HPE LAC

Product Authorization Rules

Route to Market
H2FY18
HIT Product Authorization Highlights

Minimum of Annual net sales requirements to maintain BU’s Exhibits updated

Sales Out @Net value
Introduce two new products classification: Volume Class & Value Class
Geographical classification:
Brazil: Split in three internal Regions
Mexico
Market A: Argentina, Chile, Colombia, Miami Based
Market B: Rest of Latin America (Uruguay, Paraguay, BOPE, CALA/CARIBBEAN)
Additional requirements for accessing exhibits include:
Certification and/or training path
Mexico VARs required Partner Ready Status, Demo Equipment and # of active accounts
Exhibits and/or PLs for each program classification updated

For HPE and Channel Partner internal use only

Annual USD Sales Requeriment

To maintain BU’s Exhibits, our Channel Partners must attain minimum of Annual
USD sales requirements (Sales out @net value)

How can we know my Sales Goals for FY18?

If you are VAR Channel, please ask to your PBM (Partner Business Manager)
For VOD/VAD Distributors, please contact your DBM (Distributor Business
Manager)
Hybrid IT (HIT)
Product Authorization Rules
Route to Market

4
Product Authorization Rules FY18
Solution Providers and Distributors

– HPE reserves the right to alter, amend or cancel this Program at any time without notice.
– HPE reserves the right to interpret the rules of this Program, and all decisions made by HPE are final.
– Certifications request per each category are mandatory and those certifications need to have
active/transitional status in Partner Ready Certification and Learning program
– Listed certification could be change during the Fiscal Year, for this reason is required that your
certifications are updated with the equivalent latest version.
– This program introduce two new products classification: Volume Class & Value Class

For HPE and Channel Partner internal use only

5
Product Authorization Rules FY18
Objective

– Ensure an appropriate market coverage in a multi-channel

approach (VAR, Resellers and VOD/VAD Distributors) with
the right investment of HPE resources in the indirect Routes
to Market aimed to achieve HPE portfolio business goals
(top line and bottom line) while increasing market share in
LAC
– Provide our channel partners a consistent and predictable
business model
– Clear rules on direct and indirect acquisition of HPE portfolio
– Ensure the partner investment in HPE certification allows
ROI in a reasonable, profitable time frame.

For HPE and Channel Partner internal use only 6

Product Authorization Rules FY18
Geographical classification

 Brazil
 México
 Market A: Argentina, Chile, Colombia, Miami Based
 Market B: Rest of Latin America (Uruguay, Paraguay, BOPE,
CALA/CARIBBEAN)

Special consideration for Brazil:

• Região 1: Sao Paulo
• Região 2: Brazilia (DF), South Brazil (RS/SC/PR), Rio de Janeiro
& Minas Gerais
• Região 3: Others

7
For HPE and Channel Partner internal use only
Product Authorization Rules FY18
Strategy

Volume class products: Value class products:

There is no authorization requirement for an HPE These products have competency requirements.
Business Partner to sell HPE portfolio Volume Class
Ensure the partner investments to sell Value class
products. However, revenue and competency
products allows ROI in a reasonable, profitable time
requirement do apply for 1st-tier VARs Contract and
frame.
VOD / VAD Distributors
Authorization for any Value class products gives an
For these products we leverage the Volume Distribution
automatic authorization for HPE Volume Class products
model to have a best in class offer to resellers and
for resellers and VAR.
customers (price, availability, incentives, training)

