Get Thin Channel Execution Process

Report
HP 3PAR Get Thin Guarantee
HP Channel Sales Execution Process
Last update: September 2012
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Get Thin Guarantee – HP Channel Sales Execution
This brief slide deck serves as an internal guide for HP Channel Partners regarding:
How GTG fits into the sales cycle
Which GTG tools to use and when
•
•
For all Training, Sales Tools, Collateral, Resources and Contacts, see the
GTG Partner Portal Page for your region:
•
•
•
•
2
US & Canada
Europe, Middle East & Africa
Asia Pacific
Mexico, Central America, and South America
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Get Thin Guarantee Execution Overview
Prospect
START
Assessment
Step 0:
Reach out to target accounts
using GTG email (eDM) – as
available in your region
Step 3: Run
assessment
No
Proceed with sales cycle w/out
Get Thin Guarantee
3
Step 5: Attach
customer-specific Ts
and Cs to sales quote
Step 8: Claim Review
& Response
(handled by local HP
Storage BU*)
Ninja Thin Tool
Step 1:
Explain GTG and 3PAR business
value to customer
Step 2:
Is customer
interested
Post Installation
& Migration
Close
Full SAN Assessment
Yes
Step 4:
Yes
Is customer qualified?
Results reviewed and approved
by HP RBU and GBU*
Step 6: HP 3PAR Array
installed and data
migrated
Step 7:
Was
guarantee
met?
No
Yes
Noherein is subject to change without
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained
notice. partners work via HP sales or channel rep
* Channel
END
GTG Execution DETAILS – Prospect Phase
Prospect
Step 0:
Reach out to target accounts
using GTG email (eDM)
Leverage GTG Email (availability varies by region) to reach out to
target accounts and generate interest in the program
Step 1:
Explain GTG and 3PAR
business value to customer
Use the GTG Customer Presentation to talk about 3PAR
capabilities, value prop’s and thin technologies
Step 2:
Is customer
interested?
Is the customer interested in the GTG program and willing to
engage in the qualification process?
No
Proceed with sales cycle w/out Get
Thin Guarantee
4
Guarantee is best used for competitive edge or when extra customer
assurance needed to close the deal. If customer not interested, or
qualified, proceed through the sales cycle w/out the guarantee
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
GTG Execution DETAILS – Assessment Phase
Assessment
Step 3: Run assessment
Ninja ThinTool
Full SAN Assessment
Run the assessment to gather customer’s
qualification and storage utilization data via Ninja Thin tool
Automated assessment tool is run unobtrusively in customer’s
environment to gather customer qualification criteria.
Full customer analysis/assessment can be provided by Partner, HP
TSC, or 3rd party
Step 4:
Is customer qualified?
Results reviewed and
approved by HP
RBU & GBU
5
Assessment results should be submitted with the Customer
Qualification Checklist to the HP country BU for review/approval
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
GTG Execution DETAILS – Close Phase
Close
Step 5: Attach customerspecific Ts and Cs to sales
quote
HP RBU and GBU approve customer assessment data and send
customer-specific version of Ts and Cs to Sales Rep/Partner to
attach to customer quote
Step 6: Install HP 3PAR
Array and migrate data
HP 3PAR array installed with required HP software according to the
guidelines in the Get Thin Guarantee Terms and Conditions document
Step 7:
Was
guarantee
met?
6
Did customer’s data fit on 50% less storage capacity?
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
GTG Execution DETAILS– Post-Installation & Migration Phase
Post Installation & Migration
Any claims must be received within 30 days of completed 3PAR
installation and data migration
Step 8: Claim Review &
Response
Customer must prove that the same data measured before and
after the 3PAR migration did not fit on 50% less 3PAR capacity
Claim reviewed and approved by HP country RBU and GBU. If all
conditions met, HP will remedy with additional disk capacity,
related software and support needed to store their legacy
data, as outlined in the Ts and Cs
7
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
GTG Sales Tools and Collateral
This information and MORE available on the GTG Portal Page
Document Name
Audience & Description
Notes
Terms and Conditions
Customer Facing - One page, legal doc. about the program terms and conditions. Customized
version to be attached to sales quote for all HP-approved GVG deals. Customer Preview version
is available to share as needed
Used in Steps 2 & 3
GTG Email (eDM)
Customer Facing- Marketing (eDM) to send to targeted list of prospects to generate interest in
the program and and help get meetings. Asset availability depends on marketing material
available in your region
Used in Step 0
Customer Brochure
Customer Facing – Overview about the program for customers.
Used in Step 0
Customer Presentation
Customer Facing – To be used by HP 3PAR sales and channel partners to present the program
details to customers
Used in Step 1
Customer Qualification
Checklist
Internal – Overview of the program requirements in checklist form. Should be submitted to
Country BU for review, along with customer qualification data
Used in Step 4
Ninja Thin Assessment Tool
Internal - Used to gather and report customer qualification data
Used in Step 3
8
© 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.

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