Information Management: Manage information to enable e-discovery, compliance, and business continuity while lowering risk Windows-based clustering for highly scalable, reliable, and efficient file serving, and file and print and web serving XP Thin Provisioning software and EVA Dynamic Capacity Management software to improve storage utilization and flexibility to right-size capacity for changing demands HP PolyServe Software for HP ProLiant Servers and SAN storage arrays for scalable capacity allocation without disrupting existing operations HP Storage Essentials to ease the process of growing and provisioning storage resources Comprehensive C&I services from HP and its partners to ease transitions, including services for Messaging Design and Planning, Security, Education, and Outsourcing Sizing tools, best practice guides, and white papers, as well as Customer Focused Testing services to provide expert guidance to define the right configuration based on size, performance, and availability requirements
18 Solution Components 18 SAN or DAS? As companies move to Exchange 2007, they will often have questions about the merits of Direct Attach Storage (DAS) versus a Storage Area Network (SAN). Most likely they ve heard from Microsoft that DAS is the way to go because it is simple and cheap, especially given the new replication features in Exchange Because HP supports SAN and DAS environments, you can offer your customers a storage solution that is best for their specific requirements. Use the SAN vs. DAS discussion as a springboard to engage your prospects in a more strategic conversation about their storage infrastructure. You can then determine the components they need to optimally support their messaging applications. Ask Are you currently using SANs? Are you interested in provisioning users based on the most available server? Are you interested in replication options in Exchange? Is storage an infrastructure component, provided as a utility service to business units and managed by one group or is it based on an application-driven approach where each server is dedicated to one application? What level of availability and recoverability do you require for Exchange? Do you need to minimize management complexity? Which is more important lowest initial purchase price or lower overall TCO? Could you benefit from both? Counsel Many enterprise customers choose to stick with SAN because 1. They are currently using SANs and are more comfortable with them. 2. Management of an enterprise DAS solution seems to add more complexity and more moving parts. 3. Customers have decided on a centralized model for their storage infrastructure and have chosen SANs to facilitate storage needs for applications. A SAN lets them provision storage for each server so that available storage is not stranded on a particular server. SANs consolidate storage resources for great flexibility and sharing of disk capacity and offer more robust tape backup, disk to disk, and data recovery options. Business Continuity and Disaster Recovery solutions are real options with SAN-based solutions. DAS is good for customers that want to leverage the replication options in Exchange and could also help them cut capital costs. SANs are good for customers who want advanced replication and recovery and want to virtualize their storage environment through array-based replication technologies (Business Copy, Continuous Access, and Storage Mirroring) over the replication offered with Exchange Server SAN can virtualize data across many independent physical devices. SANs offer pooling disk units to diminish unused space and improve space efficiency, such as dynamically growing or shrinking a storage LUN based upon its host utilization. DAS Storage units are isolated from other servers and dedicated to the I/O workload of the server. Because you have a direct connection between the server and the disk units, you save costs on the interconnect modules and infrastructure employed for providing storage capacity. SANs are designed with resiliency in mind, doubling (sometimes tripling or quadrupling) data paths, interfaces, and places to store data. DAS controllers do not operate in a redundant/resilient manner and can be the source of single points of failure; to mitigate the non-redundancy, Exchange Server 2007 provides built-in replication features through Cluster Continuous Replication (CCR). SAN offers advanced management (copy, clone, mirror, or replication) of volumes in the back-end environment at the storage array level, at a greater efficiency than would be achieved at the host level. SANs also enable storage consolidation and centralized storage management. DAS solutions can be less complex than a SAN infrastructure because there are fewer components involved for a lower capital cost in smaller environments. But a SAN can deliver a lower TCO in large environments, through simpler, more cost-effective management. DAS solutions typically have lower capital costs than SANs. With small configurations, the difference can be significant. However, the delta between DAS and SAN capital costs diminishes as the size of the solution increases. Also consider: cost of availability vs. cost of downtime, cost of recoverability, efficiency and adaptability of the storage, and cost of administration. You may decide to implement the Exchange Server 2007 replication functions using SAN back-end storage components. This approach is taken in many environments that have standardized on SAN storage for applications to take advantage of built-in Exchange replication (this allows you to maintain two database copies, loosely in sync, between two independent disk units or independent servers) rather than use SAN-based replication.
