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PSG Promotions Playbook …Selling Solutions and Helping Close the Deal! February 2017

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PSG Promotions Playbook …Selling Solutions and Helping Close the Deal! February 2017 PSG Promotions Playbook …selling SOLUTIONs and helping close the deal! February 2017 By your usage of this document, you agree to treat all contents as HP Confidential information. The PSG Playbook is for reference and planning purposes only and is not the ‘official’ sales promotion Terms and Conditions. This document has been prepared by HP exclusively for HP Commercial Resellers. This information is not intended for HP DRC partners. The recipient shall not copy, forward or distribute this information to any other parties without express consent from HP. HP is not liable for information contained in this document including, but not limited to, pricing, lifecycle and product specifications. 1 HP reserves the right to terminate any promotion, including Spifs (special performance incentive funds) at any time. Please use the ‘Eligible Sku’ list located in Blue Carpet as the ‘official’ Spif©amounts Copyright 2016 when Hewlett filing-Packard spif Developmentclaims .Company, HP reserves L.P. The information the right contained to change herein is pricessubject to as change needed. without notice. Table of Contents What’s new for February? Table of Contents: Page Channel Programs 4 Q2’17 Programs Updated spifs on all products HPFS 11 New sales out rebate promotions on select products Desktops Various sales out rebates have been EXTENDED!! Smart Buy skus 20 Updated Smart Buy sku slides for most products Displays 56 NEW Desktops and Notebooks!! Accessories 58 Battle Cards for Sure View! (Worlds ONLY Integrated Privacy filter) Top Priorities for Q2’17 per PSG Business Unit Notebooks Smart Buy skus 63 Accessories 114 Workstations Smart Buy skus 124 Mobile Workstations 132 Performance Displays 137 Accessories 138 Thin Client 145 Please Note: RPOS 153 • All promotional pricing is highlighted in red and includes any Care Packs 164 applicable rebates. Resources/Links at your Fingertips 170 • Promotions NOT applicable with Big Deal or Education Rebates Please Note: • Unless otherwise noted, SPIFs are valid from February 1, 2017 – April 30, 2017 • For questions regarding the PSG Playbook, please contact your For Battle Cards, Programs and Misc Product information, Please see Partner Sales HP/MarketStar sales rep. Guide: https://partner.hp.com/group/upp-na/playbooks-and-hot-sheets H117 PSG Channel Priorities Featured Strategic Priorities Description/ US Strategic Initiative Product Develop strategic channel Mobility Specialist partners Drive Mobility Growth Develop awareness and preference for X3 X3 Grow Elite Sales across PSG categories by 10% y/y X360, X2 1012, Build channel and End-User awareness on Office of the Future Elitebook 1040, Drive Elite Growth (Design/Security/Collaboration) Elite DT Slice. HP Accelerate Mobility sales with the X2 1012 (10%) SureView Accelerate leadership & share in Workstations Z2 Mini Specialty & Attach Grow Thin Clients, RPOS, Attach & Displays Workstation Develop aggressive acquisition plans with strategic SMB/Commercial partners. Drive aggressive share growth plans with key Education Partners leveraging SMB, Education & Public Windows X360, Classroom of the Future/ Windows based Sector ProBook 11EE Develop channel plans to grow Public Sector (State & Local, Fed) 3 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Q2’17 PSG Business Unit Priorities Business Unit Strategic Priorities Strategic Priorities Desktop Mini Displays • Push aggressive Smart Buy pricing on G2 • Show off PC Direct Mount with the Mini on Pro AND Elite products • Promote new SSDs and port flexibility options in G2 configs • Must attach with Docks AND Desktops/Workstations Include Mini Ecosystem with each new customer opportunity Marketing focused on attach with ALL PC opportunities Desktops • • Pro 400 Series Acquisition • Focused rebates on popular configurations • Streamlined programs will help improve execution • Price leadership in all form factors • Need continuous activity and tracking for partners • Target SMB segments Accessory Attach, Drive Q2 Promos: Continue to Drive Premium EliteBook Category • Buy any EliteBook 1000 Series and get a free Exec Top Load Case, • EliteBook 1040 G3, 1030 G1, Folio G1, and new Elitebook X360! P6N20AA! Notebooks Ramp New Product Introductions • Elite x2 1012 G2 • Chromebook 11 G5 EE (with Touch) Train and ramp up the new Z2 Mini Workstation Create the perfect Smart Buy solution with Attach strategy • Order you demo equipment and schedule training (F2F or Online) • Hot Sheets will now include