Executive
MBA Students
HewlettPackard
Czech Republic
Philadelphia
University,
ESG Marketing Manager
PA
Prague, March 13, 2003
Stanislav Havel
1
hp vision
• to be the world’s
leading IT solutions
provider
• simplifying IT for
superior business
results
2
hp mission
• In the words of Bill and
Dave, HP exists to "invent
the useful and significant."
• "Useful" in that our
contributions free
businesses and
consumers to focus on
what matters most to them.
• "Significant" in that we
intend not only to make
a profit, but to make
a difference.
3
4 Groups:
Corporate Functions
HP Labs
Global Brand &
Communications
Imaging
& Printing
Information
Technoology
Corporate Affairs
Personal
HP Services
Systems
Group
Enterprise
Systems
Group
Human Resources
Finance &
Administration
Office of Corporate
Strategy & Technology
4
Enterprise Systems Group (ESG)
Business overview
• Industry consolidation expected to accelerate
• Intensive focus on ROIT (return on IT) and cost reduction by CIOs
• Focus on improved management tools due to of IT complexity increase
• The unbeatable portfolio of products for enterprises
• Business Critical Servers, NT Servers, Storages, management SW
• Focus on specific industries
• FSI, Telco, extended manufacturing; government
• 35,000 employees worldwide
5
HP Services
Business overview
• #3 IT services business worldwide
• Ranked #1 outsourcer by our customers
• Comprised of three lines of business: customer support, managed
services and consulting and integration
• Biggest growth area is managed services
• 65,000 employees worldwide
6
Imaging and Printing group
Business overview
• #1 in Americas, Europe and Asia Pacific
• #1 in 18 of 20 categories including ink, laser, scanners, designjet, print
servers
• Technology leadership in inkjet, laser and liquid electro photography
(LEP)
• 238 million printers shipped during 17 years of industry leadership
• 23,000 employees
7
Personal Systems Group
Business overview
• Broad portfolio – from handheld devices to multi-way, Itanium®
workstations
• More than 85 million PCs in installed base
• Products for multiple markets, including: vertical/industrial,
business/office, mobile professionals and family/personal/entertainment
12,000 employees
8
hp sales model: customer segmentation
in the Czech Republic
customer segments
N/A in Czech Republic
10 named
customers
Enterprise
N/A
hp objectives
– N/A
– Be trusted advisor to account
– Be recognized as key strategic
IT provider to the account
Commercial
– Generate large/profitable deals
– Focus on products and focused
solutions
SMB
– Maximize productivity of sales
touches
– Optimize reach through blended
channels
Consumer/MicroBusiness
– Stimulate demand through brand
building
– Optimize reach through blended
channels
100-120 named
customers
(installed &
emerging)
TOP SMB 600
businesses (of 5000
existing)
Rest SMB aprox.
300.000
Individuals
& SOHO businesses
Corporate
revenue
9
# 1 IT Company in terms of revenue
# 1 in services
(IBM, PVT, Logica)
# 1 in Unix servers
(Sun, IBM)
# 1 in ISS servers
where we are
today
(Dell, IBM)
# 1 in storage (estimation)
(IBM, EMC, Sun, Dell)
# 1 in printers
(Cannon, Epson)
# 1 in access devices
(Dell, Acer (NB), AT (PCs),
Toshiba, IBM, Fujitsu-Siemens)
# 3 in cameras (Olympus, Sony)
10
ISS - Year 2001
Market share
ESG
Others
11%
6,91
Dell
18%
IBM
20%
11,99
10,63
30,9
new HP
51%
NSS – 2002 est.
Others
16,3%
Slice 6
0,0%
EMC
14,3%
BCS - Year 2001
new HP
38%
Others
5%
IBM
30%
4,89
27,32
Sun
5,0%
34,56
IBM
19,8%
24,31
new HP
44,6%
Sun
27%
13
Q&A
14