HP & Cisco – Eine strategische Allianz

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1 HP & Cisco – Eine strategische Allianz
Stephan Salb, Director Alliance Partner Sales, Hewlett-Packard GmbH

2 HP – Das Unternehmen Gegründet 1939
Hauptsitz in Palo Alto, Kalifornien CEO: Mark Hurd Drei Geschäftsbereiche: Technology Solutions Group (TSG) Imaging and Printing (IPG) Personal Systems Group (PSG) Umsatz im Geschäftsjahr 2007: 104,3 Mrd. US-Dollar mehr als Mitarbeiter in über 170 Ländern HP wurde 1939 von Bill Hewlett und Dave Packard in einer Garage in Palo Alto gegründet. Dieses Datum wird auch als der Startschuß für die Entwicklung des späteren Silicon Valley gesehen. HP hat seinen Hauptsitz in Palo Alto, Kalifornien CEO: Mark Hurd (seit April 2005) Drei Geschäftsbereiche: Technology Solutions Group (TSG) Imaging and Printing (IPG) Personal Systems Group (PSG) Umsatz im Geschäftsjahr 2007: 104,3 Mrd. US-Dollar mehr als Mitarbeiter in über 170 Ländern 01. April 2008

3 Das HP Produkt- und Lösungsportfolio
Technology Solutions Group Personal Systems Group Imaging and Printing Group Key Message: Diverse solutions: With the world’s most comprehensive IT product portfolio, you can rest assured there is a product, service or solution ideally suited to meet your specific needs. Detail: To deliver the greatest value to our customers, HP has structured its products and services offerings around the following categories: Personal Systems, Imaging & Printing, Storage & Servers, Services, and Software. Personal Systems refers to our award-winning personal computing products for business and consumer users, such as notebooks, Tablet PCs, handhelds, desktops and workstations. Imaging and Printing represents a category of HP’s portfolio that is unrivaled across the industry, with over 40 percent of worldwide market share. Our offerings within imaging and printing include: photo printers, color laser printers, mono printers, multi-function printers, supplies and media. The services component of our portfolio includes a complete set of offerings that span the entire lifecycle of IT deployments – from planning, to implementation, to ongoing maintenance, as well as business solutions and technology services. In Technology Services, which includes Customer Support, HP continues to hold a #1 market share position and strong customer satisfaction. And in Consulting and Integration, HP is focused on our Adaptive Enterprise solutions areas within 700 corporate accounts. Finally, in Managed Services, we continue to be the fastest-growing Tier One player. In fact, we have delivered double-digit growth for the last 10 quarters. 01. April 2008 TSG IPG PSG HP Integrity Superdome Photosmart R96 camera HP Indigo 5000 press iPAQ rw6815 HP ProLiant ML570 G4 Server HP Scitex XL1500 Printer HP Halo Collaboration Studio HP 50"" PL5000N HD Plasma Television HP Pavilion dv8000 Notebook Proliant Essentials Management Software Datacenter with HP ProLiant DL360 G5 Servers HP Officejet 7310 All-in-One HP 97 Twinpack Tri-color Inkjet Print Cartridge with Vivera Inks HP iPAQ rx5915 Travel Companion HP Pavilion Slimline PC Transition: Let’s look in more detail at TSG – the Technology Systems Group headed up by Ann Livermore.

