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Marketing Information Technology in Emerging Markets: Hewlett-Packard in Latin America

Agenda

HP Today + Tomorrow

2 Companies

Accelerate Growth

Latin America Go to Market. Role of Distributors.

Brief discussion of Partner’s Management. Integration / Cloud

Latin America opportunity

Innovation Focus… Interesting times to live

Region Overview

Accelerating growth with SW in Latin America

Accelerating growth with EG in Latin America

Accelerating growth with PPS in Latin America

Benefits for Growth

Q&A

HP today overview

Presentation tip:

Use the ‘Transition’ text to set up the content of the next slide before the audience sees it. This creates the impression you are driving the presentation, rather than the slides driving you.

HP today

Hewlett-Packard Company is a provider of products, technologies, software, solutions & services to individual consumers, small- and medium-sized businesses and large enterprises, including customers in the government, health and education sectors

Fortune 17

321,000 employees

145,000 sales partners

210,000 service partners

88,000 retail locations

Key Message:

In today’s economic climate, customers trust a company that will be around for the long-term. HP focuses on simplifying technology experiences for all of its customers – from individual consumers to the largest businesses. With a portfolio that spans printing, personal computing and IT infrastructure, HP is among the world’s largest IT companies, with revenue totaling $118.4 billion for FY08.

HP is a Fortune 9 company (ninth largest in the U.S.) operating in more than 170 countries that provides stability customers can count on. A billion people around the world use HP technology every day. Each year, HP ships about 60 million printers, 49 million PCs and 2.5 million servers – or about 3.5 products every second. Three people a second trust HP to satisfy their technology needs. More than 200 million cell phone subscribers worldwide depend on HP software to place calls. And more than 18 million people rely on mobile and LAN-based carrier communications running on HP technology.

Detail:

At #9, we now out-rank IBM who is below us at #14.

HP has been a global company with 172,000 employees spread around the world. With EDS, the number of WW employees increases by 139,000 to 321,000.

In addition, HP had 73,000 service partners and together with EDS’s 137,000 that number rises to 210,000.

HP is a leading global provider of products, technologies, solutions and services to individual consumers, small and medium sized businesses (‘‘SMBs’’) and large enterprises. Our offerings span:

Enterprise storage and servers,

Multi-vendor services, including technology support and maintenance,

Consulting and integration and managed services,

Personal computing and other access devices, and

Imaging and printing-related products and services.

HP has unprecedented reach:

Enables more than 200 million mobile phone subscribers

Powers 106 of the world’s 120 stock exchanges

References:

http://www.hp.com/hpinfo/abouthp/

HP November

Do you know?

Key Message:

Detail:

At #9, we now out-rank IBM who is below us at #14.

HP has been a global company with 172,000 employees spread around the world. With EDS, the number of WW employees increases by 139,000 to 321,000.

In addition, HP had 73,000 service partners and together with EDS’s 137,000 that number rises to 210,000.

Enterprise storage and servers,

Multi-vendor services, including technology support and maintenance,

Consulting and integration and managed services,

Personal computing and other access devices, and

Imaging and printing-related products and services.

HP has unprecedented reach:

Enables more than 200 million mobile phone subscribers

Powers 106 of the world’s 120 stock exchanges

References:

http://www.hp.com/hpinfo/abouthp/

2 Fortune 50 companies:

Hewlett Packard

Enterprise

(Meg Whitman)

HP Inc.

(Dion Weisler)

THE TWO CARS GARAGE (Video You Tube)

The move to accelerate the turnaround journey through agility and flexibility

Key Message:

Detail:

At #9, we now out-rank IBM who is below us at #14.

HP has been a global company with 172,000 employees spread around the world. With EDS, the number of WW employees increases by 139,000 to 321,000.

In addition, HP had 73,000 service partners and together with EDS’s 137,000 that number rises to 210,000.

Enterprise storage and servers,

Multi-vendor services, including technology support and maintenance,

Consulting and integration and managed services,

Personal computing and other access devices, and

Imaging and printing-related products and services.

HP has unprecedented reach:

Enables more than 200 million mobile phone subscribers

Powers 106 of the world’s 120 stock exchanges

References:

http://www.hp.com/hpinfo/abouthp/

Accelerating Growth with HP

‹#›

Macroeconomics Indicators…….

