The main mission of HP is to drive innovation, and they do this through their technology products, including personal computers/monitors, printers, and 3D printing solutions. With over 50,000 employees and a net revenue of $16.5 billion dollars in their fiscal 2022 second quarter alone, it is clear that their impact on innovation is significant. With innovation being a large priority for the company, HP was looking to step up their game and innovate their sales forces and sales processes when they turned to the help of Ecosystems.
As a premium brand in the market, HP does not settle when it comes to their products and their customers, which is why they were looking for ways to transform their sales process. With the help of Ecosystems’ collaborative customer value management program, we were able to help them do just that.
How Ecosystems Helps HP Improve Their Sales Process
By using Ecosystems’ collaborative customer value management platform, HP was able to rebuild its sales process to include one-third of giving the key service-level agreement (SLA) performance, with the other two-thirds focusing on where HP could go with their customer together. This is made possible through the collaborative element of the Ecosystems platform, as it works to demonstrate both qualitative and quantitative measurements of value realization.
Just one example of this process in action, as discussed by Grad Rosenbaum, Vice President General Manager at HP, is when they presented their security offering to a major healthcare organization through the Ecosystems platform.
With the ability to show the Chief Security Officer exactly where the remediation would be required and consistent check-ins to show how they had achieved their goals, Rosenbaum states, “We turned this from something that was of little value to a best case that they shared around the organization.”