© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. ISR Call Guide for integrity

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

ISR Call Guide for integrity Server – Refresh & Upgrade

APJ BCS Install Base ManagerLee, Chang Hoon


Why Integrity Server for ISR – 2+1 reasons 1. More feasible target – increase hit ratio

+1 Promotion SPIFF with EMRBring home extra $5,000 in H1 FY14 with EMRYour chance to earn 0.5% of the revenue from i2 Blades

Country AMID2 CustomerName Installed A tCustomerName Model Quantity ProductAge ShortName

HP South Korea KR688290076Shinhan Finance Holding

Company SHINHANINVEST A3639C 1 136 rp7400

Country AMID2 CustomerName InstalledAtCustomerName Model Quantity ProductAge ShortName

HP South Korea KR687980367 LG Uplus Corp. LG Uplus Corp. AH232A 1 44 BL870c

For replacement & upgrade

For Blade upgrade

<2. More price value – Higher Unit price ( fill up goal quickly)

$$

$ $ +

Co-work with partners- Big fish…thru big deal


Call FrameworkSl.no Action Resources

Step 1 Share the customer eDM introducing on HP BCS Refer to ISR HUB web site.

Step 2 Understand/Capture Customer Background by asking qualifying questions. Page 4

Step 3 • Based on the responses from the customer classify requirement • Understand Budget, Need, Timeframe and Decision Maker

Page 5

Step 4 • Map requirement and position BCS if within set of Tech refresh & Upgrade .

• For all other requirements, setup a detailed call for the customer with a product specialist. Pass the opportunity to a Account Manager and schedule a follow up call with the customer and identified OSR for the account. For all other opportunities leverage your buddy.If your unsure of the requirement please pass to the Partners or OSR

• Close the call

Follow page 6 to 17

Step 5 All opportunities must be entered in SFDC with the below campaign code ( ) & campaign name ( ) - Comply with ISR team guide.


Opening the callIntroduction Good Morning/Afternoon Mr . ____________. My name is <ISR Name> and I am calling from HP’s Server Enterprise team. Is this a good time for you to spare few minutes?Thanks for your time. The purpose of my call is to understand your Unix product operation status and provide a solution that can potentially help to increase workload capacity with right time and if you have a plan to replace old system, we also can provide eligible solutions for better TCO/ROI.

Qualifying/Opening Questions• Based on our information, you’re running ________ Systems now , right ? If not, could you tell me what kind of

systems do you use ?• Do you know how old systems aged ? (year ?) , do you have any concerning about performance or capacity ? ( eg, Does systems CPU utilization over 90% or memory utilization almost closed to 80% ? )• Do you have any plan to replace it or Upgrade ?• If yes, what kind of plan do you have ? For example, CPU, Memory part ADD ON ? OR Old system replacement

? • In case of Part ADD ON, what part & how many parts do you need ?• Could you let us know which CPU type & How many Cores & Memory do you need? Please let us know

your part #.• In case of Old system replacement , Will ask our partners to contact you again for right solution proposal

for better TCO/ROI.


Call Flow

Is it Upgrade Vs.

New Require

(Replacement)

Start

Ask Qualifying Questions

Simple Part Add On(Rack Type)

Blade Add On(Integrity Blade

OR SD )

New Requirement(Replacement)

What part do you need

CPU ? Memory ?I/O , Cell board?

What is the primary reason for NEW

Requirement

A

New business application needed

Pass to Partners(if OSR assigned

account, pass to OSR)

Upgrade

Pass to Partners(if OSR

assigned account, pass

to OSR)

YES

No

Sizing required ?

Sizing required ?

Superdome ?Superdome ?

When customer Server is already EOL.

