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Text File  |  1992-12-07  |  17KB  |  317 lines
  1. TABLE OF CONTENTS
  2. -----------------
  3.  
  4. VAC Customer Slide Pitch
  5.  
  6.                                                            Date of Last
  7. File           Slide Description                               Revision
  8. -----------------------------------------------------------------------
  9.  
  10. VAC-A01.GAL    HP Channel Partner Programs--                       8/92
  11.                Channels of Distinction
  12. VAC-A02.GAL    HP's Programs for HP Channel Partners--
  13.                outlines the six main presentation topics           9/92
  14. Introduction:
  15. VAC-B01.GAL    Introduction--Secton B header that lists            9/92
  16.                the four section topics
  17. VAC-B02.GAL    A Program for Success--states what                 10/92
  18.                Channel Partners expect from a channel
  19.                program and declares that HP is the
  20.                easiest company with which to
  21.                do business
  22. VAC-B03.GAL    Channels Terminology Comparisons--                  8/92
  23.                contrasts ISV, VAR, CWR, OEM, and other
  24.                HP terminology with IBM, DEC, and Sun
  25. VAC-B04.GAL    Channels Terminology Comparisons (cont.)--         10/92
  26.                continuation of previous chart
  27. VAC-B05.GAL    HP Channel Partner Definitions--                    9/92
  28.                overview of HP Channel Partners to ensure
  29.                the audience understands the various
  30.                types of partnerships HP offers; defines
  31.                ISV, conversion specialist, VAR, SI,
  32.                and OEM
  33. VAC-B06.GAL    HP Channel Partner Definitions (cont.)--           10/92
  34.                continuation of previous chart; defines
  35.                CWR, distributor, DAR, and master VAR
  36. VAC-B07.GAL    What You Get as an HP Channel Partner--            10/92
  37.                reassures potential Channel Partner that
  38.                it has made the right choice in
  39.                selecting HP
  40. Commitment:
  41. VAC-C01.GAL    HP's Commitment to Channel Partners--               8/92
  42.                Section C header that lists the three
  43.                section topics
  44. VAC-C02.GAL    HP Business Positioning--quote from                10/92
  45.                Franz Nawratil that espouses
  46.                channel diversity
  47. VAC-C03.GAL    HP Business Positioning (cont.)--Lew               10/92
  48.                Platt's quote from July 1992 Uniform
  49.                Monthly magazine interview that states
  50.                an anticipated indirect channels growth
  51. VAC-C04.GAL    Indirect Channels Strategic Focus--                10/92
  52.                VAC Marketing Center's mission for
  53.                developing and delivering
  54.                channel programs
  55. VAC-C05.GAL    HP Computer Systems Organization's                 10/92
  56.                Channels Strategy--defines HP's
  57.                strategy of selling through direct and
  58.                indirect channels
  59. VAC-C06.GAL    HP's Indirect Channels Structure--                 10/92
  60.                outlines HP's commitment to indirect
  61.                channels through the teaming efforts
  62.                of VMC, field sales, and
  63.                sponsoring entity
  64. VAC-C07.GAL    HP's Sales Force Deployment--shows                 10/92
  65.                industry/account and geographic (red
  66.                and blue) SRs working in tandem with all
  67.                types of Channel Partners and their
  68.                management through Channel Partner
  69.                account managers (green)
  70. VAC-C08.GAL    HP's Account & Channel Strategy--overall           10/92
  71.                graphic of red and blue SRs teaming with
  72.                Channel Partners targeting assigned and
  73.                geographic accounts
  74. VAC-C09.GAL    HP's Success Depends on Yours--pie chart           10/92
  75.                of 1991 CSO worldwide sales by direct and
  76.                indirect channels
  77. VAC-C10.GAL    HP's Success Depends on Yours (cont.)--            10/92
  78.                pie charts of 1991 and projected 1996
  79.                CSO worldwide sales by direct and
  80.                indirect channels
  81. VAC-C11.GAL    HP Rated #1 of Major Computer Vendors--            10/92
  82.                bar chart of 1988-92 ratings of HP, DEC,
