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© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
HP Care Pack Services for HP BladeSystems
Maximising sales revenue, profitability & sales commission
Contents
• HP BladeSystem Overview• HP Care Pack Services Overview• HP Care Pack Services for
BladeSystems Overview• Planning Services• Deployment Services• Hardware Support Services• Software Support Services• Combination Hardware &
Software Support Services• Education Services
• How to sell HP Care Pack Services for BladeSystems
© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
HP BladeSystem Overview
HP BladeSystem• Simple end-to-end IT solution• Integrates computing, storage,
power and resources into a modular, self-aware environment
• HP BladeSystems simplify physical configuration and logical management processes
• Fast becoming the solution of choice for many businesses
• Optimised range• c7000• c3000
• Class leading Management software
HP Adaptive Infrastructure
Current State
Manual, ad hocprocesses
High-costIT islands
Low cost
pooled ITassets
Future State
Automated 24x7lights out
computing
IT Systemsand services
Power andcooling
Management Security Virtualisation Automation
Scalability based onstandards
IT services andsolutions
Energy efficientcomputing
Unified infrastructuremanagement
Proactive bestpractices andbuilt-in protection
Pooling and sharingof IT resources tooptimise utilisation
Dynamic ITredeployment tomeet changingbusiness demand
Virtualisation is a core component of HP’s Adaptive Infrastructure message
Virtualisation: reduce costs and increase agility
Silos Pooled + Shared
ERP CRM WebERP CRMSilos
Web
IT Current State IT Future State
IT
Silo IT - Costly and rigid- Fixed capacity and cost- Under-utilised + over-provisioned- Complex and difficult to change
Virtual IT - Efficient and agile- Dynamic capacity - pay-per-use- Optimised resources- Simplified, secure and flexible
Virtualisation: an approach to IT that pools and shares resources so utilisation is optimised and supply automatically meets demand
© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
HP Care Pack Services Overview
HP Care Pack Services provide
• An uplift to the standard warranty of IT equipment• Additional levels of support and availability• Reduced costs and increased agility• Improved infrastructure deployment and increased IT staff
performance and productivity
HP Care Pack Services provide your customers with the following benefits
1 Peace of mind - they provide improved support for an extended period
2 Protect their investment in HP equipment by minimising downtime
3 Single, up-front payment - they are easy to budget for and remove the potential for unplanned parts or labour expenditure
4 Smooth transition to HP BladeSystem Environment with fixed price installation services
Reactive break-fix offers
Proactive offers
Software support
9x524x7
Support Plus
13x5 hardware+
13x5 software
Support Plus 24
24x7 hardware+
24x7 software
HP Proactive BladeSystem
Service(PBS)
(For HP BladeSystems
only)
Proactive 24 (P24)
Support Plus 24+
Proactive services+
Assigned Account Support Manager
(ASM)
Critical Service (CS)
Support Plus 24 with
6-hour call-to--repair commitment
on hardware+
Enhanced proactive services
+Assigned Account Support Manager
(ASM)
Deployment and Education services
Software services
Commercial
Enterprise
HP Care Pack Services portfolio
Hardware support
Next business day4 hour response(13x5 or 24x7)
6-hour Call-to-repair
Standard warranty for BladeSystems
The table below provides an overview of what HP Care Pack Services offer, compared with standard warranty
• Reasonable endeavours response for replacement of defective components• Hardware installation (UK only)• No operating system support• No specialised services to help you meet changing IT realities• Default configuration
• Additional services beyond warranty for availability and performance optimisation, support management, and deployment• Protection against downtime• Committed response and repair times• Software support• Escalation Management• Flexible support levels with consistent service packages across technologies and environments• Higher level of configuration as well as integration and customisation of onsite installation services
Warranty provides HP Care Pack Services provide
Standard warranty for HP BladeSystems
c-Class servers and enclosure
Year 1 Onsite, next business day response*
Year 2 Onsite, next business day response*
Year 3 Onsite, next business day response*
* includes travel, parts and labour
c-Class Interconnects
1 Year, On-site, next business day response*Interconnects include pass-thru modules and switchesManagement Software
1 Year, 24x7 telephone support and updates
Why sell HP Care Pack Services for BladeSystems?