Examples…

The New Style of Business is here and it promises lower cost and greater agility

‹#›

The challenge is lowering the cost of traditional IT while capturing the agility of the New Style of Business

New Style of Business

Greater agility

IT outcome-centric

Conventional workloads

and apps

Long cycle times

Business outcome centric

New workloads, apps and experiences

Short cycle times

Traditional IT

Lower cost

‹#›

To get these benefits means evolving your infrastructure foundation

On-demand IT infrastructure

to increase agility and profitability

Empowering a data-driven enterprise

to accelerate growth

Always-on and secure infrastructure

to protect from risk

and threats

Hyper-connected

workplace

to boost employee productivity & customer experience

On-demand IT infrastructure

to increase agility and profitability

Always-on and secure infrastructure

to protect from risk

and threats

Empowering a data-driven enterprise

to accelerate growth

Hyper-connected

workplace

to boost employee productivity & customer experience

‹#›

Thank you

http://www.hp.com/make-it-matter/us/en/data-storm.html

‹#›

In a world of cloud, mobility,

and big data

how do I filter through

protect myself against

and

new

security threats

- both inside and outside my network as well as across my applications?

How do I decide

what to archive,

what to delete, and

how do I manage it all?

improve service

How do I use data to

for all IT users?

With today’s loads

and complexities,

test my app?

how do I performance

improve customer experience?

How do I leverage all my marketing data

across all channels to gain understanding and

relevant

data?

How do I analyze 100% of

isolate problems

How do I

filter all these

log files to

faster?

Big Data impact all of us

Data centers, marketing systems, legal departments, data security systems, and IT operations are being flooded with data. You may not think you have a ‘big data problem’ specifically, but trust me, it’s changing everything you do, and impacting the way business gets done.

Sitting here in the audience today, you’re likely asking yourself some of these questions…

At HP Software, we think A LOT about these questions. These really represent some of the deepest computer science challenges – it is one thing if your organization produces a million emails a day. It is altogether another proposition when you produce 7 BILLION emails a day, as one of our multinational banking customers does. This is why we have become the TRUSTED SOURCE for corporations who understand the absolute life or death importance of successfully managing, governing, and protecting their information.

Time

Volume of data

Data

Technology gap

Human data

Machine data

Business data

Big Data shift

Mobile apps

System logs

Data centers

Compliance archives

Internet of Things

Sensors

Social networking

Photo sharing

Wearable devices

What’s making it difficult to realize this opportunity, is a fundamental technology gap that’s become acute as all these new sources of data have proliferated.

Most of the technologies designed for managing and analyzing data were designed for an era when the data we cared about – the business data from our systems of record – neatly fit into rows and columns. So relational databases, enterprise data warehouses and business intelligence tools served us for many years.

The challenge is that the fastest growing segments of Big Data are Human Data and Machine Data, with a new set of challenges:

Human Data includes all the content we create:

some of which is highly regulated for compliance purposes, like contracts, legal documents, medical or business records, or customer communications

and other content that may not be regulated but is still valuable, including marketing documents, emails, social media posts, images, voice recordings and video.

You can’t put that into rows and columns, so how do you uncover what matters in all that information to gain insight and act on it quickly?

Think about how calls and recorded and monitored in a call center. Traditionally we would only be able to automate and capture the structured data like the time & length of a call, but what matters most to us is the content of the conversation itself – what was the customer trying to achieve, what was their experience like, how well did the CSR’s responses satisfy the customer? This is a goldmine for marketing, customer service and even product development, but a call center supervisor cannot possibly listen to every call and traditional data architectures don’t offer much help.

Machine Data is the complete opposite of Human Information. It’s the high-velocity information generated by the computers, networks, security devices and sensors embedded in just about everything—the Internet of Things.

Think system log files, click streams, IT monitoring feeds, temperature reads, energy usage stats and building access alerts. How do you make sense of the millions of events generated every second, and find the anomalies to rapidly identify a system outage or security threat? It’s the proverbial needle in a haystack and our traditional data architectures weren’t built to handle the speed and volume of machine data.

Together, Human Data and Machine Data are growing 10x faster than traditional Business Data and this growth has created a technology gap. Traditional data vendors are trying to extend the architectures designed for Business Data, but our customers are telling us those architectures aren’t scaling.

