HPE ARUBA INTEGRATION. Partner Playbook Version 1.1. Intended Audience: Reselling Partners of Aruba Products in EMEA Region PARTNER COMMUNICATIONS

Transcription

1 PARTNER COMMUNICATIONS HPE ARUBA INTEGRATION August, 2016 Partner Playbk Versin 1.1 Intended Audience: Reselling Partners f Aruba Prducts in EMEA Regin Thrughut this dcument, the integrated cmpany is referred t as HPE Aruba fr ease f reference, althugh it is fficially referred t as Aruba, a Hewlett Packard Enterprise cmpany.

2 PARTNER PLAYBOOK - SINGLE OPERATING MODEL Dear Aruba Partner, Welcme t the Hewlett Packard Enterprise - Aruba Netwrks Integratin Prgram Playbk fr Partners, prviding an verview f key peratinal changes taking place as a result f the integratin between Hewlett Packard Enterprise & Aruba Netwrks. The purpse f this Playbk is t help yu, and yur rganizatin, t prepare t d business via the integrated HPE Aruba Single Operating Mdel under a new HPE Partner Ready fr Netwrking Prgram beginning Nvember 1, Sme f these peratinal changes will mean little t n actin fr yu, while thers may require sme adjustments t the way yu currently interact with HPE and/r Aruba in rder t cnduct business fllwing the integratin. Imprtant ntes abut the cntent f this Playbk: Unless specifically mentined, the cntent in this Playbk is applicable t the HPE Aruba Netwrking business unit nly; Partners will transact business as usual with ther business units in the Hewlett Packard Enterprise Cmpany. T clarify, the HPE Aruba Netwrking business unit is a prvider f the fllwing Netwrking slutins: Switches Ruters Access Pints and Cntrllers Wireless LAN Campus and Branch Netwrking Wide Area Netwrk Sftware Defined Netwrking Netwrk Management Supprt & Services fr Netwrking Infrmatin prvided in this Playbk, including any dates, is intended as guidance fr planning purpses nly and is subject t change. Further additinal transfrmatinal changes may be required fllwing Nvember 1, Specific cuntry rllut dates may vary, and will be cmmunicated as sn as pssible. External Use Apprved with HPE Aruba Authrized Channel Partners Page 2 f 40

3 PARTNER PLAYBOOK - SINGLE OPERATING MODEL Next steps Yu will receive a cmmunicatin shrtly that will include a training plan t ensure that yur teams are well psitined t navigate thrugh the peratinal changes. Please share and discuss the infrmatin in this Playbk with yur internal peratinal teams as apprpriate. If yu have any utstanding questins, please cnnect with yur Aruba Channel Team, r cntact Aruba Supprt Center at Thank yu fr being a valued Partner. We lk frward t wrking with yu t help yu achieve a smth and seamless peratinal transitin! Thank yu, Dnna Grthjan Vice President, Wrldwide Channels, HPE Aruba External Use Apprved with HPE Aruba Authrized Channel Partners Page 3 f 40

4 ABOUT THIS DOCUMENT Beginning Nvember 1, 2016, HPE and Aruba will be peratinally integrated as a cmbined entity in many cuntries frm a Partner perspective. This dcument prvides an verview f the transitin plan fr Nvember 1, 2016, including many cmmn integratin-related situatins Partners may have questins abut. The infrmatin prvided herein is intended as guidance fr planning purpses nly, and is subject t change. Thrughut this dcument, Reselling Partners are referred t as Partners fr ease f reference. 4

5 TOPICS 1.0 Partner Agreements 2.0 Partner Prtal 3.0 Certificatin & Learning 4.0 Deal Registratin 5.0 Nn Standard Price (NSP) Apprvals 6.0 Service Cntract Migratin 7.0 Service Prtfli & Ordering 8.0 Service Delivery Prgrams & Technical Supprt 9.0 HPE Renew Prgram 10.0 Market Develpment Fund (MDF) 11.0 Cperative Marketing Funding (C-Op) 12.0 Partner Cmmunicatins 5

6 1.0 Partner Agreements What remains the same: Between nw and Octber 31, 2016, Partners will cntinue t purchase Aruba prducts/services under the Aruba PartnerEdge Prgram; there is n change frm tday. Key changes: Between nw and Octber 31, 2016, Aruba Partners wh are yet t execute the HPE Partner Agreement will be required t execute a new Partner Agreement with Hewlett Packard Enterprise t be able t purchase Aruba prducts/services under the HPE Partner Ready fr Netwrking prgram beginning Nvember 1, Platinum, Gld r Silver Partners Partners wh are yet t execute the HPE Partner Agreement shuld cntact their Channel Accunt Manager r Partner Business Manager t initiate the nbarding prcess t be able t cntinue purchasing Aruba prducts under the new HPE Partner Ready fr Netwrking Prgram launching n Nvember 1, Authrized Partners Beginning August 1, 2016, Aruba Partners wh are yet t execute the HPE Partner Agreement, will see a banner in the Aruba Partner Center prtal that is linked t an Opt-In Nw page. Partners will be required t click n the Opt-In Nw link and submit preliminary infrmatin t initiate the nbarding prcess. Executing the HPE Partner Agreement is an imprtant milestne t ensure a lng term winwin partnership, and will require a cllabrative effrt n behalf f bth the Partner and HPE Aruba. Partners shuld nte that the nbarding prcess nrmally takes between 2 t 4 weeks frm the time f initiating the HPE Partner Agreement executin prcess. Aruba Partners wh have already executed the HPE Partner Agreement r Aruba Partners wh are als existing HPE Partners d nt need t g thrugh this prcess. As f Nvember 1, 2016, the Aruba agreement will be terminated, and the new HPE Partner Agreement will gvern. Aruba will ntify Partners abut cntract terminatin beginning September 1, While in mst cuntries, there is n requirement f paperwrk, in sme cuntries special requirements may be applicable, and will be cmmunicated t Partners as sn as pssible. 6