For HPE and Channel Partner internal use only 8

Volume Class Products
1. Compute Volume products are the list of 2. Entry level Storage Solutions included
products in the Computer Volume Exhibit that in the follow Exhibits:
includes the following Product Line/Product
Types • 1x048 HPE Entry Level Storage Solutions
• 1x121 Entry Level Storage
Compute Volume
x86 Rack
4Q00 x86 Entry and Value Rack
6600 Virtual Workstations
SY00 x86 Premium and Scale-up Rack
L800 Synergy Rack Product
Cloudline
DO Cloud
OC00
Line
Rack Cloud
RD00
Line
x86 Tower
LA00 x86 Tower
S300 Servers SaaS Software
x86 Shared Options
FN00 Hydrogen
SH00 Focus Options
SI00 Server Storage & Inf
x86 Software
4U00 Volume Software
J300 3rd Party Software x86
Compute Software Maintenance
1088 Compute Software Maintenance

For HPE and Channel Partner internal use only 9

Value Products Categories

1. Blades/Synergy
• Blade Exhibits including products in Product Lines (MV, L2, S6. S7)
2. Apollo/SGI
• Apollo Exhibits including products in Product Lines (PD, TN, VP, H0, KY, K2)
3. Integrity
• Integrity Exhibits including products in Product Lines (1X, 23, HA, TQ, TQ)
4. Hyper converged
• SDCG compute Exhibits including products in Product Lines ( FS, S8, 8V, L9, LG, 7W, FE)
5. Nimble
• Products in Exhibits 1x069
6. Midrange/High End Storage
• Products in Exhibits 1x047, 1x122, 1x213, 1x043, 1x123 and 1x006
7. Data Center Networking
• Products in Exhibits 1x132, 1x031

10
For HPE and Channel Partner internal use only
 Channel with

HPE LAC Route to Market HPE agreement Reselling

Reselling, no
Reseller without benefits for SP
HPE agreement
Violating HPE Terms
and Conditions if
Company without reselling
HPE agreement
As a services

Hewlett Packard Enterprise

Distributor

HPE Business Partner

Any reseller: (2nd Tier) VAR
System
Integrators
only for promotions

Service Providers

Customer/End User/Service Providers

Customer/End User/Service Providers For HPE and Channel Partner internal use only
Requirements depending on the contract
Product Authorization Rules FY18
for VAR and Distributors to maintain a direct agreement

MEX: Minimum 3 resources per sales certification and 2 resource

per pre-sales.
VAR BRA/MARKET A&B: Minimum 2 resources per sales certification
and 1 resource per pre-sales:
• HPE Sales Certified - Introduction to Selling Products, Solutions and
Services [2018]
• HPE Sales Certified - Hybrid IT, Intelligent Edge, and Services [2018]
A minimum of • HPE ATP - Data Center Solutions V1
VAD annual net
sales in USD in
• HPE ASE** - HPE ASE - Server Solutions Architect V3 or HPE ASE -
Storage Solutions Architect V2 or HPE ASE - Data Center Network
HIT Products Architect V1 or one active ASE Certification (Mexico Only)
Non Stocking (Volume+Value)*

VOD NO Certifications required

(Note: Certifications are only required to maintain
Roadrunners Program)
Stocking

*VAR Channels, please ask to your PBM (Partner Business Manager)

VOD/VAD Distributors, please contact your DBM (Distributor Business Manager) 13
**Apply to Mexico Only
Authorization Rules for VAR and Value
Distributors (VAD) for Value Class Products

16
RTM HPE FY18 – Value Products Training & Certifications
PRODUCT CATEGORY For VAR & Regional VAR Channels (*)
Sales Technical (**) Trainings (Web Based or F2F)
HPE Product Certified - Synergy Solutions [2016] Selling HPE Server Products and Solutions, Rev.18.21

