Slingshot Printing LLC v. HP Inc.

Western District of Texas, txwd-6:2019-cv-00362

Exhibit

Interested in this case?

Current View

Full Text

7 Program Guide First in partnership HP Partner First Program FY2018 APJ APJ Only - HP Restricted - For HP and Channel Partner Internal Use 9 Case 6:19-cv-00362-ADA Program Guide | Contents Document 16-9 Filed 09/20/19 Page 2 of 47 Welcome to the HP Partner First Program Now in its third year, the HP Partner First Program offers in-depth Find facts fast support to our partners, ensuring that you win and grow with HP. • Links that look like this, As one of our valued channel partners, you play an essential role in HP Partner First Portal shaping our joint futures. take you to information available from resources The HP Partner First Program is continuously evolving along with our outside the guide. solutions, our partners and indeed the technological world we live • Links that look like this, in. FY18 brings a host of new features and benefits including but not Market Development limited to; Funds (MDF), take you to information located - A new look HP Sales Central in another section of the guide. • Offering Sales Tools, Demand Generation/Marketing Support, Training and Collateral to increase your ability to sell HP. - HP University • A brand new learning experience launched to provide you with all the product and skillset support you should need to navigate a changing market. - New Solution Specialization and Focus Programs • Based around new HP offerings such as Device as a Service, Education, Security and 3D Printing. - A newly refreshed MDF program • Providing marketing funds allowing partners to extend their reach and drive new business. This guide provides an overview of the key benefits and requirements of the HP Partner First Program in effect during FY18. For further details around the program, including full terms and conditions, please visit HP Partner First Portal. 2 Case 6:19-cv-00362-ADA Program Guide | Contents Document 16-9 Filed 09/20/19 Page 3 of 47 Welcome to the APJ HP Partner First Program FY18 Get Started 4 A Message from Dion Weisler 5 What to Expect in FY18 6-8 Partner First Commercial Program Overview 10-11 Volume Partner Membership Overview 12-14 Solution Specialist & Focus Program Overview Maximize Profits 15 Core Compensation 16 New Business Opportunity (NBO) 17 Supplies Partner Compensation Program Discover More 19 HP Partner First Portal 20 Partner Account Management Generate Demand 21-23 Market Development Funds (MDF) 24 HP Sales Central 25 Co-Marketing Zone Plus (CMZ+) 26 Increased Visibility 27 HP Incentive Programs 29-30 Partnering with HP for the Environment HP University 31 A Streamlined Approach to Enabling our Partner 32 HP University Structure 33 Sales Skills Training Overview 34 Mandatory Volume Certifications 35 Taking Certifications and Exams Quick Guide 36 Product Training Overview 37 Access HP Partner First Portal Commercial Partners Only 39 HP Smart Buy 40-41 Partner Marketing Manager (PMM) 42 Marketing Services Agencies 43 Special Pricing Supplies Partners Only 44 Partnering with HP for Growth Next Steps 45 Take the Next Step 46 Key Dates 3 Case 6:19-cv-00362-ADA Program Guide | Get Started Document 16-9 Filed 09/20/19 Page 4 of 47 Get Started A message from Dion Weisler, President & CEO, HP HP operates to a very simple formula–the strength of the channel equals the health of HP. We are excited about the new business opportunities ahead and are committed to our mutually prosperous partnership. Your success is vital to the success of HP. Dion Weisler As we enter this year as a new company, we're focused on providing President & CEO, HP you with innovative products and solutions, a simple and clear partner program, and demonstrating operational excellence. We want to accelerate your growth and ensure that we build a great, long lasting relationship. Together, we'll enable success, amaze our joint customers with innovative experiences, and set the stage for a profitable future. Thank you for your role in HP's success, and for your commitment to winning together. 4 Back to contents page Case 6:19-cv-00362-ADA Program Guide | Get Started Document 16-9 Filed 09/20/19 Page 5 of 47 What to Expect in FY18 HP has a deep channel legacy of more than 30 years - and we're enhancing it further. HP strives to enable partner success by being first in driving growth and profitability, first in speed and agility, and first in simple and consistent operations. Also, you will see that we have retained much of the core membership structure and compensation models launched last year, while adding a number of improvements aimed at making it easier for partners to align to the program that best suits their business needs, providing a clear path for growth. The HP Partner First Program is evolving to take advantage of market changes and partner ecosystem needs. The new program is designed to drive growth, develop new business, and to align with strategic priorities. While HP continue to drive volume business in the core categories (PC, Print, Supplies), we are also increasing focus on delivering growth in the new solutions and services. HP Partner First has expanded the Product Tracks to include the following: • Volume and Solutions focuses • Incorporated new Integration focused tracks to drive Outsourced and Managed Services business • Increase joint solution development • Develop sell-with motions with the Global System Integrator program track. 5 Back to contents page Case 6:19-cv-00362-ADA Program Guide | Get Started Document 16-9 Filed 09/20/19 Page 6 of 47 Partner First Commercial Program Overview The Partner First Program is focused on being first in sales, speed and solutions, offering a comprehensive framework that encompasses a broad range of partner motions. As a Partner, you have the flexibility to participate in the program track that best suits your current business needs while at the same time exploring new avenues for future growth. Volume Solution & Services* Maintain Core Enable Growth & Momentum Future Business Platinum 3D Scanning Graphics Independent Software Vendors 3D Printing Managed Print Gold PC Print Supplies Systems Integrators Client Virtualization Mobility Solutions Silver D-a-a-S Retail Solutions Designjet Services Education Focus Technical Production Program Workstations Simplicity Ease of Business Growth Guiding Principles *Offerings vary by country. 6 Back to contents page Case 6:19-cv-00362-ADA Program Guide | Get Started Document 16-9 Filed 09/20/19 Page 7 of 47 Product Track Volume The Partner First Volume track enables and drives revenue in PC, Print and Supplies categories. Membership structure is based on partner portfolio and product category focus. Entry into the program tiers is based on separate revenue thresholds in PC, Print and Supplies. Solutions The Partner First Solution track enables partners to gain new competencies and drive growth in key solution areas aligned with HP strategic objectives (Mobility and Vertical Solutions, Managed Print, and Services) and key product specializations, such as Workstations and Graphics. Entry into a Product or Solution Specialization is based on select criteria, including: partner competencies, certifications and revenue thresholds. 7 Back to contents page Case 6:19-cv-00362-ADA Program Guide | Get Started Document 16-9 Filed 09/20/19 Page 8 of 47 Compensation The compensation model has not changed—you continue to retain the profitability and predictability of working with HP. We are also still offering the opportunity to achieve and earn benefits at Silver, Gold, and Platinum membership levels for the Volume track, and more integrated benefits for the Solution tracks. Additionally, the HP Partner First Portal continues to bring you mobile, anytime access to all compensation, MDF, pricing, deal registration, marketing, sales support tools, and more. As a result, you are equipped to predict earned rebates and effectively chart a course to growing your business with HP, independent of your unique business. To help you chart an accelerated course to growing your business with HP, we've developed several tools for all partner business models to leverage, including: A single portal, A single A single MDF process the HP Partner First partner agreement and compliance Portal, for easy access with multiple addenda, requirements, bringing to program information simplifying the access to an array of in one location partner process marketing resources 8 Back to contents page 7 9 Back to contents page Case Program6:19-cv-00362-ADA Guide | Get Started Document 16-9 Filed 09/20/19 Page 10 of 47 Volume Partner Membership Overview Membership levels When you first join HP Partner First, you enter at a Silver Partner level. With increased investment, and sales revenue growth, you are able to move up from Silver to Gold to Platinum status – each with its own specific set of program requirements and rewards. As your membership level rises, so too does your access to benefits. These are cumulative, which means you have access to the benefits at your level in addition to the levels below. Learn more about specific specializations, benefits, and compensation models in the following sections. Program Benefits Overview Sales Compensation Marketing Membership • Executive Sponsorship • Core & Strategic • Joint Marketing Plan Compensation tier-based • Joint Business Manager • Marketing Development • New business Funds benefits • Partner Business Manager coverage opportunity • Partner Marketing • Deal Registration & Manager Special Pricing • Sales Plays • Lead Generation • Co-Marketing Zone+ • Partner Locator listing Foundational • Post sales support • Product Syndication benefits • Training and certification • HP Sales Central • Partner Portal access Note: Implementation of benefits by tier may vary slightly by country 10 Back to contents page Case Program6:19-cv-00362-ADA Guide | Get Started Document 16-9 Filed 09/20/19 Page 11 of 47 Platinum Gold Silver HP Platinum Executive engagement - HP Partner President/Vice-Presidents Priority invitation to Key HP You have a knowledgeable events & forums * sales staff and very high HP product sales in Print, PC or Win more Tiered Rebate $$ $$ $ Supplies. Complimentary Access to HP Sales Skill e-learning ** * Joint Business Planning ** * Listing in Partner Locator ** * Strategic & Specialization bonus ** * HP Gold Market Development Funds (MDF) ** * Partner Sell more Access to customer financing You have a knowledgeable Accelerator rebates sales staff and high volume product sales in Print, PC or Base rebate from $1 Supplies. Deal registration - based benefits Access to BU-specific pre-sales resources Get ahead Special pricing access Membership insignia/ logo usage HP Silver Access to Partner Portal, promotions & training Partner You have a knowledgeable sales staff and mid-volume product sales in Print, PC or Criteria Supplies. HP Silver HP Gold HP Platinum Partner Partner Partner Partner Agreement1 Revenue Threshold2 Sales Certified Printing Sales Certified Computing Sales Certified Supplies 11 Back to contents page Case Program6:19-cv-00362-ADA Guide | Get Started Document 16-9 Filed 09/20/19 Page 12 of 47 Solution Specialist Overview HP Partner First Specializations give you a competitive edge and the Your expertise is ability to highlight your specific areas of expertise. They allow you to what sets you apart differentiate your offerings and increase profitability, as well as provide from the competition increased value to your customers. Specialist Partners distinguish themselves as experts by certifying individual employees, attending focused HP training events, and satisfying HP revenue requirements. In recognition of these efforts, HP provides significant benefits. Solution Specialist and Focus Programs Services Specialist >> The HP Partner First Services Specialization offers greater opportunities to collaborate with experts and gain exclusive access to HP tools, training and resources. Services Delivery Specialist >> HP Partner First Services Specialists can apply for access to Services Delivery. To be accredited in any of the delivery tracks, the specialist partner must comply with all sales and delivery criteria associated to the specific track. Client Virtualization Specialist >> Whether customers are looking to maximize IT resources, save energy, increase security or tap into any of the other benefits of virtualization, you will design and implement the end-to-end solutions that achieve your customers' business objectives. Education Focus Program >> You are building solutions to enable educational institutions through the use of ICT within the learning environment. Being part of the HP Education Focus program demonstrates your knowledge and ability to create solutions using HP's products, services and software. 12 Back to contents page Continued on next page >> Case Program6:19-cv-00362-ADA Guide | Get Started Document 16-9 Filed 09/20/19 Page 13 of 47 Retail Solutions Specialist >> On a daily basis, you exceed the expectations of customers with stylish, secure and manageable solutions. This specialist designation allows you to meet the heavy demands of a busy retail or restaurant environment and enable an exceptional retail experience. Workstations Specialist >> As a Workstation Business Specialist, you can take advantage of workstation technology designed to support the needs of architecture, engineering, finance and medical industries. Based on in-depth insights into vertical industries and the intricacies of HP Workstation solutions, you'll be able to recommend the perfect hardware for any industry and style of working. 3D Printing Specialist >> HP is reinventing how modern manufacturers design and prototype parts with the HP Jet Fusion 3D Printing portfolio. 3D Printing Specialist is an umbrella program designed to foster rapid growth of HP 3D Printing portfolio sales, generate new applications, and invent new technologies to move beyond prototyping and drive the next manufacturing revolution. 3D Scanning Specialist >> You are building solutions that help our customers to transform their 3D scanning business in a meaningful and innovative way. Being an HP 3D Scanning Specialist demonstrates your knowledge of HP 3D Scanning solutions and readiness to implement these best practices for our customers. Device-as-a-Service (DaaS) Specialist >> HP Device as a Service enables customers to achieve predictability, security, and a transformed workplace. It combines innovative devices, lifecycle services, and HP expertise. The Device-as-a-Service (DaaS) specialization will help you offer your corporate and enterprise accounts wider solutions to facilitate the transition to a contractual modus operandi that include HW, Services and SW solutions in a single contract. Managed Print Specialist >> You have the expertise to sell (and deliver) contractual Managed Print Services. Managed Print Services is about optimizing and managing your customer's printer fleet as well as other document related processes. HP's exciting new, expanded portfolio will extend your reach and increase customer loyalty, while improving your bottom line. You have the flexibility to decide to use your own contract management infrastructure or use HP's assets and tools. In addition you can become MPS Solutions certified for security, mobility and workflow. 13 Back to contents page Case Program6:19-cv-00362-ADA Guide | Get Started Document 16-9 Filed 09/20/19 Page 14 of 47 DesignJet Specialist >> You have the expertise and increased knowledge to recommend the best-suited, HP large-format printing solutions for your customers, including specifications, workflows, software, and applications. Technical Production Specialist >> You have the expertise to recommend the best printing and production solutions for architects, engineers, copy shops repro houses, including specifications, workflows, software, and applications specifically designed for the production of a wide range of professional materials. Graphics Specialist >> You have the expertise in everything to do with printing of large- format signage and display; printing applications from digital fine art, photo portraits and POP advertising to indoor/outdoor signage and exhibitions. You are able to recommend the best solutions to fit your customers' application needs, workflow requirements and businesses. Global System Integrators >> Global System Integrators are a select set of Partners who have a large global footprint. They are Partners who are global leaders in specific vertical practices including audit & tax. They are key in driving client business strategies at the C-level through effective consulting and advisory services. These Partners drive sell-with motions internationally around specific verticals enhancing HP's presence in the marketplace. Independent Software Vendor (ISV Program) – Coming soon! >> ISV partners are defined as software providers that generates most sales through selling application software licenses and associated services. This program will provide ISV partners the tools and resources to build, to co-sell and to co-market software solution in collaboration with HP and HP resellers. For more information, visit the HP Partner First Portal or contact your HP Partner Business Manager. 14 Back to contents page Case Program6:19-cv-00362-ADA Guide | Maximize Profits Document 16-9 Filed 09/20/19 Page 15 of 47 Maximize Profits Get the compensation necessary to keep your business moving forward. It's important to develop and nurture partnerships that are profitable. Not only that, we want to ensure that we work together to maximize profits every year. As in past years, compensation is still based on the partner membership level. However, to make the program work harder for you, we've further streamlined the ways in which benefits get paid. Core Compensation The HP Partner First core rebate is structured to make backend compensation easy. Partner Compensation Framework Core Compensation consists of base compensation and an accelerator Core compensation New business opportunity Base Accelerator Base Increased compensation Payout % Payout % Sales achievement Existing Business New Business Varies by country 15 Back to contents page Case Program6:19-cv-00362-ADA Guide | Maximize Profits Document 16-9 Filed 09/20/19 Page 16 of 47 Base Compensation Program availability varies by country. Please contact Base Compensation is a fixed-rate rebate. There are no goals, no caps. your respective HP Partner The more you sell, the more you earn. HP automatically applies the Business Manager, Retail rebate to every eligible sale, making it very easy for partners to Account Manager or Supplies predict earnings. Sales Manager for further details Accelerator Compensation Based on achieving sales targets, higher or "accelerated" rebate rates give qualified partners the opportunity to maximize their earnings potential when they grow. Accelerator eligibility requirements and payouts vary by HP business unit (BU). Commercial Partners only New Business Opportunity (NBO) HP Partner First New Business Opportunity rewards you for proactively generating new business and closing resale opportunities with customers new to HP, which can include new customers or new Note: Program availability business with an existing customer. varies by country. Please contact your HP Partner For full details about compensation please read the appropriate HP Business Manager for Partner Compensation Program Terms on the HP Partner First Portal further details. or contact your HP Partner Business Manager. 