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HP P4000 Partner Webinar 06/24/11

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HP P4000 Partner Webinar 06/24/11http://www2.ibtalk.net/index.php?cmp=mtx_pre_registration&PHPSESSID=dad0bd018a4d032fb7563832cfdfabb2

1. Additional margin $s before 7/31/11 Markus Berber

2. How to compete vs. Dell, NetApp, EMC?Markus Berber

3. HP deal registration process addition see download files

4. P4000 May-July promotions / incentives see back-up

Outer Edge provides private cloud services with HP P4000 SAN and BladeSystem:http://www.youtube.com/user/HewlettPackardVideos?feature=mhum#p/u/0/hmj0G3tI0k8

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Q3 FY11 HP P4000 Promotions and plans

This presentation may be updated during Q3.

The up-to-date version is posted here:

http://storage.corp.hp.com/Document_Storage/Announcements/HP_P4000_Partner_webinar_06_24_MBerber.pptx

Last update: 6/25/11

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©2010 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice

HP STORAGEWORKS P4000 Q3 FY11 PLAN AND PROMOTIONS

Markus Berber– HP Product Marketing Manager05/20/11

5/1 – 7/31/11

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Q3 FY11 HP P4000 Promotions and plansSummary

1. HP P4000 SAN summary1.3 use cases; 5 features; 9 qualifying questions;

2.ESG WP “Operational and Business Benefits of HP P4000 SANs”

3.P4000 reference materials: US price guide, Sales Tools Library, Sizing/Config/Startup, Sample Blueprints

2. Q3 Customer Incentives1.20% Trade-in for Dell/Compellent customers2.Education 2for1 promotion

3. Q3 Partner Promotions/Programs

1.VEP extension + 7.5% for Band 1 – till 7/31/112.10% installed base promotion3.SPIFFs $600-$2,0004.Partner webinars, training podcasts, $25 AmexCo card5.Data Protector initiative6.HP customer events in July, demand gen tools from HP

6

HP P4000 SANs are clustered iSCSI SANs that support virtualized and non-virtualized environments.

www.hp.com/go/P4000

HP P4000 SANs

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HP StorageWorks P4000 G2 SAN

Virtual Storage for a Converged Infrastructure

Modular

Scalable online

Highly available

Efficient capacity utilization

Standards based

All inclusive feature set

Virtualized Pool of Storage

HP StorageWorks P4000 G2 SAN

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Scale-up & Scale-out Storage ArchitecturesA scale-up architecture is akin to a freight

train• Array controllers: 1-2 locomotives for

performance & redundancy• Disk shelves: Wagons for capacity• For a short train, locomotive has lots of

horsepower• It‘s very cost effective to add wagons• Adding wagons may exceed power limitsA scale-out architecture is akin to a metro

train• Each wagon holds capacity and performance• If engine in one wagon dies, other wagons

take over• Adding wagons scales performance in parallel• The combination functions like a single train

Scale up

Scale out

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HP P4000 Use cases

Remote site storage high availability or

disaster recovery (DR)

Remote Office(ROBO) or DR

Hyper–V

Storage infrastructure for

server virtualization and virtual desktop infrastructure (VDI)

Virtualized Infrastructure

Low-cost high availability (HA)

High Availability e.g. Multi-Site

SMB, Midmarket, G1K

Citrix

VMware

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•Scalable performance and capacity, disruption freeStorage Clustering

•Beyond the box high availabilityNetwork RAID

•Reduce costs, increase capacity utilizationThin Provisioning

•Data protection, tape storage reductionSnapshot•Disaster recovery via integrated replicationRemote Copy

5 Key Features With Every HP P4000 SAN

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Mnemonic aide - 5 features of HP P4000

SNTSR:

Storage Clustering

Network RAID

Thin Provisioning

Snapshots

Remote Copy

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Mnemonic aide - 5 features of P4000SNTSR• Storage Nerds Think Storage Rocks.

• “Sales Need Tools” Says Riley.

• Some Nerds Threaten Sales Reps.

• Storage Never Taken Seriously is Regretful.

• Storage Networking Takes Strong Reminders.

• Samstag Nachmittag Tanzt Stephanie Rumba.

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9 Qualifying Questions for P4000 SANs

HP Restricted – for HP and HP Channel Partner Internal Use Only

1 Why are you considering a SAN project? Which problems are you trying to solve in your main site and your remote locations?

Competitive differentiators:

2 Where are your IT assets deployed (several floors, buildings, sites)?

Network RAID

3 Have you had to buy storage in the past that was over-provisioned in order to cope with unpredictable storage demands? What value do you place on growing storage incrementally and without interruption?