recommended attach options • Target Autodesk/Adobe/SolidWorks users with new innovative • New NVIDIA sponsored ISV recommendation guide offering • New Bundle sales out rebate promos to leverage Include in Fantastic 4, Premium and Hero Focus SKU strategies Ask for help! Learn how to position performance displays from our Workstations • • Be first to market with Intel “Kaby Lake” ZBook 15u G4 dedicated specialist [email protected] • Welcome customers looking for latest Kaby Lake performance – feed the buzz • Improve positioning as Ultrabook thin, powerful, and affordable PC Upsell solution © Copyright 2016 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Q2’17 PSG Business Unit Priorities Business Unit Strategic Priorities Strategic Priorities Focus on Smart Buy Growth Acceleration Increase Partner Engagement & Recruitment • Promote and Communicate our new lineup of Focused Smart Buy SKU’s • Target resellers with verticals solutions specializations and Enterprise • Leverage aggressive pricing through Smart Buy Sales out Rebates Focused • Reps earn Blue Carpet Spiff Dollars on HP’s Focused Smart SKUs resellers Thin Client Improve Channel Competency on Client Virtualization • Leveraging CSP to drive Partner Acquisition and Retention • Provide and encourage partners to take Thin Client Virtualization • Campaign focused at recruiting resellers NOT selling HP Thin training Clients • Support and promote HP Device Manager and HP Velocity training • Growth campaign focused at re-engaging top resellers of HP Thin Clients Focus on Smart Buy Growth Acceleration Increased Training & Proficiency on RPOS Products • Drive awareness Smart Buy in RPOS – look to preconfigured models • We are updating training modules - • Distribution is stocked with Smart Buys http://www.brainshark.com/hpws/retail-overview • Transitions settled and SKUs available for extended period of time • New MX12 Solution – Announce January with availability starting in Increase Awareness of RPOS and Resources February RPOS • Know your channel sales specialists - we are here to help navigate • New products & Programs in the works to help drive growth and • Know that we participate in NBO and similar promotions the same as PSG awareness • Keep up the good job on letting everyone know HP is in the RPOS business!! © Copyright 2016 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Q2’17 PSG Program Highlights: what’s new? ….Not much! New P1st compensation is fully in place (Tier2). Fin Ben: status quo Agent rate on <20% discount was moved on 11/1 from 6% to 5%: PSG will hold 5% through FY17. No changes in channel programs (Tiered, Sales Gen, P1st). CSP/VPAs: Chromebook Sales Gen Update, coming soon. Watch out for NBO PL6U Elimination transition (reminder). Continuation of F4 campaign into Q217! Key change: PSG CMIT moving to a sku select Spiff strategy in Q217. 6 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Q217 PSG Channel Program Summary (Last Tier) Pipe Description Q217 Alignment to a single rate (4% off ILP) Last Tier PSG NBO Incorporation of CarePacks into every deal HW type registered Exclusion of PL 6U & PL G7 (new chrome pl) Last Tier PSG Target Retired. Current approved deals honored until expiration. Reduction of commission fee from 6% to 5% implemented on 11/1 on deals < 20% discount. Last Tier Agent Will hold through FY17. PSG Demo No change to Partner 1st Demo Last Tier PSG Demo Promotion 60% off NDP on select incremental allocation 4% of NDP 5-499 units Last Tier Tiered Promotion No change . All Bus except Displays/ Accessories, Named accounts only Last Tier Discountable SmartBuy No change 7 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. PSG Q217 Programs Summary Benefit Personal Systems & Specialty Offer Eligibility Description Paid calculated Products based on: Base Compensation PC Volume Track Silver (over $500K Rewards eligible partners from first Backend Net Distributor PC Track .5% Smart Buy Skus PC), Gold and Non-VPA Platinum sale, no goals, no caps. Price .25% Non Smart Buy Skus Partners Accelerator Compensation PC Volume Track Gold and Non-VPA Rewards eligible partners for growth Backend Net Distributor Partner * See PF Demand and (Company) Platinum Partners from 90% and 100% of target back to Price PC Track .12% - .50% Compensation dollar one until cap. Compensation Matrix for full Blue Carpet Spifs, Trainings & Silver, Gold and Platinum Partners Communication, training and product Points Stated Dollar Promotions spiffs to inform/compensate the redeemed to Value rate details and eligible partner sales rep. Re-Loadable Varies product lines per offer. Visa Card PartnerSales RepIncentive Partner First Terms and SmartBuy Tiered All PC Partners
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