16 Back to contents page Case Program6:19-cv-00362-ADA Guide | Maximize Profits Document 16-9 Filed 09/20/19 Page 17 of 47 Supplies Partners only Supplies Partner Compensation Program Program availability and eligibility requirements If a partner achieves 90% of sales target, qualified supplies varies by country. Please partners will receive 80% of target rebate rates based on their contact your respective HP performance. If qualified partners achieve 100% - 150% of their Partner Business Manager, target, they can maximize their earnings potential by receiving Retail Account Manager 100% of target rebate rates. or Supplies Sales Manager for further details. 17 Back to contents page 7 18 Back to contents page Case Program6:19-cv-00362-ADA Guide | Discover More Document 16-9 Filed 09/20/19 Page 19 of 47 Discover More As an HP Partner First partner, you have access to a wealth of information, tools, resources, and content through our online HP Partner First Portal. HP Partner First Portal The HP Partner First Portal, provides anytime access from desktop or mobile devices to HP product, program, pricing and training information, plus access to the compensation, incentive offers, and marketing and sales support tools. Single access point Joint Business Lead and opportunity Deal A one stop shop for Planning management registration up-to-date products, Marketing support tailored to Improving pipeline and partner Win more deals with fast, programs, and solutions your business needs to drive collaboration by sharing lead and consistent deal registration shared business growth opportunity information and quoting Market development Faster, more Demand Partner compensation funds (MDF) competitve quotes generation and rewards Increase marketing ROI with The right support to empower Automated and personalized Provide greater clarity into a simpler, more-efficent partners to win more deals co-marketing assets partner compensation MDF process and rewards How to register as a New User: To create your user account, visit the HP Partner First Portal login page: • Click "Register here" and complete the online form. • Your organization's Partner Portal Administrator (PPA) will be automatically notified of your request and will need to approve it. • Once approved by the PPA, your account will be activated and you will be sent an email with a unique User ID and password for signing in. 19 Back to contents page Case Program6:19-cv-00362-ADA Guide | Discover More Document 16-9 Filed 09/20/19 Page 20 of 47 Using the HP Partner First Portal After signing-in, you can customize "My Dashboard" on the home page for one-click access to the most relevant tools and information. Partner Account Management The HP Partner First Program offers you dedicated support including the HP Channel Partner Support Center, Partner Business Manager, Retail Account Manager or Supplies Sales Manager and HP Executive Sponsorship depending on your partner status. These structured and dynamic initiatives are designed to help close sales, increase customer loyalty, and create long-term strategic growth plans. 20 Back to contents page Case Program6:19-cv-00362-ADA Guide | Generate Demand Document 16-9 Filed 09/20/19 Page 21 of 47 Generate Demand Every partner needs the right tools to succeed. That's why HP has put together an array of resources that can help you market your business, create new leads, and generate new sales. With marketing services and funding such as Market Development Funds (MDF), partners can extend their reach and drive new business. And in leveraging the HP Global Partner Locator and HP Partner First Insignias, you create greater visibility. What's new? The MDF Tool can easily be accessed from the HP Partner First Portal. It incorporates streamlined processes to help you more effectively manage your MDF funds, activities and claims. The benefits at a glance are: • Strategic fund allocation for more effective MDF utilization • Simplified processes • A better user experience Eligibility Eligibility for demand generation, incentives, and sales support tools is determined by membership status. MDF is provided to partners on a discretionary basis. Most of the benefits, tools, and resources described here are available to all membership levels, unless otherwise specified. 21 Back to contents page Case Program6:19-cv-00362-ADA Guide | Generate Demand Document 16-9 Filed 09/20/19 Page 22 of 47 Market Development Funds (MDF) Market Development Funds (MDF) are monetary resources provided to qualified partners to subsidize the cost of marketing activities. These funds drive additional awareness for HP products, solutions, and services, and they serve as a key component in generating new business and optimizing revenue. Market Development Funds may be provided to an HP Marketing Services Agency (MSA), who will execute the marketing activity on your behalf. Funds can help cover a wide range of marketing activities, including but not limited to: Activity Description Digital Digital Advertising. Digital Direct Mail. Digital Catalogs. Marketing Search Engine Marketing (SEM). Search Engine Optimization. Television/Radio/Cinema advertising. Print Print Advertising. Print Catalog. Direct Mail. In-Store Marketing Marketing Printed Material. Social Media Publishing of HP posts or adapted/newly created social content onto social media sites. Social media contests, games and prizes. Customer A customer-/or partner-requested customer consultation or Assessment assessment. Continued on next page >> 22 Back to contents page Case Program6:19-cv-00362-ADA Guide | Generate Demand Document 16-9 Filed 09/20/19 Page 23 of 47 Activity Description Telemarketing Telemarketing call campaigns for lead generation, marketing campaign follow up, customer updates on HP programs, products and services. Demonstration Investments made in purchasing, renting or leasing HP hardware or Equipment software for demonstration, application development or customer evaluation purposes. HP Champion Fees for partner resource focused on HP (marketing, technical or sales) and on planning, implementing and evaluating the effectiveness of programs for promoting, selling and supporting HP products and services. Training Technical, Sales or other certification training, taken by the Partner employees to enable Partner's ability to drive demand for HP products and services delivered by a HP authorized trainer. Event Events that are either Partner-led, HP Channel Marketing-led/hosted or 3rd Party hosted. Partner Sales Reward partner or reseller employees or distributors to reseller Incentive with incentives and benefits for selling HP products, solutions and programs. Solution This program aims at offsetting the hours of global system Development integrators' employees spent on developing a solution to be (GSI Partners implemented and sold in conjunction with HP products. Only) Full terms For a complete list of eligible activities including program terms, please refer to MDF Activity Matrix on the HP Partner First Portal. MDF funds and resources are provided on a discretionary basis. 