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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Sales Transformation
Matt CoxSales Operations, Enterprise Group
Daryl GanasSales Operations, Lead to Quote
Customer Success Story
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.2
Matt CoxMatt Cox
Senior DirectorSales Operations, Enterprise Group
Senior DirectorSales Operations, Enterprise Group
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.3
Daryl GanasDaryl Ganas
Senior DirectorSales Operations, Lead to Quote
Senior DirectorSales Operations, Lead to Quote
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.4
About HP
•Fortune 15 – U.S. •Fortune 31 – Global•Serves more than 1 billion customers•Operates in ~170 countries on 6 continents
•Over 300,000 employees•177,000 partners worldwide•#1 or #2 in most markets
HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society.
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.5© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Enterprise Complexity…
10000+ people on sales plan
59k partners
$66k average deal size200 countries
6000+ opportunities closed each week
51,427customers with quota assigned
$7b in quarterly pipeline
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.6
Our Roadmap to SuccessHP Sales Excellence FrameworkImprove clientand partnerexperience
Drive operational and processexcellence
Build topperformingsales teams
HP Unison Platform for Sales & Partners
Engage & Retain
Enable Role Excellence & BAS
2.0Lead the Team
Hire and Promote
Coach for Performance
Compensation Design
Total RewardsComp Operations &
Analytics
Segmentation & Strategy
(Direct/Indirect/Online)
Coverage & Readiness
Customer Experience
(incl. Top Accts Program)
Partner Experience
Sales Productivity Analytics
Trends by Geo, Segment, RTM, Products
Account, Territory, &
Partner Planning
Opportunity Mgmt &
Deal Registratio
n
Pipeline Mgmt &
Forecasting
Renewals&
Support
Order Mgmt
& Fulfillment
BidMgmt
Configuration,
Pricing, Quote (CPQ)
Partner Demand
Mgmt
LeadMgm
t
Sales Strategy
Business Intelligence & Analytics
Sales Process & Quote to Cash
Sales Compensation
Talent Leadership
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.7
HP Sales Transformation
...building the Sales Transformation Future• Powering the Sales Transformation at HP• Simple and predictable HP buying
experience across all customers and channels
• Timely and relevant information• Unrivaled customer experience regardless
of entry point
Effective quota planning and performance
reporting
Sales Comp
Lead to Order
Business intelligence with relevant and timely insights
Sales Process
Sales and Partners integrated via the Unison Platform
Globalize on standardized
platforms
Order to
Cash
Business Intelligence & Analytics
Efficient integrated
sales experience
The Journey…
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.8
Sales Process Transformation – Vision
Drive improved customer experience, sales productivity and management
visibility
Quote to Cash
Sales Compensatio
n
Service &Support
Marketing
HP Sales Platform(Global, Standardized Processes)CRM
Customers
Partners
Online Sales Reps
PRM
FinancialClaims
Sales
Business Intelligence & Analytics
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.9
Sales Transformation Journey – Year 1The Results
1) Sales Productivity 2) Sales Process
Alignment3) New Sales Platform
The Success
0
5,000
10,000
15,000
20,000
25,000
30,000
35,000
4,1276,909
14,00316,310
24,200
35,000
Deployment Wave
User Ramp Plan – SFDC
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.10
Guiding Principles
• Sales Rep and Partners at the Center
• Process Driven: Standardize to lowest level
• Common Data Model Critical to Success
• Agile, collaborative development approach
• Federated Program Structure
People
Technology
Processes
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.11
Program Structure & Shift to Agile/CRPs Decision Team
Executive Sponsors
Reporting
Solution Delivery
DeploymentBusiness
Readiness &
Management of Change
Strategic Planning & Governance
SFDC Center of Excellence Operations
Business Processes,
Capabilities, & CRP Execution
User Acceptance Testing
Architecture, Data, &
Integration
Platform Development &
SI Testing
Agile with Conference Room Pilot Timelines and Deliverables
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.12
The Results 1) Complete Sales
Cockpit2) Partner
Transformation3) Integrate Quoting
& Sales Compensation
CommunitiesValue Selling, Portfolio Training First-line Sales Manager’s Dashboard
Account & Territory Planning
Lead Mgmt & Deal Registration
Opportunity Mgmt
Pipeline Mgmt & Forecasting
My Sales Comp
Renewals & Support
Order Mgmt&
FulfillmentBid Mgmt
Conf, Price, Quote(CPQ)
Core Sales Processes Quote to Order
Sales Cockpit powered by Salesforce.com
Sales Transformation Journey – Year 2
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.13
Standardization of sales processes & shift to SFDC has enabled a transformation in how we sell to customers while delivering major productivity improvements.
Transformation Results: Before and After
Legacy CRM Salesforce.com
Releases Per Year One Four
Integrations to other HP publications
47 interfaces developed over 11 years
50+ interfaces developed in 1 year
% of customer-facing users logging in 30 day period
59% 95%
Sales Rep Satisfaction 13% ~70%
Average Deal Velocity 83 days 67 days
Degree of BG involvement Medium: Annual prioritized Roadmap Very High: Co Creations
Market availability vs. HP implementation
2 years behind As available
Executive Updates/ Pipeline reviews
One-week, offline process Real-time pipeline reviews
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Critical Success Factors & Lessons Learned…
1. Ensure executive sponsorship & engagement
2. Align on a common vision & business objectives
3. Focus on “Sales Rep at the Center”, user feedback
4. Target quick wins, rapid iteration, quarterly releases
5. Better Focus on first line sales manager
6. Seize opportunity to streamline business processes
7. Track results to ensure realization of business value
COMMUNICATE, COMMUNICATE, COMMUNICATE
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.15
Daryl GanasSenior Director
Sales Operations, Lead to Quote
Heather Wintermantel
Director
Customer Success
Matt CoxSenior Director
Sales Operations, Enterprise Group
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.16
Sales Transformation Journey – Year 3What’s Next? Outcomes and Innovations…
Process Workflows
Multi-BG Opportunities
“Gamification”Leaderboards & Sales Rep performance
Expand Platform HP on HP
Mobility• “Powered by
HP”
“ALM” – Application Lifecycle Mgmt• E2E Testing across all capabilities
HP IDOL• Deriving customer insights through accessing and understanding all your Data
Strong Customer Connections
Assess and Leverage customer buying behavior
Social Enterprise
Global Opportunities
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.17
Maximum Meaning, Minimum Means (ABRAM GAMES)“An important and critical feature of HP’s sales transformation journey has been the global pan-HP deployment of salesforce.com. Building on this success, HP is now preparing to plug Autonomy’s Intelligent Data Operating Layer (IDOL) into HP’s Salesforce to deliver ‘meaningful’ and ‘actionable insights’ to the user and drive bottom-line benefits to HP’s sales community and customers alike.
‘Automatic Categorization’ &‘Conceptual Extraction’
‘Automatic Collaboration’ &‘Account Analysis’
‘Real Time Analysis’ ‘Cross-Source Analytics & Alerting’
‘On-Task’ (Implicit Querying / AES)
ChatterIntegration
ChatterIntegration
ChatterIntegration
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