7 Impact t Partners: Between nw and Octber 31, 2016, Aruba Partners shuld execute the HPE Partner Agreement t be able t purchase bth HPE Netwrking & Aruba prducts/services under the new HPE Partner Ready fr Netwrking Prgram launching n Nvember 1, 2016, subject t meeting the FY17 prgram requirements. Transitin Plan: Use Case Aruba Partners wh currently have separate Partner Agreements with bth Hewlett Packard Enterprise and Aruba, and buy thrugh Distributrs Aruba Partners wh currently have a Partner Agreement nly with Aruba, and buy thrugh Distributrs What Partners can expect? Aruba Partners will cntinue t purchase Aruba prducts/services under the Aruba PartnerEdge Prgram until Octber 31, 2016; there is n change frm tday. As f Nvember 1, 2016, the Aruba agreement will be terminated, and the HPE Partner Agreement & and assciated prgram guides will gvern all netwrking transactins with the cmbined HPE Aruba business unit. Beginning Nvember 1, 2016, Partners will be able t purchase bth HPE Netwrking & Aruba prducts/services under the new HPE Partner Ready fr Netwrking Prgram launching n Nvember 1, 2016, subject t meeting the FY17 prgram requirements. As f Nvember 1, 2016, the Aruba agreement will be terminated, and a new HPE Partner Agreement will gvern. Partners shuld have cmpleted the HPE Partner Agreement executin prcess n r befre Octber 31, 2016 t be able t purchase bth HPE Netwrking & Aruba prducts/services under the new HPE Partner Ready fr Netwrking Prgram launching n Nvember 1, 2016, subject t meeting the FY17 prgram requirements. 7

8 Next Steps: Between nw and Octber 31, 2016: Aruba PartnerEdge Platinum, Gld r Silver Partners (with n FY16 HPE Partner Ready Silver r higher membership status) wh are yet t execute the HPE Partner Agreement shuld cntact their Channel Accunt Manager r Partner Business Manager t initiate the nbarding prcess. Authrized Aruba PartnerEdge Partners with n FY16 HPE Partner Ready membership status shuld click n the Opt-In Nw link in the Aruba Partner Center Prtal and submit preliminary infrmatin t initiate the nbarding prcess. All Aruba PartnerEdge Partners with n FY16 HPE Partner Ready membership status shuld have cmpleted the nbarding prcess n r befre Octber 31,

9 2.0 Partner Prtal Preface: HPE Aruba has develped a new Partner Ready fr Netwrking site especially fr Partners fcused n Netwrking-nly business. The site will prvide access t cntent and tls specific t Netwrking-nly business like deal registratins, quting, pricing, prduct infrmatin, cmpensatin and benefits, marketing and sales supprt. The Partner Ready fr Netwrking site will be a sub-site accessible via the HPE Partner Ready Prtal (PRP). Aruba Partners wh als are HPE Partners wuld be familiar with the HPE Partner Ready Prtal, and can chse t cntinue using the same fr all business transactins including Netwrking-nly business transactins. Hwever, they are encuraged t explre the Partner Ready fr Netwrking site after Nvember 1, 2016 t take advantage f HPE Aruba Netwrking business specific cntent available therein (like Arubapedia, Airheads Cmmunity, etc.). Beginning Nvember 1, 2016, Aruba Partners wh have executed the HPE Partner Agreement will be able t cnduct business via the unified prtal envirnment per the belw recmmended matrix: Scenari Cnduct business fr Netwrking-nly prducts/services Cnduct business fr nn-netwrking prducts/services (Examples: Servers, Strage, etc.) Cnduct business fr bth Netwrking prducts/services and ther HPE prducts/services (Examples: Servers + Strage, Servers + Netwrking, Strage + Netwrking, etc.) Recmmended Prtal Interface Partner Ready fr Netwrking site HPE Partner Ready Prtal 9

10 What remains the same: Between nw and Octber 31, 2016, Aruba Partners will cntinue t cnduct business via the Aruba Partner Center Prtal; there is n change frm tday. Key changes: Beginning Nvember 1, 2016: Aruba Partners wh have executed the HPE Partner Agreement shuld cnduct business via the Partner Ready fr Netwrking site, fr Netwrking-nly transactins. Partners wh are familiar with the existing HPE Partner Ready Prtal can chse t cntinue ding business via the same as they nrmally wuld, r use the Partner Ready fr Netwrking site fr Netwrking-nly business. Upn executing the HPE Partner Agreement, Partners will receive an ntificatin with instructins fr setting up their lgin credentials t be able t start accessing the new Partner Ready fr Netwrking site. Aruba Partners will n lnger be able t cnduct business via the Aruba Partner Center Prtal (barring MDF & C-Op transactins, which are explained in respective sectins f this Playbk). Partners will hwever be able t view histrical infrmatin via the Aruba Partner Center Prtal in Read Only mde until January 31, Impact t Partners: Beginning Nvember 1, 2016: Partners wh have signed the HPE Partner Agreement befre Octber 31, 2016, shuld cnduct business via the Partner Ready fr Netwrking Site. Bkmark the new URL (partner.hpe.cm/aruba) t the Partner Ready fr Netwrking site. Aruba Partners will n lnger be able t cnduct business via the Aruba Partner Center Prtal (barring MDF & C-Op transactins, which are explained in respective sectins f this Playbk). Partners will hwever be able t view histrical infrmatin via the Aruba Partner Center Prtal in Read Only mde until January 31,

