Title (46 pt. HP Simplified bold) - DAWNING TECH APJ... · 例如，ArcSight Specialist 賣Fortify, 或Fortify Specialist賣ArcSight 不適用。 Partners must submit deal to HP PMB/Sales

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

PartnerOne EXCEEDING EXPECTATIONS TOGETHER

ESP North Asia Channels 25th. October 2012

Reseller deck

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 2

HP PartnerOne

Overview

• PartnerONE 是 HP 全球性，跨產品線的通路伙伴行銷獎勵計畫。

• ESP PartnerONE 是針對資安專業的通路伙伴所設計的。

Program Objectives

• 增長通路業務。

• 獎勵新客戶業務開發。

• 專業通路伙伴獎勵 : 鼓勵及獎勵對於專業項目的投資。


Specialisation Program 專業獎勵計畫

2013

• 鼓勵通路伙伴建立專業(ArcSight, TippingPoint 或 Fortify) 的銷售知識以提高業績的增長及給予獎勵。

• HP “Preferred Partner” 是最高的經銷商等級。

• HP “ Enterprise Security Distributor” 是提供資安加值服務的代理商 : 包含經銷商教育訓練及技術服務。


PartnerONE Benefit Overview

報酬銷售HP產品，服務及解決方案可以獲得獎勵金及其他優惠。

市場需求創造提供銷售及市場工具創造出目標市場的需求。

專業能力訓練及認證幫助通路伙伴們在市場上比別人更專業。

會員制 Business 和 Preferred 的會員可以進入HP的產品，服務及解決方案

的資料庫。

通路伙伴是HP成功的關鍵之一!


ESP PartnerOne Program - North Asia


FY13 Membership Criteria – ESP Resellers HP ESP Partner 要求

年營業額及人力投資 (必須完成 Sales 及 Presales 認証需求)

Korea, Taiwan, Hong Kong

Revenue: >/=$ 0.5M 3xSales/2xPresales/1xPostsales (二項以上的專業)

Revenue: >$0.30M< $0.5M 3xSales/2xPresales (ArcSight, TP or Fortify一項專業)

HP Tier2 Partners (Managed by Distributor) Revenue: >$50K; 2xSales/1xPresales

Value Added Distributor

Registered Partner (ESP Authorized Partner)

Preferred Partner

(Solution Specialist)

Business Partner (Technology Specialist)

• Actual quota varied by country and partner. TBD by regional PBM (ESP only)

• Sales/Presales headcount to be based on ESP Partner Certification

• Partners MUST achieve new ESP Partner certification (WIP) within the given period.

Value Added Distributor


PartnerOne Classifications ESP Authorized

Partners (T2) ESP Technology Specialist (T2)

ESP Solutions Specialist (T2)

新客戶優惠Opportunity (NBO) – Additional Discount

無 10%** 10% **

介紹費Program (Standard/Value-Add)

無 4%/10%** 4%/10%**

市場經費投資無 HP視需要提供 HP視需要提供

Specialist Rebate (NDP) 無 2%* 2% - 4%*

ESP Reseller Program Financial Benefits*

*符合條件 : 1) 達成Revenue 目標, 2)達成Partner-led Business (PLB) 目標(定義請看下二頁,) 3) 達到 ESP 人員投資及認證的要求。 **Terms and conditions applied. 只針對經銷商專注的產品。

Technology/Solution Partner必須收到及接受ESP的獎勵計畫信


New Business Opportunity (NBO) Criteria

Basic Criteria

HP non-GA accounts who have NOT purchased HP ESP Products for the last 3 years or more.

Inclusions

1. Customer who have not purchased the same product class/pillar before, even if they have purchased Security products within 3yrs.

