License to win - Hewlett Packardh41111. · 2017. 10. 23. · •2014 Desktop Workstations •Competitive Landscape •Competitive side-by-sides •HP advantages and attack campaigns

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

License to winDiving into the new Z Desktop Workstations vs. the competition

Covers Z1, Z230 Tower/SFF, Z440, Z640, Z840

December 2014

1 12/22/2014HP Confidential. For HP and Channel Partner training purposes only


Agenda• 2014 Desktop Workstations

• Competitive Landscape

• Competitive side-by-sides

• HP advantages and attack campaigns

• Where to find more information

12/22/2014HP Confidential. For HP and Channel Partner training purposes only2


2014 HP Desktop WorkstationsDesktop horsepower for the most demanding professionals

• End to end comprehensive portfolio with Z DNA• Z1 G2 27” all-in-one• Z230 Tower/SFF• Z440• Z640• Z840

• Latest Intel® Xeon® E5 v3 processors, NVIDIA® Quadro®, and AMD FireProTM graphics

• DDR4 memory technology

• All new Z440 chassis

• ThunderboltTM 2 port and HP Z Turbo Drive (PCIe M.2 Storage)5 across all desktop products



Competitive landscape



Worldwide market summaryDesktop Personal Workstations – CYQ3'14

What lies ahead

• Aggressive industry growth in the Entry space

• HP ships more SFF Workstations than any other competitor in the world

• Starting to see upticks and growth opportunities in Z6 and Z8 product spaces


Source: IDC Q3’14 WW WS Tracker Report 11.11.14

HP

Dell

LenovoFujitsuNEC

45.8%

36.6%

3.2%2.5%

11.7%

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%


HP Z

HP Confidential. For HP and Channel Partner training purposes only6 12/22/2014

Dell Precision Lenovo ThinkStation

Z820 Z840

Z620 Z640

Z420 Z440

Z230 Tower/SFF

Z1 G2

New Chassis

T7610

T5610

T3610

Tower 7910

Tower 7810

Tower 5810

T1700 MT/SFF

D30

C30

S30

P900

P700

P500

P300 MT/SFF

Prod

uct

Port

folio

Red

esig

n

Presenter

Presentation Notes

HP Announced Sept 8, shipping in Oct Minor ID refresh for Z6/8 Major ID refresh for Z440; NEW chassis Latest Intel processors, NVIDIA/AMD Gfx cards Thunderbolt 2 HP Velocity HP Z Turbo Drive High density storage Dell Announced Aug 12, shipping in Oct Latest Intel processors, NVIDIA/AMD Gfx cards NO chassis change New product naming convention Thunderbolt 2 SAS SSDs Teradici PCoIP Workstation Access Software Precision Optimizer 2.0 No 1S CPU offerings for 7810 Lenovo Announced Aug 12, shipping in Oct Latest Intel processors, NVIDIA Gfx cards Complete chassis redesign New product naming convention No C30 small chassis differentiation No AMD GFX NVIDIA GRID Thunderbolt 2 PCIe storage SAS SSDs FLEX Module


Competitive side by sides



How do HP Workstations win?

HP Workstation reliability

HP software for improved productivity

Excellent expandability

Outstanding serviceability and ergonomics

Broad portfolio of performance technologies

Environmental leadership

Presenter

Presentation Notes

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Confidential. For HP and Channel Partner training purposes only9 12/22/2014

HP Z230 SFF vs. Dell T1700 SFF and Lenovo P300 SFF

Attribute HP Z230 SFF Dell T1700 SFF Lenovo P300 SFF

No compromise workstation reliability

Good expandability: 4x I/O slots, max. graphics ports

High performance options: Z Turbo Drive PCIe SSDs, Thunderbolt™ 2

Ease of use: best-in-class acoustics,ergonomic drive cage, tool less-ness

Proven productivity software(HP PA, RGS)

Presenter

Presentation Notes

All information taken from Lenovo’s publicly available website on September 23rd, 2014 All information taken from Dell’s publicly available website on June 26th, 2013


HP Z230 Tower vs. Dell T1700 MT and Lenovo P300 MT

Attribute HP Z230 Tower Dell T1700 MT Lenovo P300 MT

No compromises reliability; internalquality testing that goes above and beyond

Great expandability: 5x I/O slots, 5-1/2” bays, max. graphics ports

High performance options: Z Turbo Drive PCIe SSDs, Thunderbolt™ 2

Ease of use: best-in-class acoustics,tool less-ness, charging USB Ports


Presenter

Presentation Notes

All information taken from Lenovo’s publicly available website on September 23rd, 2014 All information taken from Dell’s publicly available website on June 26th, 2013