4 Marktentwicklung und HP Strategie
2005 2010+ Market evolution Mgmt & automation Imaging systems Digital Content Consumption Security Color in the office Always Connected Virtualization Digital commercial printing Collaboration Digital imaging & printing everywhere Always connected, always personal mobile experiences Automated 24x7 lights-out data center HP assets Servers Blades Storage Systems Mgmt Software IT Services Enterprise Solutions Technologien verbessern unser Leben, automatisieren Prozesse und steigern die Effizienz. HP möchte den Umgang mit Technologie einfacher machen. Wir setzen frisches Denken und neue Ideen ein, um nützliche und wegweisende Innovationen zu entwickeln. So arbeiten wir an Lösungen für eine nicht mehr so ferne Zukunft, in der die IT in Unternehmen weitestgehend automatisiert sein wird. Das bedeutet Leistungssteigerung bei gleichzeitiger Kostenreduktion. Der zweite Trend ermöglicht eine problemlose gemeinsame Nutzung von Daten auf einem beliebigen Gerät mit einer beständigen Verbindung zu digitalen Inhalten, an jedem Ort und jederzeit – für mobiles Arbeiten und digitales Entertainment. Der dritte Trend stellt Lösungen bereit, um überall digitale Druck- und Bildbearbeitung zu nutzen. Mit unserem umfassenden Portfolio sind wir bestens ausgestattet, um diese Entwicklung zu fördern. Wir tun, was wir sagen. Damit Sie Ihre Ziele erreichen. PC Clients Notebooks Mobile Computing Workstations Personal Systems Inkjet Systems Laserjet Systems Digital Photography Digital Services Imaging & Printing Solutions 01. April 2008

5 HP global Q1 FY08 Umsatz 01. April 2008

6 Geschäftsstellen bei HP in Deutschland
Berlin Leipzig Hannover Hamburg Böblingen München/Dornach Herrenberg (Gültstein) Nürnberg Ratingen Krefeld Frankfurt am Main Dortmund Bad Homburg Standorte 12 Geschäftsstellen Solution Factory und weitere zahlreiche Standorte In Deutschland sind wir mit 12 Geschäftsstellen und vielen weiteren kundennahen Standorten vertreten. HP hat in Deutschland rund Mitarbeiter aus 62 Nationen. Rund Mitarbeiter arbeiten in internationalen Funktionen, z.B. In der Softwareentwicklung, im europäischen Marketing, in der IT oder im Global Service. Die Restrukturierungsmaßnahmen bei HP in Deutschland sind abgeschlossen HP ist gut aufgestellt in einem sehr wettbewerbsintensiven Markt Mitarbeiter 8.200 Mitarbeiter Stand: 31. Oktober 2007 01. April 2008

7 HP & Cisco 01. April 2008

8 Vorteil des Partnermodells für Kunden
Best-of-breed Ansatz statt Silolösung Abgestimmtes, sehr breites Lösungsportfolio Die Lösung wird dem Bedürfnis des Kunden angepaßt und nicht umgekehrt Gemeinsame Entwicklung sichert optimales Zusammenspiel des HP/Partner Lösungsstacks Optimale Beratung vom Business Prozess bis zum Technologieeinsatz Transparente Preise über die Lösungbestandteile 01. April 2008

9 CEO Fokus und Unterstützung
Mark Hurd, President and CEO, HP “Cisco and HP have a long history of collaboration and a true win-win relationship, which I believe provides customers with a unique combination of vision, leadership, and experience, as well as a proven joint solution portfolio that enables them to optimize and enhance their business.” John Chambers, Chairman and CEO, Cisco Systems “The HP Cisco Alliance allows our joint customers to take advantage of our significant innovations and world-class solutions, helping them to improve their businesses and succeed in a dynamic, changing world. “ Executive Meeting pro Quartal 01. April 2008 9