19 Customer Wins 19 Customer wins you can build on See sample customer wins below. For additional references please visit Customer name (Play name) Critical success factors HP solution components What won the deal Big results Exchange is Mission- Critical: Columbia Telecommunications Quickly implement a new IT infrastructure, improve processes, and reduce management workload HP Managed Messaging and Collaboration Services for Microsoft applications Network administration and operations, and backup and restore services HP Managed Print Services HP Service Desk and 24x7 support HP BladeSystems, HP ProLiant, and HP Integrity servers HP StorageWorks XP Disk Array, HP StorageWorks 8000 Enterprise Virtual Array (EVA) HP StorageWorks Enterprise Systems Library ESL712e with 16 drives, running HP Data Protector 5.1 HP Operations Center software 2,500 HP PCs Ability to ramp new infrastructure fast and respond to a quickly fluctuating market Systems to provide reliable access to business-critical information and services Improved system reliability and security for always-on services Lowered overall operational costs Streamlined processes, e.g., cut invoice generation time from 32 hours to 5 Enhanced ability to model costs and plan IT purchases Strategic Consolidation: KPN Provide storage capacity to support growing Internet business while maximizing disk utilization, reducing storage cost, and saving administrative time Automated storage capacity management services billing HP StorageWorks Enterprise Virtual Array (EVA) HP ProLiant DL380 G4 server HP StorageWorks EVA Dynamic Capacity Management (DCM) software Ability to improve storage utilization with DCM for mail storage and provisioning Assures storage capacity to support 2.3 million subscribers Supports new applications and business growth Reduces capital expenditure by right-sizing storage infrastructure, avoiding over-buying Decreases operating expense by automating storage capacity management Upgrade or Migrate?: Northwest Hospital Give highly mobile hospital managers access to unified messaging services anytime, anywhere, including access to , voice mail, and files IT resource virtualization Two HP ProLiant DL385 servers with dual AMD Opteron 64-bit processors Moved from HP StorageWorks (MSA1000) to HP StorageWorks Enterprise Virtual Array for SAN HP SmartStart HP Systems Insight Manager HP ProLiant Essentials Performance Management Pack System configuration and integration Migration to Microsoft Exchange Server 2007 running on HP ProLiant AMD Opteron-based DL385 servers Enhanced unified messaging services Enhanced anytime, anywhere support for mobile users Smooth integration into trusted HP/Microsoft environment Initiation of important new messaging functionality with minimal risk Additional customer references: Exchange is Mission-Critical Melbourne Water Sandhills Publishing : Strategic Consolidation St Johns Day School Zenith Marketing Group Upgrade or Migrate? RemoteX
20 Key Competitors 20 Their strengths HP s response Their strengths HP s response Integration of Exchange solutions with EMC software and hardware; EMC has Exchange technical experts. HP integrates Exchange solutions with our software and hardware, and HP uses its Customer Focused Testing resources to facilitate, test, and recommend custom Exchange solutions for key customers. Plus, in July 2007 HP was recognized as Microsoft s Enterprise Partner of the Year for the fourth time, marking the first time in the award s history a company has been honored more than three times. $100M investment in lead generation for mid-market partners. IBM is seen as a leader in solutions. HP/Microsoft joint FLP funding for joint GTM and lead-generation programs for Enterprise and SMB. HP has a more cohesive storage strategy than IBM, compared to IBM s OEM approach and lack of new innovations in storage. EMC and Microsoft aggressively promoting joint solutions. Proof of concept engagements for SharePoint and Documentum. $5B joint initiative. The HP and Microsoft Frontline Partnership spans more than 20 years and provides premier technologies and services to customers within the consumer, small and medium businesses, and enterprise markets worldwide. It is the ONLY relationship of its kind. Good mid-market lead tools (but not leads) except in developing countries (IBM sponsors lead-generation campaigns) with automated linking tool for ISVs and Channel. Lead generation is done JOINTLY with Microsoft, with focused programs and agreed-upon prioritized initiatives across all regions for both Enterprise and SMB. EMC technology showcased in 15 Microsoft U.S. Technology Centers. HP technology (storage and servers) in Microsoft Technology Centers worldwide. Their weaknesses HP s response Their weaknesses HP s response Immature relationships EMC has redefined its relationships with key ISVs (including Microsoft) in the last months. EMC appears to be doing most of the work to show strength of Microsoft relationship. There is a lack of endorsement from ISVs (including Microsoft) at the account level during the pre-sales phase. EMC proprietary technology and API create vendor lock-in. EMC only offers SAN which doesn t match Microsoft push for DAS with Exchange. Dominating customer relationship may threaten Microsoft. HP continues to be worldwide leader of installed Exchange servers (for both servers AND storage). No lock in. HP technologies are built on open standards for cost-effectiveness and maximum flexibility to fit in and operate in any environment. HP provides both SAN and DAS solution for Exchange and works closely with Microsoft to ensure we provide the right storage solution to meet customers business requirements. IBM has product that competes with Microsoft Exchange (Lotus Notes). IBM moves too slowly for mid-market ISVs and on Enterprise-level, IBM is not willing to share leads with ISVs. If ISV brings lead IBM will engage. Perception that they only support ISVs where global services sees value. HP does not have competing product line with Microsoft and in fact provides software and tools to enhance Exchange planning, deployment, and maintenance includes Exchange sizers, white papers, best practices, and offerings such as Archiving Software for Exchange Server. HP and MS work jointly on Enterprise T100 accounts as well as on mid-market accounts. Together with our Solution Elite partners, we jointly train and enable our partners to focus on SMB accounts. We provide complimentary services to Microsoft services at all levels.