© 2007 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice

Technology for better business outcomes

HP Software-as-a-ServiceBusiness Availability Center

Natalie FiggeHP SaaS BSM Portfolio Manager

3

“The value of IT management software is not derived from its deployment, rather, the benefit comes from its use. Software-as-a-Service helps organizations quickly unlock the value to the business.”

Why the move to Software-as-a-Service?

RAY PAQUETMANAGING VICE PRESIDENT

3 HP Restricted. For HP and Partner Internal Use.

Business Availability Center on SaaS

HP Software Ready to Use

• Application lifecycle management

• Infrastructure management

• 24 x 7 Operations Support

• Ongoing Upgrades

Always There – 24/7

• HP Software

• Application servers

• Databases and Servers

• Storage and Network

• 80+ global monitoring locations with different ISPs

• Monitoring over firewall

• “Last mile” monitoring

Part of Your Team

• ITIL certified Technical Account Manager (TAM)

• Ongoing expertise & mentoring

• Driving adoption

• Scripting

• Configuration

• Integrations

Workflow Administration

HP SaaS Global Best Practices & Processes

Capacity Management

DisasterRecovery

Security & Audit

Management

Change Management

High Availability

Performance Management

4 HP Restricted. For HP and Partner Internal Use.

HP

Sof

twar

e-as

-a-S

ervi

ce

5

HP SaaS: Your shortcut to success

Business initiative Plan Obtain

softwareObtaininfra

Set backups

Ensure availability

Ensure performanc

e

Ensuresecurity

Build24/7

support

Training

Leveraging solution

Business value

Implement & ensure

best practices

Unpredictable costs & time.

If you don’t get here, we lose.

Set disaster

plan

5 HP Restricted. For HP and Partner Internal Use.

The HP SaaS Head Start

Day 0 Day 20 3 Months Ongoing

Ready to go system

Configuration complete

Valu

e

On premise implementation

HP Software-as-a-Service

On premise installation complete

Ongoing upgrades and mentoring continually drives value

6 HP Restricted. For HP and Partner Internal Use.

Business Availability Center – ready to use infrastructure

Network operationscenter

Scripters PC

BAC servers

Points of presence

SiteScope servers

HP SaaS

Points of presence

Scripting servers

Application under test

Application access

Customer

Secure connectivity

7 HP Restricted. For HP and Partner Internal Use.

SaaS BAC global footprint

Africa

Asia

South America

North America

43 business process monitors

Americas

28 business process monitors

EMEA

13 business process monitors

Australia/ Asia

Oceania• Experience implementing BAC Solutions since FY 2000

• 300+ customers on SaaS with successful BAC deployments

• Monitoring over the firewall – 40% of our customers monitor over firewall

• 80+ distributed Points of Presence around the world

SaaS BSM fun facts

8 HP Restricted. For HP and Partner Internal Use.

9

Ongoing expertise—Business Availability Center of Excellence evolution support

Scope Planning and Definition

Project execution

Information Distribution

Education and Enablement

Best practices and Ongoing mentoring

User forums

24x7 support

Implementation, scripting, configuration and reporting services

9 HP Restricted. For HP and Partner Internal Use.

Transaction Management (TV and BPI) Enterprise Integrations

Problem Isolation

Application Mapping and UCMDB

Application Diagnostics

Service Level Management

Infrastructure Management

End User ManagementApplications

Operations

BSM

Evolution of HP SaaS BSM Customers

HP S

oft

ware

-as-

a-S

erv

ice

10 HP Restricted. For HP and Partner Internal Use.

Does SaaS for Business Availability Center make sense for you?Customer has:

Ability to juggle global audiences, complex deployments

Accelerated path to monitoring and HP IT expertise with close relationship to R&D

Enhanced focus on using the solution, not deployment plus fortified internal project teams

Production monitoring, global or outsourced teams

Guidance in building, and supporting your monitoring centre of excellence – 24/7

Broad infrastructure requirements

Need to focus on the business not IT

Aggressive deadlines

24/7 monitoring and support needs

Distributed IT and application teams

Customer needs:

11 HP Restricted. For HP and Partner Internal Use.

Qualification for BAC – what to look out for?

• Basic End User Monitoring (BPM or RUM) is in play, but of course!!!

• Wants a phased implementation of monitoring solution

• When competing against pure SaaS vendors such as Gomez or Keynote

What do you look for in accounts?

• Do your IT Operations teams struggle with a reactive approach to problem resolution? (position BAC)

• Do your teams find it daunting to solve difficult problems because of lack of visibility to outages or lack of knowledge of existing monitoring tools? (position SaaS Services)

• Do these problems/outages have business impact you would like to measure but don’t know how? (position tool and configuration services)

• Can you provide an overview of current challenges faced in your monitoring infrastructure?

