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HP NETWORKING Global Business

HP NETWORKING Global Business. Kathie J. Wilson February 25, 2010 – ES EXCHANGE CALL. HP Networking Global Business.

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HP NETWORKING Global Business

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  1. HP NETWORKINGGlobal Business Kathie J. Wilson February 25, 2010 – ES EXCHANGE CALL

  2. HP NetworkingGlobal Business The following presentation reviews the function of the Global Business Center, as well as the Global Sales Engagement and Global Pricing Processes for the HP Networking business.

  3. HPN GLOBAL BUSINESSCustomer Qualification • The definition of a global account is identical across regions per below: • Client requires procurement, deployment and servicing of HP Networking solutions across more than one Region: • EMEA (Europe, Middle East, Africa) • APJ (Asia Pacific/Japan) • AMS (U.S., Canada, Latin America) • Client is strategic to regional and/or global market share growth. • Decisions are made centrally and can be enforced. • Client desires networking technology standardization.

  4. HPN GLOBAL BUSINESSGlobal Engagement Benefits Customers expect consistency: • a true global provider • seamless project planning worldwide • pricing • product availability • serviceability • SLA’s across regions • legal terms • service and support • escalation management

  5. HPN Global Networking Global Business Center The Global Business Center has been established in order to provide HPN Sales, SME’s, as well as HP BU colleagues and our customers, an easily accessible center of global expertise. The GBC hosts the Global Business Managers. The GBC is not region-centric. The GBC’s primary focus is on revenue generation. Questions: Contact Kathie J. Wilson, kathie.wilson@hp.com, Acting Mgr., Global Business Center

  6. HPN Global Business CenterGBM Areas of Expertise HP and HPN Global Trade policies Pricing consultation – strategy Import/Export RTM/Fulfillment Process Management (GSEP, GPP, Global Project Management) Customer Escalation Management Global Responders – GSSP (ww escalation process) Services Capabilities Supply Chain – regulatory and capabilities Selling and Positioning – internal and customers Global Business Training RFx Responses

  7. HPN GLOBAL BUSINESSGBM Role In Scope • GBM assists to makes complex, simple. • GBM’s provide the expertise, connectivity among HP Regions, HPN, HP BU’s, customers. • Field Sales time is increased when GBM is engaged early. • GBM’s are prepared to address HP Global Trade Policies at any level within client. • GBM’s remain engaged from Identify/Qualify through Steady State Operations. • GBM’s are a consultative arm to help Sales SELL. Out of Scope • Global pricing margin analyses • Data analyses or entry • Creation of pricing Eclipse quotations • Updating of product availability matrices • Updating of ww service support capabilities • Support of Region only opportunities (EMEA, AMS or APJ) • Physical preparation of RFx response final docs (although response contributors) • Detailed CRM Funnel forecasting (high level pursuits stats reported)

  8. HPN GLOBAL BUSINESSEngaging with GBM Sales is not to…. • pursue a global deal without early engagement of the GBM assigned. • provide any type of global pricing estimates – in writing or verbally to internal BU’s or with client. • provide direct fulfillment RTM commitments – each global opportunity must be qualified and approved. • guess at trade laws or capabilities – always defer to GBM. • assume that HPN mirrors other BU capabilities. Best Practices • SR registers global opportunities in CRM via Global Deal Request Form. • GBM engaged very early • GBM attends critical global client meetings. • Provides RFx global responses • Documents facts thoroughly and maintains PM templates • Issues/escalations resolved efficiently • GBM ensures full collaboration with w/ other region SR’s/support teams

  9. HPN GLOBAL BUSINESS Global Sales Engagement-Process Steps • -Global Account identified by HPN Sales Representative • -GBC Team Lead is contacted to determine whether another ProCurve Representative is already engaged in the ID’d opportunity. • -Sales Representative registers the global opportunity via the HPN Sales Engagement Process and completion of Global Deal Request Form. • -GBM is assigned and engaged early with internal, as well as external, client meetings as appropriate. • -GBM remains integral part of the account team from ID/Qualification through Steady State, Expand/Grow in a PM/escalation role.

  10. HPN GLOBAL BUSINESSGlobal Engagement Benefits Customer satisfaction • properly set expectations – set early • clarity • pursuit, deployment, operational consistency • clear escalation path definition Field Benefits • reduced Field time investment from pursuit to win on global questions and unique requirements • ability for Field to set a high credibility bar compared to competition • ability to secure acknowledgement from greater HP community that ProCurve offers advanced global expertise

  11. HPN NetworkingGlobal Pricing

  12. HPN GLOBAL BUSINESS Global Pricing-Process Steps • No global pricing may be inferred or provided - internally or to customer - without proper GDRF completion through the HPN Global Sales Engagement Process. • The GDRF will provide the HQ pricing expert opportunity details that will allow creation of the initial price offering. • Margin analysis is then completed at the Global Business Center level, and cross-regional approvals are secured. • Upon cross-region approvals being received, an active quotation can be triggered within the HP systems, and pricing may be provided to Customer (direct RTM) or Tier 1 Distribution (indirect RTM) • HQ HPN Sales drives pricing strategy/amendments throughout deal.