23 Back to contents page Case Program6:19-cv-00362-ADA Guide | Generate Demand Document 16-9 Filed 09/20/19 Page 24 of 47 HP Sales Central Coming for FY18 - A "new" HP Sales Central interface with connections to even more HP tools and platforms supporting the entire "Learn to Earn" sales experience! HP Sales Central offers one-stop, personalized access to the tools and latest, most relevant, sales collateral and resources you need to Access HP Sales make and close a deal. HP Sales Central is the place to go when you Central directly at need collateral, detailed product information, presentations, training, www.hpsalescentral.com marketing materials, comparisons, competitive content, NPI (new product information) and more! Accurate and up-to-date content is delivered by business group and topic category and is available from any device, anywhere, any time. HP Sales Central puts everything at your fingertips. It's the gateway to HP partner sales and marketing tools. Here's a sample of what you'll find: Sales tools: Help-Me-Choose, Custom Product Catalogue Tool, Supplies Compatibility Matrix, comparison reports, sales plays, product/services/solutions/industry resources and competitive information Generate Demand/Marketing tools: Co-Marketing Zone+, HP Social Media Centre, HP Presentation Builder, Product Content Browser and Co-Branded Videos. Also, within each product page- a direct link into HP Asset Hub for additional product marketing content. Training: HP Partner Sales University, certifications, exams and product training in an entirely new experience! Collateral: Brochures, briefs, videos, data sheets, product specifications and images HP Sales Central lets you personalize your experience to meet your unique needs. For example, you can store favorite items, assets and searches, saving them for quick reference in the future in the "My Favorites" area. 24 Back to contents page Case Program6:19-cv-00362-ADA Guide | Generate Demand Document 16-9 Filed 09/20/19 Page 25 of 47 Co-Marketing Zone Plus (CMZ+) Co-Marketing Zone Plus (CMZ+) is a central repository of HP marketing campaign assets and templates that allows you to create and run world-class, customer targeted, customized campaigns. Enhancements to the repository include improved content search, easier repository navigation, and placement of featured campaigns You can access CMZ+ through the HP and training videos on the homepage. Additional popular assets Partner First Portal. available in CMZ+ include: eDMs, posters, print ads, and flash banners. Alternatively you can download by Customize these assets by adding your logo, email, phone number, opening HP Sales Central and clicking website address, and a unique call to action. > Generate Demand > Marketing Central > New! Co-Marketing Zone Plus CMZ+ A full marketing campaign automation platform. One stop shop to generate demand Asset Campaign co-branding Execution HP Co-Marketing Campaign Campaign Lead selection Generation Measure & Report Benefits for Partners • Fully integrated email campaigns • Single sign on authorizes access using the co-branded assets directly • Standardized, modular, connectable from the CMZ+ platform. • Consolidated services • One place, simple search experience 25 Back to contents page Case Program6:19-cv-00362-ADA Guide | Generate Demand Document 16-9 Filed 09/20/19 Page 26 of 47 Increased Visibility New business can come from all directions. That's why HP Partner First enables you to gain incoming sales leads through programs that increase your visibility and value as an authorized HP partner. HP Global Partner Locator Access the HP Each month, HP's website is visited by thousands of potential business Partner Locator customers looking for products, services, and support. The HP HP Partner Locator Global Partner Locator tool helps these potential customers find HP authorized partners that serve their local area. In short, the Partner Locator helps fill your sales pipeline. By simply selecting from available criteria such as "product" or "partner specialization", the tool generates a list of partners. Platinum and Gold partners with relevant specializations are listed first because they're best suited to address the customers' needs. HP Product Syndication Program Enrolling in the program means you can deliver enhanced product experiences to your online customers with virtual product tours and For more information official HP content within expertly designed templates. These exciting Contact your PBM or go to features are designed to increase your add-to-cart conversion rate hp.com/go/syndication and cross-sell opportunities, all free of charge for our partners. Content is available in up to 21 different languages. HP Partner First Insignia With the membership structure for HP Partner First, every partner worldwide can now take advantage of HP insignia, which clearly indicate their status—Silver, Gold, or Platinum. You can add the insignias to your business assets, such as collateral material, further strengthening your connection to the HP brand. Download yours from the HP Partner First Portal today. 26 Back to contents page Case Program6:19-cv-00362-ADA Guide | Generate Demand Document 16-9 Filed 09/20/19 Page 27 of 47 HP Incentive Programs For specific information Innovation and great products are not always enough. That's why HP on eligibility, partner payment supports our partners with a wide range of incentive programs and terms, and claim processes, promotions to help you close the deal. please contact your HP Partner Business Manager, Retail Incentive program types Account Manager or Supplies Partners may choose to participate in the incentive programs and Sales Manager. promotions. Each is tailored to achieve a specific goal and may be short or long-term, focused on different products and services, and available on single SKU's or complete product lines. 