• Increase the value and profitability of each HP BladeSystem sale
• Substantially increase individual commission payments
• Available to support customers with each stage of their HP BladeSystem usage life-cycle
• Deployment to system up-time optimisation• Provide an opportunity to sell multiple HP
Care Pack services for each HP BladeSystem sold
• Potentially doubling the margin• Many customers are new to the HP
BladeSystem environment• Require and appreciate the additional support
that HP Care Pack services offer• Existing IT staff may require training
• HP BladeSystems are increasingly being employed to run mission critical applications
• Vital that 24x7 support is available• Proactive services with assigned expertise
valued more
Earn additional revenue & margin
Reseller ANo HP Care Pack
HARDWARE SALESRevenue £99,974
Profit (~5%)£4,998.70
HP CARE PACK SALESRevenue £0
Profit (~14%) £0
RESELLER INVESTMENT 0GROSS SALES REVENUE £99,974GROSS PROFIT£4,998.70GROSS MARGIN 5%
£7,906£1,106.84
£99,974£4,998.70
0£107,880£6105.545.6%
£99,974£4,998.70
£28,529£3,994.06
0£128,503£8,992.727%
Reseller C HP Care Pack3yr 24x7+Installation and Startup Infrastructure Service+Proactive HP BladeSystem Service
Reseller B HP Care Pack3yr 24x7+Installation and Startup Infrastructure Service
The following example shows how it is possible to substantially increase the value and profitability of every HP BladeSystem sale by attaching HP Care Pack Services (Example: 2 Blade Enclosures ,16 ProLiant BL685 servers)
© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
HP Care Pack Services for BladeSystems Overview
HP Care Pack Services for BladeSystems
• Planning services• VMware Capacity Planner Service• Thermal Quick Assessment Service
• Deployment services• Hardware Installation Services• Installation and Startup service for c-
Class Infrastructure• Installation and Startup HP BladeSystem
Enhanced Network Service• HP BladeSystem Support services
• Hardware Support Services• Software Technical Support Services• Combination Hardware & Software
Support Services• Proactive HP BladeSystem Service• Education
• General• HP BladeSystem specific
HP Care Pack Services are available to support every aspect of an HP BladeSystem deployment
Key Services
Plan Design Integrate Install Manage
VMware Capacity Planner
Assessment Service
Quick Thermal
Assessment for HP
BladeSystem Environment
s
Installation & Startup for VMware VI3
Installation & Startup for
HP BladeSystem Infrastructur
eInstallation & Startup Enhanced
Network for HP
BladeSystem Switches
Proactive HP BladeSystem
s Service
Analyse, Assess,Suggest
Align, Recommend, Order
Configure,Customise, Test
Prepare, Deliver,Pilot
Educate, Deploy, Support
Installation & Startup for
HP Virtual Connect
Enterprise Manager
© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
Planning Services
Smart cooling solutions
Intermediate and Comprehensive = Statement of Work on a contract
Quick Assessment for HP BladeSystem Environments• Target Audience
• May be non-HP environment• Data centre up to 15,000 sq ft• Want to reduce power costs or control smart
cooling• Need higher density systems
• space or power constraints• Benefits
• HP recommendations and effective use of latest technologies give:
• Most cost effective solution• No risk of systems which HP will not maintain• Power costs estimated $5.9m annually for a
100,000 sq ft data centre• Typical 20% reduction in power cost with no
infrastructure change,50-60% with HP BladeSystem solution
• What to quote• UE234E or HB691A1• Use HA536A1 with Statement of Work for
Intermediate or Comprehensive• For more information download the pdf
VMware Capacity Planner assessment• Capacity Planner is a server
consolidation assessment service that assesses the capacity utilisation of an organisation’s IT infrastructure, identifies opportunities for consolidation and helps deliver a virtualisation road map for effective server containment and consolidation
• Available as HP Care Pack Service• 3 tiers - 50 server, 200 server, 1000
server
VMware Capacity Planner assessment• Target Audience
