HP Software & Solutions Business Class Program EMEA PARTNER PROGRAM GUIDE

HP Software & Solutions Business Class Program EMEA PARTNER PROGRAM GUIDE

Contents Foreword by Anas Jwaied... 02 Why partner with HP? IT for the future... 03 A world-class partner program... 04 Program levels tailored to your business... 04 Program eligibility HP contracts and compliance... 05 Financial results... 06 Competency... 06 How to register... 06 Additional program options... 07 Table 1: Program eligibility at a glance... 07 Program benefits Core benefits: Important note on bonus calculation... 08 Bonuses... 08 Referral rees... 09 Market Development Fund (MDF)... 09 Enablement benefits: Communication... 10 Discounts... 10 Sales support... 11 Marketing... 11 Training and certification... 12 Software and support... 12 Table 2: Program benefits at a glance... 13 Terms and conditions... 14 Contact us and registration... 15 01

Foreword by Anas Jwaied Our vision at HP Software is to become the vendor of choice for all of our partners. And with over half of HP s business being touched by partners in some way, this is not a pledge we take lightly. We understand that partners are not just important; you are central to the success of our business. That s why we work hard to ensure that doing business with HP Software is not just easy, but financially rewarding too. Our Business Class Partner Program provides a foundation for a highly profitable business based on Software license sales to help you and your team chose HP Software. We want our partner program to be the best in the market, so we listen to your feedback and make improvements where we can. Over the last year, we have doubled the size of the team dedicated to our partner business, invested heavily in enablement initiatives and simplified the processes by which partners get paid. The response has been overwhelmingly positive, with 65 percent of partners agreeing that the Business Class program is the right foundation for their business relationship with HP Software 1. But we want to do better than that. We will continue to invest in growth both through and with our partners, combining our products and your solutions to deliver amazing outcomes for all of our customers. I hope you find all the information you need in this guide. But my team and I are always on hand to answer your questions and help you to get the most from being an HP Software Business Class Partner. Yours sincerely, Anas Jwaied VP & GM Partner and Mid-Sized Enterprises Business HP Software EMEA 1 EMEA Partner Satisfaction Survey, February 2011 02

Why partner with HP? IT FOR THE FUTURE Enterprise IT has entered a period of remarkable change. As businesses undergo huge transformation, they require new ways of delivering IT. And these solutions must be simpler, faster to roll out and more cost effective. Software must offer flexibility, automation, security, insight and above all speed. It needs to deliver what HP calls the instant-on enterprise. HP Software leads the BTO and IM markets because we work closely with partners to deliver complete solutions that drive this instant-on enterprise for customers. Our software portfolio offers a full range of market-leading products that help them Simplify, Automate and Secure IT for the long-term success of their business. Together, our products and your solutions give customers the agility to compete in a rapidly changing landscape. Thanks to the breadth of our portfolio, and our strong partner relationships: HP is one of the most trusted brands and the largest technology vendor on the planet. We are the sixth largest software company in the world, and the fastest growing IT management software vendor. 94 of the FORTUNE 100 are HP Software customers. We consistently rank number one or number two in for IT strategy, applications and operations. FIGURE 1: SOFTWARE TO SIMPLIFY, AUTOMATE AND SECURE IT FOR BUSINESS GOVERNANCE, STRATEGY, AND PLANNING BUILD OPERATE SECURE STORE ANALYZE FASTER eg ALM 11 SIMPLY eg BSM 9 PROACTIVELY eg Arcsight EFFICIENTLY eg TRIM 7 HOLISTICALLY eg BI Solutions 03

