HP on a transformation journey. Part of journey is using social collaboration platforms like Salesforce.com's Chatter for competitive. If you missed my presentation at DreamForce, you can review the slides here.

1. How HP Uses Chatter to Speed up
the Sales Cycle and Close Deals
Fast
Alex Flagg
Director, Market Insights
Hewlett-Packard
@alex_flagg

2. HP today
•
$120B in FY12 revenue
• Operations in170 countries
•
330,000
employees worldwide
• 1 HP Printer shipped every
•
4 seconds
•
48 million HP PCs shipped annually
1 in every 3 servers shipped worldwide is HP
4th largest software company in the world
2
© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
•

3. The power of the social collaboration
Get answers, ideas, stimulate innovation from people you didn’t know existed
Potential ties
Unknown
Connections
Weak Ties
Group
Connections
Strong ties
Your Inner
Circle

4. Let me tell you about a taxi cab ride
Alex…
Nice to meet
you what do
you do?
CIO…
I’m responsible for the
infrastructure at a small
logistics company… we’re
building a new data center
and need help.
Analog lead
generated…
now what?

5. From taxi cab to sales lead
3
1
Quick search:
Which groups?
2
Who’s going to
respond?
VP, Americas Sales
4
12 hours later
Sales rep assigned
Lead goes digital
Potential sale

6. HP is the largest deployment of SFDC
HP Employees
330,000
Chatter Groups
2,400
Salesforce.com
36,000
Logins to Chatter Mobile
Within last six months
3,696
Active Chatter members
18,000
Countries
170+

7. Delivering competitive Insights to the
Salesforce

8. Delivering competitive insights
Who’s joined
HAL
Competitor
X
45 Members
in first month
• Presales
• Engineering
architects
• Sales
specialists and
consultations
• Competitive
analysts

9. Competitive insights in action
HP and Competitor X invited to bid on a cloud systems opportunity for a
major US healthcare provider.
Need competitive insights to position HP vs Competitor X
Elapsed time
to answer
The old way
Look up
experts in
org tool
Call and
email
Set up
meetings
Gather
data
Days? Never?
Using Chatter
Request for
deal help via
email
Drop help
requests into
Chatter
Multiple
replies with
name of
expert
Expert emails
the best
information
available
2 hours
57 minutes

10. Accelerated content sharing
Video posted on Palo
Alto Headquarters
Group
HP Netherlands wins
deal. Customer video
posted on Chatter.
South Africa deal
team discovers video,
uses to win local deal.
Elapsed time 72 hours

11. Ideation in action
HP employees submit videos about their
favorite aspects of Salesforce.com

12. Dead or alive?

13. Lessons learned
• Chatter needs buy in from the top down.
• Sales people by nature are competitive.
• Chatter adds fuel.
• Building a framework and coordination are essential.

14. “If only HP knew what
HP knows, we would be
three-times more productive.”
Lew Platt Former Chief Executive of Hewlett-Packard

15. Alex Flagg
Director, Market Insights
Hewlett-Packard
@alex_flagg
linkedin.com/in/alexanderflagg

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