  83.                IBM, and Sun as reported by
  84.                VARBUSINESS magazine
  85. VAC-C12.GAL    1992 VARBUSINESS Survey--lists categories          10/92
  86.                in which HP rated #1 in VARBUSINESS'
  87.                annual Channel Partner survey
  88. VAC-C13.GAL    Why Choose HP?--1991 quote in which                10/92
  89.                VARBUSINESS magazine praises HP's
  90.                products, management, and understanding
  91.                of indirect channel marketing
  92. Infrastructure:
  93. VAC-D01.GAL    HP's Infrastructure for Channel Partner            10/92
  94.                Support--Section D header that lists the
  95.                four section discussion topics
  96. VAC-D02.GAL    HP Organizations & Functions--graphic              10/92
  97.                that depicts the teamwork between VAC,
  98.                sales, and sponsoring entities
  99. VAC-D03.GAL    CSO/Americas--Manuel Diaz's org chart              10/92
  100.                with industry alignments under Sudkamp,
  101.                Tartaglia, and Stringer
  102. VAC-D04.GAL    CSO/Americas--Geography--Clark Straw's             10/92
  103.                org chart with industry alignment
  104.                under Cavell
  105. VAC-D04A.GAL   CSO/Americas--Industry Sales/Discrete              10/92
  106.                Manufacturing--Bob Sudkamp's org chart
  107.                for discrete manufacturing
  108. VAC-D04B.GAL   CSO/Americas--Industry Sales/Process               10/92
  109.                Manufacturing & Financial Services--
  110.                Jerry Tartaglia's org chart for process
  111.                manufacturing and financial services
  112. VAC-D04C.GAL   CSO/Americas--Industry Sales/Telecom--             10/92
  113.                Bob Stringer's org chart for telecom
  114. VAC-D13.GAL    Target Industries--Americas Industry               10/92
  115.                Marketing group's target industries
  116.                as they relate to the field organizations
  117.               (Sudkamp, Tartaglia, Stringer, Cavell)
  118. VAC-D05.GAL    INSERT FIELD ORG CHART HERE--anchor slide           9/92
  119.                for placement of detailed field org charts
  120. VAC-D07.GAL    Channel Partner Account Manager--lists             10/92
  121.                functions of the green SR for his/her
  122.                Channel Partner
  123. VAC-D08.GAL    CSO/Americas Channels Program--Alan                10/92
  124.                Nonnenberg's org chart with VMC programs
  125.                under appropriate managers
  126. VAC-D09.GAL    VAC Marketing Center--lists VMC functions           9/92
  127. VAC-D10.GAL    Computer Systems Organization--generic             10/92
  128.                org chart of a CSO group to illustrate 
  129.                sponsoring entity support within
  130.                divisions (i.e., WSG, CSY, GSY)
  131. VAC-D11.GAL    Sponsoring Entity--lists sponsoring                10/92
  132.                entities' functions regardless of their
  133.                locations, WSG, CSY, GSY, or Americas
  134.                Industry Marketing group
  135. VAC-D14.GAL    Target Industries--GSY--                            8/92
  136.                GSY's target industries
  137. VAC-D15.GAL    Target Industries--CSY--                            8/92
  138.                CSY's target industries
  139. VAC-D16.GAL    Target Applications--WSG's target                  8/92
  140.                applications for workstations
  141. VAC-D17.GAL    HP's Industry Marketing Presentation--             8/92
  142.                anchor slide to be replaced with
  143.                industry program pitch
  144. Flexible Relationship:
  145. VAC-E01.GAL    Flexible Channel Partner Relationships--           9/92
  146.                Section E header that lists the five
  147.                section discussion topics
  148. VAC-E02.GAL    HP Channel Partner Partnership                    10/92
  149.                Strategy--describes criteria HP uses to
  150.                recruit Channel Partners
  151. VAC-E03.GAL    Types of HP Channel Partners--Channel              9/92
  152.                Partner matrix
  153. VAC-E04.GAL    Leveraging Channel Partners--defines               9/92
  154.                ISVs, non-reselling SIs, and
  155.                conversion specialists
  156. VAC-E05.GAL    Reselling Channel Partners--defines                9/92
  157.                VARs, reselling SIs, OEMs, and
  158.                independent CWRs
  159. VAC-E06.GAL    Two-Tier Reselling Channel Partners--             10/92
