Selling HPE Synergy

Resource Guide for Partners

Contents
Top 10 Questions for Selling Synergy ......................................................................................2
Why Sell Synergy?....................................................................................................................3
Understand the Customer ........................................................................................................3
Validate Opportunity .................................................................................................................4
Qualify Opportunity ...................................................................................................................4
Develop and Propose ...............................................................................................................5
Negotiate and Close .................................................................................................................6
Additional Resources ................................................................................................................7

Resource Guide
For HPE and Channel Partner internal use only.
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Resource Guide
For HPE and Channel Partner internal use only.

Top 10 Questions for selling Synergy

1. Why sell Synergy when BladeSystem meets my customers current needs?
Customer needs are changing faster than a depreciated infrastructure can keep up. Synergy is a single
infrastructure with fluid pools of physical and virtual compute, storage, and fabric that enables a broad range of
applications and operational models such as virtualization, hybrid cloud, and DevOps. Learn how Synergy is
making hybrid IT simple.

2. My customer already uses BladeSystem and OneView. What more does Synergy provide?
If your customer is using OneView with BladeSystem then they are a prime candidate for Synergy!
Shared storage modules, enabling storage-focused workloads to run inside Synergy
Image Streamer empowers rapid provisioning and lifecycle management of boot images
Composable fabric facilitates fabric scaling at a rack level eliminating the need for ToR switches
Larger memory servers provide 50% more DIMM sockets per server enables larger memory applications
or more VMs per server
Automatic discovery and management across multiple Synergy frames with Synergy management ring
Read the Synergy technical whitepaper for more details

3. What segments are positioned for Synergy?

Synergy is well positioned for Enterprise Industry segments running applications in a hybrid cloud or cloud native
environment. Refer the following segment depiction or the How to Sell HPE Synergy webinar for more details.

4. Ive only sold Blades why would I sell Synergy?

Position HPE Synergy as the control point for future sales. Start your Composable Infrastructure training today
with the Synergy Battlecard.

5. What advisory services do you have that could help me get started?
HPE TS Consulting Service offers a Rapid Advisory Service for Synergy.

6. Has Synergy been deployed with customers yet? Are customers satisfied?
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Resource Guide
For HPE and Channel Partner internal use only.

Synergy has shipped! The first unit was installed and configured within 2 hours. Learn more about HPE Synergy
wins under the Customer References section on the Synergy Page.

7. Who can help with complex sales opportunities?

Contact your Partner Business Manager for more details.

8. Where can I find all the customer facing documents?

Build your sales presentations using the customer videos, solution briefs, and tools under the Sales tools tab of
the Partner Ready Portal.

9. How do I initiate a Proof of Concept (PoC) with my customer?

Reach out to your local PBM or field representative.

10. What assets exist to help me create a sales plan for Synergy?
Start a sales plan by mapping your customers unique environment, possible use cases, current environment,
primary workloads, etc. Refer to the HPE Synergy Opportunities page for sales plays and offers.

Why Sell Synergy?

The demand for next generation Composable technology exists in the marketplace, will you make the sale? Synergy is a
transformational technology that features a single interface to compose physical and virtual compute, storage, and fabric
pools into any configuration for any application. HPE has the tools, resources, and co-marketing assets necessary to help
you sell HPE Synergy. Start with Economic Advantages for Selling Synergy and the Customer Benefits of Evolving your
BladeSystem Environment to HPE Synergy.

Understand the Customer

This sales guide covers the discussions and highlights assets, tools, and resources to help at every stage of the sales
cycle. Win with Composable Infrastructure and close Synergy deals with customers today!

Start customer conversations around Hybrid IT and upgrading to a Composable Infrastructure. Evaluate what obstacles
customers face and use these tools and assets to drive value discussions:

Watch this webinar to pitch Composable Infrastructure and follow the five steps to building a Composable
Infrastructure for expert advice.
For more value proposition discussions refer to the How to Sell Synergy webinar. Discover the importance of a
software infrastructure management system and how Synergy and OneView work together on the Synergy page.
To lead more technical conversations refer to the Synergy FAQ to find product details and technical feature
functionality. This FAQ document provides excellent deep dive technical information including, but not limited to,
multivendor management tool options, software integration, and highlights around Synergy innovations and key
differentiators. This document also covers if Synergy is a fit for c-Class customers looking for a good place to run
VMs and physical workloads, how Synergy fits into c-class environment and operational procedures to consider
when moving to Synergy.
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Resource Guide
For HPE and Channel Partner internal use only.

