HP Software Services Integrator Program (SVI) - 2010 December 2009 2008 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice
HP Software Services Integrator Program The HP Software Service Integrator (SVI) Program is specifically designed to help you grow your business and provide a single point of contact for your customers. for authorized software business partners 2 19 January 2010
HP Software Services Integrator Program Proven level of HP Software expertise & professionalism SVI Partner no ordinary Partner! Commitment to meet HP Software high support standards The SVI Program is the highest level of collaboration for support services between HP and selected skilled software business partners The SVI Partnership is a very strong endorsement by HP in your company. It is a testimonial to, and recognition of, your competence and professional HP Software services capabilities 3 19 January 2010
SVI partner delivery model HP Channel discount Global Support delivery SVI Partner Manager Channel Partner HP SW HP SW upfront support HP SW consultancy HP SW support renewal Customer HP SW 1 st level support SVI support renewal Summary: SVI Partner sells software, consultancy and support to their end customer SVI Partner delivers help desk support and 1 st level support to their end customer SVI Partner handles support renewals HP supports SVI Partner with prioritized access into the Global Support delivery organization for difficult complex problems HP provides SW Services Partner Manager to support SVI Partner business relationship 4 19 January 2010
The SVI Partnership: HP Software Business Partners Sales Renewal SVI Channel Partner Deployment Completing the sales cycle Support 5 19 January 2010
SVI Program features SVI partners receive discounts on upfront support sales Increased discounts given on HP Software support contract renewals Access to HP Software advanced training courses focused on HP Software support & troubleshooting Technical Resources Prioritized access to Global Support delivery Personalized HP Software Support Online website Advanced access to HP s knowledge database SVI Partner Advisory Council 6 19 January 2010
SVI Program features A key benefit and differentiator of the SVI Program is the access you have to an HP SW Services Partner Manager The SW Services Partner Manager Relationship manager between HP & Partner Information resource (e.g. product plans, releases, etc.) Training & certification planning Account escalation Partner/Customer satisfaction & SVI performance reviews Account reviews & business planning The SW Services Partner Manager is your direct link into the HP SW organization 7 19 January 2010
SVI eligibility and requirements Measurement Tier Level Support renewal sales Product Center Competency Helpdesk / Call Tracking Requirement Partner satisfies requirements for Silver Level or higher membership of core HP Software EMEA Partner Program Partner exceeds $100K annual support renewals for program entry; Partner should have a minimum of one (1) renewal sales person Partner must have a minimum of two (2) certified technical engineers per product supported (AIS certification or higher) Partner must have capability to manage inbound support requests during the times defined within the support packages being sold (e.g. 9x5, 24x7) 8 19 January 2010
SVI partner benefits Increase partner growth potential through extended business model Additional on-going revenue stream through support contract renewals Single point of customer contact through the sales and support cycle Opportunity to value-add additional support services to your customers Access to higher level HP SW knowledge, including: HP SW support & online knowledge base Opportunity to contribute & participate in HP SW knowledge generation and retrieval 9 19 January 2010
SVI upfront and renewal compensation FY10 On the upfront quote, the SVI partner will get an additional 5% discount on the list support price, capped at 50%. The additional discount only applies if the order contains the SVI Identifier U2464AA. Changes will be effective January 1st, 2010. SVI Renewal Net Orders Volume Achievement *based on previous year Volume Achievement $750K SVI Renewal Net Orders Quota Achievement 95% Quota Achievement AND contracts renewed before or in the month they expired SVI Support Delivery Self-sufficiency Achievement *calculation is based on upfront and renewal 4 cases/$50k SVI Support Contracts < Achievement 6 cases/$50k SVI Support Contracts Achievement 4 cases/$50k SVI Support Contracts SVI Program Status Renewal compensation achievements: 0,1 Renewal compensation achievements: 2;3 Renewal compensation achievements: 4 Status Silver Gold Platinum 10
EMEA w/o CEE & MEMA SVI Compensation scheme in detail EMEA w/o CEE&MEMA < 11k$ support list price* EMEA w/o CEE&MEMA > 11k$ support list price* Upfront license discount minus Renewal: Discount Supp Option: 9*5 & 24*7 up to 35% Between 36% to 50% Between 51% to 75% over 75% Base renewal discount 19% 4.0% 3.0% 2.0% 1.0% One achievement 21% 3.0% 2.0% 1.0% 0.5% Two achievements 23% 2.0% 1.5% 0.5% 0% Three achievements 25% 0% 0% 0% 0% Four achievements 27% -1.0% -1.0% -0.5% 0% 11 * (annualized amount of an individual quote, meaning the sum of each monthly price *12)
CEE & MEMA SVI compensation scheme in detail EMEA (CEE&MEMA) < 11k$ support list price* EMEA (CEE&MEMA) > 11k$ support list price* Upfront license discount minus Renewal: Discount Supp Option: 9*5 & 24*7 up to 35% Between 36% to 50% Between 51% to 75% over 75% Base renewal discount 19% 10.5% 8.0% 4.0% 1.5% One achievement 21% 9.0% 7.0% 3.5% 1.5% Two achievements 23% 7.5% 5.5% 3.0% 1.0% Three achievements 25% 6.0% 4.5% 2.0% 1.0% Four achievements 27% 4.5% 3.5% 1.5% 0.5% 12 * (annualized amount of an individual quote, meaning the sum of each monthly price *12)
SVI bonus renewal compensation FY09 SVI Program Status Silver Gold Platinum Benefits - gets L2 routing to foundation team - Software Services Partner Manager will do the account review meeting on the phone - gets L2 routing to foundation team -gets 1 on-site visit per year from the Software Services Partner Manager for the account review meeting (where possible, otherwise remote) - gets L2 routing to strategic team - gets Technical Advocate -gets 2 on-site visits per year from the Software Services Partner Manager for the account review meeting (where possible, otherwise remote) In order to join SVI program partner needs to have 100K$ volume In order to continue in the program partner needs to maintain 200k$ volume per year 13 19 January 2010
SVI partner responsibilities The SVI partner is the focal point for their customers Resells mandatory 1 or 3 years upfront support products with HP Software license Provides minimum 1 st line call resolution Renews support with HP for their SVI customers Sells own brand of support + value-add to end user Delivers updates, support & consulting to end users 14 19 January 2010
For detailed information about the HP Software Services Integrator Program please contact your local HP Channel Sales Representative HP Software Services Integrator Program 2008 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice