FY18 requirements for business requirements

req

1. Partner Ready
Certification and
Learning
Partner Education Manager Webinar
October 25, 2017

2. Agenda
–Welcome
–Partner Ready FY18 program introduction and overview of changes
–Partner Ready competency program
–Partner Ready for Networking program changes
–Viewing and closing gaps
–Partner Ready Presales Communities on Yammer
–HPE TSS The Hague
–Closing

3. FY18 Partner Ready program
3

4. 2018 Partner Ready -Developments
Key developments
–X-Data Center focus: new Silver Data Center
Specialization
–Solution Focus: Partner Ready Competencies
Context
–Maintain our leading program position –build the
developments for 2018 on our solid foundation
–Stability & continuity –2018 developments
enhance our partner value proposition
–Partner Ready integration of recent acquisitions
and technologies
For HPE and Channel Partner internal use only

5. Partner Ready program framework FY18
Server
Storage
Data Center Networking
Services (HPE Pointnext)
Service Provider
Networking (Aruba)
Converged Infrastructure
Networking (Aruba)
Data Center
Services (HPE Pointnext)
Service Provider
Networking (Aruba)
Specializations (Products)
High growth solutions for
Solution Providers
‒Hybrid IT
‒Intelligent Edge
‒Pointnext
Competencies (Solutions)
•Cloud Builder specialization move into
Competencies (Hybrid IT)
•Aruba competencies:
-Aruba Clearpass Security
-Aruba Location Services (former Mobile Engagement)
EG Business Partner
For HPE and Channel Partner internal use only

6. New: Silver Data Center Specialization
•Simplified Partner Ready Program framework
•One Silver Datacenter specialization –consolidating Server, Storage and DC Networking
•Empower partners to gain the skills they need to successful sell HPE Data Center solutions
•Increased benefits: partners can earn more compensation across entire Data Center portfolio
•Provide efficiencies for the partner with reduced training time (down to 5 days from 9 days)
Enable & recognize Silver specialized partner to sell across Data Center portfolio
For HPE and Channel Partner internal use only

7. Silver Specializations transition & compensation eligibility
Silver Data Center Networking
Specialist
Silver Server Specialist
Silver Storage Specialist
with Server compensation and
NBO eligibility
with Storage compensation and
NBO eligibility
with Data Center Networking
compensation and NBO eligibility
FY17 Program
FY18 Program
For HPE and Channel Partner internal use only
FY17 Silver criteria met
Threshold
Certifications
Knowledge Credits
Silver Data
Center
Specialist

8. Silver Data Center Specialization onboarding as of November 1
Silver Data Centercandidate partner
On-boarding criteria
FY18 compensation and NBO eligibility
Server PLs Storage PLs DCN PLs
Silver Data
Center
country
threshold
Sales
Certified –
Hybrid IT,
Intelligent Edge &
Services [2018]
ATP Data Center v1 certified   
ATPServer v3 certified  - -
ATPStorage v2 certified -  -
ATP FlexNetworkv3certified - - 
•Simplifiedpartner onboarding:
Single specialization threshold across Server, Storage and DCN product lines
One ATP certification covering Server, Storage & DC Networking (BU certifications still valid for FY18)
•x-Data Center compensation & NBO eligibility by obtaining new ATP Data Center Solutions V1 certifications
•BU compensation& NBO eligibility based on acquired certifications
For HPE and Channel Partner internal use only

9. Competencies
For HPE and Channel Partner internal use only

10. Recognizing & rewarding partner solution capabilities
−Recognition and reward of our partners that have skills
to sell and architect HPE Solutions
–Partners with existing solution capabilities
–Support partners evolve @ own speed
−Partner Ready Competencies are aligned with HPE
Solutions
−Partners can earn a Competency built around one or
multiple solutions
Partner Ready Competency
Hybrid IT Intelligent
Edge
Pointnext
Partner Ready Competencies
HPE Solutions
For HPE and Channel Partner internal use only

11. Partner Ready competencies framework –H1 FY2018
Expanding partner solution opportunities with HPE
For HPE and Channel Partner internal use only
Strategic areaCompetency Solution Examples
Hybrid IT Cloud Automation Express Private Cloud, HPE ProLiantfor Microsoft Azure Stack
Software Defined Infrastructure Using Containersfor Hybrid IT
High Performance Computing Coming soon: Trade & Match Solution, FraudDetection and Prevention
Data & Analytics Infrastructure
Empower with SAP HANA, Modernize Data Center Infrastructure for SQL
Server, Reduce Oracle Costs and Complexity
Object Storage Enterprise Active Archive Using Object Storage
Business Continuity& Data Protection
Optimized Data Protection for Hybrid IT, High Availability for Hybrid IT,
Transparent Database Protection
Intelligent
Edge Workplace Experience Secure Virtual Workplace,Secure Application Delivery with Client Virtualization
Pointnext
Transformation Services Coming soon: Datacenter Care, Flexible Capacity
Note: existing competency solutions marked in bold.