A WORLD-CLASS PARTNER PROGRAM HP Software has developed a first- rate partner program to reward partners that work closely with us to grow our sales, and to make the experience mutually beneficial. The HP Software Business Class program was designed around three principles: Simplify partner engagement and make it easy to do business with HP Software. Measure and reward partners for focused execution of our sales strategy in the market. Recognise our partners investment with tiered program benefits. By listening to feedback from our partners, we have been able to build on past successes and improve the program year-on-year. As a result, we have doubled the number of people in the HP Software Partner organisation, optimised the flow of information and simplified the processes by which you reap your rewards. Our partner organisation and online tools are there to help you throughout the sales cycle from planning and marketing to implementation and support. PROGRAM LEVELS TAILORED TO YOUR BUSINESS We understand that our partners have many business models to meet customers needs. The Program is therefore designed to recognize both resale and referrals. It is a three-tiered program, so partners can work toward higher levels of benefits in exchange for deeper commitment to HP Software. A fourth tier is designed for distributors. Assignment to a level is based on two measurements: financial results and competencies, both of which are described in detail in the following chapter. In summary: SILVER The Silver level is ideal for new partners or partners with small practices that would like to resell HP Software solutions. Silver partners often offer their complementary solutions in a specific geographic or technological domain. 41% of partners say that the reward levels and opportunity to develop throughout the Program are above average. (EMEA Partner Satisfaction Survey, February 2011) GOLD This second level of engagement is designed for partners that have met higher revenue and certification requirements, and have begun to build momentum in the marketplace. PLATINUM The highest level of achievement is awarded to partners that are delivering HP Software lifecycle solutions across multiple products. Platinum partners have a deep knowledge of HP Software solutions and are seen as trusted advisors, who are highly experienced in helping customers with strategic business initiatives. DISTRIBUTOR Distributor partners are central to HP Software s business success, purchasing products directly from HP for sale to our reseller partners in their designated country or regions. 04

Program eligibility To be eligible for the HP Software Business Class program, all partners must first meet some basic contractual and compliance requirements. Once these are met, a partner s program level and therefore which benefits they can receive is decided. This is assessed using two metrics: financial results and competency. These requirements are reviewed annually and vary by country. Full details of all requirements are outlined in this chapter. Please note that Silver level thresholds are the minimum requirement for partners to enter the program. However, partners who do not reach the Silver threshold can still resell, as long as they hold a valid contract. If/when they reach the Silver threshold for both financial results and competency, they will be invited to join the program. HP CONTRACTS AND COMPLIANCE Before conducting business with HP, all partners are required to establish a contractual reselling relationship with HP. This normally includes, but may not be limited to, an HP Partner Agreement and authorisation addendum confirming the partner s status as either a: DISTRIBUTOR: a distributor partner purchases products directly from HP for resale to authorized Resellers, within a defined country/countries or European Economical Area (EEA). BUYING RESELLER: buying reseller partner may purchase products direct from HP, or from authorized Distributors and Sub-distributors, for resale to end-user customers in a defined country/countries or EEA. RESELLER: a partner who buys products from authorized Distributors and Sub-distributors, for resale to end-user customers, in a defined country/countries or EEA. The base contract also sets out the HP Partner Terms of Purchase and a Product Exhibit Table, which defines the product set that partners are permitted to resell. To retain access to the resell exhibit, partners must meet the volume thresholds set in the contracting document within six months. HP resellers are also required to comply with the HP Channel Sell Through Policy, details of which can be found on Partner Central: www.hp.com/software/partner. 05