11 Partner Ready fr Netwrking Site specificatins The Partner Ready fr Netwrking site is a sub-site f the HPE Partner Ready Prtal, and prvides Partners with Single-Sign-On (SSO) capability t seamlessly navigate acrss HPE s unified prtal envirnment. The site will deliver the same structure and navigatin experience as the HPE Partner Ready Prtal. Mst f the business tls and cntent currently accessible via the Aruba Partner Center Prtal will transitin t the Partner Ready fr Netwrking Site. Sme f the transitined tls will have a different lk and feel, but will have similar functinalities that Aruba Partners are familiar with. The site will retain the Aruba branding and will be translated int 24 languages. Transitin Plan: Use Case Cnducting business via Partner Prtal between nw and Octber 31, 2016 Cnducting business via Partner Prtal n r after Nvember 1, 2016 What Partners can expect? There is n change frm tday. Aruba Partners will cntinue t cnduct business with Aruba via the Aruba Partner Center Prtal. Beginning Nvember 1, 2016, Aruba Partners wh have executed the HPE Partner Agreement will be required t cnduct business via the Partner Ready fr Netwrking site, fr Netwrking-nly transactins. Partners wh are familiar with the existing HPE Partner Ready Prtal can chse t cntinue using the same, r use the Partner Ready fr Netwrking site fr Netwrking-nly business. Beginning Nvember 1, 2016, Aruba Partners wh have executed the HPE Partner Agreement will n lnger be able t cnduct business via the Aruba Partner Center Prtal (barring MDF & C-Op transactins, which are explained in respective sectins f this Playbk). Partners will hwever be able t access all business tls in Read Only mde until January 31,

12 Lgin Credentials As part f the Partner Agreement executin prcess utlined in the Partner Agreements sectin, Partners will receive an ntificatin with instructins fr setting up their lgin credentials t be able t start accessing the site. Users frm Partner rganizatins shuld cntact the Administratr in their rganizatin fr lgin credentials. Next Steps: Aruba Partners wh execute the HPE Partner Agreement will receive an ntificatin with instructins fr setting up their lgin credentials t be able t start accessing the new Partner Ready fr Netwrking site. Aruba Partners wh execute the HPE Partner Agreement will receive a cmmunicatin prir t Octber 31, 2016 that will prvide details f the different business tls available via the Partner Ready fr Netwrking Site beginning Nvember 1,

13 3.0 Certificatin & Learning Preface: The Aruba Learning Management System will be migrated t HPE s prcesses / tls beginning Nvember 1, Learners assciated with Aruba Partners wh have executed the HPE Partner Agreement will be granted access t The Learning Center (TLC), which is HPE s single system f recrd fr all learning, training and certificatin activities t: Hne jb skills. Track learning activities that supprt attainment f the HPE Partner Ready fr Netwrking Prgram requirements. Learners will be able t access training cntent via HPE s The Learning Center beginning Nvember 1, Learners will be required t use the Partner Training Calendar t search, select, and access training. The Partner Training Calendar is a cmprehensive schedule f training available fr Learners. These fferings are designed t help learners acquire, maintain, and ptimize sales and technical skills. A training vide will be available n the Certificatin & Learning page under the Partner Ready fr Netwrking site t help new users familiarize themselves with The Learning Center and its tls. What remains the same: Tday, Learners frm Partner rganizatins will cntinue t use the Aruba Learning Management System accessible via Aruba Partner Center Prtal fr their learning and certificatin requirements until Octber 31, 2016; there is n change frm tday. Key changes: Between nw and Octber 31, 2016: As Partners get n-barded int the Partner Ready fr Netwrking site, each Partner Learner will receive an HPE Learner ID and access t The Learning Center and assciated tls & websites. 13

14 Learners existing transcripts frm the Aruba Learning Management System will be migrated int The Learning Center in phases beginning Octber 15, 2016 thrugh Nvember 30, If the user already has an existing lgin t The Learning Center, the existing accunt will be maintained as the accunt f recrd, and the user s Aruba learning histry will be added t it. Learners must cmplete all trainings in the Aruba Learning Management System n r befre Octber 31, 2016 in rder fr the transcript data t be migrated t The Learning Center. If any training remains in an In Prgress state in the Aruba Learning Management System at clse f business n Octber 31, 2016, Learners will be required t reregister fr and launch the training afresh in The Learning Center. Beginning Nvember 1, 2016: Learners shuld use the Partner Training Calendar t find the trainings they need. Learners shuld access The Learning Center t view their certificatins and transcripts. Impact t Partners: Learners assciated with Partners wh have executed the HPE Partner Agreement befre Octber 31, 2016, will have access t training cntent thrugh the Partner Training Calendar beginning Nvember 1, Bkmark the new URL ( ) t the Partner Training Calendar. Learners must cmplete all trainings in the Aruba Learning Management System n r befre Octber 31, 2016 in rder fr the transcript data t be migrated t The Learning Center. If any training remains in an In Prgress state in the Aruba Learning Management System at clse f business n Octber 31, 2016, Learners will be required t reregister fr and launch the training afresh in The Learning Center. 14

15 Transitin Plan: Use Case Learning between nw and Octber 31, 2016 Learning n r after Nvember 1, 2016 Accessing learning histry between nw and Octber 31, 2016 Accessing learning histry n r after Nvember 1, 2016 What Partners can expect? There is n change frm tday. Learners frm Partner rganizatins will cntinue t use the Aruba Learning Management System accessible via Aruba Partner Center Prtal fr their learning and certificatin requirements until Octber 31, The Aruba Learning Management System will be migrated t HPE s prcesses / tls, and beginning Nvember 1, 2016, Learners will be able t access training cntent via HPE s The Learning Center via the Partner Ready fr Netwrking site. If any training remains in an In Prgress state in the Aruba Learning Management System at clse f business n Octber 31, 2016, Learners will be required t re-register fr and launch the training afresh in The Learning Center n r after Nvember 1, There is n change frm tday. Learners will cntinue t access their learning histry frm the Aruba Learning Management System accessible via the Aruba Partner Center Prtal as they nrmally wuld until Octber 31, Learners shuld retain a cpy f their Aruba transcripts / learning histry fr their recrds. Learners existing Aruba learning histry that is in Cmpleted state in the Aruba Learning Management System at clse f business n Octber 31, 2016, will be migrated int The Learning Center. Learners will be able t access their Aruba learning histry frm The Learning Center n r after Nvember 1, If any training remains in an In Prgress state in the Aruba Learning Management System at clse f business n Octber 31, 2016, Learners will be required t re-register fr and launch the training afresh in The Learning Center n r after Nvember 1,

