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Your partner for success
HP Financial Services
Aaron Kaplan
Director of Channel Partner Programs
9/18/14
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Restricted. HP and Channel Partner Internal Use only.
The bridge between technology & finance
HP Financial Services
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We deliver IT investment solutions that can help
customers enhance business agility and enable
better business outcomes
With $12.1 billion in portfolio assets, we
generate almost $4B in revenue annaully
We have over 1,300 employees and do business
in over 50 countries
Possessing expertise in IT and financial services,
we generate approximately 50% of our revenue
through the channel
We help channel partners build strong
relationships with 75% of our customers doing
repeat business
HP Restricted. HP and Channel Partner Internal Use Only
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© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Restricted. HP and Channel Partner Internal Use Only
Enhancing your ability to sell the New Style of IT
HP Financial Services
Social Media
Big Data
Mobile
Cloud
IT Investment Strategy – Aligning Finance and IT to deliver business outcomes
You gain added resources, expertise and support to enhance your go-to-market capabilities
Customers Gain the flexibility, agility, speed and control to meet current and future evolving business needs
Align to business priorities
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Enhance Operational
Efficiencies
Proactively drive to new
procedures and policies
Flexible Investment Solutions
Lifecycle Asset Management
Transition services
Enabling new technology acquisition
and flexibility to match customers’
business needs
Global solutions that address the
full IT lifecycle
Tailored solutions to meet the needs
for transition equipment, legacy
technology or fund new data center
deployment
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Strengthening your go to market capabilities
Partnering with HP Financial Services
Value to Channel Partners
Easy to do
business with
Partner
Rewards
OneHP Team
Change conversation to
respond to customer
desire for more
acquisition choices,
flexibility
Grow your margins with
incentives, and larger
transactions
Integrated people, offers,
processes and on-line tools
help you close more deals
faster
Accelerate
Sales
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Profits
and cash
flow
Increased
productivity
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Trusted
Partner
Over 50% of HPFS
revenue comes
through channel, 75%
of customers do
repeat business
Customer,
Partner Sat
HP Subscription (the backbone of Hybrid SaaS)
Recommended offer
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(Defined by the partner)
Vehicle to market for demand generation
campaigns
Change the conversation from price to monthly
payments
An opportunity to bundle for specific
vertical/segments
 HP TX1 Model 110
 Duel-Head MSR for RP7
 Cash Register Express w/cust tracking
A-la-carte bundles
Include:
 Any commercial hardware
 Any HP Care Pack
(Recommend Next Business day on-site and HP Care
Helpdesk )
Nice to have:
 Additional HP hardware and accessories
 Support services (Travel, ADP, etc.)
 Other software and partner services
 CRE/RPE Training
Example
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 HP ADP Service
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
Why HP Subscription?
Channel value proposition
• Help boost orders and margins
• Receive full revenue, right away
• Quick decision process, useful updates
• Easy for customers to access and
understand
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Sales benefits
• Increase value of the sales by
improving services attach
• Increase customer acquisition &
retention
• Device/System refresh comes at year
2-3 instead of 5
• Simplify subscription cycle with HPFS
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
HP Subscription cycle
Customer buys a new TX1
TX1 Refresh
without
Year 1
Year 4
Year 3
Year 2
+
HP Subscription
TX1 Refresh
2 year
HP Subscription
TX1 Refresh
3 year
HP Subscription
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Old TX1 is returned to HP
Old TX1 is returned to HP
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+
Old TX1 is returned to HP
HP Subscription enables HP, BlueStar and partners get footprint of the account fleet lifecycle.
You know when it’s time for refresh, increasing the chances of making more money!
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© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
Year 5
Customer Value Proposition – Why buy HP
Subscription?
