HPE Financial Services: Your partner for success Nick Ronga Partner & Distributor Development Manager - Italy May 2018
How does it work with HPEFS Focus on monthly payment - Results in 20 35% larger deals on average, increases partners volume. What can be financed: + + + = HPE / HP Hardware Software Services Other OEM Bigger deal Example Purchase Price Monthly Payment HPE/HP HW 100,000 2,520 Add software or services 5,000 122 Total 105,000 2,642 Would you rather sell 105K or 2,642 per month? FMV- Even better than 0% financing 2,642 x 36 = 95,112
HPE Financial Services Partner Connection Helping you work more effectively Quick quote Use our Online Calculator to quickly respond to customer queries regarding leasing options. Contact HPE Financial Services Our experts are available to resolve any customer issue quickly and effectively. Credit applications Quickly generate a credit application on behalf of your customer and track the application through its lifecycle (submit, withdraw, declines, approvals). Firm quotes Create and save terms to provide your customer with options. Download PDF proposal document for each option. Marketing and promotions Visibility to all special offers added to the portal and access to tools for marketing and sales of finance products. Reporting Transactions performed to date for analysis. Proposals & Contracts Easily convert a quote into an accepted proposal in seconds. More customer deals closed Offer standard FMV solutions, easily manage deals from 2500 euro to 650k euro.. HP Restricted. For HP and Channel Partner Internal use only. 3
Distributor Model Integrating HPE Financial Services How does it work? Competitive differentiator Partner Credit Capacity An HPE FS financing solution removes the requirement DSO reduced Distributor receives payment for product from HPE FS upon completion Margin: receives additional HPE FS incentives Partner Create more Value for End user. Competitive differentiator Can do larger deals without restriction of Credit Line Receives payment for product margin from HPE FS IT Strategy matches Investment Strategy using HPE FS Financing Solution Larger deal available due to HPE FS taking credit risk Distributor End user Product Invoice Product Invoice + Margin HPE FS Lease Agreement
New solutions: flexible IT investment & consumption models IT Consumption Models Services based deal with dial up / dial down We explored a range of options. We led first with Flexible Capacity. It was not flexible enough options and (Flexible entailed too Capacity) much commitment as did our more traditional investment solutions Pay-as-you-Grow Flexible return options Subscription based offers for solution bundles HPE Subscription Infrastructure at a fixed price per month Solution sold all inclusive at a cost per page Typical term is 3 years (24, 36 or 48 monthly) + 3 month deferral period No cash/buy price presented in the offer Only a bundled cost per month It is not a financing offer attached to an infrastructure offer It is the infrastructure offer priced per month
Why HPE Financial Services: Channel partners Customers Easily obtain quotation with PCT at the most competive rates on market quickly managing each deal with faster selling cycle. Increase transaction size and recurring revenue opportunities. Relationship: 75% of our customers are repeat customers. Expertise & Support: Dedicated expert channel team available to assist with solution design. Dedicated expert channel team available to assist with solution design. Help increase their IT investment capacity to help transform their business. Accelerate customers ability to employ the latest technology to realize business goals with easy budgeting. Increase their flexibility to change as the business requires. Total Transparency: no hidden costs.
HPE Financial Services sales process GTM: full service or Distri model STEP 1 Obtain a quick quote Use the Partner Connection portal to obtain a quick quote STEP 2 Credit assessment To obtain credit approval, enter the required customer information into the Partner Connection portal STEP 3 HPE FS Documentation Obtain a firm quote Documents are available immediately and must be signed and returned by the customer to HPE STEP 4 Credit Shipping & Authorization HPE FS will provide a Vendor Authorization letter (VAL) & all credit conditions for shipment Partner invoices HPE FS STEP 5 Delivery & Installation Equipment is delivered and installed following VAL conditions STEP 6 Certificate of acceptance Customer signs Certificate of Acceptance (CoA) Execution of CoA & the financing agreement starts STEP 7: Settlement Once all documentation is received, invoices are paid
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Driving to a solution: flexible IT investment and consumption models Investment Solutions Capital for investment in technology from HPE We explored a range of options. We led first with Flexible Capacity. It was not flexible and enough other and vendors entailed too much commitment as did our more traditional investment solutions Hardware, software and professional services Procurement consolidations Structured payments IT Investment Strategy Workshop GTM and Engagement Models We explored a range of options. We led first with Flexible Capacity. It was not flexible Sell enough With and entailed partnership too much approach commitment as did our more traditional investment solutions Sell To - Finance solutions for equipment deployed in managed services deals Sell Thru - Transfer of end client solvency risk Leases and assignment facilities IT Consumption Models Services based deal with dial up / dial down We explored a range of options. We led first with Flexible Capacity. It was not flexible enough options and (Flexible entailed too Capacity) much commitment as did our more traditional investment solutions Pay-as-you-Grow Flexible return options Subscription based offers for solution bundles Value Added Services Asset recovery Data security Compliance & Reporting Pre-Owned equipment learn how to shape and build out offers in the long term
Gentili ospiti, al termine della presentazione vi preghiamo di lasciare i ricevitori sopra le sedie e di tenere invece le cuffie per le prossime sessioni a cui parteciperete. Grazie per la collaborazione. 10