– What you hope to hear is about resources (or lack thereof)

– What you also hope to hear is silo-ed approaches implemented in independent ways (position one point of contact – our TAM)

– What you also want to hear is about availability of multiple tools & lack of visibility (position our tool and the 24X7 service)

Prospect Qualification

Questions

12 HP Restricted. For HP and Partner Internal Use.

Qualification guidelines for BAC Contd…

•Are you hearing DDM with NO application on top of it

– Not a SaaS play, usually requires less than a year of service

•Is this deal a BPI, TV, SiteScope only deal with no end user monitoring?

– Not a SaaS play, SaaS cannot provide any value added service for these components

•Is this an OVIS customer migrating to BAC and has a lot of custom probes?

– Flag it to HP SaaS Portfolio team for additional scoping

When the prospect is not a good SaaS

play

13 HP Restricted. For HP and Partner Internal Use.

Business Availability Center

Business Service Dashboard

HP Business Availability Center™

Diagnostics(J2EE, .NET, ERP/CRM)

ApplicationMapping

System Availability

Management(SiteScope)

Service LevelManagement

ProblemIsolation

End UserManagement

(BPM and RUM)

TransactionVision

Business ProcessInsight

Foundation

Universal CMDB (Discovery, Federation, Reconciliation, Visualization, Change Tracking)

Alerts and Notifications Enterprise Reporting Third-Party IntegrationService Impact Analysis

What’s supported on SaaS?

SaaS supports ALL components of BAC

14 HP Restricted. For HP and Partner Internal Use.

Pricing Models• SaaS + Perpetual license + maintenance

−Assumes customer is purchasing or owns licenses

−Renewal year includes: SaaS + maintenance

$SaaStime

$SaaS

$Licenseyear1 year2

$Maint

$Maint

15 HP Restricted. For HP and Partner Internal Use.

Pricing Models• SaaS term bundles

−Try & buy (1 year)

−Operating expense, not capital expense

−Get in at a lower price point

−Term option is only available as a SaaS option!

$SaaS bundletime

year1 year2

$SaaS bundle

16 HP Restricted. For HP and Partner Internal Use.

Option to Convert• Customers can try the SaaS bundle in year 1• Option to convert to Perpetual model in year

2

$SaaS bundletime

year1 year2

$SaaS

$License

$Maint

$SaaS bundle

17 HP Restricted. For HP and Partner Internal Use.

FAQ on transaction pricing for (BAC-EUM)

• What is a transaction?−One step in the business process that is being

monitored?

• What is included in the service?−Scripting for the application (any of supported

protocols)

−Dashboard configuration

−Unlimited rescripting to reflect changes in the monitored application

• Do we support target-based license SKUs−At this moment, you have to apply 4:1

conversion (4 targets is one transaction).

−We are working on a separate target-based pricing for 2009

18 HP Restricted. For HP and Partner Internal Use.

FAQ on transaction * location pricing from public POPs (BPM Transactions)• What is included in the service?

−Data management fee for maintaining and storing data for one transaction from one public location taken every 15 minutes for a year.

−Highly available and redundant SaaS platform with 99.9% availability SLA

−Public POPs infrastructure

• What if the customer is buying a lot of transactions? It gets expensive.−It’s most likely that the customer will not be deploying all

the transactions from all the locations.

−Approach #1 – get the exact number of transactions per location to scope and price.

−Approach #2 – provide a ballpark number of no more than 100 transaction from one location to scope and price.

19 HP Restricted. For HP and Partner Internal Use.

FAQ on private POPs pricing (internal BPMs)• What is included in the service?

− Data management fee for maintaining and storing data for one transaction from one private location taken every 15 minutes for a year.

− Highly available and redundant SaaS platform with 99.9% availability SLA

− Efforts required to set up and monitor a private POP

• How many transactions can run from one Private POP?− It depends on the protocol. Our guidance is to limit one location

to no more than 100 transaction to limit the problems with CPU and bandwidth overload.

• Why do we approach public and private POPs differently?− For historical reasons. We consider changing it in the future. For

now we changed bands for private POPs to make them more affordable

− First 5 private POPs for SaaS are no longer free

20 HP Restricted. For HP and Partner Internal Use.

FAQ on SAM pricing• What is included in the service?

− Data management fee for maintaining and storing data for SiteScope points (assumes 15 minutes interval between measurement points).

