Cisco Lead: Contact Ed Higgins (email@example.com) from Cisco Advanced Services for Cisco-lead Services Offerings (Medium to XL / Complex deployments).
Partner Lead: For Small to Medium Deployments and for Customers / Partners looking for Remote Delivery (vs On-Site), contact PrideVel. PrideVel is looking to sign-up the Cisco DC/TDI VAR’s in advance of deals so they can provide end-to-end proposals to Customer’s with Cisco/Third Party HW+SW, Support, Services. Sales/Business Development is Ravi Pusuluri firstname.lastname@example.org or Business Solution Architect is Hari Guleria email@example.com
There are two ways to buy SAP HANA. [A] HANA Appliance and  HANA TDI - - Our competitive differentiator from Cisco.
There are three types of SAP customers planning to migrate to SAP HANA.
Type 1: Understands that they do not understand the new platform and want the partner to provide full HANA and TDI support.
Type 2: Customers want to do HANA by themselves and know they will need help.
Type 3: Customers think they know SAP HANA and will want to do it all by themselves.
Sooner or later both Type 2 and 3 customers will continue to exist and will continue to find themselves in a corner where they need assistance.
Cisco and PrideVel are focusing on 'de-risking' customer deployments that want to leverage SAP's Tailored Data Center Integration (TDI) rules.
Sales Play: Giving the customer bundled options that range from total Cisco AS support for Day 0 support, and in addition give them the option of bundled solutions like
(i) Total TDI Support for Type 1 customers.
(ii) Bundled SAP HANA Support for Type 2 and Type 3 customers.
Business Value Selling
There are three options to suite the business needs of individual customers:-
- Total TDI Support: For customer understanding that they need full TDI support. This is custom as it is based on the complexity of the customer's applications and landscapes and systems
- Safe Passage Support: This is designed for a customer who  Want to do it themselves and  understand know they will need help. This is pre-bundled at 50 hours per quarter, on a use it or lose it basis
- Angel Support: This is designed for a customer who  Want to do TDI themselves and  think they can do it all but might need assistance and comes. This is pre-bundled at 10 hours per month, on a use it or lose it basis
Business Value Selling
TDI 1 Solutions- TDI Support is to use this Ordering guide that can be-referenced directly as the basis of this offer, or go to the landing page of the PrideVel website for the TDI offerings included here.
TDI 2 Solutions – Pre-Sales support: As mentioned by Cisco Custom GTM, Go-to-Market, planning along with Channel Partner customized solution brochures can be made available to partners who sign up with PrideVel for the TDI 2 level solution offers.
Validity And Contacts
Validity: The prices in this Ordering Guide are valid till June 30th, 2016.
Ravi Pusuluri - Business Development. firstname.lastname@example.org
Hari Guleria - SAP & HANA Business Solution Architect. email@example.com