N

U R

U B


Types of HP-UX system

HP9000 Server (EOL) Integrity Server (EOL) Integrity Server Integrity Server

Processor PA-8600, PA-8700, PA-8800, PA-8900

Itanium 9100 series processor(Montecito, Montvale)

Itanium 9300 series processor (Tukwila)

Itanium 9500 series processor (Poulson)

Low-End(1 ~ 4cpu)

Rp2470, rp2450, Rp3410, rp3440, rp4440, rp5450, rp5470

Rx2620, Rx2660, rx3600, rx6600, rx4640

Rx2800 i2 Rx2800 i4(i2)

Mid-Range(5 ~ 32cpu)

Rp7400, rp7410, rp7405, Rp7420, rp7440, rp8420, rp8440

Rx7620, Rx7640, rx8620, rx8640

BL860c i2/BL870c i2/BL890c i2


High-End(16cpu ~)

HP9000 Superdome Superdome Superdome 2 Superdome 2

Replacement available or Add on is available thru EMR only

Upgrade is availableOr NEW selling

EMR Parts are available for BOLD character models


7

> Contact Partners to communicate with EMR for how they engage deals

Masaharu MaedaSales Spec Japan Japan - Tokyo

Ki-Sung ChinSales Spec KoreaKorea - Seoul

Stuart Daddo-LangloisSales Spec SPAustralia - Melbourne

Yudi Firmanto LauwSales Spec SEASingapore

U R ALL CASES(Upgrade & replacement) ,

EMR is available

Susanne SchirlingAPJ Product Mktg BCS & HPNAustralia - Melbourne

Lu Jun (Ricky)Sales Spec China-TW-HKChina - Beijing

Li Sha (Catherine)Sales Spec China-TW-HKChina - Beijing

Customer Benefit.

By Excellent Price Performance.

can offer attractive pricing (at least 15% off new list price, before discount)

EMR sales team


Rx2800i4(i2) Offering

Replacement Scenario N

if Customer agreed for EMR product is OK , pass to Partners to ask EMR sales and if account assigned by OSR , pass to OSR for following up with EMR

EMR

Please check if customer use “AS- IS “ systems in below table. You can offer “Rx2800 i4(i2) “ for replacement.

AS IS

HP9000 Server (EOL) Integrity Server (EOL)

Processor PA-8600, PA-8700, PA-8800, PA-8900

Itanium 9100 series processor(Montecito,

Montvale)

Low-End(1 ~ 4cpu)

Rp2470, rp2450, Rp3410, rp3440, rp4440, rp5450,

rp5470

Rx2620, Rx2660, rx3600, rx6600, rx4640


Rp7400, rp7410, rp7405, Rp7420, rp7440

Rx7620, Rx7640

TO-BE

Rx2800 i4

Even though there is no legacy at customer site, you can propose Rx2800 i4 as new systems.

If customer has limited budget, you can offer “EMR Rx2800i4 “ product with lower price value.

Q. What kind of system do you have ? ( check below table ,then if available ) Saying , “you can replace it with NEW product Rx2800i4(i2).” , “ how about use Rx2800i4 ? (Product summary : page 23,24) - if customer ask S/W compatibility, contact partners to ask TechHUB or direct follow up for S/W verification.

For attractive price offering


Upgrade Scenario : from rack type serverU R

Please check if customer use “ Servers in Table1 “ . It’s unavailable for In-Box upgrade(ADD on) > it’s only available to offer NEW because there is no EMR parts for upgrade .

9

Integrity Server CPU Memory IO slot

Superdome (Itanium9000,9100)

64processor/128core 2TB 192

Superdome 2 (Itanium9300) 32processor/128core 4TB 96

rx8640 16p/32core 512GB 32

rx7640 8p/16core 256GB 15

rx6600 4p/8core 384GB 8

rx4640 (Itanium9000) 4p/8core 128GB 6

rx3600 2p/4core 192GB 8

Rx2660 2p/4core 32GB 3

Rx2620 (Itanium9000) 2p/4core 32GB 4

Integrity Server CPU

rx1600 Itanium2

rx1620 Itanium2

rx2600 Itanium2

rx2620 Itanium2

rx4640 Itanium2

rx5670 Itanium2

rx7620 Itanium2

rx8620 Itanium2

Superdome (sx1000)

Itanium2

<Table 1> Server list for unavailable In-box upgrade <Table 2> Max capacity / servers

Q. What kind of system do you have ? OR how many core/memory used ? (refer to Table2) Saying , “What part do you need to expand capacity ?” (eg: CPU, Memory, I/O card etc.. )


EMR


If customer want to replace it, not upgrade : PASS TO PARTNERS (OR PBM)


Upgrade Scenario : from Integrity Blade server

U B

Integrity Server Integrity Server

Processor Itanium 9300 series processor (Tukwila)

Itanium 9500 series processor (Poulson)




Please check if customer use “ Servers in Table3 “,Blade . You can offer Upgrade very easily.

