Partnering for Digital Transformation · to purchase training with your HPE support contract • It...
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Partnering for Digital Transformation
Transcript of Partnering for Digital Transformation · to purchase training with your HPE support contract • It...
Partnering forDigital Transformation
HPE GreenLake: Consumption-based IT delivered by HPE Pointnext
HPE GreenLake is a set of consumption-based IT solutions which deliver IT outcomes in a pay-per-use model in customer’s own environment. Delivering the flexibility of public cloud, but on-premises and under customers’ control.
Services
Hardware
Pay-per-use
Software
The Benefit of the cloud economy on customer premiseWhat is GreenLake ?
Your choice of infrastructure in a pay per use modelHPE GreenLake Flex Capacity
Worry-free backups with capacity that grows with your businessBackup
Enterprise Hadoop, pre-integrated with HPE and partner technology
Big Data
Certified and managedinfrastructure for your enterprise needs
SAP HANA
Secure, enterprise ready and flexible open-source database
Database EDB Postgres
Scalable IOT technology and services, at the edge
Edge Compute
What are the key benefits?
HPE GreenLake
HPE Datacenter Care Support
Simplified IT experience
Reduce Risk
Proper control
Faster time to value
Better IT economics
Data privacy & protection
Conversation starters..
HPE GreenLake SolutionsA Business Outcome solution set
HPE GreenLake – Consumption based IT
Customer with growing infrastructure Customer who need to refresh part of their infrastructure or wanted to start a new project Customer under DCC contract who valorize the value of services
Slow procurement process Poor utilization rate of the infrastructure Look for "public cloud" like economy with the security of on-premise infrastructure
Where to look for the opportunities
How to identify the top 3 Pain Points
Do you need to speed up your procurement process?
Do you have a limited IT budget, making an upfront
investment difficult?
What is your company’s position regarding consumption-based IT
solutions?
Do you have difficulty predicting capacity
requirements?
Do you want to add financial flexibility to your organization?
Do you want to align infrastructure costs to usage?
DC Add-on
DC for Azure
DC Multivendor
Management Service
Make it easier to operate Hybrid IT and enable disruptive innovation
DC for 3PAR
DC for SAP HANA
DC for Synergy
Campus Care
• HPE Datacenter Care is a personalized, flexible, and cost-effective, relationship-based approach to data center support and operations.
• Provides the resources and care you need to make the most of your IT environment and evolve to hybrid IT
What are the key benefits?
Single point of accountability
HPE Datacenter Care - A service tailored to meet your business needs
What are the value of Account Support Managers?
What is Datacenter Care?
ASMs are the experts dedicated to customer’s IT organization.
ASM will- understand the whole IT landscape and help meet customers IT goals
- leverage full knowledge of processes, tools, and technologies to support the datacenter
Customers with multiple support contacts andinconsistent support experience.
Mission critical servers and storage productswith reactive support contracts.
Where to look for the opportunities
How to identify the top 3 Pain Points
Majority of organizations will stop managing their infrastructure.
More than
time spent on innovation2x
IT teams are leading digital transformation projects and there are needs to reduce costsand offload routine tasks.
Ask questions about the support experience, IT environment, SLA’s and cost of downtime e.g.-What critical business processes depend on system
availability?-Are you satisfied with the call center response?-What are the consequences of downtime?
DC helps reduce down time and cost
87.5 58.6%
Technology Industry Avg
HPEDatacenter Care
Why Datacenter Care (DC)?
HPE DC has one of the highest net promoter score of 87.5% in the technology industry.
Are customers satisfied?
HPE Datacenter Care (DC)
%
Proactive services
- HPE provides a single point of contact, where HPE delivers data center support by working with other OEMs andsuppliers to address issues for multivendor products.
- HPE DCMVS simplify IT operations management, allowing for cost effective administration of complex, multivendor environments and streamlined SLA management. We consolidate the responsibility for multiple vendormanagement and service delivery into a single service agreement.
What Is HPE DCMVS?
HPE Datacenter Care For Multivendor (DCMVS)
• Single point of contact for HPE & multivendor support needs• Better cost savings compared to conventional OEM support• Simpler contract management & faster resolution time• Flexible service, support durations, & payment terms• Clear accountability and improved productivity
Top 5 Benefits Of HPE DCMVS
- Multivendor support is an increasing challenge: Customers are facing various challenges inmanaging their complex IT infrastructure without a single reputable multivendor service provider toservice their entire complex IT infrastructure due to..