FINANCIAL RESULTS Eligibility for the Business Class program is also dependent on financial results. Financial results are net aggregate revenues earned by the reselling or referring 2 of license sales in the past 12 months. Revenues from attached support, maintenance or services will not be counted. Eligible product lines are: 87, TE, TF, U3 and 33. Financial results are aggregated at a country level. Partnership level Silver, Gold, Platinum and Distributor is therefore assigned at a country level, with Silver being the minimum requirement to enter the bonus program. These thresholds are explained in Table 1 on page 8. COMPETENCY Competency is the final metric used to assess a partner s program level. Competency is defined as the number of formal HP technical and sales certifications held by a partner organization. Again, minimum thresholds determine a partner s Program level, and these are explained in full in Table 1 on page 8. Valid certifications are Accredited Integration Specialist (AIS) or Accredited Systems Engineer (ASE) certificates in HP Software related disciplines. For more information and a full list of valid certifications, please click on the Training and Certification link on HP Software Partner Central: www.hp.com/software/partners or follow this step-by-step guide to certification: http://h10120.www1.hp.com/certification/steps_to_certification.html. HOW TO REGISTER To register for HP Software Business Class, please visit: http://hpsw-itg-mgmtsw.austin.hp.com/partner/emea/how-emea.html. New Partner Onboarding process The first step to becoming an HP Partner is online registration. Your local Partner Account Manager (PAM) will then contact you to begin the legal and compliance process needed to obtain a standard reseller contract. You will be asked to provide legal documentation and, in the case of direct reselling, financial records of dealing with HP. Once partner status is confirmed, eligibility for the Business Class program will be determined according to Financial Results and Competency, as described above. Access codes to Partner Central and other secure areas will also be allocated at this time. 2 A referral is when a customer buys directly from HP, but the partner has been recognized for their contribution to the closing of that deal via a referral fee. Please see Referral Fees in the Program Benefits section of this guide for more information. 06

ADDITIONAL PROGRAM OPTIONS We are always happy to discuss ways of supplementing the core HP Software Business Class program to recognise partners whose activities go beyond license reselling. Please contact your PAM for more information on these opportunities, including: MSP For Managed Service Providers and Outsourcers investing in their own service delivery infrastructure using HP Software, the MSP program offers the benefit of a huge variety of software products in flexible licensing models. The program makes available Multi-tenancy licenses, Term Licenses and Dedicated Perpetual licenses in order to match the partner s investment with the relevant business model of his engagement. SaaS HP Software offers Software as a Service (SaaS) for HP BTO Software products spanning strategy and implementation, through to operations to our valued alliance and channel partners. SaaS rapidly unlocks value for customers from the investment made in HP software products, meaning they are able to meet their immediate objectives and realize rapid ROI and are also in a position to increase product usage or broaden their uptake of HP Software. SVI The Services Integrator (SVI) program is the highest level of collaboration for support services between HP and selected software business partners. SVI partners provide first-line HP Software support and manage maintenance renewal sales. As such, they require a proven level of HP Software expertise, professionalism and a commitment to meeting our high support standards. SVI partners are awarded additional margins according to their tier level within the program structure. 07

TABLE 1: PROGRAM ELIGIBILITY AT A GLANCE GROUP 1 : France, Germany, Italy & UK SILVER GOLD PLATINUM DISTRIBUTOR Compliance Program Base contract Financial results $50,000 $500,000 $1,500,000 $1,500,000 Certified technical personnel 2 4 8 2 GROUP 2 : Czech Republic, Ireland, Poland, GWE, Iberia & MEMA SILVER GOLD PLATINUM DISTRIBUTOR Compliance Program Base contract Financial results $50,000 $350,000 $750,000 $750,000 Certified technical personnel 1 2 4 2 GROUP 3 : CEE (except Czech Republic, Poland & Russia) SILVER GOLD PLATINUM DISTRIBUTOR Compliance Program Base contract Financial results $30,000 $200,000 $500,000 $500,000 Certified technical personnel 1 2 4 2 08