16 Next Steps: Between nw and Octber 31, 2016: Learners shuld dcument and retain their Aruba transcripts fr their recrds. Learners wh have taken exams in the past using the Pearsn Vue Aruba system shuld retrieve their scre reprts and retain them fr recrds. The Learning Center will nly shw the past Aruba passing results; the scre reprts will nt be migrated. 16

17 4.0 Deal Registratin Preface: Beginning Nvember 1, 2016, Aruba Partners wh have executed the HPE Partner Agreement will be required t use the HPE Deal Registratin prcess/tls t avail f benefits under the new HPE Partner Ready fr Netwrking Prgram. The HPE Deal Registratin prcess prvides a glbally cnsistent apprach with access t financial rewards and/r prtectin. HPE Aruba has designed a new HPE Aruba Netwrking Deal Registratin Interface especially fr Aruba Partners t prvide a similar Aruba-like user experience that they are familiar with, t register and manage deals related t Netwrking-nly business pprtunities. The Deal Registratin interface will prvide functinality t register and track deal registratins thrughut the end-t-end prcess f registratin and apprvals with up frnt assurance f HPE's supprt, claiming, and reprting. Aruba Partners wh are familiar with the existing HPE Deal Registratin prcesses and tls can chse t cntinue registering deals fr HPE Aruba Netwrking-nly business pprtunities as they nrmally wuld by using the existing HPE Deal Registratin interface accessible frm the HPE Partner Ready Prtal. Hwever, they are encuraged t explre the new HPE Aruba Netwrking Deal Registratin interface accessible frm the new Partner Ready fr Netwrking site t register deals related t Netwrking-nly business pprtunities after Nvember 1, Beginning Nvember 1, 2016, Aruba Partners wh have executed the HPE Partner Agreement will be required t register and manage deals per the belw matrix: Scenari Deal Registratin fr business pprtunities fr Netwrking-nly prducts/services Deal Registratin fr business pprtunities fr nn-netwrking prducts/services Deal Registratin fr business pprtunities including bth Netwrking prducts/services and ther HPE prducts/services (Sme examples: Servers + Strage, Servers + Netwrking, Strage + Netwrking, etc.) Recmmended Deal Registratin Interface HPE Aruba Netwrking Deal Registratin Interface - accessible frm the new Partner Ready fr Netwrking site HPE Deal Registratin Interface - accessible frm the HPE Partner Ready Prtal Nte: The prgram benefits and apprval prcess fr Netwrking cmpnent f the Deals will remain the same, regardless f the interface being used t register deals. 17

18 What remains the same: Between nw and Octber 31, 2016, Partners will cntinue t register and manage deals using the Aruba Deal Registratin prcesses/tls; there is n change frm tday. Key changes: Beginning Nvember 1, 2016, Aruba Partners wh have executed the HPE Partner Agreement: Shuld prepare t register and manage deals using HPE Deal Registratin prcesses and tls. Will nt be able t register and/r manage deals using Aruba prcesses and/r tls. May be able t register and manage deals in lcal currency. Will be able t view the Deal Registratin interface in their lcal language per user prfile set up. Partners wh are familiar with the existing HPE Deal Registratin prcesses and tls are encuraged t explre the new HPE Aruba Netwrking Deal Registratin interface accessible frm the new Partner Ready fr Netwrking site t register deals related t Netwrking-nly business pprtunities after Nvember 1, Impact t Partners: Beginning Nvember 1, 2016: Partners shuld prepare t register and manage deals using HPE prcesses and/r tls. Partners may need t make changes t internal prcess dcuments as needed, including: Navigate t the HPE Aruba Deal Registratin interface in the Partner Ready fr Netwrking site fr Netwrking-nly business pprtunities. Bkmark the new URL ( ) t the Partner Ready fr Netwrking site. Navigate t the HPE Deal Registratin interface in the Partner Ready Prtal fr Mixed BU business pprtunities r business pprtunities with ther HPE business units. Bkmark the new URL ( ) t the HPE partner prtal. 18

19 Transitin Plan: Use Case New deal registratins between nw and Octber 31, 2016 New deal registratins beginning Nvember 1, 2016 Deal registratins pending apprval in Aruba systems at clse f business n Octber 31, 2016 Apprved deal registratins in Aruba systems at clse f business n Octber 31, 2016 with a validity beynd Nvember 1, 2016 Deal Registratins that were Saved but nt Submitted fr Apprval in Aruba systems by clse f Octber 31, 2016 Histrical deal registratins What Partners can expect? There is n change frm tday. Aruba Partners will cntinue t register / manage deals as they nrmally d using the existing Aruba Deal Registratin interface accessible frm the Aruba Partner Center Prtal. Aruba Partners wh have executed the HPE Partner Agreement will be required t register / manage deals per the recmmended Deal Registratin interface described in the matrix in the Preface sectin. All deal registratin requests in Aruba systems will have been prcessed, and will be either apprved r declined per existing Aruba apprval plicies (business as usual). There will be n deals pending apprval in Aruba systems at clse f business n Octber 31, Fr Aruba Partners wh have executed the HPE Partner Agreement, all deal registratin requests that were apprved in Aruba systems with an expiratin date beynd Nvember 1, 2016 will be migrated frm Aruba systems t HPE systems n Nvember 1, 2016 thereby enabling Partners t seamlessly cntinue wrking n these deals using the HPE deal registratin prcesses/systems. Legacy Aruba Deal Registratin IDs will be available in HPE systems fr crss-referencing by Partners. Executin f migrated deal registratins n r after Nvember 1, 2016 will be required t be prcessed thrugh HPE systems. These deals registratin requests will nt be migrated t HPE systems, and will need t be re-created in HPE systems beginning Nvember 1, Histrical deal registratins that were apprved r declined in Aruba systems with expiratin date prir t Octber 31, 2016 will nt be migrated t HPE systems. 19