Storage clustering

4 What level of SAN experience do you have? CMC

5 How advanced is your virtualization environment? VM intg’n: VAAI

6 Are you familiar with the benefits of shared storage for server virtualization? How do you look at server, VM, and storage high availability? How do you look at storage HA & DR capabilities for critical applications?

Network RAID

7 If you run virtual servers, how do you deal with the growth of virtual servers and moving VMs? Will your Microsoft environment grow?

Storage clustering

8 Have you been able to deploy a remote DR site? VSA

9 If you operate remote sites, what is the status there regarding shared, highly available storage that is replicated back into your data center?

Network RAID, VSA

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Business and Operational Benefits Achieved with P4000 SANs

FTE = full time equivalent

In slide show mode: click on icon to link to the document.

ESG conducted a survey of LHN/HP P4000 customers:• 9 months to 9 years experience • 45 - 9,000 employees

Business benefits:…due to these P4000 capabilities

• 25% - 50% of CAPEX delayed for storage capacity purchase

Thin provisioning, storage clustering

• $40,000 cost savings p.a. Synchronous replication

• $100,00 of avoided revenue loss

Network RAID

• 200 – 1,000 storage administrators hours saved p.a.

CMC, storage clustering allows adding nodes online + firmware upgrades online

• $30,000 value due to improved RTO and RPO (valued by one user)

Application integrated snapshots; remote copy

• $10,000 OPEX saved p.a. (reduced IT downtime and reduced recovery times)

In part thanks to application integrated snapshots

• Up to an entire FTE Complete P4000 feature set

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HP StorageWorks P4000 G2 SAN Solutions

P4300 G2MDL SAS

Starter SAN

P4300 G2SAS Starter

SAN

P4500 G2Virtualization

SAN

P4500 G2Multi-Site

SAN

P4500 G2 Scalable

Capacity SAN

P4800 SAN for

BladeSystem

P4000 Virtual SAN Appliance

(VSA)

US list price $30,000 $30,000 $55,000 $105,000 $127,000 $270,000 $4,390

Features Storage Clustering – Network RAID 5/6/10 – Thin Provisioning – App Integrated Snapshots – SmartClone – Remote Copy

Starting Capacity

16.0 TB 7.2K MDL

SAS

7.2 TB 15K SAS

14.4 TB15K SAS

28.8 TB 15K SAS

120 TB 7.2K MDL SAS

63TB 15K SAS

10 TB license

Max Drives

256 256 384 384 384 1120 Varies

Support coverage Included: 3 years, next business day (NBD) support for HW and SW

Included 1 year SW support,

NBD

NASSupport

P4000 Unified NAS GatewayCIFS and NFS file services – Single instance storage (SIS) – VSS - Microsoft Cluster Server (MSCS)

Site 1

Site 2

Replication for Remote Offices is optional via VSA for all P4000 models. It is included with10 license (10TB each) with P4500 Multi-site and with Virtualization SAN.

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P4000 Reference Materials

US price guide

Sales Tools Library

Sizing/Config/Startup Tools

Microsoft Office Excel Worksheet

Microsoft Office Excel Worksheet

Sample Blueprints

In slide show mode: click on links to access materials/webinar replays.

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©2010 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice

Q3 FY11: 5/1 – 7/31/11

HP P4000 CUSTOMER INCENTIVES

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HP P4000 Incentives: Q3 FY11

Complete listing of all Q3 SWD marketing programs and promotions:•In the Partner portal: on the HP StorageWorks Expressway: ww.hp.com/partners/us/Storage - under “Quick Links” on the right. •HP internal: http://intranet.hp.com/tsg/ams-salesportal/promotions/Pages/storage_promotions.aspx

Customer incentives

1 HP Education: 2for1 promo

2 20% rebate for Dell/Compellent equipment trade-in

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19

2-days of Professional Training from HP to improve customer success

HP Education Services P4000 Training Promo

HP & Partner internal use only

HP StorageWorks P4000 SAN Configuration and AdministrationThis 2-day course begins with the information required to understand, manage, and configure your HP StorageWorks P4000 SAN. This training covers topics such as HP SAN/iQ® 9.0 Software features and functionality, configuration, iSCSI protocol, as well as HP SAN/iQ 9Software in several popular application environments such as Microsoft SQL, Microsoft Exchange, and Oracle. It also covers best practices for HP P4000 SAN - based on field experiences and applied industry knowledge, such as installation and configuration of HP SAN/iQ® Software, use and verification of iSCSI Initiators, and MPIO.List Price: $1,800

Sell: HP Education Services Care Packs attached to product ordersHF383E/A1: 2-units of storage training SKU valued at $1800 ($900/unit)

