Co-presented March 5, 2013 in Orlando, FL at the ASAP Global Summit

1. Session 201
Allies for the Long Haul:
A Decade Inside the HP-Microsoft Frontline Partnership
Jack Baratta
Alliances & Channels High Tech Executive (formerly with Hewlett-Packard)
Lisa Slim
Director Microsoft Alliance Americas Enterprise Group, Hewlett-Packard
Copyright © 2013 Jack Baratta. All rights reserved.

2. Agenda
» Background
» Challenges
» Learnings
» Summary
» Discussion
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Copyright © 2013 Jack Baratta. All rights reserved.

3. Imperative: Alliance’s Focus on Customer Value
30 years of joint commitments and innovation to help you succeed
» Global reach, local services, & » Joint customer outreach to » Global Windows and solutions » Over $500M invested across
hosting increases your build the most relevant testing network improves both companies dedicated to
productivity solutions that advance your performance and reliability R&D
business
» Complete lifecycle service & » Proof-of-concept labs » New product and technology
support 24x365 lowers your risk » End-to-end alignment on worldwide helps ease innovations help you meet
via mission critical support strategy, sales, and partner installation and changing business
development to ensure implementation at a lower cost requirements
» Simpler procurement, customer satisfaction with lower risk
deployment and servicing » Shared engineering resources
and joint development provide
“Microsoft and HP are betting on each other so improved TCO, reliability,
our customers don’t have to gamble on IT. ”
availability and performance
Steve Ballmer, CEO, Microsoft Corp
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Copyright © 2013 Jack Baratta. All rights reserved.

4. A Decade of Rapid Evolution
Introducing HP & Microsoft Solutions for the
People-Ready Business
Server and Cloud Platform
HP & Microsoft Simplify Technology Environments
With Solutions Built on New Infrastructure-to-
Application Model
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Copyright © 2013 Jack Baratta. All rights reserved.

5. Delivering Synergistic Results
Competitive
Advantage
Global Shared
Innovation Effectiveness Building Competitive
• Solutions integration • Expand reach by combining: Advantage - Together
• New products & services • Engineering
• Marketing
• High customer and partner
• Accelerated adoption
value
• Joint planning & selling
• Maximize resources: • Differentiated integration
• Shared funds • Robust GTM
• Technology centers • Simplified, compelling offerings
Regional
Impact
• Hi touch revenue
Joint brands are powerful…
• New customer wins
• Accelerated sales cycles
• New markets
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Copyright © 2013 Jack Baratta. All rights reserved.

6. Agenda
» Background
» Challenges
» Learnings
» Summary
» Discussion
6
Copyright © 2013 Jack Baratta. All rights reserved.

7. Challenges
Ugh! OMG!! #@%**!!!
»Cultural »Multiple RTM »Value Migration
»Different: »Organization and leadership »Strategic Evolution
− Fiscal years changes »Business models changing
− Geo coverage »Co-opetition
− Customer »Acquisitions
Segments
Degree of Impact
− Metrics
Degree of Complexity
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Copyright © 2013 Jack Baratta. All rights reserved.

8. Agenda
» Background
» Challenges
» Learnings
» Summary
» Discussion
8
Copyright © 2013 Jack Baratta. All rights reserved.

9. Our Recipe for Collaboration Success
7 Key Ingredients
1. Consistent Joint Framework
2. The Right People
3. Cyclical Collaborative Planning
4. Focus on Execution
5. Communicating Value
6. Governance Cadence
7. Self-examination
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Copyright © 2013 Jack Baratta. All rights reserved.

10. 1. Consistent Joint Framework
Common approach brings order even with market dynamics
Global-Enterprise-Corporate / Global-Enterprise CAM / Commercial SMS&P / Territory
Microsoft HP Microsoft HP Microsoft HP
HP / Microsoft-Led Partner-Led
Multi-channel RTM
“Customer Choice”
Focus & Prioritization (Account, Segment, Geography)
Readiness Marketing Sales
Measurement & Scorecard
Bi-directional Training and Demand Generation and Teamed Accounts, Solution
Tools Velocity Cycle Elite, Joint Channels Sales
& Marketing
Governance
Initiative & Foundation Solutions: Targeted Solutions Field/ Channel-ready
Direct Field
Budget/ Initiative
Partners
Frontline Partnership Americas Other Funding
Frontline HP Microsoft Market Development
Partnership WW Americas Americas Funds, Deployment
Assets
HP MS
Business Unit Alignment, Business Group Alignment,
Virtual Team, & Assets Virtual Team, & Assets
Values & Operating Principles
Vision & Goals
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Copyright © 2013 Jack Baratta. All rights reserved.

11. 2. The Right People
High-energy professionals working together toward common goals
ABM profile
Executive Sponsorship » Licensed to Practice
» Joint planning orchestration
» Local conflict resolution; win/win
Internal “customer”: Sales Leadership
HP / Microsoft-Led Partner-Led
» Strategic sales experience
Multi-channel RTM
“Customer Choice” Cross-team profile
Focus & Prioritization (Account, Segment, Geography)
Alliance Management
» Adaptability: strategic and tactical – turn
SMS&P Marketing
Solution Elite and
Readiness Marketing Sales
on a dime
Measurement & Scorecard
Bi-directional Training and Demand Generation and District/ Region
Teamed Accounts, Solution
Readiness Manager MarketingCycle
Velocity BU/BG Alliance Management
Tools Elite, Joint Channels Sales
& Marketing » Customer intimacy
» Performance driven
Governance
Initiative & Foundation Solutions: Targeted Solutions Field/ Channel-ready
Initiative Leads
» Cross segment experience
Direct Field
Budget/ Initiative
Manager Partners
Frontline Partnership Americas
Business Operations Manager
Other Funding » Cross functional experience
Frontline HP Microsoft Market Development
Partnership WW Americas Americas Funds, Deployment » Right chemistry
Alliance Channel
Assets
HP MS
Internal “customer”: P&LBusiness Group Alignment,
Business Unit Alignment, Leadership Executive profile
Virtual Team, & Assets Virtual Team, & Assets
Values & Operating Principles
» Leadership
Vision & Goals » Empowerment
» Asks, “How can I help?”
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Copyright © 2013 Jack Baratta. All rights reserved.

12. 3. Cyclical Collaborative Planning
Iterative end-to-end planning aligns stakeholders and enables execution
WW FY Plan
FLP FY13 Global Field Advice Pack
Joint Account Planning
July 2012
Joint Account
Strategy Plans
Regional Plans
16-month Enterprise Plan
East Region Plan
FY Initiative Plans Revised 16-month Plan
Virtualization Plan West Region Plan
UCC Plan Central Region Plan
Windows7 Plan FLP FY13 Americas Strategy &
FY13 Americas Strategy SQL Plan Execution Plan
April 19 & 20, 2011
August 2012
April 2012
Opportunity Ignition
Indirect/ Channels Plan Plans
“Speed Dating” Quick
FY13 Americas Channels Strategy Opportunity Identification
April 19 & 20, 2011
Plans
July 2012
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Copyright © 2013 Jack Baratta. All rights reserved.