Lower maintenance
lower cost
Stay on top of technology
Subscribe & simplify
Better management
in less time
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© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
HP Financial Services Partner Connection
Your online portal to customer satisfaction
Benefits
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Help close your deals & get paid faster
Opportunity for margin uplift
Visibility across financing process
Access to a financial expert
Simplified online process
Fast credit approval & quoting
Innovative financing options
1The
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HP Financial Services Partner Connection is currently in beta production with limited availability.
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Restricted. HP and Channel Partner Internal Use Only
HP Financial Services Partner Connection
Helping you work more effectively
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Quick quote
Use our Online Calculator to quickly respond to customer
queries regarding leasing options.
Contact HP Financial Services
Our experts are available to resolve any customer
issue quickly and effectively.
Credit applications
Quickly generate a credit application on behalf of your
customer and track the application through its lifecycle
(submit, withdraw, declines, approvals).
Marketing and promotions
Visibility to all special offers added to the portal
and access to tools for marketing and sales of
finance products.
Firm quotes
Create and save terms to provide your customer with
options. Download PDF proposal document for each
option.
Reporting
Transactions performed to date for analysis.
Proposals & Contracts
Easily convert a quote into an accepted proposal in
seconds.
Resulting customer deals
You can invite all your customers to the online
Customer Portal even if it’s a one-time-only deal.
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Restricted. HP and Channel Partner Internal Use Only
HPFS Partner Connection – Quick Quote
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1
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
Credit Application Page 1 Finance &Equipment
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© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
Credit Application Page 2 Customer Information
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© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
Credit Application Page 3 Other Information
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© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
Firm Quote List – selected quote options with pricing
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© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
HP Subscription process
STEP 1
Engage HPFS Partner
Connection portal via
BlueStar
STEP 2
Credit assessment
• Obtain a quick quote and include an HPFS
solution in your proposal
STEP 4
Credit Shipping &
Authorization
• To obtain credit approval, enter the required
customer information into the Partner
Connection portal
STEP 5
Delivery & Installation
• HPFS will provide a Vendor Authorization
letter (VAL) & all credit conditions for
shipment
• Delivery and installation of the equipment
following VAL conditions
• Obtain a firm quote
• Documents are available
immediately and must be signed and
returned by the customer to HP
STEP 6
Certificate of acceptance
• Customer signs Certificate of
Acceptance (CoA)
• Execution of CoA & the lease contract
starts
Step 7: Settlement
Step 7: Settlement
Once all documentation is received, invoices are paid
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STEP 3
HPFS Documentation
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
Partner Connection Dashboard
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© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
Thank you
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Restricted. HP and Channel Partner Internal Use only
Back-up
© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Restricted. HP and Channel Partner Internal Use only
How to sell - setting Subscription apart
Consider the example below:
• HP TX1 Model 110:
• Duel-Head MSR for RP7 :
• Cash Register Express w/cust tracking:
• CRE/RPE Training:
• HP Accidental Damage Protection Service
• 36 monthly payments:
$2844
$1,749
$152
$649
$125
$169
$92.20 with 3% uplift
Traditional Lease
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Too many cost references (total cost, hardware and
services costs, monthly payment)
Customers may:
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Question % of services in the bundle: 30% of total!?!?!?
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Calculate implicit interest rate
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Compare rates with other banks, suppliers
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Look for solutions with lower total cost
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Subscription
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Monthly payment is the only $ reference
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Focus on all the benefits for only $92/month
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It is a totally different conversation!
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Overcoming objections
• Tailored and predictive
payments.
• Get best in class affordable
technology.
• It’s more affordable than you
think. You can buy hardware
and an HP Care Pack and the
monthly payments may be only
a few dollars more than buying
upfront.
It’s too expensive
I don’t want the Care
Pack
Financial interest makes
it too expensive
I prefer to pay my HW at
once and forget monthly
payments
Why HP vs.
competition
The subscription does
not fit my needs
• We can offer you our other
financing options such as FMV or
$1 buyout.
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© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.
• We have the best hardware in
the industry, but with an HP
Care Pack we make sure your
company is protected against
damage.
• Ok, do it!
Home Page
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© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.