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WW SPO “AE for the Channel” Program

WW SPO “AE for the Channel” Program. Wardley. Program Outline.

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WW SPO “AE for the Channel” Program

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  1. WW SPO “AE for the Channel” Program Wardley

  2. Program Outline The following text is a draft for positioning purposes and is likely to change as WW SPO engages and gains agreement with and from WW AE as to how it would like to deploy AE into the indirect channel at large.AE is a high profile customer engagement and marketing program. The customer engagement aspect is being driven out of the AE organization directly. It seeks to engage directly with up to 50 or so “selected” customers. This aspect of the program has no leverage for SPO or channel partners and there is no role for this aspect of the AE program for indirect channel partners or SPO.The AE marketing program however has potential for indirect channel partner because AE represents the over-arching message for HP in the computer systems space. Currently each of the regions is implementing their own model and plan for AE and the channel. The role of WW SPO will be to: - Leverage individual regional efforts across all regions, whilst gaining coverage and buy in from the WW AE Team for those program element - Ensure that the WW AE program office incorporates SPO and partner business requirements into their program planning and deliverables. - Ensure SPO is executing against the agreed AE plans through partnersSimply put, purposes of this program is to enable partners to be a complementary player and use the AE story to augmenting HP’s offerings with their own skills, and create new opportunities from within their user base. HP Confidential

  3. Program Definitions Following is a discussion of the two definitions that will be used to define the scope of the WW SPO AE Channel Program Customer selection and engagement is being driven out of the AE organization directly. It seeks to engage directly with 50 or so “selected” customers. This aspect of the program is a hi-value complex Business IT re-engineering to evolution towards an adaptive and agile enterprise. This has no leverage for SPO or channel partners and there is no role in this aspect of the AE program for indirect channel partners. AE Program (Business IT Re-engineering) • Customer selection and engagement is driven by regional marketing and local sales teams. • Enterprise and Public Services HP customers are “communicated” to with the AE messaging. • HP sales and channel partners can describe the AE concept and value proposition to customers to differentiate HP from competitive • HP sales and partners can sell existing HP solution in the context of AE if it offers an incremental step to the customer having a more adaptive IT infrastructure and hence adaptive enterprise • Examples of adaptive technologies might be server, storage, application or execution environment virtualization. • Examples of adaptive solutions might be VSE or MCServiceGuard AE Messaging (marketing of existing and new transaction orientation products, services and solutions using the AE concept) HP Confidential

  4. Program Scope Channel partners have a role to play in Enterprise, PS and SMB. The specific role will be defined per region • AM • EMEA • APJ AE Program (Business IT Re-engineering) Large Selected “Corporate” Customers ~ 50 HP Sales Channel Partners AE Messaging (marketing of existing and new transaction orientation products, services and solutions using the AE concept) Enterprise Segment Public Sectors HP Confidential

  5. Business Requirements Following is a list and the current positions proposed or agreed HP Confidential

  6. Governance • WW SPO AE Program: • Ensure alignment with WW AE Marketing direction and programs teams for program outline • Ensure alignment with regional execution between CSG and SPO. (No regional implementations of AE… single standards; no AM program) • SPO and AE Executive Management Review of program scope and objectives. • As required by executive management • SPO 1st and 2nd level management review of program execution to an agreed program plan and milestones. • Monthly Review • SPO and Regional SPO AE program team deployment to an agreed and execution plan and milestones. • Weekly Review. HP Confidential

  7. Program Wrap-up • Post-mortem : • Impact: • Number of trainers trained by SPO regional teams • Number of Partners trained by SPO regional teams • Number of training classes run for partners and the geographic reach of the classes • Number of partner road shows that include AE content from WW directly or indirectly • Qualitative value assessed by regional SPO leads of program execution and contribution to revenue goals • Key learning's from current program • Recommendation for future attack programs HP Confidential

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