HP Z440 vs. Dell Tower 5810 and Lenovo P500

Attribute HP Z440 Dell Tower 5810 Lenovo P500


Storage Bays: Max potential storage

High performance options: PCIe M.2 SSDs / Thunderbolt™ 2

AMD GFX: excellent price performance and variety in the portfolio


Presenter

Presentation Notes

All information taken from Lenovo’s publicly available website on September 19, 2014 All information taken from Dell’s publicly available website on September 19, 2014







CPU Variety: Intel Xeon E5-1600 and E5-2600 options



Presenter

Presentation Notes








CPU Power: Max offering up to 18 processing cores per CPU



Presenter

Presentation Notes



Dell objection handling

•Dell offers more variety in high-performance storage than HP

•Dell has caught up to HP in value-add software offerings


Presenter

Presentation Notes

All information taken from Lenovo’s publicly available website on September 19, 2014 All information taken from Dell’s publicly available website on September 19, 2014 Dell offers more variety in high-performance storage than HP Dell chose to offer SAS SSDs while HP did not HP offers better price performance with the HP Z Turbo Drive with comparable performance that is expected to double in 2015! Dell has caught up to HP in value-add software offerings Recently released Dell Precision Optimizer 2.0 and Teradici PCoIP Workstation Access Software HP has over 10 years of experience in RGS and has full functionality with Windows8.1, tablet, multi-touch and more HP has an entire team of experts dedicated to designing and innovating Performance Advisor to bring customers the most value out of their systems 12Gb/s SAS SSDs offered across all platforms The price/performance for the 12Gb/s solution is very high. The SAS SSDs cost is >2x the cost of our Z Turbo Drive PCIe SSDs, AND the Dell solution requires the 12Gb/s SAS Card which adds $499. HP’s Z Turbo Drive PCIe SSDs have comparable performance today at half the cost to these 12Gb/s SAS SSDs, and the performance of Z Turbo drives are expected to double in 2015! More Xeon E5-2600 offerings on the Tower 5810 over the Z440 HP selected its CPU offering based on customer demand from the Z4x0 space. The Dell Tower 5810 offers 2 more options out of the E5-2600 v3 family than the Z440; however, most users in this space will have plenty of processing power to meet their needs 1300W PSU on Tower 7910 compared to 1125W on Z820 Dell’s 1300W PSU is valid only in countries where 200+ volts power supplies are in use. In countries like the USA where 100+ volt power supplies are common, the Dell Tower 7910 is certified at 1100W, which is less than HP’s USA certification at 1125W Tower 7910 offers 8 SATA 6Gb/s ports as opposed to the Z840’s 6 ports Even with a lower number of SATA ports than the 7910, the Z840 still delivers a higher total number of drives with its high density storage option (available January 2015), which allows the Z840 to configure up to 10 2.5” SATA drives on ZBook 14 due to crossover with SMB Win 8 early adopters


Lenovo objection handling

• Lenovo has caught up to HP’s system design and serviceability standards

• Lenovo has outspec’d HP in storage, graphics, and processor offerings


Presenter

Presentation Notes

All information taken from Lenovo’s publicly available website on September 19, 2014 All information taken from Dell’s publicly available website on September 19, 2014 Lenovo has caught up to HP’s system design and serviceability standards Lenovo has introduced a modular and serviceable chassis design almost 5 ½ years after HP made it the industry standard in 2009 HP continues to innovate and improve upon it’s award-winning chassis with improvements such as: Updated industrial design Brand new Z440 chassis Innovative high-density storage design in the Z840 Lenovo has outspec’d HP in storage, graphics, and processor offerings HP offers components based on customer-driven choice points for each product Where a high number of drives is crucial, HP offers high-density storage and can support up to 16 drives in the Z840, whereas Lenovo can only offer up to 14 With high-performance storage, HP offers comparable performance with PCIe SSDswith the HP Z Turbo Drive and can configure up to 512GB per card, as compared to 256GB for Lenovo To counter GRID, HP offers an end-to-end solution through the DL380z Virtual Workstation Lenovo offers a high number of storage drives, from 11 on the P500 up to 14 on the P900 For the Z440 and Z640; for these platforms less than 5% of customers attach more than 3 drives to their workstations. Customers seeking this level of storage capacity should examine the Z840 to meet their needs For the Z840; the HP Z840 will be able to standard configure up to 10 2.5” SAS or SATA drives, but it can also support up to 16 hard drives by using its current capacity plus two 4 drive adapters (IcyDocK) in the external bays. This removes Lenovo’s competitive threat in storage density Lenovo offers NVIDIA GRID K2 cards across all platforms HP offers an end-to-end Virtual Workstation experience with the DL380z Virtual workstation. The DL380z offers a robust Workstation solution with a redundant power supply, dual GRID cards and is coupled with HP RGS for seamless remote graphics performance on professional applications 12Gb/s SAS SSDs offered across all platforms The price/performance for the 12Gb/s solution is very high. The SAS SSDs cost is >2x the cost of our Z Turbo Drive PCIe SSDs, AND the Dell solution requires the 12Gb/s SAS Card which adds $499. HP’s Z Turbo Drive PCIe SSDs have comparable performance today at half the cost to these 12Gb/s SAS SSDs, and the performance of Z Turbo drives are expected to double in 2015!


