EMEA Global Account

Business Support
Team
Service Portfolio Dec 2013

Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without
notice. HP Restricted

GA Business Support FY14 Strategy

Playing
What is our to Win
Increase GA profitability and sales productivity through innovative operations .
Enable communication within GA space
Optimize Service Portfolio
Increased ownership on sales processes

Winning aspiration?

Where will
we play?

Drive results by aligning to GA Management KPIs

Strong collaboration with all GA related teams
Increase HP competitiveness by delivering highly qualitative Analysis & Consultancy
Our great operational execution and expertise can be counted every day

How will
we win?
What
capabilities
must be in
place?

Most Predictable and Profitable business (Forecast / Pipeline Management)

Drive Sales Process Transformation within GA community
Most productive Sales Managers
Build highly motivated Team with passion for team & self development

What
management
systems are
required?
2

Copyright 2012 Hewlett-Packard Development Company, L.P.

Standardized Solution for Reporting

SFDC functionalities adoption
Automation of Proforma and Forecast Process
Differentiated Portfolio of services
KPIs that drive business performance and operational
excellence
Strong engagement with SS&O , Finance and Sales Ops Teams
Management of change to increase the quality and speed of
transformation
The
contained herein
is subject to change without notice.
information
Strong CI/SME
culture
Implementation and consistent Follow-up on VoW Action Plan

GA Business Support : In Scope

Activities
Process
ABT
ABP
TAM
Pipeline Management

Key Activities

Provide contingency analysis(seasonality , YoY Growth)

How to queries - Data quality and questions around the process
Provide contingency analysis
How to queries - Data quality and questions around the process
Provide contingency analysis (seasonality , YoY Growth)
How to queries - Data quality and questions around the process
Provide pipeline analysis on main KPIs
How to queries - Data quality and questions around the process/ SFDC
Provide forecast analysis (WoW changes, forecast vs pipeline vs actuals)

Forecast

Forecast Calls - maximum 30 minutes biweekly call

How to queries - Data quality and questions around the process
Provide account performance analysis (Won vs Actuals, Historical data etc)

SCO/Other

How to queries - Data quality and questions around the process

Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

THANK YOU

Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.