27 Back to contents page 7 28 Back to contents page Case Program6:19-cv-00362-ADA Guide | Generate Demand Document 16-9 Filed 09/20/19 Page 29 of 47 Partnering with HP for the Environment It's no secret: sustainability is becoming increasingly important to customers. "Green" or sustainable purchasing standards and local legislation requirements are key factors in business decisions, and sustainability can be a tie breaker for product selection. Current trends are increased demand for eco-labelled products, as a result of the revised EU Public Procurement Directive, and demand for increased transparency regarding social aspects for workers at the hardware production suppliers. Check out the ways HP's products and service are helping your customers save money, reduce their environmental impact, and meet sustainability goals: • Since 2010, the energy consumption of our personal systems Local contacts help you products dropped by 34% on average, for HP LaserJet portfolio use Sustainability as an by 56% on average. advantage • Electronics are made up of many different substances and we work to reduce materials of concern, using an approach to not only prohibit use of certain substances, but to also point to suita- ble alternatives via the GreenScreen methodology • HP is a leader in eco label certified printers and PCs. Eco labels include ENERGY STAR®, EPEAT, Blue Angel, and many others throughout the world. For the majority of products HP publish IT ECO declarations according to international standard. • As part of the business transformation towards Circular Economy, HP together with you as a partner offer service based business models such as MPS and DaaS. These mean lower environmental impact for customers and longer relationships, a win-win. MPS typically results in 40% reductions in energy use and 30% reduc- tion in printing costs. • HP Planet Partners return and recycling program is available in more than 73 countries world-wide, offering customers easy-to use recycling services, where the end customer can get regular customer use reports • Supply chain responsibility programs developed since 2003 and run by HP means that customers using HPs products can be reassured that their products are ethically produced. For example 45,700 workers at supplier factories reached in 2016 through training and empowerment programs. 29 Back to contents page Case Program6:19-cv-00362-ADA Guide | Generate Demand Document 16-9 Filed 09/20/19 Page 30 of 47 So how can you benefit from this? A new training is available to help you become familiar with sustaina- bility features of products and services. The training provides insight into how to best incorporate sustainability into customer meetings and product discussions, addressing common concerns like meeting business goals and reducing environmental impact. The training is available in HP Sales Central > Generate Demand > Sustainability Sales Tools along with a number of tools for direct use with customers, as well as contact details to HP national or regional sustainability contacts. For inquiries and support with tenders there's a helpdesk that can be reached at sustainability@hp.com HP Close Loop Recycling Process When customers return HP cartridges to HP Planet Partners, they all go through a multiphase recycling process and the recycled plastic is used as raw material in new HP cartridges. It's an example of closed- loop process, part of the Circular Economy. 30 Back to contents page Case Program6:19-cv-00362-ADA Guide | HP University Document 16-9 Filed 09/20/19 Page 31 of 47 HP University Access everything you A streamlined approach to enabling our partner need to successfully To ensure you have everything you need to navigate a changing offer the HP portfolio market, HP has launched HP University! in one go-to location As part of the HP transformation journey, you can now access training on what to sell, how to sell and how to market all in one location! You will receive guidance on which courses are applicable to you based on your role and focus area. Together, we will enable your workforce to meet the needs of the future. 31 Back to contents page Case Program6:19-cv-00362-ADA Guide | HP University Document 16-9 Filed APJ Only - HP 09/20/19 Restricted Page - For HP and Channel Partner32 ofUse47 Internal HP University will HP University Structure enable channel partners This new learning experience combines a curriculum of certifications, for success in a changing sales skills training, product training, and marketing training to market prepare partners to offer the HP portfolio. Sales Skills Training • Classroom training • Virtual classroom training • Self-paced online training Product Training • Classroom training • Virtual classroom training • Self-paced online training Certifications • Specializations certifications • Volume certifications • Sales and technical certifications Marketing Training coming soon • Connecting with your customers 32 Back to contents page Case Program6:19-cv-00362-ADA Guide | HP University Document 16-9 Filed 09/20/19 Page 33 of 47 To effectively engage Sales Skills Training Overview with customers, Courses are offered across various formats, including self-paced sales people must online, classroom and virtual classroom training. acquire and continue to develop a diverse set of ROLES ˆ sales competencies ACCOUNT MANAGER INSIDE SALES TECHNICAL CONSULTANT SALES MANAGER OFFERINGS Strategic Solution Selling Introduction to Inside Selling Executive Level Selling CLASSROOM Hunting: New Business Development Storytelling Relationship Mapping VIRTUAL CLASSROOM Creating E ective Communications Meeting and Call Planning Fundamentals of Negotiation Intro to Business Case SELF PACED Development (Online) Creating a Win Strategy Social Selling Financial Acumen for Sales Directly Applicable to role Supplementary to role 33 Back to contents page Case Program6:19-cv-00362-ADA Guide | HP University Document 16-9 Filed 09/20/19 Page 34 of 47 Commercial Partners only Mandatory Volume Certifications HP's certifications and specializations are newly-enhanced to focus not only on just what to sell, but also how to sell. Our certifications are a critical component in equipping you with the essential sales skills and product knowledge to enable you to successfully sell our products and solutions, building your credibility with customers IMPORTANT NOTICE: To help partners create a center of excellence equipped with cutting edge skills and knowledge to position HP products and solutions, Volume Certifications will be a pre-requisite towards maintaining your HP Partner First Platinum, Gold or Silver tier membership throughout FY18. Certification Available Languages English, Simplified Chinese, Selling HP Printing Systems Japanese, Korean English, Simplified Chinese, Selling HP Business PC Portfolio Japanese, Korean English, Simplified Chinese, Selling HP Supplies Japanese, Korean In order to be eligible for HP's rebates and End-User specific special pricing approvals, partners must complete the minimal required number of people to be certified. Partner Tier/Level Required # of People Certified Platinum 3 Gold 2 Silver 1 Upon completing the training module, partners will need to purchase exam vouchers. The certificate will be granted once the partners pass the exam. Voucher pricing may vary based on partner's region or country. Please consult with your HP Partner Business Manager or your Partner Operations Account Manager for further details. 