© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Cloud per i nostri partner! Andrea Monaci, Dir Cloud Mktg, EMEA
Claudio Barbuio, Dir Presales and Cloud, Italy
Claudio Soffientini, EG Channel Marketing
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 2
69%
36%
21%
7%
16%
9%
11% 27%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
2010 2020F
Public Cloud
Outsourced IT
Private Cloud - Managed
Private Cloud Inhouse
Traditional IT
IDC’s Cloud Computing Survey, 2011
Il cambiamento nel trend del sourcing Stima del budget IT di una azienda per area di spesa.
dal 31% al 64%
ICT
Vendor
Channel/SI
End U
ser
CS
P
Bro
ker
Telc
o
ICT Products
ICT Services
50 + %
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3
Come HP puo„ supportare i Partner
HP vi supporta con il portafolio, lo sviluppo di competenze, il supporto
IT ed i metodi di finanziamento per gestire la transizione:
• Da provider di infrastruttura, all business model cloud
• Da ingaggi transazionali a progetto, verso servizi a canone
Business Risk and Cost
Clo
ud
Va
lue
Co-Lo
Private
Cloud
Hosted
Private
Cloud
Public
Cloud
Managed
Services
Supporto HP
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 4
Digital Planet speeds service delivery
Business need
• Capture revenue from fast
growing cloud services
market
• Improve time to market and
win rate for new business
• Drive cost savings through
higher utilization of resources
and automation
HP solution
• Integrated cloud solution
based on HP CloudSystem
Matrix and 3PAR storage
Client outcome
• Improve speed to market with new
cloud services to customers
• Improve win rate from 40% to
70%
• Reduce cost of operations by 46%
• Achieve 96% ROI
Service Provider Cloud that generates new revenue growth
ROI case study Customer video
The cloud enterprises rely on
HP Converged Cloud
Choice Confidence Consistency Delivery model
Platform
Partner
Security
Management
Scalability
Architecture
Portability
Consumption
Managed cloud Public cloud
Consume
cloud services
Hardware Software Services
Build and operate
cloud services
HP Converged Cloud – and partner opportunities
Public cloud Private cloud Managed cloud Traditional
BUILD, MANAGE & SECURE
• Channel Partners build (private, public or managed) cloud solutions for customers – Big opportunity for partners (EG + SW)
• Channel Partners manage & secure those clouds (partner & HP services)
CONSUME CLOUD SERVICES
Partner sets up
their own managed
cloud for their
customers
(CloudAgile /
Resellers)
PROFESSIONAL SERVICES – Delivered by HP & Partners
Consulting and implementation • Financing • Education
Managed & Hybrid Cloud
Public Cloud
Partners can leverage
HP Cloud Enterprise Cloud Services for bursting capabilities.
Channel model available in selected countries.
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 7
I programmi HP sono allineati con il modello di business e le capacita’ dei nostri
partner
HP Converged Cloud - programmi per il canale
HP CLOUD BUILDER
SPECIALIST
HP CLOUD
SERVICES
Partners offering cloud
services on top
of/bundled with or
referring HP Cloud
Services
Public Cloud offering (EMEA DC coming soon)
Partners reselling and
delivering HP Converged
Infrastructure, Software
and Services to build
customer Clouds
Service Providers
utilizing HP Converged
Infrastructure, Software,
Security and Services
HP CLOUDAGILE
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 8
Il programma per i partner HP
Dedicated
Sales/Presale
Dedicated
training/initiatives
Dedicated Cloud
area/training
Financial model &
benefits
Co-selling & Funds (co-
marketing/ advertising)
Consulting, demo and
POC
Services co-delivery
Cloud portfolio for build
and consume
HP propone ai suoi partner un programma di garanzia tecnologica e di
transizione verso il cloud con il portafolgio HP Converged Cloud (build e
consume), e di sviluppo comune del mercato e del business del partner.
Il programma Cloud per i Partner “Cloud
Builder & Cloud Agile ” Formazione
Demo
Supporto alla vendita
Cloud bundle formula
Marketing
Vendita
Strumenti finanziari
Co-Delivery
Consulting,POC,Tbrief
Training e iniziative dedicate
Area Cloud dedicata nel demo center di CNS
Sales/Presale dedicato
Pacchetti bundle (5) posizionati dalla piccola alla media azienda (infrastruttura, servizi, software )
Co-marketing per generazione business ed advertising
Co-selling, compensation neutral sales with HP sales reps
Accesso a formule di finanziamento specifiche
Definizione e trasferimento al partner di una parte delle attività di implementazione sul Cloud
Cloud Workshop, POC (Try and Buy), technology briefing dedicati per propri clienti.
