Expanding opportunities with HPEJas SoodVice President, SMB Sales

August 2018

Transforming to address a changing landscape

2

The world is Hybrid

The Intelligent Edge has unleashed an industrial IoT revolution

Services are even more critical

Creating industry leaders

3

We improve the way people live and work

4

HPE OneSphere HPE GreenLake

How?

We power the

Intelligent Edge

Your Apps

& Data

We make

Hybrid ITsimple

Deliver value & growth solution

– Lean-in with security. Gen10 solutions and HPE ProLiant for Azure Stack.

– Go big with predictive analytics. Infosight is an Enterprise Storage Game Changer.

– Change the conversation with new HPE Pointnext Consumption packages.

– Start selling Plexxi and SimplVity

– Rally with Blades Plus

– Double down with HPE Aruba

HPE Restricted. For HPE and Channel Partner Internal Use Only 5

Accelerating our strategy

In-memory analytics

Memory-Driven Computing

Composable Infrastructure

All-Flash Storage

Industry-standard compute

Mobile-First Wireless

Edge Computing

Location-based ServicesInnovations

Recentacquisitions

Expanded Partnerships

Hybrid IT Intelligent Edge

The Plexxi acquisition is expected to close in HPE’s third fiscal quarter, which ends July 31, 2018.

Lower cost | Generate more profitable growth | Increase shareholder value

HPE Next

7

Simplification Execution Innovation

Why now? HPE Next is our chance to simplify the way we work, improve execution to

accelerate our innovation to create a built-for-purpose company that can win in the market and

create shareholder value.

HPE Next is our initiative to position us for the future and re-architect our company to deliver on our strategy

HPE FY18Finishing strong with our channel!

‒ Three quarters of strong channel performance

‒ Rockin’ with SimpliVity and Nimble – 100%

Channel led, SMB focused

‒ HPE Smart Buy Express is proven to be a

Smart Buy – Best Sellers!

‒ CRN ARC – Winner in 3 Categories

‒ Overall Win: Enterprise Network

Storage

‒ Overall Win: Industry Standard

Servers

‒ Subcategory Win:

Converged/Hyperconverged

Infrastructure

Thank you!

HPE Restricted. For HPE and Channel Partner Internal Use Only

Accelerating Growth in SMB

Partners Leverage Ecosystem Profitable Growth

• Leverage HPE

marketing assets

• Drive focused plans

• Growth targets

• New Logo targets

• Channel Alignment

• Technical Resource

Alignment

• Partner Support

• Marketing

• Specialist sales team

• Inside Sales

• Focus on value

products

• Expanding server

footprint

• Programs & SPIFs

• Medallion Pricing

• Smart Buy Express

FY18 US SMB Sales Coverage Model

# Accounts Headcount/Role

6,491

17,200

6.6M

HP

E A

tten

ded

60

-F

ield

TM

~10

8 p

er

50

-IS

R5

–IS

R

29

–S

SR

Sp

ecia

list

(Syn

erg

y, T

S, M

CS

, etc

)

15

–S

DR

15

–S

SR

Sto

rage

& H

C O

nly

15

–C

DR

(cro

ss-s

egm

en

t)

Inside Sales Dedicated to segment Field Sales Inside Sales Not Dedicated to Segment

Channel Co-Sell

39%

29%

30%

% SMB Total Revenue

Employee

Size# Accounts TAM ($M)

1000+ 1,924 $9.3B

500-999 9,700 $8.9B

250-499 20,600

100-249 75,700

1-99 6.5M $9.9B

Total 6.6M $37.5B

$9.4B

FocusedField TM Led

NamedInside Sales Led

SMB UInside Sales Led

SMB U Territory

SDR LedDemand Generation

HP

E U

natt

en

ded

$41B TAM

Easy access through an enhanced search facility to the latest core selling

content, product and solution information, images, videos, and

campaign tactics

A subscription based service that automates the delivery of rich core HPE product content,

including product images, marketing

messaging, technical specifications directly to

the partner’s website

Easily access, find, customize, and

schedule ready-to-post HPE social content that

will help partners engage and sell more

Dedicated service to help HPE partners find the marketing materials and content they need

What’s hot in HPE campaigns and

initiatives

Embrace Digital @ Channel

Products and Solutions Now

Content syndication

Social media center

Partner marketing concierge

HPE Zone on CRN

https://psnow.ext.hpe.

com/#/dashboard

Hub for all sales-ready solutions content to help

partners’ salespeople prepare for customer

conversations.

Seismic

https://hpe.seismic.com/X5/

DocCenter.aspx#/doccenter/

995661d3-fed6-4f06-86d9-

9d196c5e9564/landinghttp://custom.crn.com/hpe-zone/

https://partner.hpe.com/

group/upp-na/social-

media-center

https://partner.hpe.com/group

/upp-na/content-syndication

https://www.hpe.com/us

/en/campaigns/partner-

marketing-

concierge.html

Valuable assets for you!

‒ Smart Buy Express playbook – Priced right,

simply configured and readily in stock and

ready to ship solutions

‒ HPE SPIFs though HPE Engage&Grow for

you and promotions for your customers –

Great way to expand your wallet

‒ A suite of Partner Ready assets and

programs to change the conversation with

your customers today

HPE Restricted. For HPE and Channel Partner Internal Use Only

Growing your HPE SMB Business

– Leverage HPE’s Marketing Assets

– Develop targeted plans with the SMB Sales team

– Get certified on HPE Value products

13

Thank you!

HPE Restricted. For HPE and Channel Partner Internal Use Only