• May be non-HP environment• Improve ROI by consolidation/virtualisation• Customers with high cost of running
infrastructure• Customers with low resource utilisation
• Benefits• HP consultants expert in virtualisation and
consolidation will assess the environment and produce a report with recommendations that can be implemented by the customer
• Customer will understand how to reduce cost and/or improve utilisation and performance of IT systems
• Also provides up to date asset reporting • What to quote
• 50 server - UF811E or HE802A1• 200 server - UF812E or HE803A1• 1000 server - UF813E or HE804A1
For more information download the pdf
© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
Deployment Services
Benefits of HP BladeSystem Deployment Services• Cost-effective specialised expertise
for complex, one-time task• Faster time to solution• Compensate for lack of expertise,
resources and IT staff• Reduce risks associated with
deployment by relying on experienced technical experts
• Provide knowledge and hands-on experience
Complementary Blade Deployment Services• Blade Enclosure & Server Installation
• Hardware Installation of:• Blade enclosure in rack• All Bladed devices within that enclosure
• Blade servers (including hp qualified options)
• Storage blades • Tape Blades• Infiniband Adapters
• C-Class interconnects• Pass through modules• Ethernet Switches• Virtual Connect modules • C-Class SAN switches
• Power options and Fans• Included with c-Class enclosures in UK
• Blade Server Installation Service• Installation of new Blade servers into existing
Blade Enclosure (including all internal Blade server options)
• All blades available until enclosure fully populated in one visit
• c-Class UE493E
HP Installation & Start-up for HP BladeSystem infrastructure• 2 day consultancy service
• A complete installation & start-up service recommended for the first enclosure in an HP BladeSystem environment
• Service includes:• Remote service planning• Onsite deployment of hardware, software
and remote monitoring/support tools• Installation verification testing• Customer orientation
• Hardware deployment covers the installation of an HP BladeSystem enclosure, all bladed devices, as well as interconnects, ethernet switches, Virtual Connect modules, power options, fans, infiniband adapters and c-Class SAN switches
HP Installation & Start-up for HP BladeSystem infrastructure cont…• Software deployment element covers:
• Installation and configuration of HP BladeSystem Management Suite (Insight Control Environment)
• Deployment of up to two operating system editions of either Windows or Linux, using scripted operating system installation software
• Installation of Remote Support Pack software for automated call logging/diagnosis
• Benefits• Instant utilisation of the new systems improves Return
on Investment (ROI)• Knowledge transfer improves tools value – get more
from them• HP verifies that Remote Support Pack works correctly.
This reduces cost of monitoring and call handling with proactive hardware maintenance. Calls can be scheduled to improve availability and utilisation
• Part number c7000 UE602E• Part number c3000 UF817E• Part number c3000 excluding management suite
UF818E
For more information download the pdf
Installation & Startup for VMware virtual infrastructure• Target Audience
• Buyers of VMware licences (not necessarily from HP) who want this installed properly
• Benefits• Instant ROI on licences and best
utilisation of servers• Knowledge transfer for ongoing operation
• What to sell - based on VMware licences• Foundation: UF370E or HA114A1 5N0• Standard: UF366E or HA114A1 5N1• Enterprise: UF367E or HA114A1 5N2
• (Also opportunity to upsell 1yr 9x5 support & updates bundled with ISS VMware licence to 24x7 and multiyear)
For more information download the pdf
Installation & Startup Enhanced Network Service• Provides configuration and testing of HP
BladeSystem Ethernet switches and HP Virtual Connect modules to facilitate proper implementation of network protocols and access to advanced features that can help improve the performance, scalability, and reliability of the data centre network.
