Your partner for success HP Financial Services Aaron

Your partner for success HP Financial Services Aaron Kaplan Director of Channel Partner Programs 9/18/14 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP Restricted. HP and Channel Partner Internal Use only.

The bridge between technology & finance HP Financial Services • • • We deliver IT investment solutions that can help customers enhance business agility and enable better business outcomes With $12. 1 billion in portfolio assets, we generate almost $4 B in revenue annaully We have over 1, 300 employees and do business in over 50 countries Possessing expertise in IT and financial services, we generate approximately 50% of our revenue through the channel We help channel partners build strong relationships with 75% of our customers doing repeat business HP Restricted. HP and Channel Partner Internal Use Only 2 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP Restricted. HP and Channel Partner Internal Use Only

Enhancing your ability to sell the New Style of IT HP Financial Services Social Media Big Data Mobile Cloud IT Investment Strategy – Aligning Finance and IT to deliver business outcomes You gain added resources, expertise and support to enhance your go-to-market capabilities Customers Gain the flexibility, agility, speed and control to meet current and future evolving business needs Align to business priorities 3 Enhance Operational Efficiencies Proactively drive to new procedures and policies Flexible Investment Solutions Lifecycle Asset Management Transition services Enabling new technology acquisition and flexibility to match customers’ business needs Global solutions that address the full IT lifecycle Tailored solutions to meet the needs for transition equipment, legacy technology or fund new data center deployment © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

Strengthening your go to market capabilities Partnering with HP Financial Services Value to Channel Partners Easy to do business with Partner Rewards One. HP Team Change conversation to respond to customer desire for more acquisition choices, flexibility Grow your margins with incentives, and larger transactions Integrated people, offers, processes and on-line tools help you close more deals faster Accelerate Sales 4 Profits and cash flow Increased productivity © Copyright 2012 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. Trusted Partner Over 50% of HPFS revenue comes through channel, 75% of customers do repeat business Customer, Partner Sat

HP Subscription (the backbone of Hybrid Saa. S) Recommended offer § § § Vehicle to market for demand generation campaigns Change the conversation from price to monthly payments An opportunity to bundle for specific vertical/segments Example 5 A-la-carte bundles (Defined by the partner) § § § HP TX 1 Model 110 Duel-Head MSR for RP 7 Cash Register Express w/cust tracking CRE/RPE Training HP ADP Service Include: § Any commercial hardware § Any HP Care Pack (Recommend Next Business day on-site and HP Care Helpdesk ) Nice to have: § Additional HP hardware and accessories § Support services (Travel, ADP, etc. ) § Other software and partner services $9 mo 2. © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.

Why HP Subscription? Channel value proposition • Help boost orders and margins • Receive full revenue, right away • Quick decision process, useful updates • Easy for customers to access and understand 6 Sales benefits • Increase value of the sales by improving services attach • Increase customer acquisition & retention • Device/System refresh comes at year 2 -3 instead of 5 • Simplify subscription cycle with HPFS © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.

HP Subscription cycle Customer buys a new TX 1 Refresh without Year 1 Year 4 Year 3 Year 2 + HP Subscription TX 1 Refresh 2 year HP Subscription TX 1 Refresh 3 year HP Subscription + + + Old TX 1 is returned to HP HP Subscription enables HP, Blue. Star and partners get footprint of the account fleet lifecycle. You know when it’s time for refresh, increasing the chances of making more money! 7 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. Year 5

Customer Value Proposition – Why buy HP Subscription? Lower maintenance lower cost Stay on top of technology Subscribe & simplify Better management in less time 8 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.

HP Financial Services Partner Connection Your online portal to customer satisfaction Benefits • • Help close your deals & get paid faster Opportunity for margin uplift Visibility across financing process Access to a financial expert Simplified online process Fast credit approval & quoting Innovative financing options 1 The 9 HP Financial Services Partner Connection is currently in beta production with limited availability. © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP Restricted. HP and Channel Partner Internal Use Only

HP Financial Services Partner Connection Helping you work more effectively 10 Quick quote Use our Online Calculator to quickly respond to customer queries regarding leasing options. Contact HP Financial Services Our experts are available to resolve any customer issue quickly and effectively. Credit applications Quickly generate a credit application on behalf of your customer and track the application through its lifecycle (submit, withdraw, declines, approvals). Marketing and promotions Visibility to all special offers added to the portal and access to tools for marketing and sales of finance products. Firm quotes Create and save terms to provide your customer with options. Download PDF proposal document for each option. Reporting Transactions performed to date for analysis. Proposals & Contracts Easily convert a quote into an accepted proposal in seconds. Resulting customer deals You can invite all your customers to the online Customer Portal even if it’s a one-time-only deal. © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP Restricted. HP and Channel Partner Internal Use Only

HPFS Partner Connection – Quick Quote 1 11 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.

Credit Application Page 1 Finance &Equipment 12 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.

Credit Application Page 2 Customer Information 13 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.

Credit Application Page 3 Other Information 14 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.

Firm Quote List – selected quote options with pricing 15 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.

HP Subscription process STEP 1 Engage HPFS Partner Connection portal via Blue. Star STEP 2 Credit assessment • Obtain a quick quote and include an HPFS solution in your proposal STEP 4 Credit Shipping & Authorization • To obtain credit approval, enter the required customer information into the Partner Connection portal STEP 5 Delivery & Installation • HPFS will provide a Vendor Authorization letter (VAL) & all credit conditions for shipment • Delivery and installation of the equipment following VAL conditions Step 7: Settlement Once all documentation is received, invoices are paid 16 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. STEP 3 HPFS Documentation • Obtain a firm quote • Documents are available immediately and must be signed and returned by the customer to HP STEP 6 Certificate of acceptance • Customer signs Certificate of Acceptance (Co. A) • Execution of Co. A & the lease contract starts

Partner Connection Dashboard 17 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.

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How to sell - setting Subscription apart Consider the example below: • HP TX 1 Model 110: • Duel-Head MSR for RP 7 : • Cash Register Express w/cust tracking: • CRE/RPE Training: • HP Accidental Damage Protection Service • 36 monthly payments: $2844 $1, 749 $152 $649 $125 $169 $92. 20 with 3% uplift Traditional Lease • Too many cost references (total cost, hardware and services costs, monthly payment) Customers may: • Question % of services in the bundle: 30% of total!? !? !? • Calculate implicit interest rate • Compare rates with other banks, suppliers • Look for solutions with lower total cost 20 Subscription • Monthly payment is the only $ reference • Focus on all the benefits for only $92/month • It is a totally different conversation! © Copyright 2013 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

Overcoming objections • Tailored and predictive payments. • Get best in class affordable technology. • It’s more affordable than you think. You can buy hardware and an HP Care Pack and the monthly payments may be only a few dollars more than buying upfront. It’s too expensive I don’t want the Care Pack Financial interest makes it too expensive I prefer to pay my HW at once and forget monthly payments Why HP vs. competition The subscription does not fit my needs • We can offer you our other financing options such as FMV or $1 buyout. 21 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party. • We have the best hardware in the industry, but with an HP Care Pack we make sure your company is protected against damage. • Ok, do it!

Home Page 22 © Copyright 2014 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice. HP confidential for HP internal and Channel Partner training under Confidential Disclosure Agreement only. Not intended for any other third party.