Example: if customers only purchase TippingPoint products but nothing on ArcSight qualifies and vice versa

Example: if customers only purchase ArcSight security, but not Fortify, qualifies and vice versa

Exclusions

1. Fulfillment-only deals (HP-led)

2. Accelerated deals from HP (HP-led)

3. “Sell-to” to Global and Local MSPs or Service Providers

4. Existing HP SW ELA (Enterprise License Agreement) customers.

5. Customers who have an ongoing active support contract with HP for the same product

6. 不是主攻的產品。例如，ArcSight Specialist 賣Fortify, 或Fortify Specialist賣ArcSight 不適用。

Partners must submit deal to HP PMB/Sales Rep at least 30 Days prior to customer PO date.

This can be part of the minimum monthly pipeline tracking submission to PBM

新客戶優惠價10% additional discount once approved


PLB Deal Qualification Criteria

Basic Criteria

Deal qualification will be based on partner leading the deals with any of the following criteria :

(to be qualified by HP ESP PBM and HP Country sales manager)

1. Product overview and qualification meeting

2. Partner Presales Engagement in Solution Design and Architecture

3. Proof-Of-Concept and or Product Demo

4. Bid response, proposal and quotation

Mandatory Criteria

1. Leads in deal negotiations and commercial closure

Exclusions

1. Fulfillment only deals

2. Accelerated deals from HP

3. “Sell-to” to Global and Local MSPs or Service Providers

Partner must submit deal to HP PMB/Sales Rep at least 30 Days prior to customer PO date.

This can be part of the minimum monthly pipeline tracking submission to PBM


PartnerONE會員需求人員認證


Criteria (all required)

HP Information

Security

HP Network Security

HP Software Security

HP Sales Certified (aka SCE) 2 2 2

HP Technical Certified I (aka ATP) 1 1** 1

Revenue Threshold (NDP) $50K* $50K* $50K*

ESP Authorization Requirements

* Net to HP, renewal is not included

** or AIS

ESP Authorized Partner


Preferred Partner



ArcSight TippingPoint Fortify


Criteria (all required) HP

Information Security

HP Network Security




HP Technical Certified II (aka ASE) 1 1 1

Revenue Threshold (NDP) $300K* $300K* $300K*

Technology Specialization Requirements (Business)


Preferred Partner


Business Partner (Technology Specialist) * Net to HP, renewal not included.

** Or AIS *** Partner 需完成所規定的認證才有資格

3 Tracks : Network, Information, Software Security Specialist

人員要求 :

3 Sales rep

2 preSales rep

ArcSight TippingPoint Fortify


Criteria (all required)

HP Information

Security

HP Network Security




HP Technical Certified II (aka ASE) 1 1 1

HP Technical Certified II Advanced (aka MASE)

1 N/A TBA

Revenue Threshold (based on NDP)

$500K Aggregate ESP Revenue*

Solution Specialization Requirements (Preferred)

* Net to HP, renewal not included. ** or AIS *** Minimum requirement : 2 pillars, Partner 需完成所規定的認證才有資格


Preferred Partner



人員要求 :

3 Sales rep

2 preSales rep

1 postSales


通路伙伴網上報備及優惠


Partner deal registration

Channel sales approval

Account sales approval

Lead converted to Opportunity

Partner Central (ESP Authorized Partner以上.) Product portfolio information : 產品型錄及說明 Evaluation software download : 試用軟體下載 (不含trial key.) Software patch download : 修補程式下載

Deal Registration Register and Track on Salesforce.com : 使用Salesforce報備及追蹤 require a valid HP T2 contract : 須具有HP T2 合約 (和Ming聯絡) approved leads will be converted as ESP opportunity (pipeline) : 報備通過後成為機會(opportunity) 才是pipeline. 報備必備項目 : 詳細的專案資料(Project Info)，客戶資料(End User Information)及經銷商Sales的資料(Next Step Long Description)。

Partner Central and Deal Registration Portal

Reject

Deal Registration flow


ESP Partner 訓練及認証說明 APJ v5.1


Enterprise Security SALES Certifications






Enterprise Security TECHNICAL Certifications








Getting Started


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Documents

Title (46 pt. HP Simplified bold) - DAWNING TECH APJ... · 例如，ArcSight Specialist 賣Fortify, 或Fortify Specialist賣ArcSight 不適用。 Partners must submit deal to HP PMB/Sales