• Service includes:• Service planning interview – help assess needs
such as:• Addressing• Server/application bandwidth• LAN segmentation• Uplinks and port aggregation• Traffic prioritization• Port security
• Networking software revision check• Help configure network devices and Virtual
Connect solutions• Verify connectivity• Knowledge Transfer
For more information download the pdf
Installation & Startup Enhanced Network Service
• Target Audience• Customers looking for quick and
effective deployment of complete solution and to configure Ethernet and Virtual Connect
• Benefits• Instant utilisation of the new systems
improves ROI• Knowledge transfer improves value
• Up to 3 administrators can be shown how to use Virtual Connect Manager to configure VC modules.
• What to sell• c7000 UE603E or HA124A1 56H• c3000 UF814E or HA124A1 5N6
Installation & Startup for HP Virtual Connect Enterprise Manager• Provides for the installation and configuration of Virtual
Connect Enterprise Manager on one central management server (CMS)
• Service includes:• Pre-installation review to validate that the customer meets
the VCEM prerequisites• Installation and configuration of the VCEM software on the
CMS• Importation of two HP BladeSystem c-Class enclosures
(Virtual Connect domains) into the VCEM management application
• Creation of one Virtual Connect domain group• Orientation session that demonstrates key features of
VCEM• Benefits
• Installation and startup by an HP technical specialist• Availability of an HP service specialist to answer basic
questions during the delivery of this service• Delivery of the service at a mutually scheduled convenient
time• Verification prior to installation that all service prerequisites
are met• What to sell
• UF816E or HA124A1 5N8
For more information download the pdf
Quoting guidelines for Deployment Services• Example A – 3 new c-Class BladeSystem
Enclosures, 24 blade servers, 3 Storage blades, 6 Virtual Connect Ethernet, 6 Virtual Connect Fibre Channel
• Quote 1 HP Installation & Start-up for BladeSystem Infrastructure UE602E
• HP specialist will• Install the hardware i.e. 3 enclosures, 24 blade
servers, storage blades and Virtual Connect options into existing rack (For c-Class this is now included under the purchase price of the enclosure in the UK)
• Install & configure BladeSystem management Suite (Insight Control), deploy up to 2 operating system editions of either Windows or Linux using scripted operating system installation software
• Install & Configure Remote Support Pack• If configuration and testing of BladeSystem
Interconnect and Virtual connect devices required, quote UE603E Enhanced Network Installation & Start-up Service for HP BladeSystem switches
Quoting guidelines for Deployment Services cont…
• If new Rack Installation is required, quote 1 Installation Rack & Rack options - U2871E
• Example B – 4 new additional c-Class blade servers (existing enclosure)• Quote 1 HP Blade server
Installation - UE493E• HP Specialist will
• Install all new blade servers available at time of installation into existing enclosure(s) until the enclosure is fully populated
© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
Hardware Support Services
Benefits of BladeSystem Hardware Support Services• Increase availability and productivity with
integrated rapid response support, covering HP BladeSystem hardware
• A range of services are available to provide the option that suits your customer best:• Coverage - a choice of coverage window
• 24x7, 13x5 (Monday to Friday, 8am to 9pm) or 9x5
• Service level - a choice of next day response, 4-hour on-site response or 6-hour call-to-repair
• Duration - a choice of 3, 4 or 5 year support periods
• Hardware support services are available for:1. HP BladeSystem enclosure2. Individual ProLiant BL server Blades3. HP BladeSystem SAN switches
Hardware Support Services for HP BladeSystem• Hardware support for ProLiant Server Blades
• Covers the server Blade and all HP branded hardware options qualified for the server, purchased at the same time or afterwards, internal to the server
• Hardware support for HP BladeSystem enclosure