Promotion: Feb. 1, 2011 to July. 31, 2011Customers purchase the above care pack (minimum) attached to a product order and redeem for P4000 training from HP Education willreceive one additional course at no additional charge(specific terms and conditions apply)

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20

Promotion Terms and ConditionsTo qualify for promotion, the customer must purchase a new Education Services Care Pack between February 1 and July 31, 2011. Student must be register for one HK364s US RAIL course on the existing published schedule and will receive a second registration for no additional charge for the same course. Registration must be completed by July 31, 2011. Course attendance must be completed by Oct 31, 2011 to qualify for this promotion. Second customer name must be provided at the time of the initial registration. Customer must pay with an HP Education Care Pack that is purchased between February 1, 2011 and July 31, 2011. Only one additional registration per Care Pack, per customer. This promotion applies to US-based open-enrollment sessions delivered by HP Education Services during the period of Feb 1, and Oct 31, 2011.Customer must register, provide promotion code P4000TRAIN, provide a valid method of payment prior to the class start date and complete the course before Oct 31, 2011 in order to receive the promotion. This offer may not be combined with other HP Education volume purchase programs (e.g. HP Care Pack, Integrated Learning Pak, Training Pass, Corporate Training Plan or Education Reseller Agreement) or any other HP education discount offer.This offer may not be combined with corporate discounts, Corporate Training Agreements, GSA discounts, or Software Assurance HP employees are not eligible to participate in this offer.HP reserves the right to change the terms of this offer, or terminate it, at any time and without notice.HP reserves the right to exclude any specific course from this offer .Payment options include: HP Care Pack - the HP Care Pack discount rate will not be applied; the amount deducted from the HP Care Pack will be adjusted so that the effective discount will be consistent with the discounts shown above. Customer Care Pack value must be at least $1800 USD to be qualified.Please note that under this promotion Software Assurance Training Vouchers are not a valid method of payment All other HP Education standard Terms & Conditions apply. This offer does not cover courses offered by other HP organizations (including HP Software) or other HP ATC’s and is Restricted to those courses offered by HP Education Services. Offer restricted to US customers only.

Ineligible products:* Any HP Education Service or course other than the P4000 course specified for this promotion* This offer does not cover courses offered by other HP organizations Promotional Code : P4000TRAIN

HP & Partner internal use only

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2. Dell/Compellent 20% rebate to customers

How it works: *

•Buy any HP P4000 SAN •Trade-in aging Dell EqualLogic SAN or Compellent SAN•20% of the  HP Net Purchase price paid back to customer

* For HP and Channel Partner Internal Use. For complete details, go to www.hp.com/go/P4000Tradein .The purchase invoice must be dated 4/1/11 – 7/31/11. Eligible equipment: Compellent (SC30, SC40), Dell EqualLogic (PS4xxx, PS5xxx, PS6xxx series). Trade-in equipment must be shipped to HP by 8/31/11. The Program is valid in the US only. HP reserves the right to alter, amend or cancel this Program at any time without notice. HP reserves the right to interpret the rules of this Program, and all decisions made by HP are final.

In slide show mode: click on icon to link to the document.

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HP P4000 PARTNER INCENTIVES Q3 FY11: 5/1 – 7/31/11

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HP P4000 Incentives: Q3 FY11

Q3 channel playbook and promotions:•Partner portal: http://www.hp.com/partners/us/Storage > “Partner quick Links” on the right > “Storage Playbook”

Partner incentives

1 Increased VEP Discounts: +7.5% for band 1 (expires 7/31/11)

2 SPIFFs $600 - $2,000

3 Q3 2011 SWD eLearning Training PODs $25: AmexCo Card when passing P4000 training quiz

4 Data Protector initiative

5 Friday partner webinars; HP Events, co-marketing initiatives

6 $2,785 savings with VSA 2-pack Smart Buy; Lead Qualification Mgt max. $3,150 subsidy

24

P4000 extra discount on top of VEPCalculate your margin

Microsoft Office Word Document

HP Confidential – HP and Partner internal use only

7.5% extra discount in VEP band 1

2% extra discount in VEP band 4,5

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2. HP P4000 Q3 SPIFF 5/1 – 7/31/11for Partner Solution Architects SPIF Central #1580;

SPIF Depot #5394

BK715A HP StorageWorks P4300 G2 16TB MDL SAS Starter SAN Solution $       750

BK716A HP StorageWorks P4300 G2 7.2TB SAS Starter SAN Solution $       600

BQ888A HP StorageWorks P4500 G2 14.4TB SAS Virtualization SAN Solution $       750