Program benefits The HP Software Business Class Program offers a range of benefits, all of which are designed to help you sell, market and deliver our products and services. The benefits are divided into Core Benefits and Enablement Benefits, which combine to ensure that working with HP Software is beneficial for all our Business Class partners*. CORE BENEFITS Important note on bonus calculation Eligible product lines for bonuses are: 18, 87, TE, TF, U3 and 33. All payments are made quarterly and in arrears. All bonuses are calculated using the net-to-hp license value, i.e. the value of the license to HP after any contractual and/or special discounts. Please note that some deals will be registered automatically, while others may need to be registered. If you are unsure, please contact your local HP Software representative to confirm. Bonuses Tier bonus Tier bonuses are a percentage of all reported license sales made by the partner, and are graduated by partner level. Gold partners receive 5% and Platinum partners receive 8% tier bonus. Distributor partners can earn an 8% management fee. For all Tier 1 (direct) partners, these bonuses are automatically calculated and paid out. Eligible Tier 2 (indirect) partners must claim their bonus through www.businessclasspartner.com. Silver partners do not qualify for tier bonuses. Commercial bonus Silver, Gold and Platinum parters can use www.businessclasspartner.com to claim a Commercial bonus of 10% on every sale made to customers defined as commercial accounts by HP Software. These customers exclude HP Corporate & Enterprise accounts, which are known as named accounts. Please contact your local Partner Account Manager (PAM) for a full list of commercial and named accounts. Target achievement bonus This bonus rewards Gold and Platinum partners for exceeding pre-defined quarterly sales targets. Targets are based on the previous year s performance plus 25%, and must be agreed between partners and their PAM before the beginning of the quarter. A bonus of 8% will be paid on all additional license sales above quarterly target, with a cap at 250% of target. NB: targets should not be confused with financial results. Financial results are used to determine a partner s tier level, e.g. Silver or Gold, and are based on HP license revenues generated over the previous 12-month period. Promotional bonus HP Software may run ad hoc promotions linked to specific products or product groups. Bonus or discount percentages vary by promotion, and will be communicated to relevant program resellers by email and HP Software Partner Central. * Please note that some of the Core Benefits are not available in certain countries. Please contact your local HP Software representative for clarification. 09

Referral Fees Referral fees are discretionary payments made to non-reselling partners, where the partner had demonstrable influence on a deal made directly between HP Software and the customer. Demonstrable influence can refer to: identification of sales opportunity, recommendation of the HP solution, involvement in the sales cycle, proof of concept, solution architecture, or associated return on investment. Fees are decided along a sliding scale of 3% to 10% of net-to-hp license value, dependent on certain objectives being met. The minimum threshold to qualify for referral fees is $20,000 in license revenue. All Referral deals must be registered, approved and claimed through the deal registration area on www.businessclasspartner.com, and will be paid quarterly via the standard HP bonus and referral payment process. If the referral fee is agreed, no additional bonuses or promotions will be applied to that specific sale. Referral fees have to be registered and approved on the Deal Registration system. It is important to note that there are different payment processes for the various bonuses from HP Software. All automatically calculated bonuses (Tier 1 Gold and Platinum, Target bonuses and Distributor Management fees) are received on one statement. There is a separate statement for all bonuses that are claimed via www. businessclasspartner.com (Commercial bonuses, Tier 2 Gold bonuses and Referral fees). Market Development Fund (MDF) The MDF is a fund to subsidize partner-led sales and marketing activities. To apply for MDF funding, Gold, Platinum and Distributor partners should work on a detailed plan of activity with their HP Marketing contact. Silver partners can enquire via their Distributor. If approved, HP Software will fund a percentage of the total cost of the activity, on a case-by-case basis. From November 2011, MDF will be processed through www.businessclasspartner.com. 10