34 Back to contents page Case Program6:19-cv-00362-ADA Guide | HP University Document 16-9 Filed 09/20/19 Page 35 of 47 Taking Certifications and Exams Quick Guide 1 Navigate to: Partner first portal > Training & Certifications > HP University and complete the search criteria based on your needs 2 Click enroll and take your desired course 3 Return to: Partner first portal > Training & Certifications > HP University > search for purchase your exam 35 Back to contents page Case Program6:19-cv-00362-ADA Guide | HP University Document 16-9 Filed 09/20/19 Page 36 of 47 Consultative skills Product Training Overview combined with a deep Courses are offered across various formats, including self-paced knowledge of products online, engaging videos, and easy to access presentations. and solutions is needed to identify opportunities and position value with Certification Type Certification Title the customer Sales Personal Systems Hardware Sales Printing Hardware Generalist Sales Supplies Sales 3D Scan Solutions Sales Device as a Service Sales Mobility Solutions Sales Personal Systems Services Sales Client Virtualization PC Sales Retail Point of Sale Products & Sales Workstations Solutions Technical Thin Client Technical Workstations Sales Managed Print Specialist Select Sales Managed Print Specialist Premier Sales DesignJet Large Format Printing Sales Printing Services Sales DesignJet Graphics Printing Sales DesignJet Technical Printing Print Products Sales Imaging and Printing Fundamentals & Solutions Sales Graphics Printing Sales Document Solutions Technical Document Solutions 36 Back to contents page Case Program6:19-cv-00362-ADA Guide | HP University Document 16-9 Filed 09/20/19 Page 37 of 47 Access to the HP Partner Sales University can be found here via two routes: Access HP Partner First Portal 1. Log in 2. Select the Training & Certification tab 3. Click HP Partner Sales University Or via HP Sales Central: 1. Access HP Sales Central 2. Click your region on the left panel 3. Log in Do you have questions? Then please reach out to partner.training@hp.com 37 Back to contents page Case 6:19-cv-00362-ADA Document 16-9 Filed APJ Only - HP 09/20/19 Restricted Page - For HP and Channel Partner38 ofUse47 Internal 38 Back to contents page 38 Case Program6:19-cv-00362-ADA Guide | Commercial Partners Only Document 16-9 Filed 09/20/19 Page 39 of 47 Commercial Partners only HP Smart Buy HP Smart Buy is the channel program redesigned to make it easier, faster, and more profitable to sell HP's best selling commercial PCs to SMBs. HP Smart Buy Model Main Focus Opportunistic HP Smart Buy Basic HP Smart Buy Predefined set of high velocity SMB HP Smart Buy Special SKUs with aggressive upfront best price and immediate availability "Heat of the market" set of high velocity SMB SKUs priced at market guaranteed availability and volume tier based discounting One time SKU to leverage a unique competitive advantage Programmatic % of Transactional business Opportunistic 15% - 40% 50% - 70% 5% 39 Back to contents page Case Program6:19-cv-00362-ADA Guide | Commercial Partners Only Document 16-9 Filed 09/20/19 Page 40 of 47 Partner Marketing Manager (PMM) A Partner Marketing Manager (PMM) is an HP Channel Marketing resource dedicated to help our top partners to chart out effective partner marketing strategies that align your business priorities with HP and help you generate demand for HP products and services. PMMs help you create marketing plans aligned to HP's objectives and your own, in order to grow your business. The PMM will not only help in creating a Joint Marketing Plan aligned to HP business priorities with your marketing team, but also engage with your team in measuring the return on investment (ROI) against the MDF spend and take feedback from you on the effectiveness of campaigns, and reporting back to the respective HP marketing teams. Examples of actions that the PMM can do for your Company: $ Create a half yearly Budget allocation to run demand Provide ROI on Campaigns and Joint Marketing Plan in generation marketing and sales Marketing activities alignment with your Company campaigns business objectives 40 Back to contents page Case Program6:19-cv-00362-ADA Guide | Commercial Partners Only Document 16-9 Filed 09/20/19 Page 41 of 47 WW channel marketing tiered support Select partners To accelerate time to market, HP channel marketing model is in Check your eligibility alignment with Partner First tiered coverage model with local channel marketing team. HP People (like PMMs) Partner Platinum Distributors Marketing Managers Marketing Services irst Gold (PMM) Agency service Agency HP Co- Marketing rF (MSA) Zone ne Silver (CMZ+) rt Pa Automated Business Unattended Partners The PMM will enable you to maximize ROI from MDF and alliance funding by helping you develop high-return marketing strategies and programs every quarter. The PMM understands how to bring together your marketing resources with HP's to work to strategically identify and penetrate new markets. The PMM will also enable with your CMO & marketing team using HP digital tool repository like Sales Central to download product information. The PMM will be your single point interface on marketing and demand generation with HP. 41 Back to contents page Case Program6:19-cv-00362-ADA Guide | Commercial Partners Only Document 16-9 Filed 09/20/19 Page 42 of 47 Marketing Services Agencies HP is committed to investing and supporting its channel partners in the planning and execution of co-marketing activities to drive demand generation and sales opportunities. As part of this commitment, HP has established a network of global Marketing Services Agencies (MSA) that delivers measurable, effective, integrated co-marketing Learn more campaigns for our partners. MSAs work with you to plan and execute For more information or co-marketing activities and campaigns on your behalf that are co- assistance on the HP MSA funded by HP—and sometimes by the HP partner and/or Alliance program, please contact partner too. your local HP Channel Marketing contact. Our MSAs are selected for their marketing experience, channel To find additional benefits experience, and