Annuity Services - HP
The HP technology you sell does not live in isolation, it’s surrounded by the people, processes, services and support that make it function in the context of your customer’s business. Over time these customers have acquired HP services to support their IT estate, or there may be gaps in IT services provision that must be addressed. Either way it’s true to say that almost every one of your customers presents an HP Services opportunity.
Evolving IT strategy, previous outsourcing, changing ownership, different terms between hardware and software contracts – just some of the reasons behind an HP Services portfolio that’s no longer appropriate to business needs and a risky lack of clarity for your customer. This mismatch is your opportunity, working with HP and Avnet, to generate new business with existing customers and prospects alike, spanning everything from off-the-shelf to fully bespoke HP Services.
HP Services are designed to cost-effectively upgrade or extend customers standard warranty with easy-to-buy, easy-to-use support packages, reducing downtime risks with support levels from basic to mission-critical. They cover all the IT products that businesses rely on: servers, storage, networking, desktops, mobile computing, printing and imaging, and software.
Three options for HP Services
- HP Contract Services - Fully bespoke, flexible HP contractual services solutions, enabling you to build highly targeted support solutions for any type of customer environment. HP and Avnet are working with partners to ensure the skills are in-house to access this lucrative business, in particular around the management of annuity service contracts and in the conversion of warranty obligations into contracts on HP branded products.
- Enterprise Care Pack - Targeting larger systems and IT environments to provide HP Services at point of product sale only. Combining the benefit of cost-effective, off-the shelf products with a solution that fits the user’s needs exactly.
- Commercial Care Pack - Specific entry-level services aimed at SMB and low-end technologies. These options provide fixed, upgraded service levels to extend and expand end-user standard product warranty combined with easy-to-buy, easy-to use support packages.
Why sell HP Services?
- The hardware and software will malfunction
- Invariably, the standard hardware warranty service levels are insufficient
- HP Software has no technical telephone support or Right to New Versions
- Business requirement will not be met by standard hardware and software warranties
- Cost and Consequence of system downtime i.e. lost business, tarnished company image, legislative penalties
- Services give the opportunity for increased product sale (system healthchecks)
- Enhanced end-user loyalty
- Annuity revenue and margin.
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