BQ889A HP StorageWorks P4500 G2 28.8TB SAS Multi-site SAN Solution $    1,500

BK717A HP StorageWorks P4500 G2 60TB MDL SAS Scalable Capacity SAN Solution $    1,500

BQ890A HP StorageWorks P4500 G2 120TB MDL SAS Scalable Capacity SAN Solution $    2,000

HP ESSN Q3 Playbook on the StorageWorks Expressway (under Quick Links on the right): pg37-38

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3. Q3 2011 SWD eLearningTraining PODs

POD Title Award and Award Eligibility

Authorization

HP StorageWorks – Commercial Nearline (eLearning POD)

$25.00Participants have not

completed prior

All

HP StorageWorks P4000 SAN Solutions (eLearning POD)

$25.00Participants have not

completed prior

Storage Select

HP/QLogic: Simplifying SAN Sales to SMB Customers (eLearning POD)

$25.00All Participants

All

HP StorageWorks Chassis and Drive Bundles (eLearning POD)

$25.00Participants have not

completed prior

All

HP Infrastructure from Emulex – Fibre Channel to Converged Infrastructure Networking (eLearning POD)

$25.00Participants have not

completed prior

All

HP StorageWorks P2000 Product Update (eLearning POD)

$25.00Participants have not

completed prior

All

Take the leap with NAS (eLearning POD)

$25.00Participants have not

completed prior

All

Q3 2011 SWD Training Rewards Promotions!

Program Details•Open to all channel partners and HP Call Center ISRs•Individual cash awards earned for each training module

• Online exam required for eLearning PODs

• Eligibility based on authorization• Limited award quantities

•Integrate as part of the Partner Rewards Program•Q3 PODs will be available starting May 9th

•Additional PODs will launch June 1, 2011

Program Period•May 9, 2011 – August 31, 2011 http://www.hp.com/partners/hppartnerrewards

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4. Data Protector Initiative with P40003.793 Promotion elements (May 1- Oct 31, 2011)

OFFER SUMMARY:

• Available to Canadian and US Partners

• This “Attach Selling Incentive” rewards Partners for attaching Data Protector (DP) Licenses to SWD Enterprise Storage arrays (P4000’s, D2D and 3Par).

• Promo is incremental to Value Express Pricing (VEP) and New Business Opportunity (NBO) and/or VBD (special pricing).

• Partners will register for VEP/NBO/VBD per standard processes and Distribution will check orders for qualify categories of HP product.

• This promotion can be used with the ESSN Portfolio Incentive Promotion.

• Both hardware and software attach orders must be placed through one distributor at the same time.

• Benefits to partners:– GP, GP, GP… up to three times your normal GP for Data Protector!

– Data Protector Enablement: webinar, cheat sheets & lunch and learns

– Chance to attend an end user SWD/DP closing event the first part

of August: San Francisco Giants, Chicago Cubs and Boston Red Sox

– Win an HP Touchpad for top attach revenue (top 3 partner sales reps)! • Contact Walter Heil heil@hp.com for more details

DP-P4000 Joint Message

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5. HP P4000 SAN webinars for HP partnersFridays 8-9am PST

In slide show mode: click on icon to link to the document.

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Objective Work with Partners to generate mid-market sales leads by driving attendance to co-branded storage virtualization marketing events

Target Audience

Mid Market (SMB / Small ENT), Public Sector, C2

Value Proposition /Messaging

HP StorageWorks P4000 G2 SAN Solutions coupled with VMware or Microsoft Virtualization Solutions deliver cost-effective, scalable IP SAN storage for mid-sized IT environments that are looking for enterprise-class features and performance but without the cost or complexity. Scale capacity and performance linearly without disruption, while protecting your valuable data and providing ‘always available data’ for those applications requiring the highest level of availability.

Product/Services

• VMware Storage VMotion, VSphere, VCenter Site Recovery Manager

• Microsoft Windows Server 2008 R2 including Hyper-V, Live Migration and Failover Cluster

• P4000 Multi-Site SAN, Virtual SAN Appliance, D2D, tape, Data Protector software, HP ProCurve Networking, HP servers and Technology Services products for storage

Deliverables Integrated lead generation activities using a multi-touch strategy for audience acquisition (2 emails, direct mail and telemarketing)

Offer / Call To Action

• Interactive workshops co-sponsored by HP, Intel, Microsoft, VMware and local authorized channel partner

• 6 HP led events and 80 channel led events

DatesContact

• Channel events – May, June, and July 2011• Channel run events: Adam Whitman, Chue Vue, Ben

Farson, and Zach Hobbs• HP Run events – July 19 - 21, 2011• HP run events: Jill McCurdy, Brad Call,

