HP Institute Developing tomorrows IT workforce today Craig

HP Institute: Developing tomorrow’s IT workforce today Craig Bewley CEO, Prodigy Learning Andrew Flood COO, Prodigy Learning Brian Beneda Manager, HP Global Academic Programs Tuuli Sornikivi HP Institute Global Business Development Manager © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. Eldon Lechtenberg HP Business Manager, Certiport

Discussion topics • HP Institute program overview • Best Practices with HP Institute: Prodigy Learning • Update on HP Institute • Development update • Educator readiness plan • Q&A 2 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

The HP Institute Program © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

IT capability gap Data, transactions, and customer interactions are increasing exponentially G A P IT capability to leverage technology leveragedifferentiation technology for business differentiation 2005 Mankind created 150 exabytes of digital data 1 1. 2. 3. 4. 4 2010 Created 8 x more data 1 2013 Mobile apps download > 21 B 2 2014 130 M Enterprise users in mobile cloud 3 2020 2 T devices connect to the Internet 4 “The data deluge: Businesses, governments and society are only starting to tap its vast potential, ” The Economist, Feb. 25, 2010. http: //www. economist. com/node/15579717 “Dataquest Insight: Application Stores; The Revenue Opportunity Beyond the Hype, ” Stephanie Baghdassarian, Carolina Milanesi; 16 December 2009. Juniper Research. http: //www. juniperresearch. com/viewpressrelease. php? id=210&pr=181 “The Difference Engine: Chattering Objects, ” The Economist, Aug. 13, 2010. http: //www. economist. com/node/21009505 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

IT expertise gap—the new skill profile Business context awareness Translate business objectives into technology strategies that increase business ROI 5 End-to-end technology expertise Develop integrated cross-platform, multitechnology solutions © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. Hands-on experience Direct experience with cutting-edge technologies that create business differentiation

IT expertise gap—demographics of expertise Total addressable population Depth of expertise Experts Tech professionals Career professionals Academic students Digital literacy 6 Thousands of IT professional with 2– 10 years of experience Many thousands of students in technology fields and adult reskilling Pursuing careers in technology Technology enthusiasts; considering careers in tech A few thousand IT professionals with 10– 20 years of experience © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. Millions of hobbyists, information workers, and students Billions of people new to technology

HP Institute offerings For students and professionals who want to excel in their careers IT career path HP ATA Certification • Cloud essentials Cloud • Cross-technology virtualization • Choosing between onsite, hosted, and cloud services • Cross-technology integration • Business acumen for IT leaders Connected devices Networks • Designing and deploying multidevice solutions (PC, laptop, mobile device, and virtual clients) • Designing and deploying wired and wireless networking solutions • Client security, management • Virtual networking • Optimizing applications • Consuming hosted , cloud applications • Network security and management • Security and management Based on industry standards, powered by HP 7 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. Servers & storage • Designing and deploying server and storage solutions

HP Institute complete learning solution All educational elements available through Certiport Books • Bridge curriculum • Semester courseware • • 8 HP Remote Labs Practice tests Certification exam Certiport will provide all pieces of the learning program Learning solution includes licenses and voucher opportunities for universities and schools Not targeted to commercial centers but they are not excluded from the offering Localizations of materials will be expected and based upon business case © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

HP Institute Value proposition Students/professionals • Higher job and earning potential through industry-recognized certification and practical experience with state-of-the-art HP and industry-standard technologies Academic institutions and educators • Easy to build, deliver, and differentiate technology education offerings through a simple and affordable suite of technology learning products that provide relevant and practical skills that employers are looking for HP Sales (&HP channel sales): • A door opener to new education sector customers • Competitive advantage and a value add to proposals • HP enhancing the core business of the education establishment • Creation of a long term, strategic partnerships whilst blocking the entry from the competition Business and industry (HP customers and partners) • Continuous availability of talent that has precisely the skill and expertise that IT and business leaders need to achieve their business objectives 9 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

HP INSTITUTE GO TO MARKET BEST PRACTISE 10 Andrew Flood Prodigy Learning Craig Bewley Prodigy Learning andrew. flood@prodigysolutions. com craig. bewley@prodigysolutions. com © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

UK launch with picture(s) to be added here 11 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

Key Benefits - Customer 1. Meets IT Skills Shortage 2. Only Cloud Computing Qualification 3. Revenue Generator 4. Remote Labs / Practice Experience 5. Easy to Set Up & Deliver 12 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