Why Customers Need HPE DCMVS?
1 vendornumber to callconsistent experience
Poorer bargaining
power
Lack ofsupportflexibility
Tedious contracts
management
Unclear responsibility
& accountability
Prolongedtime to
resolution
Increased risk& bad support
experience
HPE DCMVS Supportability
Ideal customersfor HPE DCMVS
HPE Datacenter Care For Multivendor (DCMVS)
• Large & complex heterogeneous datacenter• IT infrastructure under HPE Pointnext support• High satisfaction with HPE Pointnext services
Conversation starters..
Are you aware that HPE can provide multivendor support?
What are the key challenges for your
multivendor support today?
What are the key outcomes that your company want to achieve?
Can you all share the full IT BOM for HPE to advise?
• Need to reduce costs of CAPEX & OPEX• Going through changes in IT infrastructure• Want to innovate IT operations & management
End-to-end services to help customers through the technology lifecycle
DC for Synergy
HPE Lifecycle Services (LES) is a per-event services across the whole technology lifecycle to help enhance business value of IT.
What are the key benefits?
HPE Lifecycle Event Services
LES Portfolio Building Blocks
What is Lifecycle Event Services?
-Project Management- Site assessment- Data collection and
analysis
Factory integration(Factory Express)
- Installation &Startup service
- Upgrade Service
Relocation service (De-install, move and re-install from a system up to a full Data Canter)
-Assessment,-Capacity planning,-Performance analysisfor existing environment
-Data Sanitization
1.FlexibilityProvides flexibility with service that can help from the beginningto the end of the IT lifecycle
2.Faster time to valueFaster time to value with the fixed package installation andsupport credits
3.Better able to meet Project goalsHPE has experts and vast experience in managing projects.
Installation & Deployment Services
Technical Services (Custom & Package Service)
-Built and configure the product forbest performance
-Faster time to production
-Keeps IT running at peak performance-Easy access to the resource & skillsyou need for IT success
Data Sanitization & Asset Recovery
The 3 key building blocks are:
4.Global consistencyHPE’s global team providing consistent service.
-Reduce the risk of non compliance-Protects sensitive and private data
• Customers planning to …- deploy new Nimble Storage but doesn’t have the skill set- add capacity / hardware to existing server
• Customers holding to old equipment and concerned about the confidentiality of data
• How much time is- required for you to adopt new technology and deploy?- spent on operating and supporting IT, rather than innovation?
• How do you plan your data center movement & technology transition without disruption?
HPE Lifecycle Event Service (LES)
Expert help when you need it
I don’t have enough capability to deploy 3PAR Software
Facing challenges adopting to new technology
HPE can provide skilled resources to deliver a complete solution
Need IT staffs to focus more on innovation
No resources &time to add memory and HDD to existing x86 servers
Leveraging HPE resource
HPE installation svc to complement customers focustowards business innovation
Where to look for the opportunities
How to identify the top 3 Pain Points
HPE Education ServicesWhat is HPE Contractual Training Credit
• A flexible, economical, and simple way to purchase training with your HPE support contract• It is valid for 12 months and can be redeemed for HPE Education Services product list, ranging from HPE Technical Training,
industry standard technologies training, IT Service Management, project management and Education Consulting.