Validate Opportunity
Synergy Reference Architectures provide detailed information on Synergy platforms focused on workloads including
solution design, typology, and components necessary deployment. Reference Configurations provide Synergy
configurations, networking and storage modules, and 3rd party vendor integration. Workload Guides highlight market
opportunity, HPEs POV, customer scenarios and how to uncover opportunities.

Reference Architectures
HPE Reference Architecture for Microsoft SQL Server 2016 on HPE Synergy
HPE Synergy with Helion CloudSystem 10 Reference Architecture

Reference Configurations
HPE Reference Configuration for Microsoft SharePoint and Exchange Server 2016 on HPE Synergy
HPE Reference Configuration for Microsoft SQL Server 2016 on HPE Synergy composable infrastructure
HPE Reference Configuration for Oracle 12c on HPE Synergy composable infrastructure
HPE Reference Configuration for Oracle 12c on HPE Synergy composable infrastructure using HPE 3PAR
StoreServ storage
HPE Reference Configuration for deploying Microsoft Exchange Server 2013 on HPE Synergy composable
infrastructure
Workloads

HPE Synergy workload guide - Application Development Infrastructure

HPE Synergy workload guide - Hybrid Cloud Infrastructure
HPE Synergy workload guide - Data Management Infrastructure
HPE Synergy workload guide - IT Application Infrastructure

Sizer Tools
HPE Synergy Planning Tool - installation file
HPE Synergy Planning Tool

Qualify Opportunity
Refer to the How to Compete with HPE Synergy Sales Webinar to begin qualifying Synergy deals.

HPE Synergy Sales Play #1: HPE BladeSystem Install Base

The Customer Benefits of Evolving your BladeSystem Environment to HPE Synergy
Cost Of Inaction Rally 2.0
Rapid Advisory Service
Simplified Rally TCO calculator: Instructions, Download Calculator

HPE Synergy Sales Play #2: Cisco /Dell Install Base

How to Compete with HPE Synergy Sales Webinar
HPE Synergy 15% Better TCO than UCS
HPE Synergy 15% Better TCO than Dell Rack
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Resource Guide
For HPE and Channel Partner internal use only.

HPE Synergy Sales Play#3: Greenfield Customers

Composable Infrastructure Customer Presentation
Get on Point with TS Consulting Services

What use cases does Synergy satisfy?

Synergy aims to reduce operational costs while increasing operational velocity (i.e. time to value) with our design centered
on physical, virtual and container workloads. We also support a broad range of traditional apps such as MS apps, Oracle,
etc.

Can I get assistance with a Synergy technical validation of my customers environment?

Use this guide to understand the HPE Synergy hardware configuration options and compatibility.

Im exploring DevOps/Containers/Docker/etc. How should I best architect this new capability?

Synergy is a next-generation platform that accelerates DevOps practices, use HPE Workload modernization services.

What sales programs are available to help qualify opportunities?

Project Rally 2.0: Show your customers how they can decrease software licensing costs by upgrading their older HPE
BladeSystem to Synergy. Create an unsolicited bid for customers using the Simplified Rally TCO calculator. Get the latest
customer presentations on the Project Rally 2.0 page.

Competitive Information

How does the Synergy compare to the competition on a price per virtual machine ($/VM) basis?
A conservative assumption is that in general the VM performance on Synergy is the same for competitive systems that
support the same processors and memory. As a result, the VMs per server is a constant for like configurations leading to
$/VM compares having the same relative difference as those resulting from the above mentioned TCO and acquisition
price compares. For example, if the Synergy TCO Calculator indicated Synergy had a 15% advantage over Cisco UCS
blades, factoring in the same VMs per server would for each platform would not alter the relative difference with the end
result the same 15% advantage.