12. Competencies partner benefits
Extend and enhance market reach
−Cloud 28+ Marketplace
−Complementary services
with HPE Pointnext
Services
−Joint GTM with ISVs
Join robust solutions and
services ecosystem
−Demand generation
−Market development
Funds
−Competency insignia
−Partner Locator
Build pipeline
and revenue
−Reference architectures
−Sales and technical tools
−Access to solution experts
Build capabilities around
strategic solutions
For HPE and Channel Partner internal use only

13. Competencies : tools to help you sell and stand out in the
marketplace
Partner Portal
Competency Page
Insignias
Global
Partner Locator
Technical Assets
Solution
brief
Customer
presentationCompetency
obtained
•Technical Presentation
•Sizer
•Whitepaper
•Reference Configuration
•Customer solutions, BOM
•Customer demonstration
•Partner Service
Deployment Guide
Sales Assets
Access the Portal Competency Page
“Meet the Experts” Webinar
For HPE and Channel Partner internal use only
Cloud Automation

14. ‒Submission of three successful customer
solution deployments
‒Simple E2E process via the Partner
Ready portal with 2-way validation
Competencies criteria
How to earn a competency
PROOF of successful
customer solution deployment
‒Tailored competency curriculum to
prepare for competency validation exam
‒Recommended solution skills
Competency Validation EXAM *and
Sign up today
•www.partner.hpe.comClick:Programs Partner Ready Competencies
•Topics: Competency Overviews, Partner Profiles, Requirements, Benefits, etc
For HPE and Channel Partner internal use only
* Exams are under development; not an entry requirement start FY18

15. Partner Ready Criteria
For HPE and Channel Partner internal use only

16. Partner Ready program criteria FY18 –what’s new
Server
Storage
Data Center Networking
Services
Service Provider
Networking (Aruba)
Converged Infrusturcture
Networking (Aruba)
Data Center
Services
Service Provider
Networking (Aruba)
Specializations (Products)
Business Partner
4 x Gold
min. x-BU
threshold (applicable
for small countries only)
Knowledge
Credits
2 Competencies
BU threshold
BU certifications
Knowledge
Credits
1 Competency
DC threshold
DC certifications
Knowledge
Credits
Specializations Criteria
Competencies will become FY19
requirement for Platinum CI and
Gold Partners: to be acquired by
30 September 2018
For HPE and Channel Partner internal use only
S
i
m
p
l
i
f
i
e
d

17. Knowledge Credits program simplification
Knowledge Credit categories
Servers, Storage, Data Center Networking combined into one category called “Data Center”.
17
Servers
Storage
Data Center Networking
Converged Systems
Solutions
1 group
“Data
Center”
Knowledge Credits eligible activities
Gold
Storage
Gold
Servers
Gold Data
Center
Networking
Data Center KC’s
150 150 150
Silver Data Center
Data Center KC’s
60
Platinum CI
Data Center KC’s
300
Data Center KC’s

18. Program framework and Knowledge Credits
No changes to
•Number of Knowledge Credits required per
specialization
•Deadline to meet Knowledge Credits by
(September 30, 2018; FY19 program entry deadline)
•Number of specializations and type of specializations
to reach Platinum CI level
•Obtaining 1 competency for Gold & 2 competencies
for Platinum CI partners required by September 30,
2018 (FY19 program entry deadline)
•Simplification in how to obtain the yearly target of
Knowledge Credits
•Introduction of Knowledge Credit target for Platinum
CI partners (300 Data Center KC’s)
Evolutions in FY18

