© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is...

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

HP Institute: Developing tomorrow’s IT workforce today

Craig BewleyCEO, Prodigy Learning

Andrew FloodCOO, Prodigy Learning

Eldon LechtenbergHP Business Manager, Certiport

Brian Beneda Manager, HP Global Academic Programs

Tuuli SornikiviHP Institute Global Business Development Manager

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

Discussion topics

•HP Institute program overview• Best Practices with HP Institute: Prodigy Learning•Update on HP Institute• Development update• Educator readiness plan

•Q&A


The HP Institute Program


IT capability gap

Data, transactions, and customer interactions are increasing exponentially

2005Mankind created 150exabytes of digital data1

2010Created 8x more data1

2013Mobile appsdownload > 21B2

2014130M Enterprise usersin mobile cloud3

20202T devices connect tothe Internet4

IT capability to leverage technology

for business differentiation

GAP

IT capability to leverage technology for business differentiation

1. “The data deluge: Businesses, governments and society are only starting to tap its vast potential,” The Economist, Feb. 25, 2010. http://www.economist.com/node/15579717

2. “Dataquest Insight: Application Stores; The Revenue Opportunity Beyond the Hype,” Stephanie Baghdassarian, Carolina Milanesi; 16 December 2009.3. Juniper Research. http://www.juniperresearch.com/viewpressrelease.php?id=210&pr=1814. “The Difference Engine: Chattering Objects,” The Economist, Aug. 13, 2010. http://www.economist.com/node/21009505


IT expertise gap—the new skill profile

Business context awarenessTranslate business objectives into technology strategies that increase business ROI

End-to-end technology expertise Develop integrated cross-platform, multi-technology solutions

Hands-on experienceDirect experience with cutting-edge technologies that create business differentiation


IT expertise gap—demographics of expertise

Experts

Tech professionals

Pursuing careers in technology

Technology enthusiasts; considering careers in tech

Digital literacy

Depth

of

expert

ise

Tota

l addre

ssable

popula

tion

Billions of people new to technology

Many thousands of students in technology fields and adult reskilling

Thousands of IT professional with 2–10 years of experience

A few thousand IT professionals with 10–20 years of experience

Millions of hobbyists, information workers, and students

Career professional

s

Academic students


For students and professionals who want to excel in their careers

HP Institute offerings

IT career pathH

P A

TA C

ert

ifica

tion

Based on industry standards, powered by HP

Cloud• Cloud essentials

• Choosing between onsite, hosted, and cloud services

• Cross-technology virtualization

• Cross-technology integration

• Business acumen for IT leaders Networks

• Designing and deploying wired and wireless networking solutions

• Virtual networking

• Network security and management

Connected devices• Designing and deploying

multidevice solutions (PC, laptop, mobile device, and virtual clients)

• Client security, management

• Consuming hosted , cloud applications

Servers & storage

• Designing and deploying server and storage solutions

• Optimizing applications

• Security and management


All educational elements available through Certiport

HP Institute complete learning solution

Books• Bridge

curriculum• Semester

courseware

HP Remote Labs

Practice tests

Certification exam

• Certiport will provide all pieces of the learning program

• Learning solution includes licenses and voucher opportunities for universities and schools

• Not targeted to commercial centers but they are not excluded from the offering

• Localizations of materials will be expected and based upon business case


Value proposition

HP Institute

Students/professionals • Higher job and earning potential through industry-recognized certification and practical

experience with state-of-the-art HP and industry-standard technologies

Academic institutions and educators • Easy to build, deliver, and differentiate technology education offerings through a simple and

affordable suite of technology learning products that provide relevant and practical skills that employers are looking for

HP Sales (&HP channel sales):

• A door opener to new education sector customers• Competitive advantage and a value add to proposals

• HP enhancing the core business of the education establishment

• Creation of a long term, strategic partnerships whilst blocking the entry from the competition

Business and industry (HP customers and partners)• Continuous availability of talent that has precisely the skill and expertise that IT and business

leaders need to achieve their business objectives


HP INSTITUTE GO TO MARKET BEST

PRACTISEAndrew Flood

Prodigy [email protected]

Craig BewleyProdigy Learning

[email protected]

mailto:[email protected]

mailto:[email protected]


UK launch with picture(s) to be added here


Key Benefits - Customer

1. Meets IT Skills Shortage

2. Only Cloud Computing Qualification

3. Revenue Generator

4. Remote Labs / Practice Experience

5. Easy to Set Up & Deliver


Key Benefits - HP Sales Team

1. Competitive Advantage v Cisco

2. Door Opener to New Customers

3. Value Add to Tenders / Proposals

4. Enables Long-Term Strategic

Partnerships


Program Update


HP Institute Development Roadmap WW English (ENG)