• Covers the enclosure, power supplies, fans and qualified rack options when installed within the same rack. The c-Class enclosures also cover pass thru, Ethernet interconnect, and Virtual Connect modules
• Hardware support for HP BladeSystem SAN switches
• Covers the HP BladeSystem B/M Series and MDS 9124e embedded SAN switches that are deployed as part of the HP BladeSystem infrastructure
• Hardware support also provided under separate HP Care Pack Services for:
• SB40c Storage Blade (direct attach storage)• All in One SB600c Storage Blade (shared storage)• Ultrium Tape Blades• Infiniband adapter• Modular Cooling system
Quoting guidelines for hardware support• Quote one BladeSystem enclosure HP Care Pack
Service for each enclosure on the order• If there is one enclosure, quote one HP Care Pack
Service• If there are two enclosures, quote for two HP Care
Pack Services• Quote one server Blade HP Care Pack Service
for each server Blade on the order• If there is one server Blade, quote one HP Care
Pack Service• If there are two server blades, quote for two HP
Care Pack Services• If there are eight server blades, quote for eight HP
Care Pack Services• Quote one HP Care Pack Service for each
additional• SB40c Storage Blade• AIO SB600c storage blade• Ultrium Tape blade• Infiniband adaptor • Embedded B/M series or MDS9124e SAN switch• See part code tables
© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
Software Support Services
Software Support Services• 1 or 3 year, 9x5 or 24x7, per server
Available for:• Linux: Redhat, SuSE• Microsoft• VMware (1 yr 9x5 support & updates
included with licence)• 1 year incident packs available for
Linux and Microsoft. Unlimited number of servers
• HP Insight Control/ProLiant Essentials (1yr 24x7 support & updates included with licence) 3yr 24x7 uplift HP Care Pack Services are available to match hardware warranty
• Note: Redhat is also available to cover 8 server blades
New Insight Control Management Suites for HP BladeSystem
Rapid Deployment
Performance Mgmt.
Power Mgmt.
Patch Mgmt.
Remote Mgmt.
EmbeddedIntelligentInfrastructure
HP SIMManagementFoundation(incl remote support pack)
ProLiantEssentialsSoftwareOptions
Insight Control
Everything you need to manageyour ProLiant and BladeSystem
infrastructure
Virtual Machine Manager
© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
Combination Hardware &Software Support Services
Combination Hardware and Software Support Services
• HP Care Pack Enterprise Services provide a combined hardware and software support for BladeSystems environments
• 3 service levels are available:• Support Plus / Support Plus 24• Proactive 24• Critical Service
HP Proactive BladeSystem Service• HP Proactive BladeSystem Service covers HP blade
servers, storage, network and SAN devices, as well as the HP blade management software suite and provides:-
• HP-assigned account support manager (ASM) serves as the primary service contact and works with the customer to customise a support plan
• ASM coordinates specialised technical resources the customer may need, and sets up periodic meetings
• HP blade technology assessment and HP blade toolset assessment
• Onsite in-depth interview is conducted to develop a baseline of the current HP blade operation
• Specific actions are identified to reach operational objectives
• Blade technology bulletin containing version and usage advice for the HP-supplied management software, firmware, and drivers
• HP technical or education services• Technical consulting on topics such as power and cooling,
virtualization, security, and ITSM best practices, or select from a variety of installation and start-up services or education services
• Note: Hardware and software reactive support should be purchased separately as required
HP Proactive BladeSystem Service• Target Audience
• BladeSystem customers who are, moving to mainstream business applications, looking to reduce unplanned downtime, experiencing increased complexity in their environment, wanting to reduce risk and implement best practices, processes and controls.
• Benefits• Reduces ongoing Blade management and
administration costs through better technology & tools utilization.