19. New Partner
onboarding
criteria
Platinum Converged
Infrastructure
Silver Data
Center
Gold
Server
Gold
Storage
Gold
Data Center
Networking
Silver ServicesGold Services
Business
Partner
Sales
Certification
Sales Certified –
Hybrid IT, Intelligent
Edge and Services
[2018]
15x
Partner must
meet min. 1
Silver or Gold
Hardware
specialization
criteria
Partnermust
hold min. 1
Gold
Hardware
specialization
criterie
1 Sales
Certified –
Introduction to
Selling
Products,
Solutions &
Services
[2018]
Technical
Certification
Master ASE
4 x Gold criteria
compliant:
Gold Server
+
Gold Storage
+
Gold Services
+
choice between:
•Gold Aruba
Networking or
•Gold Data Center
Networking or
•Gold Service
Provider
ASE
ATP
Total Technical
Cetified
Individuals
Competency #Competency 2 n/a 1 1 1 n/a n/a n/a
Knowledge
Credits
Knowledge Credits
300
(Data Center)
60
(Data Center)
150
(Data Center)
150
(Data Center)
150
(Data Center)
60
(Services)
150
(Services)
n/a
Country
Threshold
Annual
specialization
threshold
$ net sellout x EG PLs
incl. Services
$ net sellout x
EG PLs incl.
Services
Measured on rolling 12 months net $ sellout on BU
PLs and Services (Note: threshold criteria for Gold DCN
only if alternative route to Platinum CI)
EG TOP ratio
$ net sellout x
EG PLs incl.
Services
FY18 Partner Ready program requirements
Certified Individual
HPE Certification required
Criteria for
yearly
transtion only
(to be
achieved by
30 Sep 2018)
Changes vs. FY17 program criteria
For HPE and Channel Partner internal use only

20. Sales certifications
For HPE and Channel Partner internal use only

21. HPE Sales Certified -Introduction to Selling HPE Products, Solutions and
Services [2018]
2
HPE Networking Portfolio
44 min 3
HPE Server Portfolio
42 min
5
HPE Financial Services
11 min 6
HPE Pointnext
15 min
Introduction
27 min1
4
HPE Storage Portfolio
38 min
Course run time: 3,5 hours
HPE2-E55 online examTarget audience
–New or entry-
level sales
professionals
who work for HPE
partners
–HPE partners who
want to
understand
opportunity for
entry-level
solutions
Launching November 1st
70% new
content

22. Hybrid IT:
Optimize
apps& IT
operations
Hybrid IT:
Deliver IT as
a Service for
agility &
speed
HybridIT:
Accelerate
delivery of
cloud apps
& services
HybridIT:
Reduce
risk and
ensure
resilience
Intelligent
Edge:
Redefine
workplace
experience
Intelligent
Edge:
Transform
customer
experience
Intelligent Edge:
Transform
business with
insights from
people & things
Intelligent
Edge:
Protect
users,
networks,&
things
HPE Sales Certified -Hybrid IT, Intelligent Edge and Services [2018]
Trends and Consumption Models
Building the Conversation
Why HPE?
Qualifying Questions to Ask
Customer Business Needs
Customer Examples
Best Sales Arguments
Leadership and Innovation
Positioning vs. Competition
Handling Objections
•HPE Strategy
•Two Domains
•HPE Pointnext
Reinforce Competencies by focusing on customer examples
Sales Tools and Resources
Hybrid IT Intelligent Edge
Qualifying
(Business Needs)
Qualifying
(Business Needs)
•HPE Financial
Services
Course run time: 4hours
HPE2-E69 online exam
13% / 27 min.
Launching November 15
th
13% / 27 min.
13% / 27 min.
24% / 50 min.31% / 110 min.
5% / 10 min.

23. HPE Sales Certified -Hybrid IT, Intelligent Edge, and Services [2018]
Early Bird
Knowledge Credits
Promotion
Until February 28, 2018
Earn 5 Knowledge Credits per Knowledge Credit group category
(Data Center, Aruba Networking and Services)
–For everyHPE Sales Certified -Hybrid IT, Intelligent Edge, and Services [2018]
certificationobtained until Feb 28, 2018
–Offer open to all Silver Data Center, Gold Server, Storage, Data Center Networking
and Platinum CI partners and Server/Storage distributors
Nov’17 Dec’17 Jan’18
10 Jan 2018
Employee #2 achieves
HPE Sales Certified -
Hybrid IT, Intelligent
Edge, and Services
[2018]
Total Knowledge Credits achieved by Partner Organization at the end of promotional period: 30 credits
16 Nov 2017
Employee #1achieves
HPE Sales Certified -
Hybrid IT, Intelligent
Edge, and Services
[2018]
Feb’18
5 credits awarded for
Data Center*
Aruba Networking*
Services*
Total = 15 Credits
* Depending on partner company program participation
Example:
Expected release of translated exam: December. Available languages: German, French, Spanish, Portuguese and Russian
5 credits awarded for
Data Center*
Aruba Networking*
Services*
Total = 15 Credits