Beat the competition and win the future

HPE Synergy Competitive Battlecard
HPE Synergy Competitive Presentation

Develop and Propose

See a complete list of Composable Infrastructure, Synergy and TS assets, tools, training presentations, here. Refer to the
HPE Synergy brochure for a broad view of the HPE Synergy technology services.
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Resource Guide
For HPE and Channel Partner internal use only.

Where are you in the services journey?

TS Support Installation and Support services

Operational Services
Installation and Startup Services for HPE Synergy Datasheet
Integration + Flexible Capacity
Data Center & Hybrid IT Support Services
HPE DMR and CDMR
HPE Proactive Care

TS Consulting Implementation and project services

HPE TS Consulting is available to customers to blend services and capabilities to aid in the adoption of Synergy.
HPE Rapid Advisory Service for Synergy
HPE Synergy and Technology Services business whitepaper
Platform Modernization Services
HPE Oneview Integration Consulting Service

Can you help migrate my current workloads that are running on my older Blade servers?
HPE Technology services can help with HPE Platform migration services.

What TS consulting services are available for implementation?

HPE Services for Synergy Sales Kit will help you kick start Synergy implementation.

Negotiate and Close

How can a financial discussion with my customer help accelerate their transition to HPE Synergy?
We can help your installed base customers initiate transformation sooner by incorporating an IT investment strategy.

For Gen 8 and Gen 9 customers (less than 5 year old servers), who are:
locked into legacy servers, restricted by financial policies that require long depreciation and holding periods
restricted from deploying new infrastructure by insufficient budget

HPE Financial Services Accelerated Migration program can help remove those barriers by freeing up value from existing
infrastructure to fund new deployment, shifting owned assets to a flexible usage model for a targeted transition
period. Customers avoid any interruption to their operation during deployment of Synergy and return the legacy
equipment to HPEFS after the transition.
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For Gen 7 or older server customers who:

Need help and expertise to efficiently and safely retire and recycle legacy servers with minimal risk to data security,
environmental regulations and staff productivity

With HPEFS Asset Recovery services, you can turn a customer obstacle to migration to a value-added differentiator. We
provide help and expertise to facilitate the take out of legacy systems and manage the retirement and recycling process.

We can make it easier for customers to acquire and pay for new HPE Synergy servers in alignment with their primary
goals.

HPE Flexible Capacity Service provides data center care services including a pay-per-use model for Synergy capacity
with payments based on actual metered usage.

Customers can avoid re-creating a long lock-in period, facing the same challenges of aging IT and, making it difficult to
upgrade in a timely manner. An HPEFS Technology Refresh program offers them an IT investment strategy with
predictable quarterly or monthly payments that helps them routinely refresh their servers every 24-48 months. It provides
a financially prudent way to maintain a desirable refresh schedule, difficult to do following large capital purchases.

What is the HPE Synergy pricing strategy relative to HPE BladeSystem c-class?
The HPE Synergy Pricing Guide provides the overall Synergy pricing strategy and how Synergy acquisition pricing
compares to HPE BladeSystem c-Class and Cisco UCS blades.

Where can I find specific examples of HPE Synergy configurations/pricing vs HPE BladeSystem c-Class?
The Planning Tool and a demo video is provided on the Synergy page under the TCO tab within Sales Tools. Also refer to
the HPE Synergy Configuration and Compatibility for service costs.

HPE Financial Services can help customers find new ways to plan for, acquire, consume and adapt the
technology systems needed for business transformation including:

HPE Deferred Payments Program

HPE FS Technology Refresh Program
HPE FS Investment Protection Program

Check with your regional category manager for further details on sales incentives in your category.

Additional Resources
Interact with the Synergy Presales and Sales community for Synergy answers:
WW BEST Answers - Synergy on Partner Ready Presales Communities (PresaleOne) one time
registration required with the company email

Learn more about Synergy on the Partner Ready Portal:

https://partner.hpe.com/group/upp-na/synergy

Lean more about Synergy Workloads and Use Cases:

http://h17007.www1.hpe.com/us/en/enterprise/reference-architecture/info-
library/index.aspx#.WJtn6VUrKM9