Exam Study Guide Practice Test Bridge Courseware completed

Available to Order from ePac

Connected Devices 15-Feb-12 15-Feb-12 15-Feb-12 15-Feb-12 15-Feb-12 1-Aug-12Networking 15-Feb-12 15-Feb-12 15-Feb-12 15-Feb-12 20-Jul-12 1-Aug-12

Servers & Storage 15-Feb-12 15-Feb-12 15-Feb-12 15-Feb-12 Est. 11/20/2012 Est Nov 23Cloud 15-Feb-12 15-Feb-12 15-Feb-12 15-Feb-12 Est. 12/18/2012 Est Dec 21

IT for Business 15-Oct-12 15-Dec-12 15-Dec-12 n/a 28-Dec-12 3-Jan-13

Latin American Spanish (ESM)

Exam Translation

Study Guide Translation

Practice Test Translation

Bridge Translation

Courseware Translation


Connected Devices 23-Mar-12 TBD 10-Jul-12 N/A Est. end of Nov Est. end of NovNetworking 23-Mar-12 TBD 10-Jul-12 N/A Est. end of Oct Est. end of Oct

Servers & Storage 23-Mar-12 TBD 10-Jul-12 N/A Est. end of Jan Est. end of JanCloud 23-Mar-12 TBD 10-Jul-12 N/A Est. end of Mar Est. end of Mar

IT for Business TBD TBD TBD TBD TBD TBD

Simplified Chinese (CHS)

Exam Translation

Study Guide Translation

Practice Test Translation

Bridge Translation

Courseware Translation


Connected Devices 18-Jun-12 10-Jul 10-Jul-12 N/A TBD TBDNetworking 18-Jun-12 10-Jul 10-Jul-12 N/A TBD TBD

Servers & Storage 25-Jun-12 10-Jul 10-Jul-12 N/A TBD TBDCloud 2-Jul-12 10-Jul 10-Jul-12 N/A TBD TBD

IT for Business TBD TBD TBD TBD TBD TBD

• Exams, practice tests and bridge curriculum for all 4 certifications available now

• Semester courseware available for Connected Devices and Networks available now

• Remote lab for Networks available in July (does not apply for Connected Devices)

• All remaining elements for Servers & Storage and Cloud available prior to spring semester

• Exams, practice tests for Connected Devices and Networking available in Dutch (all remaining products to remain in English)


Professional development for academic educators, professors, instructors

HP Certified Educator (HPCE) Program

Requirements:

• No application fee

• HP ATA certified for each course they will deliver

• Valid teacher’s credential or instructor certification

• Complete “Train the Trainer” requirements– Includes content review and virtual lab delivery

instruction

– Virtual TTTs will be provided by Certiport and HP (live and recorded)

– Face-to-face TTTs will be provided by Certiport partners at a cost

• Instructional quality– Student pass rates and quality feedback

Benefits:• Certification/Certificate• Access to HP Educator

Portal• Instructor materials• Forums staffed by HP

Institute team and SMEs• Access to optional or extra

instructional material for use in their classroom

Delivery Beginnin

g in August

17

HP Institute sales methodology

Demand Generation• Build

relationships

• Drive awareness

Proposal• Identify

customer needs

• Propose solution

• Identify risks

or concerns

Consideration• Content

evaluation• Exam

experience• Lab

experience• Resolve

concerns

Close• Size license• Negotiate

pricing

Evaluation• Student

volume• Instructor

experience• Student

experience• Pass rates

Implemen-tation• Instructor

certification & onboarding

• Test center setup

• Lab scheduling

1 2 3 4 5 6

Phase

HP & Certiport Confidential


Call to Action

HP Institute 30/30 Promo• 30 HP ATA Exams• 30 HP ATA Practice Exams• Free Sample Courseware• 30 Days Trial• www.certiport.com/hp30

More information, please visit: www.hp.com/go/institute

Prioritized market segments:

1. IT Vocational/Technical Schools (public/profit)

2. Community colleges (FE College) with IT tracks (public/profit)

3. Adult education, apprenticeship, and retraining sector (workforce development) (public)

4. Universities (public/profit)

5. Advanced Secondary Education (CTE) (public)

Low Hanging Fruit:• Current testing center customers that host IT

programs

• HP strategic university relationships

• Cisco academies

• Instructor networks

A clear “Win-Win “when both Certiport’s channel partners and HP sales/partners refer each other to the educational establishments

http://www.certiport.com/hp30

http://www.hp.com/go/institute


Q&A


Customizable program to meet academic objectives

HP ATA Program customizable learning program

Pricing may vary by region and solution configuration. US Higher Ed pricing shown.

