LP Sales Transformation_HP Success Story_Final2

© 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


Daryl GanasDaryl Ganas

Senior DirectorSales Operations, Lead to Quote

Senior DirectorSales Operations, Lead to Quote


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


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


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


Efficient integrated

sales experience

The Journey…


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



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


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


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


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


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


Daryl GanasSenior Director

Sales Operations, Lead to Quote

Heather Wintermantel

Director

Customer Success

Matt CoxSenior Director

Sales Operations, Enterprise Group


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


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

Documents

LP Sales Transformation_HP Success Story_Final2