FY15 US PPS Public Sector Harvest Programs (sneak-peek)

1. FY15 US PPS Public Sector Harvest Programs(sneak-peek) Rob Durrant Public Sector Area Manager October 23, 2014

2. Programs

3. PPS Public Sector-Channel Update Agenda • FY14 Program Review • FY15 Program Preview • Diversity Partner and PS Network Partner • PPS PS Channel Org

4. 2014 Public Sector Programs Review THANK YOU!

5. 2015 Public Sector Programs PreviewNote: Programs Work in Progress Join Official Launch November 13, 2014*

6. 2015 Public Sector Programs PreviewNote: Programs Work in Progress

7. 2015 Public Sector Programs PreviewNote: Programs Work in Progress Target Deal Registration • 3%-7% Indirect Incentive for sales into SLED Target accounts • ~1000 Focused SLED Target Accounts • New! Look back and Big Deal pricing requirements waived on Agent New Business (ANB) benefits on Target accounts in direct only contract states (NY, PA, VA, IN, AZ, NV, CT, MN, HI, KS, NE, NM, ME, IA, ID, RI, WY, ND) • New!IPG participation in Agent New Business (ANB)

8. 2015 Public Sector Programs PreviewNote: Programs Work in Progress • Sales Activity SPIFs via Blue Carpet • IPG Unit Spiffs paid to partner sales reps on selected SKU’s via Blue Carpet • Continued Incentives via Blue Carpet for incremental HP Trainings Completed

9. 2015 Public Sector Programs PreviewNote: Programs Work in Progress • Demo Rebates • Incremental demo allowance above and beyond P1 allowance • PSG Demo Rebate: Open To HP Platinum, Gold & FY14 PS Network Partner • 60% off selected PC Smart Buy sku’s • IPG Demo Rebate: Open to all eligible HP Partners • Standard discount is 25% off, standard discount on Officejet Pro X and Officejet Enterprise X is 75% • Selected strategic LaserJet sku’s will be at 50% off

10. 2015 Public Sector Programs PreviewNote: Programs Work in Progress • Pricing • New!Microsoft Shape the Future Smart Buys for Public K-12 Education • IPG and PSG 1 to many preapproved big deal pricing • (Big Deal Acceleration, FED Flip, StF) • OJ Pro /OJ Pro X-Buy One Get One &Buy Two Get One offers – Ends 12/31 • Print Acquisition Bid Desk • (accelerated speed to price for Target Accounts) • EDU Rebate

11. Public Sector Partner Network Requirements • Current Requirements: • Must be a PartnerOne Business Development Partner in good standing • Must currently hold at least one public sector (SLED/FED) or equivalent • Must sell $3,000,000 worth of HP products through the agent tool or through the resale motion into Public Sector • Must complete Public Sector training (training to be developed and posted) • Must have public sector website with HP listed • Must have a minimum of 3 sales reps dedicated to public sector • Provide Business Plan (template available on HP Partner Portal) • New Requirements: • Must be a PartnerOnePartner in good standing • A minimum of $500,000 in HP Public Sector revenue per HP fiscal year • Must complete Public Sector training when/if required by HP (e-Rate) • Have at least 3 reps dedicated to Public Sector sales • Content dedicated to Public Sector on Partner company website with HP listed as a partner • An approved Public Sector Partner Network Program application, including an HP sponsor (PBM, PSAM, GM, etc.)

12. Public Sector Partner Network Benefits • Current Benefits: • Demonstration Equipment Accelerator funds • Public Sector Specific Program participation • (i.e. Indirect Fulfillment Program) • Priority consideration for special pricing • Reseller to Reseller Exception fast track • Consideration for Initiative Based MDF • Market specific events • Quarterly webinars • U.S. Partner Locator listing • New Benefits: • Demo Equipment accelerators per fiscal quarter • Preferential consideration Initiative-based Market Development Funds • Priority consideration for special pricing • Reseller to Reseller Exception fast track • Targeted Public Sector promotions, incentives and campaigns, including Harvest Season promotions • Partner Locator listing • Public Sector focused webinars & communications • Consideration for Public Sector Navigator Program • Preferential consideration for Indirect Fulfillment Program participation* • *Consideration only when Program, contract and state requirements are met. Program participation is not guaranteed.

13. Diversity Partner Network Effective November 1, 2014 • Program Requirements: The HP Partner Diversity Network offers opportunities and benefits to diversity businesses in the US that meet the following criteria: • Must be a U.S. Diversity business • Small and large U.S. businesses that are minority-, woman-, veteran-, service disabled veteran-owned and or located in a HUBZone (Historically Under-Utilized Business Zone). • In the U.S., all small businesses must be currently registered with, or if classified as “8(a) disadvantaged” and or “Small HUBZone” must be currently certified by, the U.S. Small Business Administration (SBA). • HP also requires that the principal owner of the business be a U.S. citizen. • Are an HP Authorized Partner (Business Partner membership level or above) in good standing • Add value to HP products and solutions • Program Benefits: • The key benefits of joining the HP Diversity Partner Network include eligibility or consideration for: • Demonstration Equipment accelerators • Reseller to Reseller Exception fast track • Initiative-Based Market Development Funds • HP Global Diversity events • Partner Locator listing • Consideration for Indirect Fulfillment Program participation* *Consideration only when Program, contract and state requirements are met. Program participation is not guaranteed.

14. PS Channel Organization

15. PPS US Channel SalesPublic Sector Javier Lescano US Public Sector Susan Garland Executive Assistant Sales Development Channel Engagement Allison Doan National Sales Manager PPS SLED Channel Jane Lowe Liza Swift – Pacific West Sales Development Indirect Contracts John Stewart Sue DeFriest – Northeast Marc Friedhoff – South Central Sales Development Distribution Vicki Charlton Dave Schaffer - Great Lakes Rob Durrant – Mountain West Kamran Jahadi – Mid-Atlantic Federal Partner Sales Kevin O’Bruba Shawn Schaffner – Southeast Federal Partner Sales Ralph Link

16. SLED PPS FY14 District Managers & Partner Sales Area Managers GREAT LAKES Mark Zenor Mike Messier NORTHEAST Rich Gaffney Mike Patrick David Schaffer 309-383-4868 Sue DeFriest 631-547-0291 MID-ATLANTIC Leon Hobson Jesse Dunaway PACIFIC WEST Rick Blake Ryan Magers Kamran Jahadi 804-677-7724 Liza Swift 510-654-4436 SOUTHEAST Bryan Martin Mike Lopez MOUNTAIN WEST Joe Fascilla Ed Pena SOUTH CENTRAL Laurie Ledford Cheryl Atma Shawn Schaffner 407-256-3453 Rob Durrant 704-728-1382 Marc Friedhoff 281 433 6999 Jane Lowe, National Manager 239-936-4829

17. Thank you

18. Backup

19. Indirect Fulfillment Contracts * note: Texas DIR and NC 204D printer contract included in total states

20. Contract Opportunity Detail

21. Indirect Subcontractor Fulfillment State Participation Indirect program active In discussions with State for 2014 State will not allow WA ME MT ND VT MN NH OR NY MA(2) WI ID SD CT RI MI WY NJ PA IA NE OH MD NV DE IN IL UT WV VA CO CA KS KY DC MO NC * TN(1) OK SC AZ AR NM GA * AL MS LA TX * AK FL • *non-WSCA Contract • (1) TN - storage only, • (2) MA - printers only, possible expansion to PSG and ESSN HI 21