20 Next Steps: Between nw and Octber 31, 2016: Existing Aruba Partners wh are yet t execute the HPE Partner Agreement shuld cmplete the prcess at the earliest, but nt later than Octber 31, 2016 t be able t utilize apprved & valid deal registratins via HPE systems frm Nvember 1, Partners wh have nt executed the HPE Partner Agreement n r befre Octber 31, 2016 will nt be able t access and/r utilize the apprved deals in bth Aruba and HPE systems frm Nvember 1,

21 5.0 Nn Standard Price (NSP) Apprvals What remains the same: Between nw and Octber 31, 2016, Partners will cntinue t request Nn Standard Pricing (NSP) using the established Aruba prcesses; there is n change frm tday. Key changes: Beginning Nvember 1, 2016: Aruba Partners wh have executed the HPE Partner Agreement shuld prepare t submit special pricing requests using the HPE Special Pricing prcesses/tls knwn as Integrated Quting. HPE Special Pricing requests are equivalent t Aruba Nn Standard Pricing requests. The Integrated Quting tl will prvide Partners a self-service quting ability t: Cnfigure Aruba and HPE Netwrking prducts/slutins using HPE cnfiguratin tls Get an instant qute respnse, review & accept qute Review & accept qute t receive an rderable dcument knwn as OPG (Order Prcessing Guidelines). Partners shuld use the OPG t subsequently place the rder with a Distributr. Request nn-standard price (special price) if Partner requires an additinal discunt ver and abve the instant price. Partners will be required t submit qute requests in lcal currency per user prfile set up. Impact t Partners: Beginning Nvember 1, 2016: Partners shuld prepare t use the HPE self-service Integrated Quting tl fr their quting needs. The resulting qutes will be generated frm HPE systems per HPE terms and cnditins. 21

22 Partners may need t make changes t internal prcess dcuments as needed, including: Navigate t the HPE Integrated Quting interface in the Partner Ready fr Netwrking site fr quting needs related t HPE Aruba Netwrking-nly prducts/services. Bkmark the new URL ( ) t the Partner Ready fr Netwrking site. Navigate t the HPE Integrated Quting interface in the HPE Partner Ready Prtal fr quting needs related t prducts/services ffered by ther HPE business units. Bkmark the new URL ( ) t the HPE partner prtal. Partners will be required t submit qute requests in lcal currency per user prfile set up. Transitin Plan: Use Case Request NSP apprvals fr Aruba prducts/services between nw and Octber 31, 2016 Request Special Pricing apprvals fr Aruba prducts/services n r after Nvember 1, 2016 Apprved and valid NSPs in Aruba systems at clse f business n Octber 31, 2016 (validity beynd Nvember 1, 2016) What Partners can expect? There is n change frm tday. Aruba Partners will cntinue t engage with Aruba Sales Reps and/r Distributrs t request NSP apprvals. The resulting qutes will be generated frm the Aruba systems until Octber 31, The Aruba NSP number shuld be used when placing rders with Distributrs n r befre Octber 31, Aruba Partners wh have executed the HPE Partner Agreement will be required t submit new Special Pricing requests using HPE Special Pricing prcess and/r systems. The resulting qutes will be generated frm HPE systems per HPE terms and cnditins. The HPE Deal ID shuld be used when placing rders with Distributrs. Fr Aruba Partners wh have executed the HPE Partner Agreement prir t Octber 31, 2016, apprved NSPs valid beynd Octber 31, 2016 will be migrated t HPE systems. 22

23 NSP Requests pending apprval by Aruba at clse f business n Octber 31, 2016 Histrical NSPs NSP Apprval Requests submitted t Aruba prir t Octber 31, 2016 that are pending apprvals by Aruba will nt be migrated t HPE systems; Partners will be required t re-create new requests in the HPE Special Pricing systems, and wrk with the HPE Aruba Sales Reps fr any assistance. Histrical NSPs that were apprved r declined by Aruba with validity ending prir t Octber 31, 2016, will nt be migrated t HPE systems. Next Steps: Between nw and Octber 31, 2016: Existing Aruba Partners wh are yet t execute the HPE Partner Agreement shuld cmplete the prcess at the earliest, but nt later than Octber 31, 2016 t be able t utilize the apprved NSPs frm Nvember 1, Partners wh have nt executed the HPE Partner Agreement n r befre Octber 31, 2016 will nt be able t access and/r utilize the apprved NSPs in bth Aruba systems and HPE systems frm Nvember 1,

24 6.0 Service Cntract Migratin What remains the same: Between nw and Octber 31, 2016, Aruba service cntracts will cntinue t reside in Aruba systems; there is n change frm tday. Aruba installed base service cntracts will remain active n Aruba systems. Aruba service renewals and amendments will cntinue t be managed by Aruba Distributrs via Aruba service annuity prgrams, prcesses & tls. Key changes: Beginning Nvember 1, 2016: Active Aruba service cntracts will be migrated & activated in the Hewlett Packard Enterprise systems starting Nvember 1, Renewals and amendments will be managed thrugh HPE Distributrs via the HPE service annuity prgrams, tls and prcesses. Impact t Partners: Beginning Nvember 1, 2016, Partners shuld wrk with HPE Distributrs fr Service Cntract renewals and/r amendments. 24

25 Transitin Plan: Use Case Where will Service Cntracts reside between nw and Octber 31, 2016? Where will Service Cntracts purchased frm Aruba prir t Octber 31, 2016 reside n r after Nvember 1, 2016? Service Renewals between nw and Octber 31, 2016 Service Renewals n r after Nvember 1, 2016 Open Service Renewal Qutes prvided by Aruba as f clse f business Octber 31, 2016 What Partners can expect? There is n change frm tday. Aruba service cntracts will cntinue t reside in Aruba systems. Service Cntracts will reside in HPE systems effective Nvember 1, In Octber 2016, a Welcme Letter will be sent t the Sld T party n the service cntract (typically the Distributr) t infrm them f the fllwing: Active Aruba service cntracts will be migrated & activated in the Hewlett Packard Enterprise systems starting Nvember 1, 2016 with an equivalent service level. Supprt fr Aruba prducts has been transferred ver t Hewlett Packard Enterprise. Hw t access supprt n Aruba prducts frm Hewlett Packard Enterprise. Partners having mre than ne service cntract with Aruba may receive multiple ntificatins as each service cntract migrates t Hewlett Packard Enterprise. There is n change frm tday. Partners will be required t fllw the established Aruba service renewal prcesses. Service Cntracts frm Aruba that were migrated t Hewlett Packard Enterprise will be active in HPE systems, and Partners will be required t fllw the HPE service renewal prcesses. Partners will be required t cmplete the transactins fllwing the established Aruba service renewal prcesses (including qute amendments) Next Steps: Octber 2016: Partners shuld fllw-up with their Distributrs t ensure they have received the Welcme Letter fr the service cntracts they have with Aruba. 25