ENABLEMENT BENEFITS Communication Partner portals HP Software Partner Central is the gateway to all the content that is available to HP Software Sales and technical teams. That means 24/7 access to up-to-date information about HP Software solutions, programs, pricelists, marketing opportunities, strategies, initiatives, training and more. Partners can login at www.hp.com/software/partner, using the information and HP Passport (password) they received during the New Partner Onboarding process, described in the previous chapter. The Business Class Portal, www.businessclasspartner.com is where you will find Deal Registration, claim bonuses and manage MDF. Partner webcasts Partner webcasts offer unparalleled insight into all things HP Software. These online meetings can cover anything from new products to thought leadership debates, or even special events targeted to specific audiences within the partner community. Upcoming events are promoted via email and on HP Software Partner Central, and replays of past sessions are always available in the News & Events section. Make sure you receive invitations to these valuable events by editing your communications preferences at www.hp.com/software/partner. HP Software partner news Our quarterly email newsletter keeps partners informed on news, alliances, products and services, industry strategies, customer successes, training, marketing opportunities and more. Current and archived issues are available through HP Software Partner Central in the Newsletter section. To subscribe, please edit your communication preferences at www.hp.com/software/partner. Partner response centre For any questions not answered through the portal, webcasts or newsletter, our Partner Response Centre is here to help. We also welcome your feedback and suggestions. Send your question to software.partner@hp.com. Discounts Standard reseller discount All contracted HP Software partners are entitled to standard discounts on products for resale, regardless of whether they are in the Business Class program. These discounts are set independently of the Business Class program, vary by product and are subject to change. Internal use discount The HP Software Business Class partners can receive a 60% discount on HP Software products for internal use. Please contact your PAM for details. Technical training discounts HP Software Education offers Business Class partners a discount of 20% on training packages for resale or internal use. Visit the HP Software Education website at http://h10076.www1.hp.com/education/hpsw/ for more information. 11

Sales support Partner Account Manager (PAM) As successful alliances need continued commitment, Distributor, Platinum and some Gold partners (depending on country) will be assigned an HP Partner Account Manager (PAM). The PAM will act as a central point of contact and as an advocate for the partner within HP Software. In the spirit of true partnership, HP Software would expect the partner to provide a reciprocal alliance manager from within their own organization. PAMs work closely with their counterparts to help them maximize their revenue potential, review their progress quarterly and provide the necessary resources to keep them on track. Joint business planning for the upcoming fiscal year will usually be during HP Software s fourth quarter, August to October. Sales and marketing support HP Software Partner Central is the best destination for all the latest sales information and kits, exactly as our own HP sales teams see it. Partners can hit the ground running with all the tools you will need for a specific product, including: how-to information, customer presentations, marketing collateral, White Papers, webcasts kits and more. Make sure you visit www.hp.com/software/partner before your next customer appointment. HP Software will also work with partners to produce partner solution profiles, customer success stories and White Papers outlining partner solutions to specific industry challenges. Partners may be expected to meet some or all of the cost for these marketing tools. Speak to your PAM or contact software.partner@hp.com for more information. Marketing Partner directory listing The HP Software Partner Directory makes it easier for customers and prospects to find the right partner for their specific requirements whatever their industry or business need. All Business Class partners are invited to list themselves on the external HP Software partner website, which potential customers can search by region or specialization. Partners can update their profile via the Partner Directory link on HP Software Partner Central or under Edit Your Company Data here: http://h20229.www2.hp.com/partner/directory/. HP Software events HP Software runs local and regional events for our partners and customers, offering unique insight into our products and strategy and the opportunity to collaborate, learn and participate in planning and educational tracks which will inform your future success. HP Software Universe and HP Software Business Perspectives are the cornerstone events each year, look out for more information on Partner Central. Partner insignia Promote your alliance with HP Software by using our partner insignia on your website and sales and marketing collateral. Each tier has its own unique insignia, and guidelines for use can be found at HP Software Partner Central: https://h20229.www2.hp.com/partner/protected/channel/insignias.html. Partner certificates Partner certificates are available on request, and can be displayed in your office to demonstrate your achievements in the HP Software Business Class program. Please contact your PAM for more information. 12