HPE Sales Certified - Introduction to Selling Products, Solutions and Services

HPE Sales Certified - Hybrid IT, Intelligent Edge, and Services [2018]
Onboarding Software Defined Infrastructure & Management Portfolio
HPE Product Certified - OneView [2018]
Blades/Synergy Course
HPE ATP - Server Solutions V4 Synergy Sales 101
HPE ASE - Server Solutions Architect V4
HPE ASE - Synergy Solutions Integrator V1
HPE ATP - Server Solutions V4 Selling HPE Server Products and Solutions, Rev.18.21
Apollo/SGI HPE ASE - Server Solutions Architect V4
HPE Master ASE - Advanced Server Solutions Architect V3
HPE ATP - Server Solutions V4 Selling HPE Server Products and Solutions, Rev.18.21
Integrity HPE ASE - Server Solutions Architect V4
HPE Master ASE - Advanced Server Solutions Architect V3
U4147S: Concepts and Facilities for HP NonStop Systems (***) Selling HPE Server Products and Solutions, Rev.18.21
VALUE

HK286S: Introduction to HP NonStop Field Support Training (***) U4147S: Concepts and Facilities for HP NonStop Systems

[2018]
NonStop Annual NonStop Technical Boot Camp (***)
HPE Education Services for HPE NonStop (***)
HPE Product Certified - OneView [2018]
HPE ATP - Server Solutions V4
Hyperconverged/Cloud HPE ASE - Server Solutions Architect V4
HPE Product Certified - Nimble Solutions [2018]
Nimble (1) HPE ATP - Storage Solutions V3
HPE ASE - Storage Solutions Architect V3
HPE ATP - Storage Solutions V3
Midrange/High End Storage HPE ASE - Storage Solutions Architect V3
HPE Master ASE - Storage Solutions Architect V2
HP ATP - FlexNetwork Solutions V3
Data Center Networking HPE ASE - Data Center Network Architect V1
HK286S: Introduction to HP NonStop Field Support Training
HPE Education Services for HPE NonStop
SimpliVity Sales 101 Training 2018
SimpliVity Sales 201 Training 2018
SimpliVityTechnical Sales 101 Training
SimpliVityTechnical Sales 201 Training 2018
HPE Nimble Sales Professional Accreditation (NSP)
Selling HPE Storage Products and Solutions, Rev.17.41
3PAR Sales 101
Selling HPE Networking Products and Solutions, Rev. 18.11
DCN Sales 101

NOTES:
(*) 2nd Tiers Only need Sales Certifications
(**) Please note: this list is considering only the last version of the certifications. You can find all the versions at: https://certification-learning.hpe.com/tr/certifications
(***) WBT - Web Based Training or Face to Face Training (F2F)
(1) Please note that when upgrading from ATP/ASE V2 version, ATP/ASE V3 is automatically granted when acquiring the HPE Product Certified - Nimble Solutions [2018]. For new candidates, Nimble content is
covered in the HPE0-J57 exam / Designing HPE Storage Solutions, Rev. 18.11 training

For HPE and Channel Partner internal use only

Compliance Considerations
RTM HPE FY18 - Authorization Rules
Compliance Considerations