  13. HPN GLOBAL BUSINESS Global Pricing-Centralized Posting • -pComm (price communications): web-based, centralized price posting tool • -pComm is loaded directly from HP quotation systems with pricing detail and auto-updates with new version updates • -Automatic Trade Bloc Adjuster (HP trading fees recovery) application • -Automatic currency conversion • -Eliminates need for manual creation of country Order Pricing Guideline docs (OPG’s)

  14. HPN GLOBAL BUSINESS GSEP/GPP High Level Visual

  15. Q&A

  16. HP NETWORKINGDIRECT Route to Market Options Kathie J. Wilson January 25, 2010

  17. HP NETWORKINGGlobal Business Direct RTM Options HP Networking’s preferred and primary Route to Market for Large Enterprise and Global Opportunities is Direct.

  18. HPN GLOBAL BUSINESS RTM Strategy Process/Decision • Global Deal Request Form (GDRF) is, once again, the key trigger in qualification and RTM decisions. • GBM works with HPN Sales Representative and Customer to determine best RTM based upon requirements. • Four options: • Volume Direct • Value Direct • Indirect • Hybrid • Formal approval processes are followed to ensure approvals and required resources for required RTM modeling

  19. HPN GLOBAL BUSINESSRTM – Volume vs. Value Direct Volume: • Established customer • Enterprise low touch • B2B/B2Bi (global/regional portal) • e-Procurement/catalogs • Little to no integration needs • Asset tagging • Real time order status reporting Value Direct: • Established customer • Moderate to heavy integration requirements • Customer installations • Formal configuration and quotation services • Low Volume • High complexity

  20. HPN GLOBAL BUSINESS HP Volume Direct

  21. HPN GLOBAL BUSINESS HP Volume Direct • Streamlined, standard source of products, services, support and e-business solutions • Delivered directly to customer locations • Direct interaction with customers • Multiple buying options • Complete solutions • Configuration capabilities with online ordering • Single point of accountability • Enhances customer satisfaction • Includes integrated solutions

  22. HPN GLOBAL BUSINESS HP Volume Direct Products/Capabilities

  23. HPN GLOBAL BUSINESS HP Volume Direct Customer Offerings

  24. HPN GLOBAL BUSINESS HP Volume Direct Customer Offerings • Europe and Africa —countries • Global Series products • Services and support • Training • Americas —countries • Global Series products • Services and support • Training • Asia —countries • Global Series products • Support • Training • Coverage key • Global Series products available • Selective services • No Global Series capability

  25. HPN GLOBAL BUSINESS Volume Direct: Global Volume Forum • GVF is a single global support approval focal point for business decisions incorporating all aspects of a global volume product opportunity. • GVF is cross-regional and cross-functional. • Facilitates communication, coordinates action, approves sales motions, solution details and assigns resources for global deals • Is a community and a set of processes, systems and tools in the servicing of global business

  26. HPN GLOBAL BUSINESS Volume Direct: GV Forum and HPN Partnering • HP Networking Global Business Manager will pre-qualify target global customer who may qualify for Volume Direct RTM and support. • Pre-qualification completed by HPN Sales/HPN GBM. • HPN GBM will highlight a target direct customer to GVF for possible review approval. • Volume Sales GBDM will state client case to GVF. • If “No Go” from GVF, the HPN GBM will pursue an alternative strategy.

  27. HPN GLOBAL BUSINESS Global Volume Forum – Approval Steps • HPN GBM prepares Volume GOAP (Global Opportunity Assessment Profile). • Includes all customer requirements/detail (such as # units per country ww) • Pursuit Review • Volume Direct Global Business Development Manager is assigned for GVF review. • Bid review • Review of entire solution • Win review • Volume Direct GBDM updates GOAP with any final details. • Deployment resources are assigned. (Account Operations Managers by region) • Scope review • Reviews deals when the scope determined during deployment differs from the scope determined during the pursuit, bid, and win reviews

  28. HPN GLOBAL BUSINESS Global VALUE RTM • Value Direct is regionalized vs. global. • Detailed process flows and contact lists have been created and posted. • Training has been delivered by HPN Supply Chain. • To date, Direct RTM requirements have been flowing through Volume Direct. • Should integration and more high touch be required for accounts going forward, each deal will be worked collaborating closely with VALUE regional SME’s. • GBM’s will provide cross-region collaboration, communication.

  29. Q&A

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