HPE GREENLAKE READY PROGRAM SYSTEM

INTEGRATORS FY21

Adriana Corsiatto
LAC Services and Consumptions Channels Programs
May 2021
SP & SI GROWTH IS CRITICAL TO HPE SUCCESS

“At HPE, the channel is an

extension of our team & our
success is their success. HPE
GreenLake is becoming our
shared North Star for how we
deliver new solutions for our
customers, and in turn make our
partners their champions.”

Antonio Neri – HPE President & CEO

Best of Breed Conference 2019
CONFIDENTIAL | AUTHORIZED HPE PARTNER USE ONLY 2
HPE , SP & SI : ACCELERATING TOGETHER WITH GREENLAKE
Consumption-
based offerings
Deploy use-case
Acquire New Customer and
optimized solutions increase revenue without
Implement faster major investment
Accelerate GTM Velocity Accelerate Your Optimize Cash investments
Grow Your
Service Transformation
Portfolio

Unmatched security
Showcase your powered- and automation
by-HPE portfolio Be the HPE Lead With HPE
HPE Ezmeral Software
Cloud Quality and
Collaborative selling Best-in-class data center and
Innovation
Leverage Co-Location Edge portfolio
strategy to increase Leading IT sustainability
operational agility outcomes

CONFIDENTIAL | AUTHORIZED HPE PARTNER USE ONLY 3

 HPE GREENLAKE
THE CLOUD THAT COMES TO YOU
EDGES COLOCATION / DATACENTERS CLOUDS

Accelerate Internal costs more Managed

Predictable costs and closely aligned to New market
time-to-market margin improvement for you
customer revenues offerings

CONFIDENTIAL | AUTHORIZED HPE PARTNER USE ONLY 4

HPE GREENLAKE READY PROGRAM FY21

• Objective SI: provide additional benefits that allow SI respond to customer needs and enhance
co-selling

• Term: H2 FY21

• Scope: Argentina, Chile, Colombia, Brasil, Mexico, Peru and Puerto Rico

• Eligible Partners: SI that meet requirements

• Metrics: at least TCV USD70.000.- GL Sales by Quick Quote in H2 Fy21

CONFIDENTIAL HPE AND AUTHORIZED PARTNER ONLY 5

HPE GREENLAKE READY PROGRAM FY21
VALUE PROPOSITION

Plus  Quick Quote Access

Plus  Quick Quote for small instances

 17% Rebate
 Membership Acceleration PL’s multipliers Plus  E&G Quick Quote Incentive
 Margin
Plus  GL Central Demos & Mentor Program

Plus  GL Sales Plays Workshops

Plus  Executive Briefing Center

CONFIDENTIAL HPE AND AUTHORIZED PARTNER ONLY 6

HPE GREENLAKE READY PROGRAM FY21
HPE GREENLAKE QUICK QUOTE R4 WORKLOADS
QUICK QUOTE
EVOLVING THE WAY HPE OFFERS GREENLAKE
Closing a GreenLake deal as fast as possible Compute Storage Virtualization

3 10
General compute (Servers) From Mission-Critical For environments scaled to
to attend general-purpose Storage to Data Protection need, deployed in
workloads platforms based on VM
Options for 3,4 & 5 years, multi-workload, multi-term
Weeks Minutes
Is the average time it Is the average time it
takes to get a custom takes to get a Quick
binding proposal Quote binding Proposal
FEATURES AND BENEFITS
Preconfigured solutions and top Guided configuration
With competitive entry level prices workloads
Simplifies quoting process
Speeds time to proposal

with Small Instances Offering Automated SOW and Business cases Real-time pricing
Demonstrates Solution value Enables scenario-based indicative pricing

Mobile-friendly
Simple to use wherever you are
CONFIDENTIAL HPE AND AUTHORIZED PARTNER ONLY 7
HPE GREENLAKE READY PROGRAM FY21- ENGAGE AND GROW INCENTIVES
– Participate all GL Ready SI
– Participate all GL Ready Partners
– Pay the top 3 users
 1st 5,000 E&G points1 – Pay 2% of the TCV for Won QQ Oppty :
 2nd 2,500 E&G points1  $90-300K 2% of TCV in E&G points1
 3rd 1,500 E&G points1  >$300K 10,000 E&G points1
– Need a valid OPE (Sales Stage 4b and above) – Need to add Campaign Accelerating Winning with QQ
– Reports monthly
• Eligibility :
• All GreenLake Ready System Integrators SCS signed
• The partner must be registered in the Engage & Grow Program www.hpeengageandgrowlac.com. The points will be assigned to the partner admin.
• Validity:
• The program is valid for Q2 to Q4 FY21
• Only for registered opportunities under campaign name : “FY21 Accelerating Winning QQ”
• Sales Motion
• Only applies to opportunities under the indirect model GreenLake 3.0 Sell Through
• Only applies to new deals do not include change orders
• For won opportunities the payment will be based in the initial order , this means TCV at minimum committed capacity under campaign name : “FY21 Accelerating Winning QQ”
• Incentive :
• Incentive valid for H2 Fy21 (01/05 to 31/10(2021)
• The winner will be published at the end of each month for deals and EoQ (end of quarter) for Usage
• In the case that the deal were close thru Distributor, the Distributor GreenLake focal point will receive 50% of the points won by the reseller. The Distributor need to register the focal
point
• The awards will be available thru Engage and Grow and based on Engage & Grow T&Cs