Key Benefits - HP Sales Team 1. Competitive Advantage v Cisco 2. Door Opener to New Customers 3. Value Add to Tenders / Proposals 4. Enables Long-Term Strategic Partnerships 13 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

Program Update © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

HP Institute Development Roadmap WW English (ENG) Exam Connected Devices Networking Servers & Storage Cloud IT for Business 15 -Feb-12 15 -Oct-12 Study Guide 15 -Feb-12 15 -Dec-12 Exam Translation Study Guide Translation Connected Devices Networking Servers & Storage Cloud IT for Business 23 -Mar-12 TBD TBD TBD Connected Devices Networking Servers & Storage Cloud IT for Business Exam Translation 18 -Jun-12 25 -Jun-12 2 -Jul-12 TBD Study Guide Translation 10 -Jul TBD 15 Practice Test 15 -Feb-12 15 -Dec-12 Bridge Courseware completed 15 -Feb-12 20 -Jul-12 15 -Feb-12 Est. 11/20/2012 15 -Feb-12 Est. 12/18/2012 n/a 28 -Dec-12 Latin American Spanish (ESM) Practice Test Bridge Courseware Translation 10 -Jul-12 TBD N/A N/A TBD Simplified Chinese (CHS) Practice Test Bridge Translation 10 -Jul-12 N/A TBD Available to Order from e. Pac 1 -Aug-12 Est Nov 23 Est Dec 21 3 -Jan-13 Available to Order from e. Pac Est. end of Nov Est. end of Oct Est. end of Jan Est. end of Mar TBD Courseware Translation TBD TBD TBD Available to Order from e. Pac TBD TBD TBD © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. • Exams, practice tests and bridge curriculum for all 4 certifications available now • Semester courseware available for Connected Devices and Networks available now • Remote lab for Networks available in July (does not apply for Connected Devices) • All remaining elements for Servers & Storage and Cloud available prior to spring semester • Exams, practice tests for Connected Devices and Networking available in Dutch (all remaining products to remain in English)

HP Certified Educator (HPCE) Program Professional development for academic educators, professors, instructors Delivery Beginning in August Requirements: Benefits: • No application fee • Certification/Certificate • HP ATA certified for each course they will deliver • Access to HP Educator Portal • Valid teacher’s credential or instructor certification • Instructor materials • Complete “Train the Trainer” requirements • Forums staffed by HP Institute team and SMEs • Access to optional or extra instructional material for use in their classroom – Includes content review and virtual lab delivery instruction – Virtual TTTs will be provided by Certiport and HP (live and recorded) – Face-to-face TTTs will be provided by Certiport partners at a cost • Instructional quality – Student pass rates and quality feedback 16 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

HP Institute sales methodology 1 Demand Generation Phase • Build relationships • Drive awareness 17 HP & Certiport Confidential 2 3 4 Proposal Consideration Close • Identify customer needs • Propose solution • Identify risks or concerns • Content • Size license evaluation • Negotiate • Exam experience pricing • Lab experience • Resolve concerns 5 Implementation • Instructor certification & onboarding • Test center setup • Lab scheduling 6 Evaluation • Student volume • Instructor experience • Student experience • Pass rates

Call to Action A clear “Win-Win “when both Certiport’s channel partners and HP sales/partners refer each other to the educational establishments HP Institute 30/30 Promo • • • 30 HP ATA Exams 30 HP ATA Practice Exams Free Sample Courseware 30 Days Trial www. certiport. com/hp 30 More information, please visit: www. hp. com/go/institute 18 Prioritized market segments: 1. IT Vocational/Technical Schools (public/profit) 2. Community colleges (FE College) with IT tracks (public/profit) 3. Adult education, apprenticeship, and retraining sector (workforce development) (public) 4. Universities (public/profit) 5. Advanced Secondary Education (CTE) (public) Low Hanging Fruit: • • Current testing center customers that host IT programs HP strategic university relationships Cisco academies Instructor networks © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

Q&A © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

HP ATA Program customizable learning program Customizable program to meet academic objectives Program Option 1 Option 2 Instructional content A la Carte • Individual exam vouchers: SRP $89 USD (Academic Price: $69. 50 ) • Courseware e. Books: $40 USD • Practice tests: $39. 95 USD Site license • Annual site license: $7, 000 USD (Higher Ed) • Access to all HP ATA exams • Bridge and official curriculum e. Books • Practice exams and self assessments Hands on experience Onsite lab • Equipment configurations provided • Cost varies per lab, classroom use discount • Requires faculty with technical expertise HP Remote lab • $1, 500 USD per course • Designed for 16 students, 8 1 -hour lab sessions per semester/quarter Optional additional elements • e. Book: $40 USD • Textbooks: $60 USD • Additional Remote lab time: $TBD USD Per hour Pricing may vary by region and solution configuration. US Higher Ed pricing shown. 20 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

