HP ROI Program
for Software
Partners
Overview (Draft)
Prepared: Eberhard Schade
Date: September 2007
© 2007 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice
(additional content in notes page)
Agenda
•
Introduction & Background on HP’s ROI
Approach
•
Expanding HP ROI Program to Software Partners
•
How to become a Business Value Consultant
The Shift to Business Technology
•
Past – IT driven by
operational costs or cost
advantages
•
The new reality: IT powers
the business
•
IT risks are now business
risks
•
IT opportunities are now
business opportunities
The Need to Quantify Value
•
Role of the CIO is changing
•
Measured on Business outcomes
•
IT is no longer a cost
•
IT is an investment
•
Quantifying IT value means
looking for the benefits it creates
for the business
When is ROI appropriate?
•
As part of a business case
•
Assess value of existing IT investments
•
Establish an ROI baseline to measure
progress
•
Demonstrate alignment of IT investments
with customer’s business goals
HP’s ROI Approach
Customer Research
Research Goals
Results
•
Understand how
customers measure
value
•
Engage variety of
customers across
different verticals
•
Capture customer value
into case studies
•
Create ROI framework
and process
•
Use knowledge to
develop ROI process
and methodology
•
Package knowledge into
appropriate tools
HP’s ROI Model
Discover
Align
Model
Deliver
Challenges
(Anecdotes)
Initiatives
Business
Applications
Infrastructure
Value Propositions
Benefit Models
(ROI Scenarios)
Customer
Data
Demand / Cost
Models
ROI
Result
Business Case Package
Attributes of HP ROI process
DISCOVER
•
Credible data
ALIGN
•
Systematic, non-intrusive
approach
MODEL
Traceability
•
Create a baseline
Initiatives
Applications
Infrastructure
Value Propositions
Benefit Models
(ROI Scenarios)
Demand / Cost
Models
Customer
Data
DELIVER
•
Challenges / Pain
( Anecdotes)
ROI
Result
Business Case Package
Cumulative cost-benefit summary
$14,000,000
•
Promote your customer
sponsor’s success
$12,000,000
$10,000,000
$8,000,000
Business Value
Cost
$6,000,000
$4,000,000
$2,000,000
$Year 1
Year 2
Year 3
Year 4
Year 5
Customer feedback
“HP's systematic approach engaged both business and IT stakeholders in an
eye-opening, give-and-take ROI Dialogue.
The result is a thoughtful assessment, with credible results.”
John Novak, CIO La Quinta
“We now have the justification and process to stand confidently behind our
budget requests.”
Todd Katz, Senior Manager of IT Architecture, Sprint-Nextel
“HP BTO Solutions have helped us improve the efficiency and effectiveness of
our Business Process Quality and Management and Performance Optimization
Management processes, which have resulted in significant cost avoidance and
revenue savings.
Over the course of three years, we estimate our total savings to be between $9
million and $11 million.”
Dick LeFave, Senior Vice President and CIO, Sprint -Nextel Communications
Characteristics of good ROI program
•
•
•
•
•
•
•
•
•
•
ROI is tightly integrated with the vendor's value proposition.
ROI citations are abundant.
Demonstrations are driven by ROI needs.
Executive presentations are filled with thoughtful and provable ROI.
Vendor’s web sites abound with ROI information and capabilities.
Appropriately designed customizable ROI tools are offered to buyers.
Sales team can help clients with credible, customized ROI analyses.
ROI claims are carefully and accurately described and supported.
Customer-endorsed ROI is plentiful and well explained.
Sales team has good answers to business value questions
Source: Making Technology Investment Profitable; by Jack Keen; chapter 12
Expanding
HP ROI Program
to Partners
© 2007 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice
HP Partner ROI Program
The Program
Exclusive Partnership between
HP and qualified Partners
The Goal
Accelerate mutual success by transferring
knowledge to help partners accelerate the
sale of their HP Software-based solutions
HP ROI Partner Program Overview
Predictable program available to
qualified HP Software Partners:
•
Engage
− Partner Profiling and qualification
•
Enable
− Training as ROI Practitioner and/or
Business Value Consultant
− Member of Value Space Virtual
Community
•
Evaluate
− Review and assess success of
program with individual partners
Key Benefits of Being an HP ROI Program Partner
Partners have exclusive access to:
•
Business Value Consultant Training
•
ROI Analyst Tool by Alinean
•
ROI model templates for HP Software
centers
•
Business Value Space (Virtual Community
of Business Value Consultants)
•
Collaterals – white papers, case
studies and sales material for value
selling
Immediate Benefits for HP Software Partner
•
•
Quantifying the unique value of the
opportunity and HP software solutions
Reduce discounting and increase deal
size
• Business Value Consultant certification
as a differentiator in recognizing staff for
promotions
• Integrate ROI into the Partner’s sales
process
• Co-branded case studies for industry
recognition and thought leadership
Criteria to become an HP ROI Program Partner?
