HP Cloud per i nostri partner!

HP Cloud per i nostri partner! Andrea Monaci, Dir Cloud Mktg, EMEA Claudio Barbuio, Dir Presales and Cloud, Italy Claudio Soffientini, EG Channel Marketing

ICT Vendor CSP Broker Telco End User Il cambiamento nel trend del sourcing Stima del budget IT di una azienda per area di spesa. 100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% 11% 16% dal 31% al 64% 27% 9% 7% 21% 69% 36% 2010 2020F Public Cloud Outsourced IT Private Cloud - Managed Private Cloud Inhouse Traditional IT Channel/SI 50 + % ICT Products ICT Services 2 IDC s Cloud Computing Survey, 2011

Cloud Value Come HP puo supportare i Partner Supporto HP Co-Lo Managed Services Private Cloud Hosted Private Cloud Public Cloud 3 HP vi supporta con il portafolio, lo sviluppo di competenze, il supporto IT ed i metodi di finanziamento per gestire la transizione: Da provider di infrastruttura, all business model cloud Da ingaggi transazionali a progetto, verso servizi a canone Business Risk and Cost

Digital Planet speeds service delivery Service Provider Cloud that generates new revenue growth Business need Capture revenue from fast growing cloud services market Improve time to market and win rate for new business Drive cost savings through higher utilization of resources and automation HP solution Integrated cloud solution based on HP CloudSystem Matrix and 3PAR storage Client outcome Improve speed to market with new cloud services to customers Improve win rate from 40% to 70% Reduce cost of operations by 46% Achieve 96% ROI ROI case study Customer video 4

HP Converged Cloud The cloud enterprises rely on Build and operate cloud services Consume cloud services Hardware Software Services Managed cloud Public cloud Choice Confidence Consistency Delivery model Platform Partner Security Management Scalability Architecture Portability Consumption

HP Converged Cloud and partner opportunities Traditional Private cloud Managed cloud Public cloud BUILD, MANAGE & SECURE CONSUME CLOUD SERVICES Channel Partners build (private, public or managed) cloud solutions for customers Big opportunity for partners (EG + SW) Channel Partners manage & secure those clouds (partner & HP services) Managed & Hybrid Cloud Partner sets up their own managed cloud for their customers (CloudAgile / Resellers) Public Cloud Partners can leverage HP Cloud Enterprise Cloud Services for bursting capabilities. Channel model available in selected countries. PROFESSIONAL SERVICES Delivered by HP & Partners Consulting and implementation Financing Education

HP Converged Cloud - programmi per il canale I programmi HP sono allineati con il modello di business e le capacita dei nostri partner HP CLOUD BUILDER SPECIALIST HP CLOUDAGILE HP CLOUD SERVICES Partners reselling and delivering HP Converged Infrastructure, Software and Services to build customer Clouds Service Providers utilizing HP Converged Infrastructure, Software, Security and Services Partners offering cloud services on top of/bundled with or referring HP Cloud Services Public Cloud offering (EMEA DC coming soon) 7

Il programma per i partner HP Cloud portfolio for build and consume Dedicated Sales/Presale Dedicated training/initiatives Dedicated Cloud area/training Co-selling & Funds (comarketing/ advertising) Financial model & benefits Services co-delivery Consulting, demo and POC 8 HP propone ai suoi partner un programma di garanzia tecnologica e di transizione verso il cloud con il portafolgio HP Converged Cloud (build e consume), e di sviluppo comune del mercato e del business del partner.

Il programma Cloud per i Partner Cloud Builder & Cloud Agile Formazione Demo Supporto alla vendita Cloud bundle formula Training e iniziative dedicate Area Cloud dedicata nel demo center di CNS Sales/Presale dedicato Pacchetti bundle (5) posizionati dalla piccola alla media azienda (infrastruttura, servizi, software ) Marketing Vendita Strumenti finanziari Co-Delivery Consulting,POC,Tbrief Co-marketing per generazione business ed advertising Co-selling, compensation neutral sales with HP sales reps Accesso a formule di finanziamento specifiche Definizione e trasferimento al partner di una parte delle attività di implementazione sul Cloud Cloud Workshop, POC (Try and Buy), technology briefing dedicati per propri clienti.

