Non-Attach

What is the Sales metric code?

• An attribute to identify the right sales motion

• An order entry code that defines the product type

• A specific Product Line code

• A services portfolio offer code

What does represent the sales metric code "S"?

• New business generation not linked to HW/SW, but environmental new services

• Installed base renewals and ongoing business

• HPE Packaged Support Service conversions

• Instances where no sales compensation is to be granted

How can you generate Growth (SMC S)?

• Renewing a contract without any service change

• Up-selling or cross-selling environmental support or solution blocks or adding HPE Service Credits

• Co-terming contracts for a specific customer

• Defending the installed base

Why is chasing new business important?

• Promotes HW and SW selling

• Ensures the Renewals will happen on-time

• Generates the IB erosion

• Drives HPE strong financial results and business growth while mitigating IB erosion

When does the Non-Attach sales motion timeline starts?

• Day 1 from the HW/SW shipment date

• Anytime

• Day 180 from the HW/SW shipment date

• At the contract expiration date

How is new business contributing to IB Growth?

• Helping to accelerate co-terming

• Eliminating the renewal delays

• Mitigating IB erosion and add new to IB in the future

• Accelerating the PROP process

Who is responsible to capture new business?

• Only IB sellers

• All HPE sellers

• The New business sellers

• Only the HW sellers

What is FY20 Non-Attach Operational services budget?

• US$ 107 M

• US$ 507 M

• US$ 650 M

• US$ 56 M