HP Institute: Developing tomorrow’s IT workforce today

1. HP Institute: Developing tomorrow’s IT workforce today

2. Discussion topics • HP Institute program overview • Best Practices with HP Institute: Prodigy Learning • Update on HP Institute • Development update • Educator readiness plan • Q&A

3. The HP Institute Program

4. IT capability gap Data, transactions, and customer interactions are increasing exponentially GAP IT capability to leverage technology for business differentiation IT capability to leverage technology for business differentiation 2005 Mankind created 150 exabytes of digital data1 2010 Created 8x more data1 2013 Mobile apps download > 21B2 2014 130M Enterprise users in mobile cloud3 2020 2T devices connect to the Internet4 1. “The data deluge: Businesses, governments and society are only starting to tap its vast potential,” The Economist, Feb. 25, 2010. http://www.economist.com/node/15579717 2. “Dataquest Insight: Application Stores; The Revenue Opportunity Beyond the Hype,” Stephanie Baghdassarian, Carolina Milanesi; 16 December 2009. 3. Juniper Research. http://www.juniperresearch.com/viewpressrelease.php?id=210&pr=181 4. “The Difference Engine: Chattering Objects,” The Economist, Aug. 13, 2010. http://www.economist.com/node/21009505

5. IT expertise gap—the new skill profile End-to-end technology expertise Develop integrated cross-platform, multi-technology solutions Hands-on experience Direct experience with cutting-edge technologies that create business differentiation Business context awareness Translate business objectives into technology strategies that increase business ROI

6. IT expertise gap—demographics of expertise A few thousand IT professionals with 10–20 years of experience Career professionals Thousands of IT professional with 2–10 years of experience Many thousands of students in technology fields and adult reskilling Total addressable population Depth of expertise Academic students Millions of hobbyists, information workers, and students Billions of people new to technology

7. HP Institute offerings For students and professionals who want to excel in their careers IT career path • Cloud • Cloud essentials • Choosing between onsite, hosted, and cloud services • Cross-technology virtualization • Cross-technology integration • Business acumen for IT leaders HP ATA Certification • Connected devices • Designing and deploying multidevice solutions (PC, laptop, mobile device, and virtual clients) • Client security, management • Consuming hosted , cloud applications • Networks • Designing and deploying wired and wireless networking solutions • Virtual networking • Network security and management • Servers & storage • Designing and deploying server and storage solutions • Optimizing applications • Security and management Based on industry standards, powered by HP

8. HP Institute complete learning solution All educational elements available through Certiport • Books • Bridge curriculum • Semester courseware • HP Remote Labs • Practice tests • Certification exam • Certiport will provide all pieces of the learning program • Learning solution includes licenses and voucher opportunities for universities and schools • Not targeted to commercial centers but they are not excluded from the offering • Localizations of materials will be expected and based upon business case

9. HP Institute Value proposition Students/professionals • Higher job and earning potential through industry-recognized certification and practical experience with state-of-the-art HP and industry-standard technologies Academic institutions and educators • Easy to build, deliver, and differentiate technology education offerings through a simple and affordable suite of technology learning products that provide relevant and practical skills that employers are looking for • HP Sales (&HP channel sales): • A door opener to new education sector customers • Competitive advantage and a value add to proposals • HP enhancing the core business of the education establishment • Creation of a long term, strategic partnerships whilst blocking the entry from the competition Business and industry (HP customers and partners) • Continuous availability of talent that has precisely the skill and expertise that IT and business leaders need to achieve their business objectives

10. hp institute Go to market best practise Andrew Flood Prodigy Learning andrew.flood@prodigysolutions.com Craig Bewley Prodigy Learning craig.bewley@prodigysolutions.com

11. UK launch with picture(s) to be added here

12. Key Benefits - Customer Meets IT Skills Shortage Only Cloud Computing Qualification Revenue Generator Remote Labs / Practice Experience Easy to Set Up & Deliver

13. Key Benefits - HP Sales Team Competitive Advantage v Cisco Door Opener to New Customers Value Add to Tenders / Proposals Enables Long-Term Strategic Partnerships

14. Program Update

15. HP Institute Development Roadmap Exams, practice tests and bridge curriculum for all 4 certifications available now Semester courseware available for Connected Devices and Networks available now Remote lab for Networks available in July (does not apply for Connected Devices) All remaining elements for Servers & Storage and Cloud available prior to spring semester Exams, practice tests for Connected Devices and Networking available in Dutch (all remaining products to remain in English)