Q1. What kind of system do you have ? If Answer is “ Integrity Blade “Q2. Do you have vacant slot in your Blade Enclosure ? If Answer is “ Yes “ Saying , “Do you need upgrade ?” OR , “ How many Blade do you want ?” (Product summary : pate 23,24)


EMR


<Table 3>

When customer run BL860i4(i2) with vacant slot in Enclosure , they can expand it thru ORDER of one more BL860i4(i2) and if customer want make BL860i4(i2) as BL870i4(i2), they can expand it thru ORDER of one blade(BL870i4) + expansion kit only.

Quite

Simple

If you can sell Blade i2 EMR,

Can bring money

- Page 16

BONUS

Program

is at

stake


ObjectivesThe ability to scale up a server blade by adding more blade level resources is inherent to the Integrity server blade architecture. This feature allows users who already have an Integrity BL860c i4(i2) or BL870c i4(i2) Server Blade to scale up to a larger configuration. This ability helps increase the resource capacity of the server when it is actually needed, instead of purchasing excess compute capacity at the initial investment. This capability to scale up when needed provides more flexibility and control over capital expenditures for your compute environment.

Upgrade scenarios

The types of upgrade scenarios, supported with upgrade products are:

1. Blade additions: Increasing the size of an existing server blade by the addition of “upgrade blades” plus the attachment of a larger size Blade Link.

2. Blade combinations: For example, increasing the size of the server by enabling the combination of two existing smaller servers such as BL860c i4(i2) + BL860c i4(i2) = BL870c i4(i2) plus the attachment of a larger size Blade Link, provided in an upgrade Blade Link kit. This scenario could include adding new upgrade blades. For example, BL870c i4(i2) + BL860c i4(i2) + upgrade blade = BL890c i4(i2).

Upgrade Scenario : from Integrity Blade server

U B


Blade combinations, upgrade choice points

Upgrading to a BL870c i4(i2) from a BL860c i4(i2)

U B


figures 1, 2, 3, and 4 show possible choices available for upgrading Integrity server blades. Currently, only upgrades in a HP Blade System c7000 Enclosure are supported.

Figure 1. Upgrading to a BL870c i4(i2) from a BL860c i4(i2)

Figure 2. Upgrading to a BL890c i4(i2) from a BL860c i4(i2)

Blade combinations, upgrade choice points U B


Figure 3 Upgrading to a BL890c i4(i2) Server Blade from a BL870c i4(i2) Server Blade

Figure 4 Upgrading to a BL890c i4(i2) from a BL870c i4(i2) by server combination

As can be seen in figures 3 and 4, a BL870c i4(i2) Server Blade can be upgraded to a BL890c i4(i2) Server Blade, using several different methods, including addition of upgrade blades, and combination of existing BL860c i4(i2) Server Blades or combining an additional BL870c i4(i2) Server Blade. An important requirement is to make sure that the processor module SKU type is loaded consistently across the set of blades composing the new server. Additionally, the memory configuration must comply with the guidelines for the given type of server being upgraded to.

Blade combinations, upgrade choice points U B


With HP UX Server Tech refresh & Upgrade , you can

Close the call with HP Value Proposition

• Reduce Complexity : Thru Consolidation & virtualization, you can reduce management point.

• Better performance : thru latest CPU Poulson, you can improve Server performance

• Attractive price : HP EMR solution can provide competitive price if you have small budget

• Better TCO – Poulson can provide generally 30% TCO improvement against previous Tukiwla.

against HP9000, Poulson can allow you to reduce IT cost significantly.

• Ready to Virtualization : HP Virtualization solution allow your IT to be optimized.

Close with Call to Action: If this interests you, we would like to schedule some time with our product manager to provide a detailed unsolicited proposal that would reduce your existing Servers cost by 20-30%


16

Objection 1: We want to replace it with IBM or Oracle systems

Overcoming Objections

I think it’s not a good option for you because platform changing means that you have to migrate it thru complicated project for application test & platform migration which need more IT budget & lot of effort. The best way to for application capacity expansion is “upgrade” without any risks. HP assure we can deliver right capacity what you want working with technical consulting & more, if needed, we can provide alternative solution with best TCO/ROI for your business growth.