24. Technical certifications
For HPE and Channel Partner internal use only

25. FY18 technical certification changes Silver, Gold & Platinum
No changes to
•Number ofcertified sales & technical individuals required
per specialization
•Level of expertiserequired per specialization
•Acceptance of technical“Storage” and “Data Center
Networking” certifications
•New sales certifications introduced for all tier levels (Business
Partner, Silver, Gold and Platinum).
•Introduction of the HPE ATP –Data Center v1 certification for
Silver Data Center Specialists
•Some older certification versions will no longer be accepted
(impact on Silver Data Center and Gold Servers specializations):
•ATP –Server Solutions V2, ASE –Server Solutions Architect
v2 and ASE –ProLiant Server Solutions Integrator v2
•Requirement to have min 1 individual holding ASE Server
Architectcertifications (v3 or v4) for Gold Servers partners
•More flexible options to obtain ASE level certifications aligned
to people’s interest and job roles
•Addition of newly released certifications like ASE Synergy
Integrator v1 (counts for Gold Servers) and ASE Storage
Solutions Integrator v1 (counts for Gold Storage)
Evolutions in FY18

26. HPE ATP –Data Center Solutions V1
Recommended preparation:
1) 4 hours WBT “Designing HPE SMB
Data Center Architectures Rev. 17.41“
(01114481)
2) 5 days ILT „BuildingHPE Data
Center Solutions, Rev. 17.41“
(01098484)
PASS required proctored exam
HPE0 –S51 (BuildingHPE Data
Center Solutions)
HPE ATP –
DataCenter
Solutions V1
Thiscertification validates that you can identify, describe, configure andmanage foundational HPE
data centersolutions centered around storage, networkingand servers including HPE ProLiant
Gen10, 3Par, Nimble and OneView infrastructure management.
You can evaluatecustomer requirements and recommend the best solution for current and anticipated
business needs, describe the HPE data center strategy, design, and manage HPE server, storage and
networking solutions that are ideal for small to medium sized business (SMB) enterprises
Please note: It is highly recommended that all students prepare for the certificationexam by first reviewing the associated 4 hour WBT
product training, then proceeding to the ILT training.Exam questionsinclude contentcovered in boththe WBT and the ILT.
New candidates:

27. Nov 2018: Server, Storage, Data Center Networking technical certifications
HPE ASE
Accredited
Solutions Expert
HPE ATP
Accredited
Technical
Professional
Architect Integrator
Server Solutions V3
2 exams
2 ILTs –7 d
2 exams
2 ILTs –8 d
1 exam
1 ILT –3 d
Server
Solutions
Architect
V3
Proliant
Server
Solutions
Integrator
V3
Synergy
Solutions
Integrator
V1
2 exams
2 ILTs –7 d
Storage
Solutions
Architect
V3
Storage
Solutions
Integrator
V2
2 exams
2 ILTs –5 d
1 exam
1 ILT –3 d
Storage Solutions V2
1 exam
1 ILT –3 d
Architect Integrator
Server Storage
Data Center Solutions V1
OR OR
Gen 10, Nimble,
Simplivity
Nov 1
2017
Nov 1
2017
Data Center Networking
Nimble
FlexNetwork Solutions V3
1 exam
1 ILT –5 d
Data
Center
Network
Architect
V1
Data
Center
Network
Architect
V1
2 exams
2 ILTs –8/10 d
IntegratorArchitect
2 exams
2 ILTs –7/9 d
1 exam
1 ILT –3 d
OR

28. Partner Ready timeline and resources
For HPE and Channel Partner internal use only

29. Overview FY18 Partner Ready timelines
Q1 Q2 Q3 Q4 FY15
Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
September 30
•Certifications 
•Competencies 
•Knowledge Credits 
•Revenue 
Meet FY18 program
criteria for FY19
program entry
November 1st
Partner Ready
Program live
November 1st
FY19 Program live
New FY19 program
criteria effective
New FY18 program
criteria effective
meet FY18 Silver/Gold/Platinum
certification & threshold requirements
collect Knowledge Credits (through eligible certified individuals)
Transitioned
partner from
FY17
program
Silver/Gold/Platinum:
•Acquire new sales certifications & verify technical certification gaps
•Collect Knowledge Credits (through eligible certified individuals)
•Obtain a competency (1 for Gold, 2 for Platinum)
•Meet specialization threshold
Business Partner: acquire new sales certification & meet BP threshold
New Silver/
Gold/Platinum
candidates
FY18 specialization
status & benefits
granted FY18 Partner Ready
program status &
benefits secured
FY18 Partner Ready
program status &
benefits secured
For HPE internal use only