10 Warum HP & Cisco? “No company today, no matter how large or how global, can innovate fast enough or big enough by itself. Collaboration—with consumers, customers, suppliers and business partners, and internally across business and organizational boundaries—is critical...” A.G. Lafley, CEO Procter & Gamble Komplettes Lösungsportfolio und Lifecycle Services. HP & Cisco bieten ein vollumfassendes Lösungs- und Serviceportfolio, mit spezifischem Industrie Know-how. Offene, skalierbare und gemeinsam getestete Architekturen. Interoperabilität und Flexibilität werden durch diesen ganzheitlichen Lösungsansatz sichergestellt. Globale Präsenz. 17 Jahre weltweite Partnerschaft mit zahlreichen Ressourcen und stetig wachsendem gemeinsamen Geschäft. HP and Cisco provide proven, industry-leading integrated IT solutions built on our broad joint portfolios. Together, we enable increased business agility to better capitalize on change (Adapt), maximum use of existing resources while maintaining quality of service demanded by the business (Optimize), and reduced risk through proven, safe, secure, and reliable technology solutions (Protect) – resulting in a superior customer experience, enhanced organizational agility, and maximum IT performance. Tighter Strategic Technology Alignment The enhanced relationship between HP and Cisco will enable both companies more tightly align our key visions: HP Adaptive Enterprise (AE) strategy and the Cisco Intelligent Information Network (IIN) – resulting in better advanced technologies that will help create and even greater competitive edge for our customers. Examples include: Greater Management solution integration (HP OpenView within Cisco’s Network Management Group (NGMF) Creation of Cisco Bladeswitch to support HP’s Blade Server business Expansion of HP Cisco storage technology collaboration New technology collaboration for the SMB and consumer markets. And others: Security, Rich Digital Media, Mobility Our stronger Go-to-Market Collaboration will also provide customers easier access to our advanced technology solutions for thorough evaluation. … And do so for customers ranging from enterprise to the small office Through tight strategic technology alignment and strong go-to-market collaboration, we believe we can deliver superior value to customers by building intelligence into Information Technology (IT) that enables an adaptive business. 01. April 2008 10

11 HP & Cisco – Strategie & Ausblick
Wachstumsplan “Mission 100” Management Unterstützung Gemeinsam vereinbarte Fokuskunden Teambildung “Spirit to win” Erfolgsfaktoren Umsatz In k$ Highlights FY 2007 Verdoppelung des Umsatzes in FY 2007 HP Deutschland ist Lösungspartner 2007 Wachstumsplan FY 2008 & FY 2009 Initiativen: Ausbau der Fokus Accounts Fokus auf Outsourcing Accounts Channel Initiative für den Mittelstand Optimale Nutzung der Cisco Rebate Programme Gemeinsames Angebot: Unified Communication & Collaboration Next Generation Data Center Security Lösungen Gesundheitsmarkt & Krankenhausmanagement HP Services Q2 2004 · HP Services revenues grew 15% year-over-year to $3.5 billion. COMPETITIVE – IBM Global Services grew at 9% year-over-year. · This represents record quarterly revenues and the highest quarterly revenue growth since the merger. · Managed services grew 50% over the prior year period. COMPETITIVE – Within IBM Global Services, Strategic Outsourcing grew 16% Y/Y · Revenue in customer support grew 9%. COMPETITIVE – Within IBM Global Services, Maintenance grew 8% Y/Y · Consulting and integration revenues increased 8% year-over-year. COMPETITIVE – within IBM Global Services, Business Consulting Services grew 6% Y/Y. Accenture consulting grew 4%. · Operating profit was $329 million, or 9.4% of revenue, down from 9.8% in the prior year period, but up 1.2 points sequentially reflecting improvements in Customer Support and Consulting and Integration margins. COMPETITIVE – IBM Global Services has an operating margin of 8.4% of revenue. 01. April 2008

12 HP & Cisco – Gemeinsame Lösungen
Routing & Switching Storage Switching MDS Technologie SAN Konsolidierung Wireless & Mobilität Security Lösungen Vertikale Lösungen Digitales Krankenhaus Elektronische Gesundheitskarte High Performance Computing Blade Interconnect Ethernet Fibre Channel Infiniband Unified Communications IP Telephonie IP Contact Center Unified Communication & Collaboration WAN Optimierung 01. April 2008