Events can be co-sponsored with VMware or Microsoft and Channel Partner

5. HP Events and co-marketing initiativesSimplify Virtualization: P4000

Here is the link to order co-branded emails/postcards/telemarketinghttp://hp.marketingbridge.com/action/hp/Default

Contact Jill McCurdy if you have questions.Jill.mccurdy@hp.com

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Simplify Virtualization HP led Mid-Market Storage Events: HP P4000 More information contact: jill.mccurdy@hp.com

Date City

July 19 Philadelphia, PA Not confirmed

July 19 San Diego, CA

July 20 Rosemont, IL

July 20 Boston, MA Not confirmed

July 21 Dallas, TX

July 21 St. Louis, MO

Registration URL: TBA

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31

Objective Drive demand and leads for HP P4000 storage virtualization solutions

Target Audience

Law Firms, Mid-market

Value Proposition/Messaging

HP StorageWorks P4000 SAN provides a single, scalable solution that affordably enhances reliability, security and performance.

Product/Services

HP P4000 SAN Solutions

Deliverables Email blast (April 21st) & Telemarketing (April 25 – May 6)

Offer/CTA Law Firm Business WhitepaperThe Whitepaper is not available on our external site yet but it will be available in May. Contact jill.mccurdy@hp.com if you would like to access the Whitepaper sooner.

DatesContact

May 2011

Simplify Virtualization HP P4000 Mid Market Law Firm Demand Generation

Adobe Acrobat Document

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Objective Use free trial software download of the P4000 Virtual SAN Appliance Software (VSA) as a lead generation mechanism for P4000 SANs

Target Audience

Mid Market (SMB / Small ENT), Public Sector, C2

Value Proposition/Messaging

With the HP StorageWorks P4000 Virtual SAN Appliance Software you can cuts costs by up to 49-percent and double capacity utilization

Products P4000 VSA Software, P4000 SANs, ProLiant G6 Servers,

ProLiant G7 servers

Deliverables

SAN-to-Go Free Trial Software Download CDs for use at marketing events and other campaigns for prospects

www.hp.com/go/tryvsa

Offer/Call To Action

Free 60-day trial version of VSA software available on CD. Sales team and partners can order SAN-to-Go CDs online for their prospects. CDs can be custom coded to route leads back to sales team or reseller.To order CDs: http://hp.marketingbridge.com/action/hp/Default Contact jill.mccurdy@hp.com if you have questions

SAN-to-Go CD with Campaign / Reseller

Tracking Code

HP P4000 VSA Free Trial Download

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HP Lead Generation Center

What is it?• A portal that allows HP to offer its channel partners the opportunity to create their own event or marketing activity using our co-branded marketing materials. They can purchase lists, send emails, customize a registration page – everything needed to generate more leads. You can use your MDF funds on this portal.

How can you access it?• Access the site by contacting Jill McCurdy at jill.mccurdy@hp.com OR check the HP Partner portal under Marketing Toolkit, find Create Demand section – Click on Subsidy Center funds.

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HP offers channel partners ability to easily access marketing activities.

Select a campaign to generate demand.

HP P4000 Solution

HP P4800 Solution

HP D2D

*HP 3PAR –coming soon

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Partner-led End User Demand GenerationEnablement for P4000, P4800, D2D and HP 3PAR• Simplify Storage Virtualization

• Simplify Client Virtualization• Data Deduplication Workshop• Simplify Utility Storage with HP

3PAR

• The one stop event-in-the-box in the HP Lead Gen Center includes:

• e-mail invitation• audience acquisition telescript• event poster, name tags,

survey• presentation• brochures and white papers

• Other resources available through the HP Lead Gen Center include:

• Event implementation Guide (free)

• Telemarketing Services (fee)• List services (fee)

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6. $2,785 savings with VSA 2-pack Smart Buy;Lead Qualification Mgt max. $3,150 subsidy

VSA Smart Buy 2-pk [TA688SB]

US list price $5,995; 2 licenses @ 10 TB each represent a 31% savings vs. single VSA licenses TA688AA/AAE/AB (US list price $4,390 for 10TB)

Campaign Central

First Come First Serve: $500 subsidy for P4000 Campaign Central postcards; up to $3,100 for Lead Qualification Management

$500 postcard subsidy and $3,100 Lead Qualification Mgt via Campaign Central on a first-come-first-serve basis till funds are depleted: Partner Portal home >Marketing Toolkit (left nav) > Campaign Central (under featured resources) >Put in your name >Pick ‘view/order campaigns’

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BACKUP

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OUTCOMES THAT MATTER.