30. Partner Ready FY18 program –key resources
Partner Ready FY18 program resources are available on the Partner Ready portal under Partner Ready
Essentialsand Compensation Guidelines
•FY18 Partner Ready Program Terms
•Q118 Partner Ready Solution Provider Compensation Terms
•FY18 Partner Ready Certification Guide
•FY18 Partner Ready program country thresholds
For HPE internal use only

31. Partner Ready for Networking -ARUBA
For HPE and Channel Partner internal use only

32. Partner Ready program criteria FY18 framework
Server
Storage
Data Center Networking
Services
Service Provider
Networking (Aruba)
Converged Infrusturcture
Networking (Aruba)
Data Center
Services
Service Provider
Networking (Aruba)
Specializations
Business Partner
For HPE and Channel Partner internal use only
Competencies (Solutions)
Competencies need to be acquired
as part of the onboarding criteria
2 Competencies
1Competency
Competencies need to be acquired
as part of the onboarding criteria
ClearPass Security
Location Services
OR

33. Aruba Technical Certifications –FY18 framework
ACDX
ACMA
V6.4
ACMX
ACCX
ACCA
ACCP ACEAP
Mobility ClearPass Location
Services
(Mobile
engagement)
ACSP
ACSA
Coming in Nov 2017
Launched already
Switching
ACMA V8
Currently 2 versions: V6 and V8
NOTE: Aruba Mobility V6.4 certifications will become inactive on the 1
st
of April 2018
ACMP
V6.4
ACMP V8
Coming in Nov 2017
2 new certifications launching:
-Aruba Switching
Professional certification
(ACSP)
-Mobility Professional
certification V8 (ACMP V8)
Mobility V6 certifications
(ACMA V6.x & ACMP V6.x)
inactive 1
st
of April 2018
Associate
Professional
Expert

34. FY18 Networking certification changes
No changes to
•Sales Certification
•Number of sales & technical certified individuals required
•Level of expertise required
•Number of competencies required
•Number of Knowledge Credits required and deadline
to meet Knowledge Credits by
•Some older certification versions will no longer be accepted in
FY18 program:
•HP ATP -FlexNetwork Solutions V3
•Aruba Certified Mobility Associate & Professional V6.1 (ACMA
& ACMP V6.1)
•Aruba Certified Mobility Expert (ACMX) V6.0
•Aruba Certified ClearPass Professional (ACCP) v6.0
•For Gold & Platinum partners:
•ACSA certification as an alternativeto the ASE
FlexNetwork is no longer accepted.
•New Aruba Switching Professional level (ACSP) is
being accepted as a alternativeto ASE FlexNetwork
certification (ASE FlexNetwork remains an accepted certification for
the switching professional level during FY18)
•Networking Competencies for Gold & Platinum are required
upfront for on-boarding into Gold & Platinum level
Evolutions in FY18

35. FY18 Aruba Networking Specialist requirements –Category 1
(UK, France, Germany)
Criteria for FY18 program
membership
Sales Certifications (Aruba Sales certified)
Min # of Sales Certified Individuals
Min # of Technical Certified Individuals
HPE Certification requiredCertified Individual
Network competencies
Expert (ACDX/MX)
Professional (ASE, ACSP,ACMP)
Associate (ACSA, ACMA)
Technical
Certifications
Platinum
300
Switching Mobility
2
Gold
150
1
Switching Mobility
Silver
60
Optional
Switching or Mobility
Networking Knowledge Credits
To be obtained by people holding an eligible certification -required only
for FY19 intake
For HPE and Channel Partner internal use only

36. FY18 Aruba Networking Specialist requirements –Category 2
(Belgium, Denmark, Italy, Netherlands, Saudi Arabia, Spain, Sweden, Turkey, UAE)
Sales Certifications (Aruba Sales certified)
Min # of Sales Certified Individuals
Min # of Technical Certified Individuals
HPE Certification requiredCertified Individual
Network competencies
Expert (ACDX/MX)
Professional (ASE, ACSP,ACMP)
Associate (ACSA, ACMA)
Technical
Certifications
250
Switching Mobility
2
150
1
SwitchingMobility
Networking Knowledge Credits
To be obtained by people holding an eligible certification -required only
for FY19 intake
60
Optional
Switching or Mobility
Criteria for FY18 program
membership Platinum Gold Silver
For HPE and Channel Partner internal use only