IDC Research 2015 on Realize Technology Value with Training•21% less time spent by back up and recovery teams on fixing problems•6x more support needed for untrained users•1 hour of training saves 5 hours of lost productivity•24% higher profit margin at companies with comprehensive training
Why should customer need training
How to identify the top 3 Pain Points Ask questions about the IT training plan, staff skillset gap, cost of downtime due to human error, example:• How does human error or unplanned downtime impact your bottom line?• How will you maximize the benefit of your new or upgraded technology?• Do you have any personnel changes or need to refresh employee skills?Where to look for the opportunities• Customers who have not purchase training credit• The need of trainings to address staff changes and IT skill refresh
How to position training
• Planning flexibility - No need to know student names, dates, or even locations in advance. Flexible to attend training asneeded
• Reduced purchasing effort - Avoid spending time and money on approving training purchases throughout the year andsimply include training with your support contract purchase
• Simple administration - Track number of students trained, courses taken and training funds remaining by regular updatefrom HPE
What are the top 3 benefits of training credit
HPE Education Services
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Server &Converged
SystemsBig Data
Networking
IT ServiceManagementSecurity
Storage
Cloud
CollaborationTools
Education Consulting
TechnicalTraining Certification
– Nimble– 3PAR StoreServ
– StoreOnce– StoreEasy
– Management of Change (MoC)– Training Needs Analysis (TNA)– Change Impact Workshop
Emerging Technology
Cloud Server
– HP-UXHP-UX
Composable & Converged System– Synergy– SimpliVity
Storage– MSA
NonStop– NonStop (X, NS, NB Series)
Microsoft– Azure– Windows Server
– SharePoint– SQL
– Lync– Exchange
Security– Cloud Computing
Security (CCSK)– Security User Awareness Training
(SUAT)
ProLiant– ProLiant Gen 10– BladeSystem
– Cloud Computing– OpenStack
– DevOps– Chef
Big Data– Hadoop
Networking – Comware Switches– ProVision Switches
– IMC– Routers
Linux– Linux System– Red Hat
Education Consulting
– Cloudera
– SUSE
– OneView– SAP HANA
Technical Training and Education Consulting
The Benefits of Training to Customer
Drive customer adoption and accelerate time to value forHPE Products and Solutions
Improve efficiency and reduce risks by addressing the root cause of unplanned downtime and poor user adoption
Increase organization performance through customized skills analysis and on-going training solutions and support
Help organization to implement and administer solutions for the New Style of IT, through an end to end approach
– Deep Learning– Machine Learning
– ITIL Foundation– ITIL Intermediate– ITIL Expert
IT Service Management – Project Management
(PMI, Prince2)
– vSphere– vRealize
– NSX– vCloud
VMware
Data Center– EPI Data Center Certification
– Artificial Intelligent (AI)– Blockchain
Make it easier to operate Hybrid IT and enable disruptive innovation
HPE IT Automation is a personalized, flexible, and cost-effective, relationship-based solution. It provides you with the resources and care you need to make the most of your IT environment and evolve to hybrid IT—a service tailored to meet your business needs.
What are the key benefits?
• Automation Experts are dedicated to a customer’s IT organization withfull knowledge of how technology is used to meet business goals.
• Automation Experts will help understand the big picture of theheterogeneous IT landscape, with full knowledge of processes, tools, andtechnologies
HPE IT Automation
What is the value of HPE IT Automation Expert ?
What is HPE IT Automation Service ?
Accelerate Time-to-Value• Configuration Management• Resource Provisioning• Automated Patching
Increase Efficiency• Workload Scheduling• Immutable Infrastructure• Container Ecosystem
Minimize Risk• Infrastructure Compliance• Secret Management for
Applications andInfrastructure
Build Data-Rich Applications• Orchestrate Container
Workloads• Built-in Operations• Power Apps with
Microservices
ELK Stack
Jenkins
HashiCorpAnsible Chef Docker Github
Mesosphere Puppet SaltStackKubernetes OpenShift
HPE IT Automation ServiceAdvice, Implementation, Training and Support (“AITS”) for your Ops and Dev teams
Accelerate implementation usingHPE engineers
Want someone on our side to getusthere faster – start with a specificuse case
Need a trusted partner for support
More than
time spent on innovation2x
IT teams are leading digital transformation projects and there are needs to reduce costsand offload routine tasks
HPE IT Automation: ROIHigh-performing DevOps teams deliver
Why HPE IT Automation?
HPE IT Automation
22%
200x more frequent deployment
24x faster recovery from
failures
3x lower change failure rate
2,555x shorter lead times
200x 24x
3x 2,555xLess time on
unplanned work and rework
50%Less time
remediating security issues
Not sure how DevOps can help ourorganization
Want to learn more aboutInfrastructureas Code
Do not have a clear roadmap forautomation
Strategic Conversation and
Demonstrate ValueGet Started
DISCOVER
DemonstrateValue
Select/implement more use cases Prove the value to our
stakeholders Automate and Optimize
technologies and processes in our environment
EXPANDLAND
Key Automation Use CasesAutomated OS Provisioning
Automated OS Hardening
Automated Compliance Management
Containers (Docker/Mesosphere) as a Service30% Incident
Reduction>40% Capacity
Freed up50% more Faster Time to Resolve
8X Time to Market
HPE Adaptive Management Service
Why should customers consider out tasking operations
18% Spent on Server request handling24% spent on Patching, config and operations 16 % Spent on Vendor Mgmt and internal meeting 24% Spent for Monitoring and troubleshooting remedies Only 21% time available for new projects and innovation
Operational challenge Business Requirement
Adaptive Management Services is a set of out-tasking services, built as an extension to Datacenter Care to manage both HPE and Non-HPEenvironments
Delivers remote monitoring and management services for Infrastructure, application and Workload solution
What is HPE PointNext Solution- Adaptive Management Services
HPE Adaptive Management Services – How to Position
– Can HPE provide a solution thatreduces operational complexity and risk,plus increases innovation, while alsomaintaining control and security?