  160.                CWRs--defines first- and 
  161.                second-tier CWRs
  162. VAC-E07.GAL    Two-Tier Reselling Channel Partners--              9/92
  163.                Distributors--defines distributors
  164.                and DARs
  165. VAC-E08.GAL    Two-Tier Reselling Channel Partners--              9/92
  166.                Master VARs--defines master VARs
  167.                and DARs
  168. VAC-E09.GAL    CSO Two-Tier Channel Partners--matrix of          10/92
  169.                distributors, CWRs, and master VARs and
  170.                the CSO products they sell
  171. Financial Incentive:
  172. VAC-F01.GAL    Financial Highlights--Section F header             9/92
  173.                that lists the types of financial
  174.                incentives HP offers Channel Partners
  175. VAC-F02.GAL    Financial Highlights--ISVs--                      10/92
  176.                ISV financial incentives
  177. VAC-F03.GAL    Financial Highlights--Conversion                   9/92
  178.                Specialists--conversion specialist
  179.                financial incentives
  180. VAC-F04.GAL    Financial Highlights--VARs--                      10/92
  181.                VAR financial incentives
  182. VAC-F05.GAL    Financial Highlights--SIs--                       10/92
  183.                SI financial incentives
  184. VAC-F06.GAL    Financial Highlights--OEMs--                      10/92
  185.                OEM financial incentives
  186. VAC-F07.GAL    Financial Highlights--Franchisors                 10/92
  187.                franchisor financial incentives
  188. VAC-F08.GAL    Financial Highlights--Distributors                10/92
  189.                distributor financial incentives
  190. VAC-F10.GAL    HP Channels Qualification Criteria--               9/92
  191.                header that indicates the next Section F
  192.                slides will discuss terms and conditions
  193.               (Ts & Cs) for each Channel Partner
  194. VAC-F11.GAL    ISV--HP's Ts & Cs that qualify an ISV to           9/92
  195.                become a Channel Partner
  196. VAC-F12.GAL    Conversion Specialist--HP's Ts & Cs that           9/92
  197.                qualify a software vendor to become a
  198.                Channel Partner
  199. VAC-F13.GAL    VAR Channel--HP's Ts & Cs that qualify a          10/92
  200.                reseller to become a Channel Partner
  201. VAC-F14.GAL    Systems Integrator Channel--HP's Ts & Cs           9/92
  202.                that qualify a SI to become a
  203.                Channel Partner
  204. VAC-F15.GAL    OEM Channel--HP's Ts & Cs that qualify a           9/92
  205.                reseller to become a Channel Partner
  206. VAC-F16.GAL    Franchisor Channel--HP's Ts & Cs that              9/92
  207.                qualify a reseller to become a
  208.                Channel Partner
  209. VAC-F17.GAL    Certified Workstation Reseller Channel--           9/92
  210.                HP's Ts & Cs that qualify a reseller to
  211.                become a Channel Partner
  212. VAC-F18.GAL    Distributor Channel--HP's Ts & Cs that            10/92
  213.                qualify a reseller to become a
  214.                Channel Partner
  215. VAC-F19.GAL    DAR Channel--HP's Ts & Cs that qualify a           9/92
  216.                reseller to become a Channel Partner
  217. VAC-F20.GAL    VAR to DAR Conversion--lists programs             10/92
  218.                and requirements that impact a VAR when
  219.                it switches to DAR status
  220. VAC-F21.GAL    VAR to DAR Benefits--lists benefits DARs           9/92
  221.                receive that may be more flexible than
  222.                the benefits they receive from HP
  223. Marketing Programs:
  224. VAC-G01.GAL    Marketing Programs for Channel                     9/92
  225.                Partners--Section G header that lists
  226.                categories of marketing programs
  227.                within VMC
  228. VAC-G02.GAL    HP Channel Partner Program Levels--               10/92
  229.                describes "Listed" and "Premier Solution
  230.                Partner" (PSP) program levels available
  231.                to all Channel Partners
  232. VAC-G03.GAL    Channel Partner Program Levels--graphic           10/92
  233.                of program levels that shows that 88%
  234.                are Listed and 12% are PSP
  235. VAC-G04.GAL    Listed Program Level Services--outlines           10/92
  236.                requirements and benefits of the
  237.                Listed program level