26 7.0 Service Prtfli & Ordering What remains the same: Between nw and Octber 31, 2016, Partners will cntinue t purchase services fr Aruba prducts frm Aruba; there is n change frm tday. Key changes: Beginning Nvember 1, 2016: Partners wh jin the HPE Partner Ready fr Netwrking Prgram will be able t purchase and resell HPE Supprt and Cnsulting Services n bth HPE Netwrking and Aruba prducts. Resellers will need t rder HPE services fr Aruba prducts frm HPE Distributrs using HPE part numbers. A full suite f HPE Services will be available fr Resellers t purchase n Aruba prducts. Reactive Supprt Services called Aruba Fundatin Care Remte + Onsite, Device Level Supprt Practive Supprt Services called Practive Care Reactive supprt + practive mnitring, device level supprt Envirnmental Supprt Services called Datacenter Care Custmized supprt fr the custmer s entire envirnment Dedicated supprt team Lifecycle Event Services Installatin & Startup and Deplyment Services Services t install and cnfigure the netwrk Cnsulting & Prfessinal Services Aruba Mbile First Strategy, Assessment, Design, Deplyment & Integratin, Optimizatin Services fr: Aruba Wireless Infrastructure Aruba Campus Netwrk Switching Aruba ClearPass Plicy Manager Aruba AirWave Netwrk Management Aruba Meridian Mbile Engagement insert Aruba (ALE) Analytics and Lcatin Engine 26

27 Impact t Partners: Beginning Nvember 1, 2016, Partners will be required t start rdering HPE Services n Aruba prducts thrugh HPE Distributrs. 27

28 8.0 Service Delivery Prgrams & Technical Supprt What remains the same: Between nw and Octber 31, 2016, Partners wh participate in a Service Delivery Prgram will cntinue t cntact Aruba fr Technical Supprt n Aruba Wireless prducts. Partners will cntinue t utilize Aruba Supprt Central fr nline service supprt needs. Beginning Nvember 1, 2016, Partners will cntinue t receive the same high quality Technical Supprt frm the Aruba Technical Assistance Center (TAC). Hwever Aruba Supprt calls will be ruted thrugh HPE t the Aruba Technical Assistance Center (TAC). Key changes: Between nw and Octber 31, 2016, qualified Delivery Partners wh have signed the HPE Partner Agreement may be invited t sign a Service Delivery addenda with HPE t deliver Partner Branded Supprt Services t the end Custmer. Beginning Nvember 1, 2016: Partners will be required t cntact Hewlett Packard Enterprise fr Technical Supprt n Aruba prducts. Technical Supprt n Aruba prducts will be transacted via HPE systems and prcesses. Supprt Calls via Phne: A list f supprt cntact numbers will be published prir t Octber 31, Partners shuld utilize the designated cntact number t address technical issues and questins ver the phne, fllwing the prmpts t receive assistance n Aruba prducts. Partners will need t prvide the new HPE Service Agreement ID number (SAID) each time they cntact HPE fr supprt. Online Supprt: Partners will be able t get nline technical supprt n Aruba prducts via the HPE Supprt Center and MyNetwrking Prtal that can be accessed frm the new Partner Ready fr Netwrking Site. This includes nline case management, sftware dwnlads, license management and supprt tls/dcumentatin. Replacement Parts: Spare parts fr Aruba prducts will be available in HPE stcking lcatins. 28

29 Impact t Partners: Beginning Nvember 1, 2016: Partners will be required t cntact HPE fr technical supprt n all Aruba and HPE prducts. They will cntinue t receive the same high quality supprt frm the Aruba Technical Assistance Center (TAC) but utilizing HPE delivery prcesses, tls and lgistics systems. Partners shuld cntact their Distributr in the last week f Octber fr mre guidance n hw t access supprt n Aruba prducts thrugh HPE. Partners will be required t prvide the new HPE Service Agreement ID number (SAID) t access sftware dwnlads, phne supprt and knwledge base infrmatin arund the clck - 24/7. Partners will be prvided a link t access a website that will list the phne number t call the lcal HPE supprt center. Partners will be prvided infrmatin n hw t access the technical supprt prtals in HPE t btain sftware updates/dwnlads and utilize n-line case management, license management and supprt tls/dcumentatin. Transitin Plan: Use Case Supprt Delivery fr Aruba prducts & services between nw and Octber 31, 2016 Supprt Delivery fr Aruba prducts & services n r after Nvember 1, 2016 What Partners can expect? There is n change frm tday. Technical supprt n Aruba prducts & services will be transacted via the Aruba systems and prcesses. Technical supprt fr Aruba prducts & services will be transacted via HPE systems and prcesses fr cntracts that were migrated. Next Steps: Partners shuld cntact their Distributr in the last week f Octber fr mre guidance n hw t access supprt n Aruba prducts thrugh HPE. 29