• Increases Blade performance, utilization, reliability & up time through process improvements and advice on IT Service Management best practices
• Improves & compliments in house BladeSystem skills
• What to sell – single HP Care Pack for all BladeSystems in environment
• UG858E or HE805A1• 1 year (can be purchased at any time)
For more information download the pdf
© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
Education Services
Education Services• HP on-line and instructor-led courses
build both core and advanced skill sets and can help customers improve system performance and availability
• Two types of HP services for education in support of HP BladeSystem environments: 1. HP Care Pack Total Education
• £100 or £1,000 ‘vouchers’ to spend with HP Education division
2. Technology-specific HP Care Pack Services
BladeSystem Services Portfolio – Key Services Summary
HP Care Pack Service Customer benefit HP Partner benefit What to quote
VMware Capacity Planner Assessment
• Detailed report with ROI for virtualisation• Most efficient solution identified• Accurate inventory of hw, OS, Apps & performance• Very competitive vs VMware price of £20k for same service
• Pull through for both product & services.• May be sold in non-hp environment resulting in sale of HP solution
50 server UF811E/HE802A1
200 server UF812E/HE803A1
1000 server UF813E/HE804A1
Quick assessment for
BladeSystem Environments
• Cost effective solution with recommendations for reducing power/cooling costs• Typically 40% with BladeSystem solution
• Pull through for both product & services. • May be sold in non-hp environment resulting in sale of HP solution
UE234E
I&S for BladeSystem Infrastructure
• Instant utilisation of new systems improves ROI. • Management s/w and remote support tools configured & working correctly ensuring full value gained. • Tools value improved via knowledge transfer
• Increases Customer satisfaction. • Proper use of management s/w & support tools locks out competitors
c7000-UE602E/HA114A1_5FY
c3000-OS+ICE
UF817E/HA114A1_5N9
C3000-OS only
UF818E/HA114A1_58Z
NB Only need quote on first enclosure in each environment
I&S Enhanced network service
•Speedy & successful implementation of BladeSystem network interconnects•Now also includes knowledge transfer, expertise and configuration of Virtual Connect technology
•Ensures customer sees full value of new HP technology & locks out competitors
c7000-UE603E/HA124A1_ 56J
c3000-UF814E/HA124A1_5N6
BladeSystem Services Portfolio – Key Services Summary Cont…HP Care Pack Service Customer benefit HP Partner benefit What to quote
I&S for Virtual Connect Enterprise Manager
•Reduced risk & time to deploy new VCEM software•Knowledge transfer ensures understanding of new software product
•Increased customer satisfaction•Reduced customer calls to resolve incorrect use and configuration
UF816E/HA124A1 5N8
I&S for VMware Virtual Infrastructure 3
•Speedy & successful implementation of VMware to improve ROI
•Easy to attach to VMware licence sale and helps increase penetration rate
•Starter •UF370E/HA114A1 5N0
•Standard •UF366E/HA114A1 5N1
•Enterprise• UF367E/HA114A1 5N2
Proactive BladeSystem
Service
• Gain HP expertise in implementing Industry standard best practices & processes. • Flexibility to have reactive support with partner/ 3rd Party
• Simple to sell single product for complete environment. • Ensures customer sees full value of HP tools & locks out competitors
UG858E/HE805A1
© 2007 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
How to sell HP Care Pack Services for BladeSystems
Key Questions
1Do your IT staff have the necessary skills and experience to implement the HP BladeSystem installation and startup?- Probe for HP Care Pack Deployment Service sale- Probe for HP Care Pack Education sale
2Are your IT staff knowledgeable in the systems management software that will be required for a successful implementation?- Probe for HP Care Pack Deployment Service sale- Probe for HP Care Pack Education sale
3How critical is the application that will be running on the HP BladeSystem? - Probe for HP Care Pack hardware/software support service sale- Probe for Proactive BladeSystem Service
4How long could your business afford to be without the system/application if the HP BladeSystem was to fail?- Probe for HP Care Pack hardware/software support service sale- Probe for Proactive BladeSystem Service
5What would the consequences to your business be of the HP BladeSystem being unavailable for a period of time?- Probe for HP Care Pack hardware/software support service sale- Probe for Proactive BladeSystem Service
6How do you budget for hardware and software support? Would a fixed, up-front cost be easier for you to manage from a budgeting perspective? - Probe for HP Care Pack hardware/software support service sale- Probe for Proactive BladeSystem Service
7Are your IT staff sufficiently knowledgeable of the HP BladeSystems environment to manage it on an ongoing basis?- Probe for HP Care Pack Education sale- Probe for Proactive BladeSystem Service
Commission maximiser check list
1
Have I investigated my customer’s capability to install the HP BladeSystem hardware and server deployment and management software?