– Competency
• Only active/transitional Partner Ready Certification and Learning Certifications registered in HPE database
(Saba) will be considered.
• Partial trainings completed in the curricula will not be considered.
• If a certified professional leaves the company, the business partner has 6 months to replace that person with
another certified professional. Training could be completed in the following 3 months.
• The same professional can not hold sales and pre-sales certifications. It happens, only the pre-sales
certification will be consider.
– Revenue
• Measured as shipments during a complete fiscal year:
− 1st-tiers VARs: Net shipments from HPE plus registered sales out @net from HPE Authorized Distributor.
− Distributors: Net Shipments from HPE plus registered sales out @net from HPE Authorized Fulfillment
Distributor
− FY18 compliance :Total FY18 revenue or H2 FY18 compare with 50% revenue compliance
Rules and conditions to recover Exhibits
RTM HPE FY18 - Authorization Rules
Rules and conditions to recover exhibits
Lose HPE
Reason? How to recover them?
Exhibits?
The partner will have 6 months to
growth their sales and reach +50% of
Dollar the volume of sales required to
Yes, Volume Class
amount maintain the exhibits, in this case all
the purchases of HPE products will be
through a Distributor
The partner just need to get all
certification and it will recover the
Yes, Volume Class Certifications
exhibits if it the first time if it is the
second time the contract will be cancel
The partner will have 6 months to
growth their sales and reach +50% of
the volume of sales required to
maintain the exhibits, in this case all
the purchases of HPE products are
$ and
Yes, Volume Class through a Distributor, and needs to following the one when the partner
Certification
obtain all certification. The partner
need to get all certification and it will
recover the exhibits if it the first time if
it is the second time the contract will be
cancel
The partner just need to get all
certification and it will recover the
Yes, Value Class Certification exhibits if it the first time if it is the following the one when the partner
second time the contract will be cancel
.
Timeframe to recover
One fiscal year, the Fiscal year
following the one when the partner achieved HPE will cancel
was not compliance.
One fiscal year, the Fiscal year
following the one when the partner
was not compliance
One fiscal year, the Fiscal year
was not compliance
One fiscal year, the Fiscal year
was not compliance
After Timeframe Action Notes
When a partner lose their Volume Class
exhibits due to dollar amount, it also lose the
If volume sales is not If contract is cancel, the partner must Value Class exhibits independent of
follow the new contract process if it certifications. For partners that lose their
exhibits by not been compliance during
contract wants to have a contract again
previous FY will have the rest of the new FY
to recover them following program rules
If contract is cancel, the partner must For partners that lose their exhibits by not
been compliance during previous FY ,they
Cancel Contract follow the new contract process if it will have the rest of next FY to recover them
wants to have a contract again following program rules
When a partner lost their Volume Class
exhibits due to dollar amount, it also lost the
If contract is cancel, the partner must Value Class exhibits independent of
Cancel Contract follow the new contract process if it certifications. The partner just need to get all
certification and it will recover the exhibits if
wants to have a contract again
it the first time if it is the second time the
contract will be cancel
If exhibits are lost for second time due For partners that lose their exhibits by not
to certifications, the partner must follow been compliance during previous FY ,they
Cancel Contract
the new contracts/exhibits process if it will have the rest of next FY to recover them
following program rules
wants to have them again.
For HPE and Channel Partner internal use only
New Direct Channel Partners
Special considerations

22
New Direct Channel Partners
Standard Process
• For Business partners that apply for Direct VAR’s contract to sell HPE products, they need to:
Present a Business Plan that must include:
Three years potential annual revenue reaching the minimum threshold within 1 year
Business solutions to demonstrate the Value Added to customers around HPE products and services
Plan to achieve the required Sales and Technical Certifications with in the first 6 months
Sales Training plan
Account coverage plan: This means, the projected annual should be incremental to HPE and not “shift” from same
accounts other resellers are selling to.
A credit line with HPE that supports the business plan.
Revenue and competency requirement will be monitored based on standard process

• If Business Plan is approved by HPE, the channel partner must follow the new agreement process.

• For Channel Partners in Mexico that apply for Value Class Products, they need to:
Apply to at least One Competence
Buy at least One Value Demo
Include at least 5 Top Accounts (Globales, C1 & C2 Account coverage plan) in your Account Plan.
Requirements: Credit Line for new partners

– HPE requirements:
– A minimum credit line of 250k$ for Brazil & Mexico
– A minimum credit line of 150k$ for Market A
– A minimum credit line of 100k$ for Market B

– Credit line could be:

– Direct with HPE
– Through a financial institution

For HPE and Channel Partner internal use only

Business Plan Sample
– Executive Summary
– Company Description / Philosophy / Business Model
– Mission Statement, Vision
– Management and Key Personnel
– Company Strategy and core competences
• HPE expertise (Solution Architects & Account Execs)
– Company Offerings (all that apply):
• Vertical Market/ Horizontal Solutions
• Solutions as part of the HPE “value chain” with ISVs, consultants, etc.
• Enterprise Solutions based on infrastructure, systems, storage and networking
– Market Development Plan
• Market segmentation
• Sales Strategy & Tactics with specific actions, campaigns & completion dates
• Net New Business Generation Tactics
• Sales Forecast (3 years projection)
– Financial Fact Sheets

