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

HP Cloud per i nostri partner! Andrea Monaci, Dir Cloud Mktg, EMEA

Claudio Barbuio, Dir Presales and Cloud, Italy

Claudio Soffientini, EG Channel Marketing

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

69%

36%

21%

7%

16%

9%

11% 27%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

2010 2020F

Public Cloud

Outsourced IT

Private Cloud - Managed

Private Cloud Inhouse

Traditional IT

IDC’s Cloud Computing Survey, 2011

Il cambiamento nel trend del sourcing Stima del budget IT di una azienda per area di spesa.

dal 31% al 64%

ICT

Vendor

Channel/SI

End U

ser

CS

P

Bro

ker

Telc

o

ICT Products

ICT Services

50 + %

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3

Come HP puo„ supportare i Partner

HP vi supporta con il portafolio, lo sviluppo di competenze, il supporto

IT ed i metodi di finanziamento per gestire la transizione:

• Da provider di infrastruttura, all business model cloud

• Da ingaggi transazionali a progetto, verso servizi a canone

Business Risk and Cost

Clo

ud

Va

lue

Co-Lo

Private

Cloud

Hosted

Private

Cloud

Public

Cloud

Managed

Services

Supporto HP

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 4

Digital Planet speeds service delivery

Business need

• Capture revenue from fast

growing cloud services

market

• Improve time to market and

win rate for new business

• Drive cost savings through

higher utilization of resources

and automation

HP solution

• Integrated cloud solution

based on HP CloudSystem

Matrix and 3PAR storage

Client outcome

• Improve speed to market with new

cloud services to customers

• Improve win rate from 40% to

70%

• Reduce cost of operations by 46%

• Achieve 96% ROI

Service Provider Cloud that generates new revenue growth

ROI case study Customer video

The cloud enterprises rely on

HP Converged Cloud

Choice Confidence Consistency Delivery model

Platform

Partner

Security

Management

Scalability

Architecture

Portability

Consumption

Managed cloud Public cloud

Consume

cloud services

Hardware Software Services

Build and operate

cloud services

HP Converged Cloud – and partner opportunities

Public cloud Private cloud Managed cloud Traditional

BUILD, MANAGE & SECURE

• Channel Partners build (private, public or managed) cloud solutions for customers – Big opportunity for partners (EG + SW)

• Channel Partners manage & secure those clouds (partner & HP services)

CONSUME CLOUD SERVICES

Partner sets up

their own managed

cloud for their

customers

(CloudAgile /

Resellers)

PROFESSIONAL SERVICES – Delivered by HP & Partners

Consulting and implementation • Financing • Education

Managed & Hybrid Cloud

Public Cloud

Partners can leverage

HP Cloud Enterprise Cloud Services for bursting capabilities.

Channel model available in selected countries.

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 7

I programmi HP sono allineati con il modello di business e le capacita’ dei nostri

partner

HP Converged Cloud - programmi per il canale

HP CLOUD BUILDER

SPECIALIST

HP CLOUD

SERVICES

Partners offering cloud

services on top

of/bundled with or

referring HP Cloud

Services

Public Cloud offering (EMEA DC coming soon)

Partners reselling and

delivering HP Converged

Infrastructure, Software

and Services to build

customer Clouds

Service Providers

utilizing HP Converged

Infrastructure, Software,

Security and Services

HP CLOUDAGILE

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 8

Il programma per i partner HP

Dedicated

Sales/Presale

Dedicated

training/initiatives

Dedicated Cloud

area/training

Financial model &

benefits

Co-selling & Funds (co-

marketing/ advertising)

Consulting, demo and

POC

Services co-delivery

Cloud portfolio for build

and consume

HP propone ai suoi partner un programma di garanzia tecnologica e di

transizione verso il cloud con il portafolgio HP Converged Cloud (build e

consume), e di sviluppo comune del mercato e del business del partner.

Il programma Cloud per i Partner “Cloud

Builder & Cloud Agile ” Formazione

Demo

Supporto alla vendita

Cloud bundle formula

Marketing

Vendita

Strumenti finanziari

Co-Delivery

Consulting,POC,Tbrief

Training e iniziative dedicate

Area Cloud dedicata nel demo center di CNS

Sales/Presale dedicato

Pacchetti bundle (5) posizionati dalla piccola alla media azienda (infrastruttura, servizi, software )

Co-marketing per generazione business ed advertising

Co-selling, compensation neutral sales with HP sales reps

Accesso a formule di finanziamento specifiche

Definizione e trasferimento al partner di una parte delle attività di implementazione sul Cloud

Cloud Workshop, POC (Try and Buy), technology briefing dedicati per propri clienti.