If further request required , will ask Partners to explain what HP values . Will contact you later.

Objection 2: I don’t have a budget or only have relatively small budget

That’s why you have to act now. HP can help you to mitigate performance degrade affected by workload increase caused by “No upgrade with right time “ . Our expert group can propose optimized sizing for better cost allocation. Please think about it. when application performance is slowing down , business impact is growing bigger than IT upgrade cost. And we can provide EMR product to solve your small budget problem with attractive price.

Objection 3: I can’t assure HP still support Integrity system for the future.

You don’t need to worry about it . Due to HP can guarantee for HP UX support until 2020 . This kind of guarantee is only allowed for HP. It means that HP can assure Integrity servers for better IT infrastructure.

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.17

Bring home extra $5,000 in H1 FY14 with EMRYour chance to earn 0.5% of the revenue from i2 BladesIn order to clear the huge i2 blades inventory in PL TQ, you are entitled to a bonus of 0.5% of the revenue cumulative for H1 FY14 when you invoice EMR PL TQ i2 Blades!

• This bonus program is eligible for Inside Sales employee (ISR), Presales, Specialists, Account General Managers (AGM),Corporate Account Managers, Enterprise Account Managers, Partner Business Manager (PBM).

• For more information, please view the bonus details here.• Alternatively, you may review the program details in the

Approved Bonus Program site. Simply key in the bonus ID number (in this case, 14.26) into the Search field to find out more.

FY14 Approved Bonus Program ID – 14.26BONU

S

http://ent51.sharepoint.hp.com/teams/bonusprogram/Lists/FY14%20Approved%20Bonus%20Programs/FY14BonusDetailView.aspx?ID=122

http://intranet.hp.com/gtbp/so/SalesComp/Bonus


Detailed Deck Product Positioning


HP Integrity rx2800 i4(i2) server2.53GHz/4-16cores

HP Integrity rx2800 i4(i2) server

Low-Power

4 X L1000/rp5400

540MHz(PA8600)2p/2c, 2GB, FOE

Virtualization technology

HP original Platinum Plus Power supply reduces total power consumption!

HP-UX vPars technology enables you to consolidateyour multiple servers into one!

High-PerformanceIntel® Itanium® Processor 9500 family brings you to improve your application

performance dramatically!

vPar vPar

vPar vPar

Annual Support fee

-70%Power Consumption

-90%Performance

+70%Physical Space

-92%3080W→306W 28U→2U


Introducing: New HP Integrity rx2800 i4 Server

• Rack-optimized, Tower & Office-friendly models• Up to two (2) Intel® Itanium® 9500 series CPUs

(16 cores) • Up to 24 DDR3 DIMMs slots & 384GB max

memory (1.35V)• Up to 8 SFF SAS HDDs/SSDs & 7.2 TB internal

storage • Up to 6 PCIe Gen2 I/O slots• Embedded Quad-Port 1GbE NIC & 6Gbps SAS

RAID Ctlr• Redundant power supplies & fans• HP Insight management software & Integrated

Lights-Out 3

Do More With Less

Play It As You Like

Be Safe and Sound


HP Integrity rx2800 i4(i2) technical specification HP Integrity rx2800 i4(i2)

Processor optionsIntel® Itanium® 9500 series

4-core 2.4GHz 8-core 2.53GHz4-core 1.73GHz 8-core 2.13GHz

Processor sockets 2 (Two)

Memory 24 DIMM slots; 1.35V DDR34GB, 8GB, 16GB DIMMs

HDD 8 (eight) hot-plug SAS HDDs

Embedded NICs 4-port 1GbE

Embedded Controller 1 HP p410i SAS RAID w/512MB cache

I/O Expandability Up to 6 slots

ManagementEnhanced Integrity iLO 3

Virtual Partitions (vPars)Virtual Machines (VMs)