30 9.0 HPE Renew Preface: HPE Renew ffers a cmprehensive prtfli f quality Hewlett Packard Enterprise (HPE) remanufactured prducts at very attractive prices. All HPE Renew prducts are cvered by the riginal same-as-new factry warranty, service, and supprt ptins Hewlett Packard Enterprise ffers Custmers wh have a tight IT budget but still want Hewlett Packard Enterprise quality, can utilize the HPE Renew prgram which delivers a high-perfrmance, lw-cst slutin when price really cunts. HPE Renew prducts are at least 15 t 30 percent belw the price f new, in additin t unbelievable prmtins, s custmers can reduce their IT csts and increase their bttm line. With HPE Renew, custmers can be sure the prduct has been remanufactured by the riginal manufacturer and is an extensin f the trusted HPE brand. Sftware, licenses, service and supprt ptins fr HPE Renew prducts are equivalent t thse ffered with new prducts. The prducts are als laded with the latest sftware and firmware revisins. Five reasns t buy HPE Renew: 1. Great Value Get high quality slutins at significant discunts with fully remanufactured Hewlett Packard Enterprise prducts. HPE Renew delivers high-perfrmance, lw-cst slutins while ffering the same reliability, functinality and warranty as new HPE prducts. If custmers have a limited IT budget, HPE Renew is the perfect alternative high-quality slutins at a lwer cst. 2. HPE Certified Quality All HPE Renew prducts underg cmplete remanufacturing and testing prcesses, fully restring them t meet HPE s stringent quality standards and ensuring they meet all riginal factry specificatins. 3. Same-as-New Factry Warranty HPE Renew prducts are cvered by the same-as-new factry warranty, s there is n difference between the warranty f a new HPE prduct and the equivalent HPE Renew prduct. The warranty starts frm the date f purchase and refreshes the riginal warranty. Additinal service and supprt ptins are available t cmplement the riginal HPE prduct warranty. 30

31 4. Brad Range f HPE Slutins Whether yur custmer is lking t implement a new IT platfrm r planning t maintain r upgrade an existing ne, HPE Renew ffers a cmprehensive prtfli f fully remanufactured HPE slutins t fulfill their specific business needs. HPE Renew ffers current, state f the art technlgy, in additin t lder generatin equipment. 5. Ec-friendly Start making sustainable chices fr the planet with HPE Renew. By remanufacturing and redeplying returned, laned r trial units, HPE Renew enables these prducts t be fully utilized s that they d nt end up in landfills. HPE Renew lets custmers reduce the verall envirnmental impact while taking advantage f an affrdable alternative. Fr mre infrmatin T learn mre abut HPE Renew, visit HPE Renew T cntact an HPE Renew representative, visit HPE Renew cntacts Impact t Partners: Beginning Nvember 1, 2016, Aruba Partners wh have signed the HPE Partner Agreement will be able t buy HPE Renew Netwrking prducts at lwer price pints accrding t the same rules they have fr purchasing new netwrking prducts. Infrmatin abut the HPE Renew prgram is available by regin at the listed links: HPE Renew US, Canada, Latin America HPE Renew Eurpe, Middle East, Africa HPE Renew Asia Pacific & Japan 31

32 10.0 Market Develpment Funds (MDF) Preface: As f Nvember 1, 2016, Hewlett Packard Enterprise will launch the HPE Partner Ready fr Netwrking Prgram, a new prgram fr frmer Aruba Partners and current HPE Partners. At the same time, the marketing budgets f HPE and Aruba will be cnslidated, and Aruba Partners wh have executed the HPE Partner Agreement may have the pprtunity t access these funds under the HPE MDF Prgram. What remains the same: Between nw and Octber 31, 2016: Partners will cntinue t benefit frm Aruba Netwrks MDF as part f the PartnerEdge Prgram; there is n change frm tday. Partners may cntinue t submit new requests t cnduct marketing activities using Aruba MDF as they nrmally d. Partners can cntinue t cnduct apprved and cnfirmed marketing activities using Aruba MDF as they nrmally d. Between nw and Nvember 30, 2016: Partners will cntinue t submit invices alng with assciated dcuments like prf f perfrmance, marketing reprts, etc. thrugh the Aruba Partner Center Prtal as they nrmally d; there is n change frm tday. Key changes: The Aruba Netwrks MDF Prgram (part f PartnerEdge) will be terminated n Octber 31, Partners must cmplete all marketing activities using Aruba MDF n r befre Octber 31, The last date t submit invices fr apprved marketing activities cnducted n r befre Octber 31, 2016 using Aruba MDF is Nvember 30, Aruba will nt accept invices r ther required prf f perfrmance dcumentatin after Nvember 30, Claims that are still utstanding after Nvember 30, 2016 will nt be paid. 32

33 Impact t Partners: The Aruba Netwrks MDF Prgram (part f PartnerEdge) will be terminated n Octber 31, Hwever, beginning Nvember 1, 2016, Partners wh have signed the HPE Partner Agreement may be able t take advantage f HPE MDF as part f the HPE Partner Ready fr Netwrking prgram. Partners shuld start discussing marketing activities with their HPE Aruba Channel Lead prir t cnducting the activity under the HPE MDF prgram. Transitin Plan: Use Case Cnduct marketing activities between nw and Octber 31, 2016 Cnduct marketing activities beginning Nvember 1, 2016 Submit invices fr apprved and cnfirmed marketing activities cnducted n r befre Octber 31, 2016 using Aruba MDF Submit invices fr marketing activities cnducted n r after Nvember 1, 2016 under HPE MDF What Partners can expect? There is n change frm tday. Partners may cntinue t cnduct marketing activities using Aruba MDF as they nrmally d. Partners wh have signed the HPE Partner Agreement may be able t cnduct marketing activities under the HPE MDF. Partners shuld start discussing marketing activities with their HPE Aruba Channel Lead prir t cnducting the activity under the HPE MDF prgram. There is n change frm tday. Partners will be required t submit invices alng with assciated dcuments like prf f perfrmance, marketing reprts, etc. thrugh the Aruba Partner Center prtal as they nrmally d. The last date t submit invices and required prf f perfrmance dcuments fr utstanding apprved claims is Nvember 30, Partners will be required t use the HPE MDF claim submissin prcesses/tls, which will be cmmunicated t them by the Reginal Marketing Leads prir t Octber 31,

34 Next Steps: Partners will receive mre infrmatin abut the HPE MDF Prgram, prcesses and guidelines ver the cming weeks. Aruba Partners wh have executed the HPE Partner Agreement shuld plan marketing activities with their HPE Aruba Channel Lead t avail benefits under the HPE MDF prgram. 34