local knowledge. Many now have long established available to you, visit the relationships with HP and our channel partners. They are fully trained HP Partner First Portal or and briefed on HP's marketing campaigns and branding guidelines. contact your HP Partner Business Manager. How the MSA Process Works 1. Fund HP allocates funds for MSA 1 program for specific partner(s) for planning 2. Engage 8 2 MSA engages with partner to plan demand generation campaigns / activities 3. Submit MSA submits activities and request for activity approval to HP 4. Review 7 MSA 3 HP reviews activity and approves PROCESS funding request 5. Execute MSA executes activities as planned 6. Claim MSA claims MDF from HP, and contribution from partner 7. Report 6 4 MSA provides reporting metrics back to HP for ROI review 8. Strengthen 5 Collaboration with our partners strengthens and ROI maximized 42 Back to contents page Case Program6:19-cv-00362-ADA Guide | Commercial Partners Only Document 16-9 Filed 09/20/19 Page 43 of 47 Special Pricing For specific information Partners can apply Special Pricing in several forms. It can be an programs and eligibility upfront discount, a rebate, or a combination of upfront discount contact your HP Partner and rebate as determined by HP. Special Pricing can help you stay Business Manager. competitive in the marketplace and win deals. Smart Quote Partner First Platinum/Gold/Silver Partners with active "standard" contract signed with HP have access to Smart Quote. These partners self-service using a web-based tool via the HP Partner First Portal to submit special pricing requests for a specific customer deals without going through sales team. Smart Quote can be accessed from Partner First Portal for Australia, New Zealand, Singapore, Malaysia, Philippines, Thailand, Indonesia. Korea, Hong Kong, Taiwan and India. For countries not using Smart Quote, partner will request special pricing via a request form or they can contact the assigned sales team. Standard Pricing Viewer Available to all HP Partner First members, the Standard Pricing Viewer provides a single source for near real-time pricing and product lifecycle status, eliminating the need to search multiple sites. • Provides contract-based, List and Purchase (standard discount) Pricing, specific to the partner • Contains the partner's contractual discount (PA discount) and exhibit numbers • Enables customized pricing and product queries by specific product, product line, or for the entire contract. Partners can also subscribe for pricing information. 43 Back to contents page Case Program6:19-cv-00362-ADA Guide | Supplies Partners Only Document 16-9 Filed 09/20/19 Page 44 of 47 Supplies Partners only Partnering with HP for Growth Access and Support Sales Reporting Please contact your HP HP places great value in partnership with reseller partners contributing Country Sales Ops team for significantly towards HP's business revenue. Visibility of partner's further information business are critical component towards fine-tuning of collaborative and consultation. sales effort. Having partners' provide accurate sell-in, sell-out (sales), and inventory information, HP can help partners manage towards specific business objective. The information provided/reported will be the basis of partner benefits, including incentive programs, claims and rebates. e-Commerce and e-Marketplace Partners having an ecommerce site must ensure that HP's product and Original Supplies displayed follows HP brand guidelines and messaging. Online playbooks are available as guidance and HP digital assets help partners go grow their online business. Partners operating a storefront on any e-Marketplace must ensure that HP's product and Original Supplies displayed follow brand guidelines and messaging with images of only HP Original product and Supplies displayed. 44 Back to contents page Case Program6:19-cv-00362-ADA Guide | Next Steps Document 16-9 Filed 09/20/19 Page 45 of 47 Next Steps Take the Next Step Learn more at the HP Partner First Portal The Portal provides anytime access from desktop or mobile devices to HP product, program, pricing, and training information, plus access to the compensation, incentive offers, marketing, and sales support tools. Visit partner.hp.com to learn more. HP Partner First Portal partner.hp.com 45 Back to contents page Case Program6:19-cv-00362-ADA Guide | Next Steps Document 16-9 Filed 09/20/19 Page 46 of 47 Key Dates Please note that all program changes outlined in this and other documents, including the new membership framework, compensation model, and certification requirements, are effective beginning 01 November 2017, unless otherwise stated. For changes specific to your region, including detailed HP Partner First Program FY18 Terms, please visit the HP Partner First Portal or contact your HP Partner Business Manager. 46 Back to contents page Case 6:19-cv-00362-ADA HP Partner First Program Guide Document 16-9 Filed 09/20/19 Page 47 of 47 Channel News Be on the lookout for the HP Partner First e-news alerts and get the channel news you need, when you need it. These news alerts provide a more customizable way for you to receive the HP channel news most important to you. Be sure to click on the 'Profile' link in the e-news alert to further customize the news you want to receive from HP. Further Support Should you need any additional assistance please use the 'Get Support' tool which can be found on the HP Partner First Portal. Channel partners have the option to increase the customer monthly payment and be compensated for the uplift increment. 1. Uplift guidelines vary by region and finance agreement. 2. HPFS Channel reward program, formerly known as the Channel Assistance Fee (CAF) varies by region and finance agreement. Please contact your HPFS channel representative for more information on partner eligibility for incentive payments. 3. Source: GfK Green Gauge Global 2013 Fact Book. 4. Compared to 2010 levels. © Copyright 2017 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein. Android™ is a trademark of Google Inc. Apple, iPad, and iPhone are trademarks of Apple Inc., registered in the United States and other countries. 2017 HP Restricted. This document contains confidential and/or legally privileged information. It is intended for HP and Channel Partner Internal Use only. If you are not an intended recipient as identified on the front cover of this document, you are strictly prohibited from reviewing, redistributing, disseminating, or in any other way using or relying on the contents of this document. November 2017 Back to contents page