16. Delivery Beginning in August HP Certified Educator (HPCE) Program Professional development for academic educators, professors, instructors Requirements: • No application fee • HP ATA certified for each course they will deliver • Valid teacher’s credential or instructor certification • Complete “Train the Trainer” requirements • Includes content review and virtual lab delivery instruction • Virtual TTTs will be provided by Certiport and HP (live and recorded) • Face-to-face TTTs will be provided by Certiport partners at a cost • Instructional quality • Student pass rates and quality feedback Benefits: • Certification/Certificate • Access to HP Educator Portal • Instructor materials • Forums staffed by HP Institute team and SMEs • Access to optional or extra instructional material for use in their classroom

17. HP Institute sales methodology 1 2 3 4 5 6 • Demand Generation • Build relationships • Drive awareness • Proposal • Identify customer needs • Propose solution • Identify risks or concerns • Consideration • Content evaluation • Exam experience • Lab experience • Resolve concerns • Close • Size license • Negotiate pricing • Implemen-tation • Instructor certification& onboarding • Test center setup • Lab scheduling • Evaluation • Student volume • Instructor experience • Student experience • Pass rates Phase HP & Certiport Confidential

18. Call to Action A clear “Win-Win “when both Certiport’s channel partners and HP sales/partners refer each other to the educational establishments HP Institute 30/30 Promo • 30 HP ATA Exams • 30 HP ATA Practice Exams • Free Sample Courseware • 30 Days Trial • www.certiport.com/hp30 More information, please visit: www.hp.com/go/institute • Prioritized market segments: • IT Vocational/Technical Schools (public/profit) • Community colleges (FE College) with IT tracks (public/profit) • Adult education, apprenticeship, and retraining sector (workforce development) (public) • Universities (public/profit) • Advanced Secondary Education (CTE) (public) • Low Hanging Fruit: • Current testing center customers that host IT programs • HP strategic university relationships • Cisco academies • Instructor networks

19. Q&A

20. HP ATA Program customizablelearning program Customizable program to meet academic objectives Pricing may vary by region and solution configuration. US Higher Ed pricing shown.

21. Academic certification program positioning HP ATA CCNA Employer Expectations CCENT A+ Storage+ Server+ Network+ Cloud+ Technology Domain

22. HP Institute FAQs • Q. Is the content specific to HP hardware and software or is it skills development focused? • The program objective is to provide career skills that graduates can leverage regardless of equipment brand. Practical experience and examples are provided via HP solutions so some HP specifics are unavoidable. The content is balanced between HP specific and broad applicability to maximize value to the students. • Q. How can I train my faculty to offer HP Institute’s courses • A. HP and Certiport will develop a strategy with you using the HPCE program to certify your professors. • Q. How much does it cost to establish an HP Institute in my University? • A. It depends on region, lab facilities location (on-site or virtual), number of courses offered per semester and other variables. • Q. Is there a minimum/maximum number of courses that we have to commit to offer every semester? • A. No. • Q. How much do I charge for HP Institute courses/certifications? • A. The University decides. • Q. Will there be other HP Institutes in my country, region? • A. This is not an exclusive program. However, HP is looking for lead institutions to partner with and there will be strategic benefits to coming on board first.

23. Who should certify? HP ATA prepares students for employment in these important IT job roles: • Cloud specialists • IT administrators • Network administrators • PC client architects • Systems engineers • Server administrators • Solution architects • Storage architects • Support technicians

24. HP ATA—Connected Devices Designing and deploying connected device solutions • Given customer business requirements, design a multidevice, connected client solution incorporating PCs, tablets, and/or mobile internet clients in a small and medium business environment • Install and configure connected client solutions • Administer and troubleshoot connected client solutions Prerequisite for HP ATA – Cloud certification

25. HP ATA—Networks Designing and deploying network solutions • Given customer business requirements, design a wired and wireless network solution in a small and medium business environment • Install and configure wired and wireless network solutions • Perform administrative, operational, and network management tasks • Prerequisite for HP ATA – Cloud certification

26. HP ATA—Servers and Storage Designing and deploying servers and storage solutions • Given customer business requirements, design a server and storage solution in a small and medium business environment • Plan and design HP and industry-standard server and storage solutions • Install and configure HP and industry-standard server and storage solutions, including server OS and management software • Prerequisite for HP ATA – Cloud certification

27. HP ATA—Cloud Designing and deploying cloud solutions • Given customer business requirements, design end-to-end IT solutions that include onsite, hosted, and cloud based solutions in a small and medium business environment • Identify and describe industry-standard cloud and virtualization technologies and their implications for customer needs • Install and configure end-to-end IT solutions • Administer and manage end-to-end IT solutions

28. HP ATA Program Country Business Plan • Investigate and document overall market opportunity • Identify and prioritize key target customers • Establish sales commitments • Identify investment requirements • Identify courseware localization partner (Certiport partner or 3rd party agency) • Marketing plan • Work with Eldon to develop Opportunity Assessment (OA) • Perform ROI analysis

29. “HP Institute” launch steps

30. Thank you