Cloud (System) promotional programs
CloudSystem Matrix SW
• Transform already virtualized
x86 environments into cloud
• Installed Base attach for any
virtualized x86 server
• Installation delivered by
partners
• Free trial licence
• Includes:
• Service designer & catalog
• Automatic provisioning
• Self service portal & capacity
planning
CloudSystem Express
• Simplify entry into
physical & virtual cloud
(IaaS) with
comprehensive, flexible
bundles
• Out of the box private
cloud with pre-approved
pricing starting well below
$100k
• Fast turn-around time and
tested configuration
Embed HP Cloud SW
• Buy HP ProLiant x86
servers & get HP Cloud
SW for a substantial
discount
• Includes CloudSystem
Matrix Software +
Cloud Service Automation
3.0
• Pre-approved OPG for
simplicity and speed of
execution
www.hp.com/go/trycloudsystem
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 11
Single services view
across hybrid cloud
Multi-hypervisor, multi-OS,
heterogeneous infrastructure
Intelligent automation
and orchestration
Rapid application and
infrastructure deployment
Cloud (System) - programma partner Most complete, open, integrated system
Bundle per i partner per: Small (64 VMs), Medium (128 VMs), Large (256 VMs),
Extra large (512 VMs)
Virtual Machines
Server
Storage
Network
SAN
Consulting services
Education
Software
Proactive Services
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 12
Expect $8.4B in revenue by 2015 (29% CAGR)
HP Converged Cloud momentum
100% HP CloudSystem Y/Y growth
HP Cloud Revenue
$3.9B FY12
39% Y/Y Growth
60+ CloudAgile Service provider partners
Source: HP internal analysis As of January 8, 2013
1000+ HP CloudSystem Private/Public clouds
3500+ Cloud Builder certifications
6000+ Public cloud users
200+ Managed cloud customers
130+ Cloud Centers of Excellence
© 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. 14
Extensive Partner Ecosystem & Collaboration
Cloud Centers of
Excellence
130+ established by partners
worldwide to demonstrate their expertise and value of
HP cloud solution
HP ExpertOne
3,500+ Certification completed
by channel partners
60+
HP CloudAgile
Service Provider partners delivering services powered
by HP technology
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 15
38 EMEA Cloud Centers of Excellence
UK&I (7): OCSL, Kelway, Computacenter, ProLinx, Itex, Softcat, SCC
France (1): Cheops,
Iberia (3): Ibermatica (SP), Novabase (PT), Vinzeo* (SP)
Italy (1): Elmec,
CEE (6): IBS, Complete (Russia), S&T Croatia, Betacom (Poland), Ingram Micro* (Hungary), ORSI/ERC Ukraine*
MEMA (6): Aptronics (RSA), Datacentrix (RSA) MidEast Data Systems (UAE), Global Brands Egypt, Natcom (Saudi Arabia), Mannai Qatar
GWE (7): Centric (NL), SEC 1.01 (SWI), Bechtle (SWI), Atea (NOR), Kapsch (AT), ACP (AT), Advania (SWE)
Germany (7): Computacenter, Janz, Bechtle, Concat, Cancom, Avnet *, ALSO Actebis*
Country details
* Distributors
Status as of December 31st,
2012
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 16
Next milestone towards building a Converged Cloud
Enhanced! HP CloudSystem Advancements
Features • Expanding the industry’s most open cloud platform
− New KVM support leveraging OpenStack technology
− More bursting options expand hybrid delivery use
cases
− New continuous delivery integration accelerates app
deployment
• New enterprise-grade capabilities: highly available
cloud management platform; automatic provisioning of
security controls; now over 200 Cloud Maps available
including HP Data Protector
Problem it solves • As use of cloud services expands and matures,
customers are looking to
− Manage heterogeneous cloud services in the same
way
− Meet mission-critical requirements for high
availability and security
Customer Benefits • Choice: manage more resources in the same way
• Confidence: enterprise-grade capabilities for maturing
cloud environment
− Availability and security
− The fastest way to create new, proven application
services
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 17
200+ HP Cloud Maps for Industry‟s most Popular
Applications Leveraging decades of HP experience with leading ISVs
www.hp.com/go/cloudmaps
workflow, whitepapers, sizers, best practices, xml
templates
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 18
Single services view
across hybrid cloud
Multi-hypervisor, multi-OS,
heterogeneous infrastructure
Intelligent automation
and orchestration
Rapid application and
infrastructure deployment
HP CloudSystem Most complete, open, integrated system
Bundle per i partner per: Small (64 VMs), Medium (128 VMs), Large (256 VMs),
Extra large (512 VMs)
Virtual
Machines
Server
Storage
Network
SAN
Consulting
services
Education
Software
Proactive
Services