13 HP Netzwerk Services & Lösungsportfolio
bereich Netzwerk Infrastruktur Netzwerk Security IP Communications Lösungs- angebot Netzwerk Upgrades & Konsolidierung Blade Switches & Optical Networking WAN/Applikation Acceleration Network Security Assessments ANA Firewalls, VPN’s IP Telephonie IP Contact Center Wireless Netzwerk Unified Communications 1: Für 2008 wurde der komplexe Baustein Netzwerk in 3 Schwerpunktthemen gegliedert. 2: Die Hauptbereiche enthalten folgende Schwerpunkte. 3: HP ist kein einfacher Reseller, sondern bietet seinen Kunden Services über den kompletten Netzwerklebenszyklus an. 4: Und das alles zusammen, stellt das HP Netzwerk Services & Solutions Portfolio dar. NW = Netzwerk Lifecycle Services Planung & Design Implementierung Management NW Consulting NW Assessments NW Architektur & Design Installation & deployment services On-site Hardware Support Remote Technische Unterstützung Proaktive Services LAN & WAN NW Applikation NW Security Internet Konnektivität IP Telephonie 01. April 2008

14 HP Netzwerk Services Umfangreiche, weltweite Support-Lösungen
 25 Operations-Centers liefern Netzwerk-Services, weltweit  HP Ingenieure haben mehr als Cisco Zertifizierungen (Goldpartner Status, 15 CCIE´s in Deutschland) HP has 700 network consultants, 2,800 network support engineers, and 2,500 managed services network operation specialists. HP is a Cisco gold partner in 37 countries, and a silver partner in 10 countries. HP also offers 40 years of proven network experience managing network equipment and traffic all over the globe Consistently ranked in the top tier of network integrators Long resume of customer success stories from all industries Leader in mission-critical services in open environments #1 rated outsourcing company (according to InformationWEEK November 2002) #3 in consulting and integration (according to IDC September 2003) HP installierte Basis  Router  Switche  Ports  Wireless APs Innovation durch Erfahrung HP Adaptive Network Architecture (ANA) für flexible und praxisorientierte Netzwerke 01. April 2008

15 Warum HP Netzwerk Lebenszyklus Services?
Über 40 Jahre Netzwerkerfahrung Services über den gesamten Netzwerk Lebenszyklus Patentierte und Patent angemeldete Adaptive Network Architecture (ANA) - Methode, Tools und Prozesse HP OpenView als Führende Technologie HP hat und verwaltet das größte private Netzwerk End-to-End-Lösungen über den gesamten Netzwerk-Lebenszyklus hinweg – Netzwerk, Storage, Server WHY HP HP has been in the networking business for over 40 years. We know how to build and manage large networks as HP’s intranet is the largest non-carrier IP network in the world: We own two Class A IP address ranges (net15 and net16) and voice and data experience across the end-to-end computing environment. We have a comprehensive global portfolio of network lifecycle services and solutions for multi-vendor environments to provide consistent support on a global basis. Our ANA methodology is patent-pending and is a true differentiator for HP in the NW and security space. We have industry-leading partnership with vendors like Cisco, Nortel, Avaya, Alcatel, Foundry, etc. which enable us to deploy best-in-breed solutions to meet customer needs. HP has world-class networking credentials: HP is one of the top three network consulting and integration firms worldwide. We have over 40 years of network experience, 25 global network operations centers, and 65,000 service professionals operating in 160 countries. We were the first-ever Cisco Global Certified Partner with multinational certifications in all Cisco theaters, more than 5,000 professional Cisco career certifications, and 89 Cisco advanced technology partnerships. In addition, HP OpenView manages nearly ¾ of all IP-enabled devices on the Internet HP has a unique combination of DC networking expertise that spans IF, security, middleware communication, and application data flows. HP can also address customers IT Consolidation needs across the infrastructure including servers, storage, applications, printers, desktops and networking. [Enter any extra notes here; leave the item ID line at the bottom] Avitage Item ID: {{FE206E65-1B24-43FC-BD05-6E44A }} 01. April 2008

16 For more information on the Cisco HP Alliance go to: www.ciscohp.com
For more information about HP IT Consolidation, contact your local sales representative or go to For more information on the Cisco HP Alliance go to: 01. April 2008