©2009 HP Confidential HP NETWORKING Global Business Kathie J. Wilson February 25, 2010 – ES...

©2009 HP Confidential

HP NETWORKINGGlobal Business

Kathie J. Wilson

February 25, 2010 – ES EXCHANGE CALL

©2009 HP Confidential2

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.


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.


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


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, [email protected], Acting Mgr., Global Business Center

mailto:[email protected]


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

Pricing Global Trade Import/

Export

Fulfillment

Modeling

Process

Management

Escalation

Management

Net vs. % Discount off Country List

Country Customs laws & regulations

When exporting is to be used (exception) and why

Indirect: Assist customer in selection of HP Networking certified

GSEP – Global Sales Engagement Model – required registration to secure global support and pricing

GSSP – automated escalation ticket sales tool with strict SLA’s

Trade Bloc Adjusters-

when applied, why, how

Exportation coding/labeling requirements

Exporter of Record – HP requirements to assign EoR.

Indirect: Advise customer on partner margin potential ranges

GPP – Formalized process in place to secure global pricing that must be followed.

Work closely with Field to ensure the proper resolution path/drive to conclusion

Foreign Currency Exchange – policies, options

COO – Country of Origin Invoicing, country labeling requirements, waybill prep, bar coding

Direct: Volume Direct – need SLA’s/agreement.

GSSP – Global Sales Support Process – escalation tool

GBM’s may take inquiries and escalations directly from customer-work to conclusion

Value Added Taxation – when/how to provide estimates

Federal Government reporting – used when non-HP physical carriers used

Use of broker if needed for certain countries – restrictions

Direct: Value – may be used for a client who requires extensive integration and staging

Global Project Management – part of GBM role. GBM’s become Global Project Managers from HPN through deal life

Pricing escalations – work with sales, regional management, partners and clients as need to resolve

Logistics – when to provide estimates and how

Restricted, Embargoed and Sanctioned Countries

Destination country - localized shipments – forward forecasting

Hybrid – mix of Direct (U.S.) and channel modeling

GDRF – Global Deal Request Form – automated registration to secure support

Partner support escalations – work w/ regions and provide global support.

Reseller margin uplifts – when to estimate, how applied, why

Product Classifications Regulatory compliance for strict regulation countries

Translate customer’s true needs into proper model

pComm – HPN regional and global pricing can now be posted to pComm.

Value vs. Volume Pricing methods – when each applies

Country and HP BU collaboration

Collaboration with GValD, GVolD and HP BU’s – understand options

GSSP Services Selling

Positioning

Training RFx

Response

Supply

Chain

Automated global escalation tool – HPN internal only today

Ability to quote Care Pack options globally

In person and teleconference meetings w/ client in concert with HQ Sales lead – early.

Provide training to sales and SME support organiz.

All global content Provide high level view of active global accounts/needs

GBM team lead provides stat reptg., strategy, global escl. point

Articulate differences: warranty, Care Packs, Custom – look at global deals holistically – global input needed.

Internal pursuit meetings – strategy in line w/ acct. plng. – critical

Regional and global levels

Collaborate with all HP Networking and HP SME’s

Latin America – work to ensure localization/

availability

GBM team lead provides tool enhancements – such as GSSP.

Provides current global services capabilities

Overcome internal and client objections

HP BU’s – GBM’s work as closely with CBM’s, EAM’s as HPN – trng. ongoing

Provide sales positioning statements

Work through escalations and product holds

GBM team lead updates with sales amendment as deal matures

GBM interact closely with the HPN Global Customer Care Center when needed.

Explain all HP and HPN policies and strategies

Topics: GSEP, GPP, GSSP, HP & HPN global trade policies

Ensure consistency in HPN data

Ensure adherence to SOP – Latin America reqmts.

GBM team lead provides oversight –Global and Regional Ticket Managers

Works with HP, HP Networking Sales, and with SI’s, partners to optimize fulf. model

Global pricing – how we differ from competition and why. HPN provides consistent global pricing at SKU level.