37. FY18 Aruba Networking Specialist requirements –Category 3
(All other countries)
Sales Certifications (Aruba Sales certified)
Min # of Sales Certified Individuals
Min # of Technical Certified Individuals
HPE Certification requiredCertified Individual
Network competencies
Expert (ACDX/MX)
Professional (ASE, ACSP,ACMP)
Associate (ACSA, ACMA)
Technical
Certifications
200*
SwitchingMobility
2
150*
1
SwitchingMobility
Networking Knowledge Credits
To be obtained by people holding an eligible certification -required only
for FY19 intake
60*
Optional
Switching or Mobility
Associate or Professional level
(* Reduced Knowledge Credit number for African countries except South Africa: 30 for Silver, 60 for Gold, 90 for Platinum)
Criteria for FY18 program
membership Platinum Gold Silver
For HPE and Channel Partner internal use only

38. Partner Ready for Networking timeline
Applicable to FY17 Transitioned partners
Q4FY17 Q1FY18 Q2FY18 Q3FY18 Q4FY18 FY19
Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
September30
Meet criteria for
FY19 program entry
FY18 Partner
Transition period
FY17 Partner
Transition period
FY18 Partner Ready for Networking specialization status granted
Q1 compensation
granted*
Q3 compensation
granted*
Q4 compensation
granted*
Q2 compensation
granted*
All FY18 program requirements to be met by 30
th
September 2018 to maintain
status for FY19 Partner Ready for Networking program
+ Revenue
+ Certifications (Sales and technical)
+ Knowledge Credits
+ Criteria linked to competencies (for Gold & Platinum levels)
* Any partner on-boarded under a business exception is only elgible for quarterly compensation rebate once compliance gap at thetime of the on-boarding has been closed.
Transitionned
FY17 Partners
(FY17 partners who
met all FY18 intake
criteria)

39. Viewing and closing compliance gaps
For HPE and Channel Partner internal use only

40. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.40
FY18 Partner readiness status view on partner portal
https://partner.hpe.com/group/upp-emea/my-partner-ready-status
Company Name
My FY18 Partner StatusFY19
FY18
My FY18 Partner Status details on
1)Revenue performance
2)Certifications achieved vs required #
3)Compensation eligibility
More Details?
-> Click through to Partner Learning Management Tool
Launching
later
Revenue
Certifications

41. The Gap
Analysis screen
41
More details link already
preselects the correct
program.
In PLMT
3 components:
1-Knowledge Credits
2-Sales certifications
3-Technical certifications

42. The Gap
Analysis screen
42
Click on the name of the
certification to see data card
Viewing detailed
requirements
Click “No” in “Reqs
Met” column to see
the missing
certifications
Click on the “Assign”
link to launch the
Learning Assignment
Tool

43. HPE Press: self-study guides and self-directed labs
There are now 10 Self-Directed
Remote Lab offerings, simulators,
and emulators available
The two most recent Study
Guide released:
1) HPE ASE Synergy Solutions
Integrator Study Guide
2) Aruba Certified Mobility
Associate (ACMA) Study Guide.
4 new Study Guide titlescoming!
Create your own account to be
notified of new releases and
take advantage of special
promotional discounts.

44. Learning Partners training schedule
Training Calendar
-Link to training calendar https://certification-learning.hpe.com/TR/TrainingCalendar?excludePartners=false&selectLanguage=all
-Possibility to filter the courses by Region, Course type, Training mode, Delivery language, Job role, Technologies, Training company
44
Instructor led training classes
Offered by our network of 29
learning partners

45. HPE Partner Ready
Presales Communities
Michael Frankenreiter
Oct, 2017

46. Pains and Wants:
–Pain: Need more and up-to-date information
(major input from the Partner Executive Roundtable at WWAS16: „HPE has promised to get better regarding information sharing for
over 20 years, but not much happened“)
Want:Interactive communities, where Partners can address their gaps/needs
Pain:Partners want to talk with their peers inside HPE and with their collegues from other Partners
(input from TSS and Partner Ambassadors)
Want:Country, EMEA and world wide communities around our key activities (TSS, WWAS, TekTalks..) and key products
and solutions (DCIG, SDDC, Aruba,.. )
–Pain: Communication is distributed over many HPE organizations using different communication channels
Want:Consolidation of all partner related communication channels
newsletters, event/training communication, discussions around products and solutions, ...
–Pain:No (or little) communication between events
Want:Communities for each event to stay in touch with the attendees on a permanent basis
Goal: Win with our Partners via collaboration on
Make it easier to work with us
Improve Partner/Customer Experience and Loyalty.
Increase the business with our Partners by offering better information and presales services.
What do we want to achieve with the Partner Presales Communities?
46

