The HPE GreenLake

Advantage: Strategies for

you and your company to
profit in a cloud era
Jim Bedics, President – IntegraOne
Dean Colpitts, CTO, Owner – MITG
Lorena Little – NA Compute Channel Sales
Director HPE Tech Jam 2024
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Confidential – For Training Purposes Only
Agenda

Why are we here? To make money for our company and as individuals

A Real-World Example

Engage & Grow Program Updates

Partner Ready Service Delivery

Audience-led Q&A

Confidential – For Training Purposes Only 3

Why are we here? To make money for our
company and as individuals
Dean Colpitts, CTO, Members IT Group
HPE Partner Ready Gold
8x HPE Master ASE

Jim Bedics, President, IntegraONE

HPE Partner Ready Platinum
8x HPE Master ASE

Confidential – For Training Purposes Only 4

 Flex SaaS IaaS
Solutions
• Built on standard modules • Hybrid cloud services • Private cloud
• Horizontal and vertical • AIOps and Automation • Compute / HPC
workloads • Storage

Managed Runs
through HPE GreenLake Edge to Cloud platform on

Enabled by HPE Services

Confidential – For Training Purposes Only 5

HPE GreenLake Flex - The partner challenges / issues / myths
• How do I keep the customers’ best interests in mind while helping my company maximize profit in
an aaS world?
• With monthly billing, will my company make any money?
• How does the Sales team get compensated – is it upfront or spread out over time?
• How will selling with HPE GreenLake Flex retire my quota?
• What is the impact on my Services delivery organization?
• Will HPE take over the account control?

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Leverage all HPE Partner Programs in the HPE GreenLake deal

1) Markup HPE GreenLake contract discount bundles

2) Capex add-ons
3) Partner Ready Service Delivery
4) Partner-branded services
5) Partner Rebates
6) HPE Engage & Grow

Confidential – For Training Purposes Only 7

 WAN

Primary DC Failover DC
Real-World Example:
Customer Existing
Infrastructure
4x DL325 3x DL360
The customer had two Data Centers Gen10
80 km apart – primary and failover Gen10

• Primary DC: consisted of 4 x HPE MSA2052

DL325 Gen10 + Nimble AF20 + HPE Nimble
StoreOnce 3620 AF20
• Failover DC: consisted of 3 x
DL360 Gen10 + MSA 2052 + HPE StoreOnce HPE StoreOnce
StoreOnce 3520 3620 3520

Confidential – For Training Purposes Only 8

 WAN

Primary DC Failover DC
Real-World Example:
Customer Proposed
Infrastructure
Recommended a full refresh based 5x DL325 3x DL325
on HPE GreenLake bundled Gen10 Plus v2 Gen10 Plus v2
offerings

• Primary - dHCI Alletra 6030 with 5 x

DL325 Gen10 Plus v2 + StoreOnce 3640 HPE dHCI HPE dHCI
• Failover - dHCI Nimble HF40 with 3 x
Alletra 6030 Nimble HF40
DL325 Gen10 Plus v2 + StoreOnce 3640
• Both sites also required some Aruba
switching infrastructure to integrate the
dHCI setups, UPSes, PDUs, KVMs, MS and HPE StoreOnce HPE StoreOnce
VMware licenses to be fully legal upon
implementation. Plus professional services 3640 3640
to migrate the existing systems and perform
asset disposal.

Confidential – For Training Purposes Only 9

Proposed New HPE GreenLake Infrastructure
Total deal value: $925,000

1) 4 Year GLQQ contract: $193,000

2) StoreOnce, Aruba, and licensing: $145,000
3) PRSD Installation and Startup Services: $27,500
4) Partner-branded services: $35,000
5) GreenLake Partner Rebate: $87,500

52% Profit
Profit $488,000
$400,500
$365,500
$338,000
$193,000 Margin!
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What was in it personally for me?
• HPE Engage & Grow payout on this deal was more than $10,000 in my pocket – I used it to help
buy a new ATV.
• In just the last 9 months, my business partner and I have claimed over $40,000 in HPE E&G from
CloudPhysics assessments, GreenLake deals, the products on a couple of CAPEX deals, and by
utilizing HPEFS for a couple of CAPEX deals amongst other things.
• You can also win an all-expenses paid trip for two as part of the HPE Engage & Grow Top
Achievers Club to somewhere cool! I personally won the trip to 2H23 trip to Hawaii as the top
Canadian Gold partner, valued at $19,000!

Confidential – For Training Purposes Only 11

Engage & Grow Program Updates
Lorena Little, North America Compute Channel Sales Director

Confidential – For Training Purposes Only 12

Engage & Grow is open to sales reps and system
architects for most partners. Claims can be shared
with up to ten people allowing the whole team to
earn rewards

Confidential – For Training Purposes Only 13

1H24 Channel Compute Promotions & Programs

Engage & Grow Discount Customer Rebates

SPIFs Incentives
(Trade-Up)

Bringing customer
How you can earn increased value with
points that = $ Promotions providing
rebates for purchasing
for activities and increased discounts
new HPE ProLiant
sales aligned to to help you win
& Synergy replacing
Compute business more business
old HPE or Competitor
equipment.