HP Software

Govern

Secure

Develop

Operate

Market

Haven

Human Data

Machine Data

Business Data

Turn 100% of your data into action.

Connected Intelligence

HP Software as a business combines our platform with five distinct families of solutions that increasingly are using Big Data and our platform to solve challenges in unique ways. We bring together the insights that come from visibility to 100% of the data with domain knowledge and unique IP to help you automate key processes quickly and accurately, in essence giving you the power to act now.

Whether you are developing & testing applications that power your business, operating those applications and related IT systems, or marketing your products and services, Big data is important in each domain. And at all times, you need to ensure your information is Governed, Managed and Secure.

Let’s walk through each of the five solution areas:

<Click Govern> for 1 slide summary of HP’s Information Management & Governance solutions (plus optional case study)

<Click Secure> for 1 slide summary of HP’s Enterprise Security solutions (plus optional case study)

<Click Develop> for 1 slide summary of HP’s Application Delivery Management solutions (plus optional case study)

<Click Operate> for 1 slide summary of HP’s IT Operations Management solutions (plus optional case study)

<Click Market> for 1 slide summary of HP’s Marketing Optimization solutions (plus optional case study)

HPSW: Pioneering the business approach to Big Data A common theme of disruption across industries

Marketing Optimization

Big Data

Security

Application Delivery Management

IT Operations Management

3/30/2015

George Kadifa Discover Presentation 12.1.12_16x9

Partner Central

HP Discover

GTM initiatives

Global Partner Conference

Joint solution development

Marketing campaigns

HP Software as Your Business Partner

Partner University

Partner Sales Playbook

HP SW Education

Role-based curriculum

Operational readiness

Sales level

HP Sales

Certification

Professional level

HP Accredited Tech.

Professional

Expert level

HP Advanced Sol. Expert

Master level

HP Master ASE

Authorized Education

Partner Program

Partner Solution

Center

QA packages

HPSW Education resell

New hire onboarding

Awareness / Demand Creation

Enable

Certify

Deliver

From the moment a partner is recruited and becomes an HP Software partner, we introduce them to a comprehensive suite of programs and communities designed to support their success in four key areas:

Awareness & Demand Creation: Support our partner community with competitive marketing offerings and GTM initiatives to help develop and expand their HP Software business.

Enable: Ensure our partners have access to pan-HP Software sales & technical training and resources to support their path to certification and enable their business initiatives.

This is the area of focus for the next 30 minutes…some of the things that we have been focusing on to make it easier for you to understand our products and solutions are shown here;

for instance, we have just updated all the sales certifications for most of our solutions and have simplified the way the information is presented in our partner portal.

We have also revamped the New Hire Onboarding and to this end, we are replicating pretty much the process and sales training we give to our on new hires and extended it to the channel…

We know that it is impossible for a rep to remember everything they are trained on; so we have also created SW Sales playbooks that are easy to read, with a modular approach and designed so a rep can find the information quickly – typically a few minutes prior to his meeting…

BTW, these playbooks are also on mobile format….so you know, we are right now with 3 options for mobile access.. The original Portal one plus 2 alternatives that we are evaluating and that are much more user friendly that our original Sales portal version.

CERTIFY: Access the HP ExpertOne web site - Provide the knowledge framework our partners need to more effectively gather customer business requirements, recognize opportunities and make the right recommendations to solve critical business needs.

DELIVER: Empower and qualify our partners to support and deliver implementation services to their customers and drive higher revenue into their business.

How you get more than your fair share

The new style of Business is here

The Internet

2000s

Client/Server

1990s

Mainframe

1970-80s

The Cloud, Social,

Big Data & Mobile

2010s

As we bridge from the past to the future… we need to recognize, adapt and capitalize on the next major IT inflection point driven by the cloud, social, big data and mobile called the “New Style of IT”.

This is the most exciting time to be in technology – I see more customers and profit pools up for grabs than any time in my career.

The demand for “any time, any where” access to information from employees and consumers has initiated a tectonic shift called the “new style of IT”.

The “new style of IT” is powered by a convergence of four generation-defining trends: The Cloud, Social, Big Data and Mobile.

The mobile experience has forever changed each and every one of our expectations of technology – we now demand a new “lifestyle”.

And to accommodate that lifestyle – a new way of communicating and collaborating – IT professionals desperately need a “new style of IT”… and their looking to you for answers!