47. 47
Enablement Model for Partner Presales
Hybrid IT Aruba PointNEXT
CT / CTO
Solution Manager
HPE Discover, GPS
EPIT
Technical
Audience
17 000+ certified
people
+
Non-certified
people
WW PartnerAmbassador Summit(WWAS), TSS
TekTalks,Webinars, Certification Program, Leading Edge
Partner Ready Portal, Technical Newsletter
Partner Ready Presales Communities (Yammer)
Seismic, Solution Depot, PS Now, BURAmeter, Solution Demo Portal
HPE Servers
Technology Tour
Houston
Storage Partner
Engineering Tour
(SPET)
Atmosphere
EMEA
HPC &OSL TES
(TSS integrated)

48. EMEA
–EMEA Data Center Infrastructure Group
(DCIG)
–WW
–WW Synergy Forum
–WW Container Forum
–WW Software Defined & Cloud Group
(SDCG)
–WW BURA and Storage Solutions
Partner Ready Presales Forum enables the following:
•Peer collaboration groups
•Technical training, event and product announcement notifications
•Access to the latest technical information and discussions.
Partner Ready Presales Communities (extern)
Presales Forum exclusive for HPE Partners
Events, Trainings & Programs
EMEA
–EMEA HPE TSS
–EMEA Certification & Learning
WW
–WW Partner TekTalks from Solutions and
Technology (BEST) group
–HPE Demonstration Portal
–WW Solution Depot
–WW HPE Proposal Web
Products & Solutions Local –country groups
–UKI
–Germany
–BELUX
–Iberia
–Canada
48
Presales Communities
Landing and registration page:
www.yammer.com/presalesone
Link to join Groups:
https://www.yammer.com/presalesone/#/groups/all

49. Partner Ready Presales Communities -Objectives
Complement our Repositories with Communication & Collaboration Features
Objectives:
1.Create living and active communities, where people know each other and talk with each other.
Type of Communities:
a)Event, program and training specific
b)Products and solutions specific
c)WW or Country/Geo specific
2.Allow direct communication: Content Provider (PM, TekTalk,..) Partner
3.Offer a platform for transparent discussions
Everybody in a Group can see and join the discussion as needed
4.Consolidate our partner communication including
a)partner newsletters and external SharePoints
b)NPI info, Compendiums, Whitepapers, ...
c)TekTalks, webinars
d)repositories like Partner Ready Portal, Seismic, SDP, Solution Depot, PSNow, BURAmeter
5.Integrate people in small countries (CEEMA, Northern Europe, …) into our HPE/Partner Family
6.Provide some insulation to organizational changes
49

50. Call to Action
Join now and invite your colleagues to our Partner Ready Presales
Communities
Registration link:
www.yammer.com/presalesone
Link to join Groups:
https://www.yammer.com/presalesone/#/groups/all
Prerequisite
Registration must be done via the company email address
50

51. Thank you
[email protected]
51

52. Next HPE TSS
52

53. HPE Technology and Solutions Summit 2018
-HPE TSS is our largest annualtechnical knowledge transfer event in
Europe, Middle East and Africa covering the full breadth of HPE's
product and solution offerings
-Targeting Presales Consultants and Solution Architects from both HPE
and Partners
-1000+ partners are expected to join
-Registration will open early November. Personalized invitations will go
out on November 7. Email contains aunique username and password to
access the registration site.
Where can I learn more?
Visit https://www.hpe.com/info/hpetss
For any HPE TSS queries please contact [email protected]
53

54. The Venue: World Forum The Hague
54
Join us at the World Forum, The Hague
Venue website: www.worldforum.nl/en
Distances
•Distance from Schiphol Airport by taxi 50mins,
44.8km
•Distance from Rotterdam Airport by taxi 35
mins, 29km

55. Obtaining Knowledge Credits during HPE TSS
As a participant you can gain up to 150 Knowledge Credits
55
Before the event starts During the event
You must hold an eligible certification that allows you
to earn Knowledge Credits..
Your attendance to various offered activities needs to be
equal to or exceed 15 hours. Attendance will be recorded
via badge scans.
Find out heremore information on the specific conditions that apply.
Your company will be awarded with 25 Knowledge Credits if you attend a minimum of 3 sessions from the
sessions labelled within the session booking tool. If you attend more, we will doublethe Knowledge Credits