Have I checked if they require hardware installation services for enclosure and/or server blades?
Have I checked if they require software set-up services?
2
Have I established how critical the HP BladeSystem will be to the customer and the consequences of the system being unavailable for any length of time?
Have I checked if they require hardware support services?
Have I checked the coverage window and service level they require?
Have I checked if they require software technical support services?
Have I checked how many incidents they require coverage for?
Have I checked if they would benefit from a combination service?
3Have I investigated if my customer would benefit from an ongoing proactive support arrangement with HP?
Have I checked if they would consider HP Proactive 24 or Critical Service?
4 Am I sure that I have offered the highest service level to meet my customers need?
5 Am I sure that I have sold the longest service period possible (up to five years)?
6Have I informed my customer that post warranty services are available also and marked my diary to remind me to call them when the standard warranty or initial HP Care Pack Service period expires?
7Have I discussed the capability of my customer’s IT staff to install and/or manage HP BladeSystems?
Have I discussed HP Education Services for HP BladeSystems?
HP Care Pack services for HP BladeSystems Commercial part codes
As per Quick Reference Guide. Download at: http://www.plus-pack.com/PPV1/pdf/QRG%20June%20version.pdf
HP Care Pack services for HP BladeSystems Enterprise part codes
As per Quick Reference Guide. Download at: http://www.plus-pack.com/PPV1/pdf/QRG%20June%20version.pdf
HP Care Pack services for HP BladeSystems Integrity part codes
As per Quick Reference Guide. Download at:http://www.plus-pack.com/PPV1/pdf/QRG%20June%20version.pdf
Useful resourcesBladeSystems hardware detailswww.hp.com/uk/bladesystem
HP Care Pack detailswww.hp.com/uk/carepack
HP PlusPack ProgrammeThe PlusPack Programme is designed to assist you to increase the connect-rate of Commercial HP Care Pack Services to the various hardware products that you sell.
Tel: 0870 777 3025Fax: 0870 777 3026Email: [email protected]: www.hp.com/uk/pluspack
HP PlusPack Enterprise Programme:The PlusPack Enterprise Programme is designed to assist you to increase the connect-rate of Enterprise HP Care Pack Services to the various hardware products that you sell.
Tel: 0870 855 3575Fax: 0870 855 3576Email: [email protected]: www.ppenterprise.com
HP Care Pack Price Listwww.hp.com/uk/services/support/pricelist
HP Care Pack Look-up Toolwww.hp.com/go/lookuptool
HP Support Contact NumbersContract & HP Care Pack customers for all Commercial ProductsTel: 0870 842 2330· Press 1 for Technical Support· Press 2 to arrange an Installation or Equipment Relocation· Press 3 for Sales and General enquiries
Standard Warranty for all Commercial ProductsTel: 0870 842 2339- Press 1 for Technical Support- Press 2 for Sales and General Enquiries
Customer RelationsTel: 0870 840 6078Email: [email protected]
RegistrationPhysical HP Care Pack ServicesThe registration card should be completed, either by the customer or the reseller, and returned to HP by post or by fax. Physical HP Care Pack Services may also be registered online at the URL:
www.hp.com/hpcarepack/emea/activate
Electronic HP Care Pack ServicesElectronic HP Care Pack Services are issued with a secure web link where the HP Care Pack can be activated online
Registration EnquiriesProblems or queries relating to HP Care Pack Services registration should be emailed to:
HP Care Pack Enterprise ServicesIn order to register Enterprise HP Care Pack Services, please email product list, system serial numbers, HP Care Pack Enterprise Service part numbers and end user details to:
Summary• HP Care Pack Services offer a great way to
increase the value and profitability of every HP BladeSystem sale• Increased sales commission
• HP Care Pack Services are available to address each stage of the HP BladeSystems usage life-cycle from planning, through installation to on-going support
• Moving to an HP BladeSystem makes sound commercial sense. However, for your customers to ensure that their IT staff have the knowledge, skills, and training to not only keep things running with zero downtime, but at same time are able to be responsive to rapidly changing business needs, they must also fully consider HP Care Pack Services
Technology for better business outcomes
Supporting Slides
HP Proactive BladeSystem Service
Who is it aimed at:
•Customers moving to BladeSystems for mainstream business applications
•BladeSystem customers looking to reduce unplanned downtime
•BladeSystem customers experiencing increased complexity in their environment
•BladeSystems customers wanting to implement best practices, processes & controls
What are the benefits:
•PBS not only provides ongoing advice on tools and technologies it also provides advice on IT Service Management best practices in order to increases Blade performance, utilization, reliability & up time through process improvements.