Confidential – For Training Purposes Only 14

 ENGAGE & GROW
Top Achievers Club: Reach the peak with HPE

Win

Assess Demo New Logo* Storage 1,2,3*

• For each new • For selling higher-value
DemoIT CloudPhysics customer and BU solutions, includes Block
expansion aaS and BRaaS
• 250 points for • 500 points for Up to 10k Pts. Up to 40k Pts.
each live each customer
customer demo assessment HPE GreenLake HPE ProLiant Sales
Orders
• Rewards for selling
Certifications, Learn & • For new customer ProLiant Gen 10, Gen
Earn booked orders & 10+ or Gen 11 Servers
Rewards for completing trainings technology
on applicable HPE offerings, up Up to 20Korders
expansion Pts. Up to 10K Pts.
to 60 Pts.
New Technical Certifications, * SA Earn Minimum Rewards
500 Pts.
Up to 500 Pts. • Minimum 25% in Storage 1-2-3 and UP to 10K in high value New Logo win

Confidential – For Training Purposes Only 15

 How you can earn lots of $$
Example of a GreenLake HPE ProLiant opportunity and win

Program Rep & Team Top Achiever

Rewards Miles
HPE Compute Ops Manager (COM) demo 250 1,000

CloudPhysics Assessment 500 4,000

GreenLake Flex Solution New Booked Order 10,000 10,000

Total possible SPIFF amount 10,750 15,000

Engage&Grow claims can be shared with up to 9 other people to reward entire team.
1 Reward Point = $1

Confidential – For Training Purposes Only 16

 Programs & Promotion Benefits Tools

Simplifying your experience

5x times faster to claim
From 20 to 5 keystrokes
~7 minutes

So you can earn more

Better Rewards for Strategic Solutions + New
Technology
Enhancing rewards for you and your Selling Team!

Work with HPE Channel teams to understand eligible promotions & program for opportunities.

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Don’t miss out!
1. Enroll in Engage & Grow
• Single Sign-on through the Partner Ready Portal
partner.hpe.com
• Select Tools from menu
• Search for ”Engage & Grow”
• Select View Tool in Engage & Grow section
3. Start Earning!
2. Register for Top Achievers HPE E&G Reloadable Rewards
Cards
• Earn up to $125,000 a year
• $500/Day - ATM Privileges
• $5,000/Day - Point of Sale Purchases
• $10,000/Day ACH, Electronic Funds
Transfer
• Mobile Wallet (Apple Pay / Google Pay)

Confidential – For Training Purposes Only 20

Partner Ready Service Delivery and Partner-
branded Services
Jim Bedics, President, IntegraONE
HPE Partner Ready Platinum
8x HPE Master ASE

Confidential – For Training Purposes Only 21

Partner Ready Service Delivery Benefits

Access to HPE IP Simple Quoting and Selling Enhanced Partner Benefits

• Service Delivery Guides
• Pre-defined Scopes of
Work
• Limit Project Scope
Creep
• Generous Time Estimates
• Uplift with Partner
Delivered Services
• SKU based services exist in
standard quoting tools
(OCA, iQuote, etc.)
• Easier sale to SLED/FED
(contract) customers
• Increase your SRI
• Revenue Recognition
Multiplier
• Increase Partner Rebates

Recurring post-sale opportunities

• Break/fix work on behalf of HPE

Confidential – For Training Purposes Only 22

Call to Action

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Call to Action

• You can do this now

• Open Office Hours at HPE Tech Jam - Set up a private meeting to discuss your
situation further with Jim and Dean here at the conference
– Wed & Thurs 10am-12pm, Building 1, Floor 1, Room 100L
– Contact bob.wong@hpe.com to book a meeting

• Enroll in HPE Engage & Grow today

• Visit Lorena anytime at the TechElite booth at the HPE Tech Jam Expo
• Review current HPE Engage & Grow promos & offerings
– Earn a certification and earn 500 points!

• You can do this when you go back to the office

• Investigate PRSD if not already enrolled
• Engage your Sales reps and owners/principals about E&G points splitting

Confidential – For Training Purposes Only 24

Audience Q&A

Confidential – For Training Purposes Only 25

Q&A

• Are you selling with HPE GreenLake today?

• Which aspects of HPE Greenlake?
• Who is leveraging E&G points today?
• Do you offer managed services?
• Are you offering your own partner-led delivery services?
• Are you Partner Ready Service Delivery authorized?
• If not, why not?

Confidential – For Training Purposes Only 26

Thank you!
Dean Colpitts - Dean.Colpitts@mitg.ca
Jim Bedics - jbedics@integraone.com
Lorena Little - Lorena.little@hpe.com

HPE Tech Jam 2024

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Confidential – For Training Purposes Only