− Highly available and redundant SaaS platform with 99.9% availability SLA

− Configuring custom reports including SAM components.

− Dashboard configuration

• What happened to CPU-based pricing for SAM?− It’s no longer supported by the product license, and we align

with the product license.

− For legacy accounts or for accounts where only CPU count is known, 1 CPU equals 10 points

• Do we need PSO when SAM is in the deal?− SaaS doesn’t provide services around onsite components. PSO,

customer or partner is responsible for installing, configuring and maintaining SiteScope at the customer site.

21 HP Restricted. For HP and Partner Internal Use.

FAQ on SLM pricing• What is included in the service?

− Configuration work required to set up and maintain SLAs over time.

• What happened to CPU-based pricing for SiteScope SLM?− It’s no longer supported by the product license, and we align

with the product license.

− For legacy accounts or for accounts where only CPU count is known, 1 CPU equals 10 points

• What if customer purchased a lot of transactions? It can get expensive.− Not all transactions are typically included in SLAs. Customer

might choose to purchase less SLM transactions in comparison to their BPM transactions if they have a limited budget.

• What if customer purchased a lot of SiS points? It can get expensive.− We rarely see SLAs defined on infrastructure measurement data.

Don’t advise SLM purchase for SiteScope to the customer if he has a limited budget.

22 HP Restricted. For HP and Partner Internal Use.

FAQ on inbound EMS Integrations Pricing

• What is the standard pricing for inbound EMS integrations?− All EMS Integrations happen through SiteScope, therefore SAM pricing

applies for inbound EMS integrations

− At this point no standard pricing exists. Get the customer answer qualifying questions first, then involve Portfolio for T&M pricing

• What are the qualifying questions for inbound EMS integrations?− What is the expected outcome of this integration – what’s the overall

objective?

− What kind of data will be sent from the external system – events, tickets, errors, data…?

− How frequently will data be sent from the external system – what is the expected Events per second (EPS)?

− For how long is the customer expecting to retain data in BAC?

• Is PSO required for the opportunities that include inbound EMS Integrations?− SaaS does not provide services around onsite components. All EMS

integrations at this time require SiteScope implementation and thus require PSO, customer or partner for installing, configuring and maintaining the integration on the customer site

23 HP Restricted. For HP and Partner Internal Use.

FAQ on BPI and TV• Do we support BPI and TV?

− Yes, we support them as data collectors – BPI and TV will send data to SaaS

• What is included in the service− We will make necessary firewall changes to accept BPI and TV

aggregated data and will store them to support out-of-the-box integration with EUM

− We do NOT provide any value-add services around BPI and TV

• How much does it cost?− There is no SaaS charge for these components. This will change

in the future releases when BAC will have UI that would allow us to provide value-add services around BPI and TV

• Does the customer have to be on a dedicated farm?− No24 HP Restricted. For HP and Partner Internal Use.

Customers, PSO, External Partners

• HP SaaS is not an outsourcing service. − Only HP Software is provided as a service− We help customers to develop expertise in the product− Our goal is to sell more licenses first, more services second− Yes, we will help the customer to go in-house if they are ready

• PSO/C&I are our partners in successful implementations− Customers/PSO are responsible for configuration and maintenance of all

onsite components− PSO services are always needed for enterprise solutions− PSO/C&I are responsible for integrations with SaaS Platform when

integration is not out-of-the-box

• External Partner Strategy is in development− Complementary solutions for onsite components− Possible delivery/configuration services in the future as SaaS scales up

25 HP Restricted. For HP and Partner Internal Use.

How can we help?Who to contact

Tim Van AshGlobal Service

Portfolio Director

Natalie FiggeBSM Portfolio

Manager

Neil AshizawaQM

Portfolio Manager

Bob DarrochITSM Portfolio

Manager

Priya BalakrishnanBAC

Service Line Manager

Catherine HwangQC

Service Line Manager

Ravi AnnamaneniPPM/ITFM/AM

Service Line Manager

Michael Pott/Chris Peltz

SaaS Strategy & Technology

Service Manager/DC/CCM

Service Line Manager(TBH)

Katherine LamSecurity- SPI DynamicsService Line Manager

26 HP Restricted. For HP and Partner Internal Use.

Additional Information

• HP SaaS Corporate Presence −http://www.hp.com/go/saas

• Sales Portal−

http://h20229.www2.hp.com/sales/protected/initiatives-centers/services.html

• Analysts’ Comments−http://software.tsgonline.hp.com/SupportServices/saas.htm

27 HP Restricted. For HP and Partner Internal Use.

Security certification

28 HP Restricted. For HP and Partner Internal Use.