35 11.0 Cperative Marketing Funding (C-Op) Preface: The Aruba Cperative Marketing Funding Agreement ("C-p Cntract") will expire n Octber 31, 2016 ( Expiry Date ). As f Nvember 1, 2016, the marketing budgets f HPE and Aruba will be cnslidated, and Aruba Partners wh have executed the HPE Partner Agreement may have the pprtunity t access these funds under the HPE MDF Prgram. Partners will receive mre infrmatin abut the HPE MDF Prgram, prcesses and guidelines ver the cming mnths. Due t the intrductin f the HPE MDF Prgram, Partners shuld nte that Aruba will nt be extending the C-p Cntract after Octber 31, 2016 ( Expiry Date ). This means that Partners will n lnger accrue Aruba C-p funds after Octber 31, What remains the same: Submit new requests fr cnducting marketing activities using their accrued Aruba C-p funds Between nw and Nvember 30, 2016, there is n change frm tday. Partners may cntinue t submit new requests t cnduct marketing activities using their accrued Aruba C-p funds as they nrmally wuld via the Aruba Partner Center Prtal. Cnducting marketing activities using Aruba C-p funds Between nw and December 31, 2016, there is n change frm tday. Partners can cntinue t cnduct apprved and cnfirmed marketing activities using Aruba C-p funds as they nrmally d. Submit invices and prf f perfrmance dcuments fr apprved claims Between nw and January 20, 2017, there is n change frm tday. Partners will cntinue t submit invices and prf f perfrmance dcuments fr claims via the Aruba Partner Center Prtal. 35

36 Key changes: The Aruba Cperative Marketing Funding Agreement ("C-p Cntract") will expire n Octber 31, 2016 ( Expiry Date ), and due t the intrductin f the new prgram, Partners shuld nte that Aruba will nt be extending the C-p Cntract after the Expiry Date. In light f expiratin f the C-p Cntract and the cmmencement f the HPE MDF Prgram, Aruba has, pursuant t Sectin 6 f the C-p Cntract, changed the time perids fr the submissin and payment f C-p claims as fllws: Submit new requests fr cnducting marketing activities using their accrued Aruba C-p funds Nvember 30, 2016 is the last date t submit requests fr cnducting marketing activities using Aruba C-p funded activities. Cnducting marketing activities using Aruba C-p funds All apprved Aruba C-p funded activities must be cmpleted by December 31, Submit invices and prf f perfrmance dcuments fr apprved claims January 20, 2017 is the last date t submit invices and prf f perfrmance dcuments fr apprved claims. All unclaimed Aruba C-p funds will expire n January 31, 2017 and Aruba will nt pay any unclaimed C-p funds after this date. Impact t Partners: The Aruba Cperative Marketing Funding Agreement ("C-p Cntract") will expire n Octber 31, Partners shuld nte that Aruba will nt be extending the C-p Cntract after Octber 31, Partners shuld make nte f the changes t the time perids fr submissin and payment f C-p claims as utlined in the Key changes sectin abve. 36

37 Transitin Plan: Use Case Request apprval fr cnducting marketing activities using Aruba Cp funds between nw and Nvember 30, 2016 Submit claims fr apprved and cnfirmed marketing activities cnducted between nw and January 20, 2017 using Aruba C-p funds What Partners can expect? Partners may cntinue t request apprval fr cnducting Aruba C-p funded marketing activities as they nrmally wuld by via the Aruba Partner Center Prtal; there is n change frm tday. Nvember 30, 2016 is the last date t submit requests All activities must be cmpleted by December 31, Partners will cntinue t access the Aruba Partner Center Prtal t submit invices and prf f perfrmance dcuments fr pen apprved claims. Partners will be required t submit all invices and prf f perfrmance dcuments fr pen apprved claims by January 20, All unclaimed Aruba C-p funds will expire n January 31, 2017 and Aruba will nt pay any unclaimed C-p funds after this date. Next Steps: Between nw and Octber 31, 2016, Partners will receive mre infrmatin abut the HPE MDF Prgram, prcesses and guidelines ver the cming mnths. 37

38 12.0 Partner Cmmunicatins What remains the same: Between nw and Octber 31, 2016: Aruba PartnerEdge Partners will cntinue t receive mnthly newsletters, webinar invites, and event invites frm Aruba; there is n change frm tday. Aruba PartnerEdge Partners wh are als HPE Partner Ready Partners, will receive the HPE Partner NewsFlash and ther peridic cmmunicatins frm HPE. Key changes: Beginning Nvember 1, 2016, Aruba Partners wh have executed the HPE Partner Agreement, will start receiving Aruba-branded Partner Ready fr Netwrking cmmunicatins frm HPE. They will als receive the HPE Partner NewsFlash. Partners will have the ptin t unsubscribe t either r bth. Transitin Plan: Use Case Receive Partner Cmmunicatins between nw and Octber 31, 2016 Receive Partner Cmmunicatins n r after Nvember 1, 2016 What Partners can expect? Aruba Partners will cntinue t receive cmmunicatins frm Aruba; there is n change frm tday. Aruba Partners wh have executed the HPE Partner Agreement prir t Octber 31, 2016 will receive cmmunicatins frm bth Aruba and HPE until Octber 31, 2016 with the ptin t unsubscribe t either r bth. Aruba Partners wh have executed the HPE Partner Agreement prir t Octber 31, 2016 will receive Aruba-branded HPE Partner Ready fr Netwrking Prgram cmmunicatins frm HPE. Aruba Partners wh have nt executed the HPE Partner Agreement prir t Octber 31, 2016 will n lnger receive newsletters, webinar invites, and event invites frm Aruba until they execute the HPE Partner Agreement. They will, hwever, cntinue t receive peratinal s until March 31,

39 Next Steps Between nw and Octber 31, 2016, Aruba Partners shuld execute the HPE Partner Agreement t ensure that they cntinue t receive all Aruba-branded cmmunicatins frm HPE beginning Nvember 1,

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