HP advantages



Complete Z Workstation familyLatest gen Intel® Xeon® processors and professional NVIDIA® & AMD graphicsFlexibility, Expandability, and tool-less serviceabilityThunderboltTM 21

HP Z Turbo Drive PCIe Storage

Performance

HP advantages


Presenter

Presentation Notes

Complete Z Workstation family 27 inch diagonal All-in-One Entry Tower and Small Form Factor Performance Tower Midrange versatile workhorse High End ultimate power Latest gen Intel® Xeon® processors and professional NVIDIA® & AMD graphics Flexibility, Expandability, and tool-less serviceability ThunderboltTM 21 HP Z Turbo Drive PCIe Storage


Z DNA across all productsHigh density storageHP Z Performance CoolerHP Performance AdvisorHP Remote Graphics Software

Innovation

HP advantages


Presenter

Presentation Notes

Z DNA across all products Sleek industrial design Touch option on All-in-one Brand new Z440 chassis Self-serviceable, intuitive chassis High density storage HP Z Performance Cooler HP Performance Advisor HP Remote Graphics Software


Quality and durability; MIL-STD 810G spec tested*Home-grown reliability and stress testing from recognized industry expertsStable and Consistent offerings3/3/3 Standard WarrantyYear over year AIR declines

Reliability

HP advantages


*MIL STD 810G testing is not intended to demonstrate fitness for U.S. Department of Defense contract requirements or for military use. Test results are not a guarantee of future performance under these test conditions


Benefits

Going above and beyond for quality

Reliability philosophies

• Expertise and insights from our 30-year history have led to quality improvements in industry-wide

• Five-year 24/7 design life standard, with over 95,000 hours of testing and validation on the current gen products

• Unique workstations lab used to troubleshoot and qualify materials and processes set to our own high standards

• A culture of excellence

• Strenuous design standards

• Materials and chemical testing


“What sets HP Workstations apart from our competitors’ offerings is . . . that instead of relying only on industry standard testing, we use our world-class expertise and facilities to develop dozens of tests that give us much deeper insight into the materials that go into HP products”

-Paul Mazurkiewicz, Ph.D., Distinguished Technologist in the CSBU R&D Materials Science Lab


Apple Compete performance dashboard

Targeting an aging Mac Pro install base and aggressively pursuing new M&E business

1 2 3

Z Workstations have an undeniable performance leadership story for the creative professional

Strategic Channel Partners 360° Marketing Campaign Targeted WW Rollout

Revenue$20.8M

Avg. GM 23%*

Public Sector Mac Pro take out – $2.9M

ZED UK and Paris – $3.1M

PC Connection – 20% Y/Y 2H Growth

B&H Photo – $3M Y/Y 2H Growth

*Average Smart Buy gross margin

Presenter

Presentation Notes

- Results current through October. Pending additional channel results once Q4 is fully reported - US reseller pilot in Q2 Full US channel launch in Q3


Further education



Competitive deliverables

• Visit each Z Desktop booth at the Product Fair!!!• Competitive spreadsheet – desktop and mobile workstations• Battle cards – for desktop and mobile workstations• Competitive positioning decks – for each platform• Launch reviews – coverage of competitive product launches• Commodity comparisons – quarterly update• Workstations competitive update – monthly competitive newsletter• Competitive newsflash – newsflash on latest competitive happenings



Where to find more info

http://ent243.sharepoint.hp.com/teams/compupdate/default.aspx


http://ent243.sharepoint.hp.com/teams/compupdate/default.aspx


Thank You



Backup



Disclaimers1. Thunderbolt is new technology. Thunderbolt cable and Thunderbolt device (sold separately) must be compatible

with Windows. To determine whether your device is Thunderbolt Certified for Windows, see https://thunderbolttechnology.net/products


https://thunderbolttechnology.net/products

Documents

License to win - Hewlett Packardh41111. · 2017. 10. 23. · •2014 Desktop Workstations •Competitive Landscape •Competitive side-by-sides •HP advantages and attack campaigns