Cloud (System) promotional programs

CloudSystem Matrix SW

• Transform already virtualized

x86 environments into cloud

• Installed Base attach for any

virtualized x86 server

• Installation delivered by

partners

• Free trial licence

• Includes:

• Service designer & catalog

• Automatic provisioning

• Self service portal & capacity

planning

CloudSystem Express

• Simplify entry into

physical & virtual cloud

(IaaS) with

comprehensive, flexible

bundles

• Out of the box private

cloud with pre-approved

pricing starting well below

$100k

• Fast turn-around time and

tested configuration

Embed HP Cloud SW

• Buy HP ProLiant x86

servers & get HP Cloud

SW for a substantial

discount

• Includes CloudSystem

Matrix Software +

Cloud Service Automation

3.0

• Pre-approved OPG for

simplicity and speed of

execution

www.hp.com/go/trycloudsystem

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 11

Single services view

across hybrid cloud

Multi-hypervisor, multi-OS,

heterogeneous infrastructure

Intelligent automation

and orchestration

Rapid application and

infrastructure deployment

Cloud (System) - programma partner Most complete, open, integrated system

Bundle per i partner per: Small (64 VMs), Medium (128 VMs), Large (256 VMs),

Extra large (512 VMs)

Virtual Machines

Server

Storage

Network

SAN

Consulting services

Education

Software

Proactive Services

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 12

Expect $8.4B in revenue by 2015 (29% CAGR)

HP Converged Cloud momentum

100% HP CloudSystem Y/Y growth

HP Cloud Revenue

$3.9B FY12

39% Y/Y Growth

60+ CloudAgile Service provider partners

Source: HP internal analysis As of January 8, 2013

1000+ HP CloudSystem Private/Public clouds

3500+ Cloud Builder certifications

6000+ Public cloud users

200+ Managed cloud customers

130+ Cloud Centers of Excellence

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

Thank you

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 14

Extensive Partner Ecosystem & Collaboration

Cloud Centers of

Excellence

130+ established by partners

worldwide to demonstrate their expertise and value of

HP cloud solution

HP ExpertOne

3,500+ Certification completed

by channel partners

60+

HP CloudAgile

Service Provider partners delivering services powered

by HP technology

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 15

38 EMEA Cloud Centers of Excellence

UK&I (7): OCSL, Kelway, Computacenter, ProLinx, Itex, Softcat, SCC

France (1): Cheops,

Iberia (3): Ibermatica (SP), Novabase (PT), Vinzeo* (SP)

Italy (1): Elmec,

CEE (6): IBS, Complete (Russia), S&T Croatia, Betacom (Poland), Ingram Micro* (Hungary), ORSI/ERC Ukraine*

MEMA (6): Aptronics (RSA), Datacentrix (RSA) MidEast Data Systems (UAE), Global Brands Egypt, Natcom (Saudi Arabia), Mannai Qatar

GWE (7): Centric (NL), SEC 1.01 (SWI), Bechtle (SWI), Atea (NOR), Kapsch (AT), ACP (AT), Advania (SWE)

Germany (7): Computacenter, Janz, Bechtle, Concat, Cancom, Avnet *, ALSO Actebis*

Country details

* Distributors

Status as of December 31st,

2012

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 16

Next milestone towards building a Converged Cloud

Enhanced! HP CloudSystem Advancements

Features • Expanding the industry’s most open cloud platform

− New KVM support leveraging OpenStack technology

− More bursting options expand hybrid delivery use

cases

− New continuous delivery integration accelerates app

deployment

• New enterprise-grade capabilities: highly available

cloud management platform; automatic provisioning of

security controls; now over 200 Cloud Maps available

including HP Data Protector

Problem it solves • As use of cloud services expands and matures,

customers are looking to

− Manage heterogeneous cloud services in the same

way

− Meet mission-critical requirements for high

availability and security

Customer Benefits • Choice: manage more resources in the same way

• Confidence: enterprise-grade capabilities for maturing

cloud environment

− Availability and security

− The fastest way to create new, proven application

services

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 17

200+ HP Cloud Maps for Industry‟s most Popular

Applications Leveraging decades of HP experience with leading ISVs

www.hp.com/go/cloudmaps

workflow, whitepapers, sizers, best practices, xml

templates

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 18

Single services view

across hybrid cloud

Multi-hypervisor, multi-OS,

heterogeneous infrastructure

Intelligent automation

and orchestration

Rapid application and

infrastructure deployment

HP CloudSystem Most complete, open, integrated system

Bundle per i partner per: Small (64 VMs), Medium (128 VMs), Large (256 VMs),

Extra large (512 VMs)

Virtual

Machines

Server

Storage

Network

SAN

Consulting

services

Education

Software

Proactive

Services