HP ATA CCENT Storage+ Server+ Network+ Cloud+ Client Storage Servers Networking Solution (Cloud) Information Worker A+ Technology Domain 21 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. Employer Expectations CCNA IT Apprentice IT SMB Level Internship Employability Ready IT Pro Academic certification program positioning

HP Institute FAQs Q. Is the content specific to HP hardware and software or is it skills development focused? A. The program objective is to provide career skills that graduates can leverage regardless of equipment brand. Practical experience and examples are provided via HP solutions so some HP specifics are unavoidable. The content is balanced between HP specific and broad applicability to maximize value to the students. Q. How can I train my faculty to offer HP Institute’s courses A. HP and Certiport will develop a strategy with you using the HPCE program to certify your professors. Q. How much does it cost to establish an HP Institute in my University? A. It depends on region, lab facilities location (on-site or virtual), number of courses offered per semester and other variables. Q. Is there a minimum/maximum number of courses that we have to commit to offer every semester? A. No. Q. How much do I charge for HP Institute courses/certifications? A. The University decides. Q. Will there be other HP Institutes in my country, region? A. This is not an exclusive program. However, HP is looking for lead institutions to partner with and there will be strategic benefits to coming on board first. 22 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

Who should certify? HP ATA prepares students for employment in these important IT job roles: • • • 23 Cloud specialists IT administrators Network administrators PC client architects Systems engineers Server administrators Solution architects Storage architects Support technicians © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

HP ATA—Connected Devices Designing and deploying connected device solutions • Given customer business requirements, design a multidevice, connected client solution incorporating PCs, tablets, and/or mobile internet clients in a small and medium business environment • Install and configure connected client solutions • Administer and troubleshoot connected client solutions Prerequisite for HP ATA – Cloud certification 24 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

HP ATA—Networks Designing and deploying network solutions • Given customer business requirements, design a wired and wireless network solution in a small and medium business environment • Install and configure wired and wireless network solutions • Perform administrative, operational, and network management tasks Prerequisite for HP ATA – Cloud certification 25 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

HP ATA—Servers and Storage Designing and deploying servers and storage solutions • Given customer business requirements, design a server and storage solution in a small and medium business environment • Plan and design HP and industry-standard server and storage solutions • Install and configure HP and industry-standard server and storage solutions, including server OS and management software Prerequisite for HP ATA – Cloud certification 26 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

HP ATA—Cloud Designing and deploying cloud solutions • Given customer business requirements, design end-to-end IT solutions that include onsite, hosted, and cloud based solutions in a small and medium business environment • Identify and describe industry-standard cloud and virtualization technologies and their implications for customer needs • Install and configure end-to-end IT solutions • Administer and manage end-to-end IT solutions 27 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

HP ATA Program Country Business Plan • Investigate and document overall market opportunity –Identify and prioritize key target customers • Establish sales commitments • Identify investment requirements –Identify courseware localization partner (Certiport partner or 3 rd party agency) –Marketing plan • Work with Eldon to develop Opportunity Assessment (OA) –Perform ROI analysis 28 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

“HP Institute” launch steps • Identify sponsors (e. g. from education sector ) within HP, aim at executive sponsorship • Establish a relationship with Certiport's local VAR, understanding of their business model Discovery • Build a linkage between Certiports VAR and HP functions (sales, marketing and PR) • Run a launch workshop to list the key (country specific) supporting messages, initiatives • Together with Certiport’s partner, identify local supporting bodies, seek government sponsorship • Determine launch goals, target audiences identify budget requirements, obtain approval Plan Launch preparations • Secure the key speakers (which determines the launch date), location, catering, collaterals • Manage the invitation process, facilitate reg calls with team, brief the speakers about the event • Secure 1 -3 local institute quotes, prepare the press release and gain an approval Go live • Manage on-site launch activities, send out the press release • Capture leads, set up follow up meetings • Press interviews Post Launch • Run a post mortem call of the launch (final coverage, budget. . ) • Set up a "rolling thunder" process to capture joint PR opportunities with first HP Institutes coming onboard • Evaluate convergence rate, (ROI) 29 © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

Thank you © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.