A.
Pursue Business Value
Consulting opportunities with
your clients
B.
Commitment to time and
resource investment
C.
Work seamless with HP
Sales force on Value
Consulting
HP Certified and Trained to deliver
•
HP Certified Professionals
are at the core of the HP’s
ROI Partner program strategy
•
Having certified professionals
on staff is mandatory for ROI
Program Partner membership
•
HP ROI Program Partners
have access to a
comprehensive range of
training content via HP
Software University
HP’s commitment
to HP ROI Program Partners
•
HP provides
− ROI assets (methodology, tools, collaterals)
− Training (JITs, webinars, f2f, certification)
− Support (HP Software Partner website, virtual
community )
•
Partner provides
− Qualified staff
− ROI case study material
− Metrics on ROI asset usage and
success rates
Trusted for Business.
End customer positioning for HP ROI Program Partners
• ROI Program Partners guarantee an
unparalleled combination of expertise,
proximity and customized solutions.
• ROI Program Partners can provide
timely, accurate ROI Analysis
assessment of customers’ IT investments
to meet business needs.
• ROI Program Partners are certified and
recommended by HP.
• ROI Program Partners focus on HP
values of loyalty and un-compromising
commitment to customers.
How to become a
Business Value
Consultant?
© 2007 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice
HP ROI Program Specializations
The specialization offers Business Value Consultant training in
combination with each of the HP Software Centers
HP Certified Professional Program
Specialization in Business Value
Consultancy differentiates you
The HP Certified Professional Program
offers you the ability to quickly recoup
your investment through increased
sales and service opportunities. This
program offers the „certification
resources“ required to become a
Business Value Consultant and to be
eligble to exhibit the „Trusted Business
Partner“ insigna.
HP Certified Business Value Consultant
HP Certified Business Value Consultant Partner For Value !
CRITERIA
•
Accredited member of the HP
ROI Partner Program
Successfully completed the
following certifications:
•
HP Business Value
Consultant
•
HP Software Centers (min. of
one)
Refresher
•
Once a year review
completed ROI engagements
with a HP BVC to determine
level of refresher courses
Benefits:
• Use of Trusted Business
Partner Insigna
• Member of the WW Virtual
Community on Business
Value Consultancy
•Use of HP ROI-Analysis
templates for HP Software
Centers
•Access to Alinean ROIAnalyst tool
Next steps to become an
HP ROI Program Partner?
A.
Complete HP’s Partner
Profiling Questionnaire
B.
Sign up for Silver or Gold
level training and
certification
C.
Complete HP ROI training
curriculum and pass the
certification test
D.
Attain a minimum of one
additional HP Sales or
Technical Certification
HP ROI Program Partner
Summary
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Competitive benefits
•
Drives top and bottom line
growth
•
Ability to specialize and
differentiate
•
Demonstrated expertise
through certification
2008 Certified ROI Program Partner
Trusted Business Partner.
Qualified to deliver.
A ‘Win-Win’ Relationship
•
For Partner
A.
B.
C.
D.
E.
•
Knowledge transfer
•
Leverage HP’s first-hand customer research
and methodology / tool investments
Enables value selling
•
Larger deals
•
Shorter sales cycles
•
Reduced discounting
Profitable revenue growth
•
Differentiation / competitive advantage
Industry recognition
•
Joint case studies (Customer ROI Spotlights)
Staff professional development
•
Excellent learning opportunity
−
Quantifies IT contributions to business
−
Articulates IT alignment with business goals
−
Valuable publicity, positioning customer as
technology leader
−
Validates decision to select HP
−
Benchmark report from IDC
For HP
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Our Partner’s success is our success!
Different Customers …. Different needs
We recognize that when it comes to building business cases customers have
different needs. To accommodate these varying needs we have created two
different ROI engagement paths
Engagement Path 1
Engagement Path 2
With path 1 your customer has a clear
understanding of the benefits and
needs a limited (first pass ROI
analysis) to demonstrate to his
management the results of a ROI
Analysis.
Path 2 represents a consultative
approach for customers with more
demanding business case
requirements. As a certified BVC you
will be able help your customer
articulate the value map and develop
a customized ROI model and
business case presentation
ROI Calculator
ROI Analyst
Level of training
Basic
Intermediate
ROI Program Level
Silver
Gold
Level of
understanding of
your customers
business
technology problem
Alinean Tool
Table - Engagement paths for business case development