56. Closing

57. Check out HPE Press and register for an account to receive news on new
releases
Key Points To Remember & call to actions
1
2
3
Review the FY18 Partner Ready program and check your compliance status
on the partner portal
4
Register for our next HPE TSS conference in The Hague
5
Make yourself familiar with the Partner Ready competency program
Join our Partner Ready presales community

58. Back-up

59. FY18 Silver Data Center specialization criteria & compensation eligibility
59
FY18 new
onboarded Sllver
partner
(as of 1 Nov 2017)
FY18certification criteria acquired
(# certified individuals)
FY18
Silver Data
Center
threshold
acquired
(Server,
Storage,
DCN PLs)
FY18
Silver
Data
Center
Status
FY18 compensation & NBO
eligiblity
ATP
Server
Solutions
V3(or V4)
ATP
Storage
Solutions
V2 (or V3)
ATP
FlexNetwork
Solutions
V3
ATPData
Center
Solutions
V1
ServerStorage
Data Center
Networking
X-BU partner - - - 2     
Server specialized
partner
2 - - -    - -
1 - - 1    - -
Storage
specialized
partner
- 2 - -   -  -
- 1 - 1   -  -
DataCenter
Networking
specialized
partner
- - 2 -   - - 
- - 1 1   - - 
Other Silver
partner
2 persons holding 2 different
BU ATP‘s
-   - - -
FY18 Silver criteria:
•1 Data Center
threshold
•2 Sales Certified & 2
ATP
•ATP Data Center
Solutions V1 added
as a new option
securing
compensation
eligibility for Server
+ Storage + Data
Center Networking
portfolios

60. HPE Sales Certified -Introduction to Selling Products, Solutions and Services [2018]
Recommended preparation:
3.0-3.5hour WBT –Introduction to Selling
HPE Products, Solutions and Services
Rev. 17.41(Course ID: 01096857)
Required Exam:
HPE2 –E55 (Introduction to Selling HPE
Products, Solutions and Services
The HPE Sales Certified -Introduction to Selling Products, Solutions and Services [2018]certification focuses on
selling HPE entry level products into the small to medium size market (SMB) or departments within larger
organizations. The supporting certification course is ideal for on boarding new sales reps or for sales reps working for
larger partners in an Internal Sales Rep (ISR) role. This certification is a requirement for Business Partners.
Certification Highlights:
•Understand the HPE Strategy
•Understand technology trends and financial consumption models effecting SMB customers
•Technology modules include HPE Networking, Servers and Storage preceded by a 10 minute primer of optional
material for new sales reps
•Updates on Nimble, Simplivity, and HPE Gen10 Servers
All candidates:
HPE Sales Certified -
Introduction to
Selling Products,
Solutions and
Services [2018]
Launching November 1
Recommendation: This course is designed in a module format to be consumed over multiple days. Depending on learning style this course may take 3.5-5 hours to complete
Note: Optional content is included in this course. The learner will be advised which content is optional that can be skipped if sales rep already has this knowledge.

61. HPE Sales Certified -Hybrid IT, Intelligent Edge, and Services [2018]
Recommended preparation:
4 hours WBT -Selling HPE Hybrid IT,
Intelligent Edge, and Services, Rev. 17.41
(Course ID: 01097555)
Required Exam:
HPE2 –E69 (Selling HPE Hybrid IT,
Intelligent Edge, and Services)
The HPE Sales Certified -Hybrid IT, Intelligent Edge, and Services [2018] focuses on helping partners become more
conversant in areas which are top of mind for customers; Hybrid IT and the Intelligent Edge in order to build pipeline
and address customers desired business outcomes.
Certification Highlights:
•Understanding Current Trends and Consumption Models.
•Delivering HPE Strategy
•How HPE Owns the Data-Driven Future
•An overview of the Business Value Framework (BVF)
•Building Pipeline: Identifying and qualifying Intelligent Edge and Hybrid IT opportunities
•In-depth review of how to leverage services from HPE Pointnext and HPE Financial Services.
All candidates:
HPE Sales
Certified -Hybrid
IT, Intelligent
Edge, and
Services [2018]
Launching November 15
th
!
Recommendation: This course is designed for the interrupt driven sales professional in a 8-module format to be taken over multiple days.
Note: HPE Sales Certified -IT Business Conversations [2017] holders will be provided with the option to bypass course material that was included in the FY17 sales
certification.