Program Option 1 Option 2

Instructional content A la Carte• Individual exam vouchers: SRP

$89 USD (Academic Price: $69.50 )

• Courseware eBooks: $40 USD• Practice tests: $39.95 USD

Site license• Annual site license: $7,000 USD

(Higher Ed)• Access to all HP ATA exams• Bridge and official curriculum eBooks• Practice exams and self assessments

Hands on experience Onsite lab• Equipment configurations

provided• Cost varies per lab, classroom

use discount• Requires faculty with technical

expertise

HP Remote lab• $1,500 USD per course• Designed for 16 students, 8 1-hour lab

sessions per semester/quarter

Optional additional elements

• eBook: $40 USD• Textbooks: $60 USD• Additional Remote lab time: $TBD USD Per hour


IT Pro

IT SMB Level Employabilit

yIT

ApprenticeInternship

ReadyInformatio

n Worke

r

Client Storage Servers Networking Solution (Cloud)

A+ Storage+ Server+ Network+

Academic certification program positioning

Technology Domain

Em

plo

yer

Expect

ati

ons

HP ATA

CCENT

CCNA

Cloud+


HP Institute FAQsQ.Is the content specific to HP hardware and software or is it skills

development focused?

A. The program objective is to provide career skills that graduates can leverage regardless of equipment brand. Practical experience and examples are provided via HP solutions so some HP specifics are unavoidable. The content is balanced between HP specific and broad applicability to maximize value to the students.

Q.How can I train my faculty to offer HP Institute’s courses

A. HP and Certiport will develop a strategy with you using the HPCE program to certify your professors.

Q.How much does it cost to establish an HP Institute in my University?

A. It depends on region, lab facilities location (on-site or virtual), number of courses offered per semester and other variables.

Q.Is there a minimum/maximum number of courses that we have to commit to offer every semester?

A. No.

Q.How much do I charge for HP Institute courses/certifications?

A. The University decides.

Q.Will there be other HP Institutes in my country, region?

A. This is not an exclusive program. However, HP is looking for lead institutions to partner with and there will be strategic benefits to coming on board first.


HP ATA prepares students for employment in these important IT job roles:

Who should certify?

• Cloud specialists• IT administrators• Network administrators• PC client architects• Systems engineers• Server administrators• Solution architects • Storage architects• Support technicians


Designing and deploying connected device solutions

HP ATA—Connected Devices

• Given customer business requirements, design a multidevice, connected client solution incorporating PCs, tablets, and/or mobile internet clients in a small and medium business environment

• Install and configure connected client solutions• Administer and troubleshoot connected client solutions

Prerequisite for HP ATA – Cloud certification


Designing and deploying network solutions

HP ATA—Networks

• Given customer business requirements, design a wired and wireless network solution in a small and medium business environment

• Install and configure wired and wireless network solutions

• Perform administrative, operational, and network management tasks



HP ATA—Servers and Storage

• Given customer business requirements, design a server and storage solution in a small and medium business environment

• Plan and design HP and industry-standard server and storage solutions

• Install and configure HP and industry-standard server and storage solutions, including server OS and management software


Designing and deploying servers and storage solutions


Designing and deploying cloud solutions

HP ATA—Cloud

• Given customer business requirements, design end-to-end IT solutions that include onsite, hosted, and cloud based solutions in a small and medium business environment

• Identify and describe industry-standard cloud and virtualization technologies and their implications for customer needs

• Install and configure end-to-end IT solutions• Administer and manage end-to-end IT solutions


HP ATA Program Country Business Plan•Investigate and document overall market opportunity

–Identify and prioritize key target customers•Establish sales commitments •Identify investment requirements

–Identify courseware localization partner (Certiport partner or 3rd party agency)–Marketing plan

•Work with Eldon to develop Opportunity Assessment (OA)–Perform ROI analysis


Discovery

• Identify sponsors (e.g. from education sector ) within HP, aim at executive sponsorship

• Establish a relationship with Certiport's local VAR, understanding of their business model

• Build a linkage between Certiports VAR and HP functions (sales, marketing and PR)

Plan

• Run a launch workshop to list the key (country specific) supporting messages, initiatives

• Together with Certiport’s partner, identify local supporting bodies, seek government sponsorship

• Determine launch goals, target audiences identify budget requirements, obtain approval

Launch prepara-tions

• Secure the key speakers (which determines the launch date), location, catering, collaterals• Manage the invitation process, facilitate reg calls with team, brief the speakers about the event• Secure 1-3 local institute quotes, prepare the press release and gain an approval

Go live

• Manage on-site launch activities, send out the press release

• Capture leads, set up follow up meetings• Press interviews

Post Launch

• Run a post mortem call of the launch (final coverage, budget..)

• Set up a "rolling thunder" process to capture joint PR opportunities with first HP Institutes coming onboard

• Evaluate convergence rate, (ROI)

“HP Institute” launch steps


Thank you

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is...

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