– I need to improve operational efficiencyacross IT environments. What can HPEprovide to help me do that?
– How can HPE help me minimize ITinfrastructure failures?
– What strategies and services can HPEprovide that will free up resources so Ican focus on strategic projects?
– Show me ways I can increase quality ofservice (QoS)
– Existing Datacenter Care customers,especially those who have purchasedFlexible Capacity
– Buying HPE products that are new to them,like Converged Systems, Synergy and3PAR
– Experiencing recent merger/acquisitionactivity
– Moving away from a outsource contractarrangement
– New consulting and transformation projectsin progress
Listen Target Position GTM
Product Centric
– AMS for Synergy
– AMS for 3PAR
– AMS for HPUX
Solution Centric:
– AMS for Azure Stack
– AMS for HANA
– AMS for Big data
– AMS for Backup
– Custom solutions
• Comprehensive: HPE has made significant investments in its people, processes, tools, hardware, and software toprovide the best value and experience for our customers
• Outstanding: Our services are designed with the training, expertise, tools, and resources to keep our customer’sbusiness up and running, and to keep them ahead of the competition.
• Differentiated: Only HPE and our accredited channel partners have access to HPE Intellectual Property
What are the top 3 benefits of HPE Support
• Significant differences in the capabilities of HPE and its authorized support providers vs. the capabilities ofUnauthorized Partners. These differences matter, given the potential impact to the customer’s infrastructure availabilityand overall experience.
• Strength of HPE branded support services given below which an Unauthorized Partner cannot match:
Why should customers need HPE Support
• Recapture, defend & grow support business in an account which was lost to aa Unauthorized Partner earlier.• Unauthorized Partners are any party that is not authorized by HPE to deliver support on our behalf on our products.• Authorized Partners are only accredited to do this when the equipment is fully backed off to HPE through warranty and support
services.
What is Winback / Unauthorized Partner Program
HPE Pointnext WinBack Program “HPE wants you back”
Partner with HPE, and go only with the best.
HPE Pointnext WinBack Program
Customers who have not purchased Carepack more then 180 days from the time of purchaseof equipment or support contracts on expiry of warranty/carepacks.
Eligible base made available from PN Business manager
Inconsistent support experience. Increased downtime and recovery time. Poor validation of patch, upgrades and firmware to maintain integrity of system
performance Person/agency dependent support models.
Where to look for the opportunities
How to identify the top 3 Pain Points
Conversation starters..
…remote monitoring for 24x7 support and problem
resolution?
…a support ecosystem with customer response centers, field support and
OEM product engineering?
…a support portfolio to you that can evolve your IT architecture while cost-effectively supporting
your environment?
…regular updates to your environment with SW patches and firmware
downloads?
…support engineers trained on your products
and environments?
…access to trained engineers and a genuine parts inventory
across all your locations to meet SLAs? Does your current support provider offer …
What’s in it for HPE Partners?
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Partners have the opportunity to expand across customer segments and reduce the risk, as well as competition on top accounts while improving profitability
Customers moving to cloud, with HPE Partners have the solutions to address the opportunity and be relevant to market
Lifecycle services sales opportunity leading to “Customers for Life”, revenue and margin increased by maximizing services selling
Access to Partner co-delivery model & HPE Intellectual Property
Profitability and sustainability with “More for More” rebates
THANK YOU
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APAC Lead : Christanto Suryadarma ([email protected])APAC Advisory and Operational Support Services : May Lee ([email protected]) APAC Installed Base : Bhooshan Parikh ([email protected])APAC Consumption & New Solutions : Reita Afualo ([email protected]) APAC Program & Enablement : Garima Bhatt ([email protected]) APAC Program Delivery Manager : Jose Vasquez ([email protected])
Please contact below for more information on HPE Pointnext opportunities:
For more details on Pointnext offerings within your country, please contact your local HPE Pointnext Representatives.
Apr2018 Version1.0