  238. VAC-G05.GAL    Nomination Criteria for Premier Solution          10/92
  239.                Partners (part 1 of 3) --specifies
  240.                qualifications Channel Partners must
  241.                meet before their sponsoring entities
  242.                will nominate them for PSP program
  243. VAC-G06.GAL    Nomination Criteria for Premier Solution          10/92
  244.                Partners--(part 2 of 3) continuation of
  245.                previous slide
  246. VAC-G07.GAL    Nomination Criteria for Premier Solution          10/92
  247.                Partners--(part 3 of 3) continues
  248.                qualification list for PSP program
  249.                but includes VMC's perspective
  250. VAC-G08.GAL    Communications Programs--defines five              9/92
  251.                VMC programs that communicate to Channel
  252.                Partners:  advisory council, HPNN,
  253.                Programs for Success, ChanneLink, and
  254.                HP Computer Update magazine
  255. VAC-G09.GAL    Development Programs & Events--describes           9/92
  256.                six VMC programs that develop Channel
  257.                Partners: technology camp, HP user group
  258.                conference, HP product training,
  259.                marketing forums, "Know How Marketing"
  260.                guide, and Channel Partner conference
  261. VAC-G10.GAL    Promotional Programs--outlines seven VMC          10/92
  262.                programs that promote Channel Partners:
  263.                HP-TV, Computer News magazine, Solutions
  264.                Catalog, IDEA! Rooms, VAB Rental
  265.                program, insignia program, and
  266.                co-op program
  267. VAC-G11.GAL    Leadership of IMpact Program--InfoCorp             9/92
  268.                market research firm quote that
  269.                states that HP has set leadership
  270.                standards with the IMpact program
  271. VAC-G12.GAL    IMpact Program--anchor slide to be                 9/92
  272.                replaced when presenting IMpact (co-op)
  273.                program slide set IMPACT1-IMPACT26.GAL
  274.                and APPENDXA.GAL for distributors
  275. VAC-G13.GAL    Marketing Assistance--lists the types of          10/92
  276.                services Channel Partners can receive
  277.                based on program level (Listed/PSP)
  278. VAC-G14.GAL    Marketing Support Services--recaps VMC            10/92
  279.                programs and marketing assistance per
  280.                program level (Listed/PSP)
  281. VAC-G15.GAL    DAR Marketing Support Services                    10/92
  282.                Available--lists DAR marketing support
  283.                services from HP and the distributor
  284. Product Value:
  285. VAC-HO1.GAL    HP's Product Value--Section H header               8/92
  286.                that introduces CSO products and HP's
  287.                strengths
  288. VAC-H02.GAL    HP Computer Systems Organization's                 8/92
  289.                Products--lists CSO hardware platforms
  290.                available to Channel Partners
  291. VAC-H03.GAL    HP's Strengths--lists HP's company and             8/92
  292.                product strengths
  293. Summary:
  294. VAC-I01.GAL    Summary--Section I header                          8/92
  295. VAC-I02.GAL    HP's Program for HP Channel Partners              10/92
  296.                Summary--summarizes topics discussed
  297.                in the slide pitch:  financial
  298.                incentives, commitment, infrastructure,
  299.                product value, flexible relationships,
  300.                marketing programs
  301. Appendix:
  302. VAC-APP.GAL    Appendix--header for slides labeled               10/92
  303.                "HP CONFIDENTIAL"
  304. VAC-APPD.GAL   HP Sales Rep Compensation Program--               10/92
  305.                represents compensation of red, blue,
  306.                and green SRs when they promote and team
  307.                with a Channel Partner (SR compensation
  308.                plan is HP confidential; the information
  309.                has been included to assist you in
  310.                discussing how HP SRs are encouraged to
  311.                team with Channel Partners.)
  312. VAC-APPF.GAL   Financial Highlights Recap--                      10/92
  313.                compensations matrix for leveraging and
  314.                reselling Channel Partners (recap for
  315.                SR only; not to be distributed to
  316.                Channel Partner)
  317.