Cloud (System) promotional programs CloudSystem Matrix SW Transform already virtualized x86 environments into cloud Installed Base attach for any virtualized x86 server Installation delivered by partners Free trial licence Includes: Service designer & catalog Automatic provisioning Self service portal & capacity planning CloudSystem Express Simplify entry into physical & virtual cloud (IaaS) with comprehensive, flexible bundles Out of the box private cloud with pre-approved pricing starting well below $100k Fast turn-around time and tested configuration Embed HP Cloud SW Buy HP ProLiant x86 servers & get HP Cloud SW for a substantial discount Includes CloudSystem Matrix Software + Cloud Service Automation 3.0 Pre-approved OPG for simplicity and speed of execution www.hp.com/go/trycloudsystem

Cloud (System) - programma partner Most complete, open, integrated system Single services view across hybrid cloud Multi-hypervisor, multi-os, heterogeneous infrastructure Intelligent automation and orchestration Rapid application and infrastructure deployment Virtual Machines Server Storage Network SAN Consulting services Education Software Proactive Services 11 Bundle per i partner per: Small (64 VMs), Medium (128 VMs), Large (256 VMs), Extra large (512 VMs)

HP Converged Cloud momentum HP Cloud Revenue $3.9B FY12 39% Y/Y Growth 1000+ HP CloudSystem Private/Public clouds 100% HP CloudSystem Y/Y growth 60+ CloudAgile Service provider partners 3500+ Cloud Builder certifications 130+ Cloud Centers of Excellence 6000+ Public cloud users 200+ Managed cloud customers Expect $8.4B in revenue by 2015 (29% CAGR) 12 Source: HP internal analysis As of January 8, 2013

Thank you

Extensive Partner Ecosystem & Collaboration HP CloudAgile 60+ Service Provider partners delivering services powered by HP technology Cloud Centers of Excellence 130+ established by partners worldwide to demonstrate their expertise and value of HP cloud solution HP ExpertOne 3,500+ Certification completed by channel partners 14

38 EMEA Cloud Centers of Excellence Country details Status as of December 31st, 2012 UK&I (7): OCSL, Kelway, Computacenter, ProLinx, Itex, Softcat, SCC France (1): Cheops, Iberia (3): Ibermatica (SP), Novabase (PT), Vinzeo* (SP) Italy (1): Elmec, GWE (7): Centric (NL), SEC 1.01 (SWI), Bechtle (SWI), Atea (NOR), Kapsch (AT), ACP (AT), Advania (SWE) CEE (6): IBS, Complete (Russia), S&T Croatia, Betacom (Poland), Ingram Micro* (Hungary), ORSI/ERC Ukraine* MEMA (6): Aptronics (RSA), Datacentrix (RSA) MidEast Data Systems (UAE), Global Brands Egypt, Natcom (Saudi Arabia), Mannai Qatar Germany (7): Computacenter, Janz, Bechtle, Concat, Cancom, Avnet *, ALSO Actebis* * Distributors 15

Enhanced! HP CloudSystem Advancements Next milestone towards building a Converged Cloud Features Expanding the industry s most open cloud platform 16 New KVM support leveraging OpenStack technology More bursting options expand hybrid delivery use cases New continuous delivery integration accelerates app deployment New enterprise-grade capabilities: highly available cloud management platform; automatic provisioning of security controls; now over 200 Cloud Maps available including HP Data Protector Problem it solves As use of cloud services expands and matures, customers are looking to Manage heterogeneous cloud services in the same way Meet mission-critical requirements for high availability and security Customer Benefits Choice: manage more resources in the same way Confidence: enterprise-grade capabilities for maturing cloud environment Availability and security The fastest way to create new, proven application services

200+ HP Cloud Maps for Industry s most Popular Applications Leveraging decades of HP experience with leading ISVs www.hp.com/go/cloudmaps 17 workflow, whitepapers, sizers, best practices, xml templates

HP CloudSystem Most complete, open, integrated system Single services view across hybrid cloud Multi-hypervisor, multi-os, heterogeneous infrastructure Intelligent automation and orchestration Rapid application and infrastructure deployment Virtual Machines Server Storage Network SAN Consulting services Education Software Proactive Services 18 Bundle per i partner per: Small (64 VMs), Medium (128 VMs), Large (256 VMs), Extra large (512 VMs)