For HPE and Channel Partner internal use only

Angelica Garcia
Channel’s Sales Manager
Hewlett Packard Enterprise
Latin America and Caribbean Region
angelica.garcia@hpe.com

26
Distributors Guide
FY18
LAC
October, 2018
Product Lines - FY18

Product PL Code PL Name

Category
Utility & Services 3W Networking Services/Utility
VR, L4, L5, L6, L7, LS Aruba Services
Campus 6H HPE Branding Switching
Switching
34 FlexNetwork Switching
35 Aruba Branded Switching
I5 Office Connect
WLAN VL Aruba WLAN Products
3P Aruba OC WLAN Products

Software N6 Aruba Cloud and Network Mgmt

Products
L3 Aruba Security Products

VN Aruba Location Base Products

VM Aruba Services Other

Routing I7 Routing

28
For HPE and Channel Partner internal use only
Requirements to Mantain Overall Exhibits

Country Tier Countries Threshold @ NET

Tier 1 Brazil, Mexico & Miami Based (IM & TD)
Tier 2 Colombia, Chile, Peru, Argentina Please ask to your CAM
All other Countries, except Ecuador (Channel Account
Tier 3 Ecuador Manager)
Tier 4 Miami Based except IM & TD

Notes:

• The measuring base changes from SellOut to Net Value

• Best Seller Distributors applies only for MCA.
• A mid-year review will de done to track if the distributor is meeting the requirements
• Threshold excludes services & support PLs

29
For HPE and Channel Partner internal use only
Requirements to Mantain Exhibits by PL
PL
Product Category PL Name Distributor Exhibit Requirements
Code
Utility 3W Networking Services/Utility
6H HPE Branding Switching 1. ONE Aruba Certified Switching Associate - ACSA V1
34 FlexNetwork Switching 2. TWO HPE Sales Certified - Aruba Products and Solutions 2017
Campus Switching 35 Aruba Branded Switching
Switching
I5 Office Connect
Routing I7 Routing
VL Aruba WLAN Products 1. ONE Aruba Certified Mobility Professional - ACMP 6.4
WLAN 3P Aruba OC WLAN Products 2. ONE Aruba Certified Switching Associate - ACSA V1
N6 Aruba Cloud and Network Mgmt Products 3. TWO HPE Sales Certified - Aruba Products and Solutions 2017
Mobility
L3 Aruba Security Products 4. ONE ClearPass Sales Specialist – CPSS 2017
Software VN Aruba Location Base Products 5. ONE Engagement and Analytics Sales Specialist (EASS) [2015]
VM Aruba Services Other

L5 Aruba Cloud and Network Mgmt Services

L4 Aruba Security Services
L6 Aruba Location Base Services
Services Switching & Mobility Services
LS Aruba Campus Services
VR Aruba Wireless LAN Services
L7 Aruba OC WLAN Services

35 Aruba Branded Switching

I5 Office Connect 1. TWO HPE Sales Certified - Aruba Products and Solutions 2017
3P Aruba OC WLAN Products 2. Where applicable, Best Sellers should be bought thru FFMT
MULTIPLE 6H HPE Branding Switching
Best Sellers

N6 Aruba Cloud and Network Mgmt Products

VL Aruba WLAN Products

Notes:
• Best Sellers applies only for MCA Countries unless defined otherwise
• Best Sellers should be bought thru the FFMT program preferably
• The partner must take the latest version of the certifications. Certifications taken prior to 2016 will not be valid and the channel must renew them during
FY18 30
• When applicable, in order to maintain switching AND mobility exhibits, the sales out mix should be at least 1/3 Mobility and 2/3 Switching
Thanks
Patricia Arboleda
Aruba LAC SMB & Distribution
p.arboleda@hpe.com