OS HP-UX 11i v3 1209

Form factor2U rack-mount and pedestal tower form-factor for

office deployments

Power Supplies HP 1200W Common Slot Platinum Plus Hot Plug Power Supplies

Options & Accessories Support for existing hard drives and I/O cards


Unmatched features

HP rx2800 i4

Power 710 Power 720 Power 730 Oracle M3000

Oracle M4000

Form Factor 2U rack, tower

2U rack 4U rack, tower

2U rack 2U rack 6U rack

Chips/Cores 2ch/16co 1ch/ 8co 1ch/ 8co 2ch/16co 1ch/4co 4ch/16co

DIMM Slots 24 8 16 16 8 32

Max Memory 384 GB 128 GB 256 GB 256 GB 64 GB 256GB

HDD Slots 8 6 6 or 8 6 4 2

System Management

Built-in Integrity

iLO3

HMC/SDMC HMC/SDMC HMC/SDMC Solaris Ent. System

Solaris Ent. System

Energy Efficiency

Energy Star NA NA Yes NA NA• Single versatile platform to address diverse workload and configuration

requirements• Wide choice of processor speeds • Support for more memory and DIMM slots• Support for more hard disk drives• Choice of Rack, Tower, Office Friendly Server configurations in a 2U form factor

• Built-in manageability and serviceability features (Systems Insight Display)• Investment protection with common infrastructure and component leverage• Lower Total Cost of Acquisition (TCA)


IDC customer research of BladeSystem versus traditional infrastructure

HP BladeSystem delivers real business results

BUSINESS Value

server storagestorage networkmanage68%Reduction in Data Center Costs

88%Less time to manage

90%Reduction in downtime

IDC white paper sponsored by HP, “Business Value of Blade Infrastructures”, #227508R2, December 2012


HP Integrity server blades

BL860c i4 BL870c i4 BL890c i4

Processor SKUs 8-core 2.53GHz 4-core 2.4GHz8-core 2.13GHz 4-core 1.73GHz

Processor Sockets 2 4 8

Memory 24 DIMM slots; 1.35V4GB, 8GB, 16GB

DIMMs

48 DIMM slots; 1.35V4GB, 8GB, 16GB DIMMs

96 DIMM slots; 1.35V4GB, 8GB, 16GB

DIMMs

HDD Slots 2 4 8

Embedded Controller

1 HP p410i SAS RAIDw/512MB cache



Embedded NICs 4 FlexFabric (FCoE)

8 FlexFabric (FCoE) 16 FlexFabric (FCoE)

IO Mezz Slots 3 Gen2 PCIe 6 Gen2 PCIe 12 Gen2 PCIe

Management & Virtualization

Enhanced Integrity iLO3

Virtual Partitions (vPars)

Virtual Machines (VMs)


Virtual Partitions (vPars)Virtual Machines (VMs)

1 or 2 nPartitions


Virtual Partitions (vPars)

Virtual Machines (VMs)1-4 nPartitions

OS HP-UX 11i v3 1209 release

Options & Accessories

Support for existing hard drives, I/O cards

Upgrade by adding blade module


Useful resource links


Resource Center

26

http://www8.hp.com/us/en/products/integrity-servers/index.html?facet=Integrity-rackmount#!view=column&page=1

• Integrity Servers overall

http://h20195.www2.hp.com/v2/GetDocument.aspx?docname=4AA4-3534ENW&doctype=data sheet&doclang=EN_US&searchquery=&cc=us&lc=en

• Rx2800 i4 Server datasheet

http://www8.hp.com/us/en/products/integrity-servers/product-detail.html?oid=5330448#!tab=features

• Rx2800 i4 Overall

Integrity Brochure-Stay always on

http://www8.hp.com/us/en/products/integrity-servers/index.html?facet=Integrity-blades#!view=column&page=1&facet=Integrity-blades

• Integrity Blade Server Overall

• Integrity Blade Server datasheethttp://h20195.www2.hp.com/v2/GetDocument.aspx?docname=4AA4-4047ENW&doctype=data sheet&doclang=EN_US&searchquery=&cc=us&lc=en

http://www8.hp.com/us/en/products/integrity-servers/index.html?facet=Integrity-rackmount

http://h20195.www2.hp.com/v2/GetDocument.aspx?docname=4AA4-3534ENW&doctype=data%20sheet&doclang=EN_US&searchquery=&cc=us&lc=en







http://www8.hp.com/us/en/products/integrity-servers/product-detail.html?oid=5330448

http://www8.hp.com/us/en/products/integrity-servers/index.html?facet=Integrity-blades








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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. ISR Call Guide for integrity