•Improves & compliments in house BladeSystem skills
•PBS provides ongoing advice to assist customers in increasing their utilization of BladeSystem tools and technologies (such as Systems Insight Manager). This enables customers to reduce ongoing Blade management and administration costs through better technology & tools utilization.
PBS Deliverables
•Single point-of-contact.•Provide technical expertise•Coordinate specialist resources
HP technical expert and resource manager assigned to work with customer in delivering the service
Assigned HP Technical Account Support Manager
Customer ValueDescriptionDeliverable
Communication and flexibility•Describes how service helps customer meet key objectives•Documents progress in implementing key recommendations•Reflects changes in customer objectives over time
A living document which describes the customer’s BladeSystem environment and challenges, how the service will be delivered and the timelines for delivery
Account support plan
Simplify IT operations
Reduce maintenance costs
By minimizing manual and reactive tasks
Improve ability to change
By recommending policies and practices in the use of HP management tools to gain better control and visibility
Provides recommendations to help customers optimize the use of HP BladeSystem management software for their specific environment
Includes HP Systems Insight Manager, ProLiant Essentials, Storage Essentials, Integrity Essentials, and HP SIM plug-ins
HP Blade tools assessment
Avoid costs
Save time
Improves performance
By leverage HP’s expertise and knowledge
Advice and recommendations on HP BladeSystem firmware and drivers and management software revisions that are best suited for each customer
Technology Bulletin
PBS Deliverables cont.
Provides comprehensive technology expertise for the BladeSystem ecosystem
HP experts can help customers further improve their use of BladeSysems to be more cost-savvy, change-ready, energy-thrifty, time-smart
Customer may choose from a list of focused consulting topics covering areas such as virtualization, power and cooling, ITIL, security; or installation and startup services; or education credits
Choice of specialized technical service or education credits (4 days total)
Customer ValueDescriptionDeliverableAvoid problems and reduce costs: Reducing the need for reactive problem resolution helps customers avoid the associated costs and diversion of staff from more valuable, productive tasks.
Optimize performance and improve asset utilization
By leveraging HP’s expertise and knowledge of best practices for managing the technology.
Recommends relevant IT Service Management best practices for the implementation, maintenance and management of BladeSystem technology.
Covers routine maintenance, configurations, redundancy, performance, capacity management, backup and recovery management, security management, change & release management, incident & problem management.
HP Blade technology assessment
PBS
• If there are existing P24, the blade servers should be added to the P24.• Valid for all BladeSystems at one physical location which are administered by
one IT department.• 12 month contract term.• PBS can be ordered at any time and selling it in conjunction with the
hardware (upfront) is not obligatory.• PBS does not include any reactive services• PBS does not include software support• The PBS Technology & Tools Assessments refers to one (1) enclosure as
defined by the customer.