CONFIDENTIAL | AUTHORIZED HPE PARTNER USE ONLY 8

E&G KIT

CONFIDENTIAL HPE AND AUTHORIZED PARTNER ONLY 9

HPE GREENLAKE READY PROGRAM FY21

HPE GREENLAKE CENTRAL DEMOS AND MENTOR PROGRAM

HPE GREENLAKE DELIVERS THE CLOUD EXPERIENCE What’s in for GreenLake Ready Partners?
Managed for you so you can focus on your business Receive new service request

Deploy workloads
Point-and-click & services
− Access to HPE’s Geneva CEC Production
Environment for Customer Demos –Given
Meter usage
Self-service portal & costs by HPE
& ops console
HPE
GREENLAKE HPE − Training and mentoring on how to position
Receive outcomes
CENTRAL GREENLAKE Monitor services GreenLake using GreenLake Central as
Strategic differentiator vs. Competition

Update & operate − Deep dive training for modules and

Deliver pay-per-use billing upselling –Continous compliance &
GreenLake Private Cloud
Plan & replenish capacity
Create insights and analytics

Simplified IT for users Managed for you by HPE

CONFIDENTIAL HPE AND AUTHORIZED PARTNER ONLY 10

HPE GREENLAKE READY PROGRAM FY21

HPE GREENLAKE SALES PLAYS

THE ULTIMATE GUIDE TO POSITION GREENLAKE PORTFOLIO

Sales Process Engagement Tips Objection Handling Qualify, Propose & Close
How to successfully manage
A step-by-step guide to increase How to assertively approach our Feedback and objection your selling cycle
your win rate customers management is a must to win

HPE GREENLAKE WORKSHOPS

 Onboarding for each partner
 GL Launch To Market*
 HPE Transformation Workshop*
* For those partners with 1 or 2 sales

CONFIDENTIAL HPE AND AUTHORIZED PARTNER ONLY 11

HPE GREENLAKE READY PROGRAM FY21

HPE EXECUTIVE BRIFIENG

Examples of virtual sessions:
• Client: Strategic discussions led by a member of our team and personalized to
business initiatives
• Multi-client: Client with similar objectives in a virtual meeting to learn more
about HPE solutions opportunities for digital transformation.

CONTACT YOUR PBM/DBM/IPBM

CONFIDENTIAL HPE AND AUTHORIZED PARTNER ONLY 12

HPE GREENLAKE READY PROGRAM FY21
REQUIREMENTS
1. At least 1 individual HPE GreenLake Certification Path complete in Fy21
Mandatory to have QQ access Number 1, 2, 4
Resource Name Resource Id URL
1 What is HPE GreenLake? 0001132591 https://mindtickle.app.link/jnI3H3hJw5
2 The benefits of HPE GreenLake "as a Service" model to Partners 0001132824 https://mindtickle.app.link/uKHJem7f85

3 Delivery Everything as a Service 01129822 https://content.ext.hpe.com/sites/LMS/LMS.html?deeplink=/Saba/Web_spf/HPE/common/ledetail/01129822

4 Lead the Conversation – Deliver Everything as a Service 0001131822 https://mindtickle.app.link/bNG3JCdUe4
5 Selling the HPE GreenLake Portfolio 0001131798 https://mindtickle.app.link/hbXjj1YIR5
6 Right Mix Advisor 01125763 https://content.ext.hpe.com/sites/LMS/LMS.html?deeplink=/Saba/Web_spf/HPE/common/ledetail/01125763

7 Demonstrating business value with HPE GreenLake Central 0001132731 https://mindtickle.app.link/cIyzDqR4o6

8 HPE GreenLake – Win with Competitive Knowledge 0001130593 https://mindtickle.app.link/zR1R6d3965
9 Configuring HPE GreenLake Solutions 0001173987 https://content.ext.hpe.com/sites/LMS/LMS.html?deeplink=/Saba/Web_spf/HPE/common/ledetail/0001173987
10 Configuring HPE GreenLake Solutions HPE0-P26 https://certification-learning.hpe.com/ext/datacard/Exam/HPE0-P26

2. H2 FY21 HPE GreenLake 2 key initiative approved by HPE*

3. Monthly Pipeline presentation to HPE GL Channel Specialist and PBM/DBM/Sales

*Present signed copy to your PBM and copy: elvia-guadalupe.ortega@hpe.com

CONFIDENTIAL | AUTHORIZED HPE PARTNER USE ONLY 13

HPE GREENLAKE READY PROGRAM FY21
NEXT STEPS

1. Review Program and Plan with your PBM/iPBM/Sales

2. Get trained your sales team

3. Present 2 key initiative GL H2 FY21

4. Access benefits HPE GL Ready SI Program

CONFIDENTIAL HPE AND AUTHORIZED PARTNER ONLY 14

THANK YOU
Adriana.Corsiatto@hpe.com