Work closely with all members of pursuit team to win w/ response beyond HPN – HP global policies

Work with Regulatory to ensure product compliance

Engagement of GBM for all registered global deals key.

Bid response teams – HP or HPN – secure appropriate references.

Provide current product availability data


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)


HPN GLOBAL BUSINESSEngaging with GBMBest 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

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.


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.


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


HPN NetworkingGlobal Pricing


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.


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)


HPN GLOBAL BUSINESS GSEP/GPP High Level Visual

HPN

Glo

bal

Proj

ect

Man

agem

ent

HPN

Glo

bal

Proj

ect

Man

agem

ent

Regi

onal

/Glo

bal

SME

Team

s

Regi

onal

/Glo

bal

SME

Team

s

Regi

onal

Pr

icing

Sp

ecia

list

Regi

onal

Pr

icing

Sp

ecia

list

HPN

Glo

bal

Busin

ess

Mgr

.

HPN

Glo

bal

Busin

ess

Mgr

.HP

N Sa

les

HPN

Sale

s

HPN SR identifiesGlobal

Prospect

SR completes Global Deal

Request Form to register deal

SR provides GBM with requirements and/or RFx

documents

SR/pursuit team review and

determine pricingstrategy

All regional and global SME stakeholders

submit feedback and capabilities, direction to

GBM

GBM becomes Global Project Mgr.

through Operate and Maintain

WW GBC resource secures cross-

regional approvals/releases

GBM alerts all Regional/ Global Stakeholders via GDRF: RFx

response needs and provides to pursuit team

GBM provides guidance on HP and ProCurve global pricing

policies

Regional HQ Pricing

specialists create pricing

version

Regional Sales SupportRegional ManagementSupply ChainService and SupportFinanceLegalRegulatory

GBM Qualifies Global Opportunity

with HPNSR/participating

BU’s

BID


Q&A

©2009 HP Confidential

HP NETWORKINGDIRECT Route to Market

Options

Kathie J. Wilson

January 25, 2010


HP NETWORKINGGlobal Business Direct RTM Options

HP Networking’s preferred and primary Route to Market for Large Enterprise and

Global Opportunities is Direct.


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


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


HPN GLOBAL BUSINESS HP Volume Direct

Challenge Objective

– Target HPN global deals requiring parallel approvals across regions and for different deal components

– A collaborative HPN and HP Volume Sales/Direct global team crossing these functional and regional boundaries is required to ensure profitable and sustainable global business

– Make an informed and comprehensive business decision to allocate direct resources based on all components of a qualified global opportunity.

– Provide the structure to make informed businesses decisions for global opportunities


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


HPN GLOBAL BUSINESS HP Volume Direct Products/Capabilities

Products and services

Capabilities Regions

– Desktops and Notebooks

– Handhelds

– Wintel servers

– Workstations

– Monitors

– Storage and Networking

– Printing and imaging

– Accessories

– Packaged services

– Value-added services

– Global reach

– Global e-business

– Standardized configuration

– Product customization

– Global pricing

– Customer support

– Financial services

– Global Customer management

– Asia Pacific and Japan

– Europe, Middle East, and Africa

– Americas– Canada

– US

– Latin America


HPN GLOBAL BUSINESS HP Volume Direct Customer OfferingsGlobal reach

• Complete product and solution offering

• Deployable into more than 160 countries through HP Direct or partners

• Consistent global pricing

• Order tracking and reporting

• World-class e-business solutions

Flexibility• Products configured and customized to meet customer-specific requirements

• Flexible delivery and payment options

Comprehensive solution• Total solution development and implementation

• End-to-end order management

Support• Professional and customer services available

• Consistent support across the globe


HPN GLOBAL BUSINESS HP Volume Direct Customer Offerings

Americas —countries• Global Series products• Services and support• Training

Coverage key Global Series products available Selective services No Global Series capability

Europe and Africa —countries• Global Series products• Services and support• Training

Asia —countries• Global Series products• Support• Training


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


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.


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


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.


Q&A

Date post:	23-Dec-2015
Category:	Documents
Upload:	adelia-sullivan
View:	225 times
Download:	2 times