Training and certification HP Software is committed to giving our partners easy access to the training and certification needed to demonstrate, sell and implement our products and solutions. Our training program is designed to suit you, offering both travel-free, web-based courses and traditional classroom training with real world scenarios. A comprehensive training and certification guide can be found on HP Software Partner Central: www.hp.com/software/partner. HP Software Learning Center HP Software Learning Center is the platform for all of our travel-free training options. Here you can get free, 24/7 access to computer-based training (CBT), web-based training (WBT), live and recorded webcasts, and links to all our partner training events and commercial training programs. Partner discounts are available on instructor-led training from HP Software Education. Please see http://h20229.www2.hp.com/partner/protected/learning.html for more information. HP Certified Professional Program The HP Certified Professional Program is benchmarked around the world to provide partners with the technical skills needed to plan, deploy, maintain and support mission-critical IT environments and respond rapidly to changing business needs. Please visit the HP Learning Center for more details: https://h20229.www2.hp.com/partner/learning.html. HP Software partner briefings HP Software holds multiple stand-alone events to provide hands-on training to the technical community on newly released and partner-focused products. Visit Partner Central for more information on upcoming events throughout the year. HP Software sales training Sales and pre-sales training is critical to successful client engagements and beating the competition. That s why HP Software offers our partners the same sales training as our internal sales teams. Business Class partners have access to a range of computer-based and web-based sales and pre-sales training, as well as special events and webcasts. Please see the Learning Center section of HP Software Partner Central for a full curriculum: https://h20229.www2.hp.com/partner/learning.html. Software and support Demo software All HP Software Business Class partners can access HP Software for demonstrations and internal training. All software can be found in the Downloads section of HP Software Partner Central or at www.hp.com/software/partner/one-year. Some products come packaged with a 60-day license key, which may be extended by your PAM, subject to approval by HP. Software support online Partners can access Software Support Online (SSO) through HP Software Partner Central. SSO provides all the information and support needed for a successful customer engagement. The self-solve knowledge base contains demos and downloads, discussion forums, tools for servers and developers, enhancement requests, full manuals and general support. In addition, Gold, Platinum and Distributor partners can apply for a Support Access ID number, which may be used in exceptional cases to log a new technical support call during pre-sales. 13

TABLE 2: PROGRAM BENEFTIS AT A GLANCE CORE BENEFITS SILVER GOLD PLATINUM DISTRIBUTOR Tier Bonus n/a 5% 8% 8% (Management Fee) Commercial bonus 10% 10% 10% n/a Target bonus n/a 8% 8% n/a Promotional bonus (ad hoc) Referral fee n/a MDF ENABLEMENT BENEFITS SILVER GOLD PLATINUM DISTRIBUTOR Communication Partner Central Partner webcasts HP Software partner news Partner response centre Discounts Standard reseller discount HP Software internal use 60% 60% 60% 60% Technical training 20% 20% 20% 20% Sales Support PAM Discretionary Sales & marketing support Marketing Partner directory listing Partner events Partner insignia Silver Gold Platinum Distributor Certificates Partner collateral Training and certification HP Software Learning Center Certified Professional training Partner briefings Sales training Software & support Demo software Software Support Online 14

Terms and conditions HP BUSINESS CLASS PROGRAM TERMS AND CONDITIONS FY2011 HP Software Business Class is an optional partner program that allows partners to earn bonus rewards in return for sales of qualifying HP Software products. Program membership is separate to, and does not constitute an amendment to, any existing partner legal contract or reselling agreement. Eligibility for the program is defined in the program guide, available upon request in writing or from the HP Software Partner Central. No program bonuses will be awarded if partners fail to comply with the requirements of the HP Channel Sell Through Policy. HP reserves the right to decline applications for program membership. HP reserves the right to change or amend eligibility rules, reward levels, participating product groups and any other program features without notice. HP reserves the right to decline or defer bonus claims which are below a minimum size or which are made outside of the set timeframe following the sale. Target achievement bonus for performance higher than 250% of quarterly target is subject to review and additional approval by HP EMEA. From time to time, HP may make available to partners certain promotional or marketing programs, including but not limited to, programs involving promotional allowances, marketing funds, demonstration products and development unit purchases, and support. Participation in such programs or promotions shall be subject to the then-current terms and conditions of those programs or promotions as set forth on the HP Software Partner Portal. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein. 15

Contact us CONTACT US If you have any questions about the HP Software Business Class program, please contact software.partner@hp.com, and we will respond as soon as possible. OR REGISTER To register for the HP Software Business Class program, please visit http://hpsw-itg-mgmtsw.austin.hp.com/partner/emea/how-emea.html to begin the New Partner Onboarding process. 16