Business Initiatives that make a difference -v3

HPSW Support Sales & OperationsBusiness Initiatives that make a differenceAndre Jankowitz, 24 April 2013

if you can't measure it, you can't manage

it!

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

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Business Initiatives That Make A Difference

Agenda

1. ELA Lifecycle

2. Critical Upgrades

3. Designed, Developed by Andre Jankowitz

Preferred Format: Interactive discussion with Q&A as we go along


1. ELA Lifecycle Managementif you can't measure it, you can't manage it!


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1.1 ELA Overview – August ‘12


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1.2 ELA Overview – April ‘13


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1.3 ELA Lifecycle ManagementIntroducing the New Enterprise License Agreement Dashboard (ELAD)


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Setting the Region Filters

1.4 ELA Lifecycle Management

Select a Region and or Sub-Region/CountryThe filtered results are then updated, as is the table and adjacent chart(Please note that for AMS/APJ, there are no Sub-Regions)


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Next, review the Welcome Event and Usage Status


Click on the “+” sign adjacent to the heading to open the Welcome/Usage SectionIn this view there are 3 Sections, 1. Welcome Event trending, 2. Usage trending and 3. Chart, showing both Welcome Event Status and Usage Percentage on a monthly basis.


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View EoT Certification Status trends for ELAs ending in a fiscal period


Click on the “+” sign adjacent to the heading to open the EoT Certification Status SectionIn this view one can view changes in the Certification Status for a given period, e.g. FY11 and Older, Q1’12, Q2’12 etc..The results are displayed for each status as well as shown in a percentage bar chart over time


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Next, drill down to the individual accounts1.7 ELA Lifecycle Management

Select an account from the drop down window to view the Account Overview section for that accountSome key functionality includes:1. Account name, demographics, $ values by product line etc...2. ELA overview and Support offering – If a Carve out is expected, it will be indicated here3. Trend section, tracks the Deployment % and Overall Risk associated with this ELA from month to month

(If necessary, you can change the start month to show earlier or later periods)


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Progress Indicator and KPI Tracking1.8 ELA Lifecycle Management


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Additional Sheets: Reporting Centre1.9 ELA Lifecycle Management


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Additional Sheets: Money Ball Reporting1.10 ELA Lifecycle Management


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Additional Sheets: QBR Template1.11 ELA Lifecycle Management


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Additional Sheets: Rankings1.12 ELA Lifecycle Management


2. Critical Upgrade Managementif you can't measure it, you can't manage it!


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2.1 Context – Scalable DesignInstall Base Reports

• Selected Products (ALM, BSM, ITSM, PPM, LR, PC)

• Refreshed Quarterly• +/- 285K Records

Version Details• USB, or otherwise PADAPPI (Customer license

download database) +/- 3M Records• GSD, Customer Support incident logs +/- 86K

records• SharePoint +/- 4K Records

Technology• Access Database 1.5GB• Excel front-end (VB Script) +/- 33MB just for

functionality

Critical Upgrades

Dashboard

1.Programme Management• Obso Dashboard• Support Policy

• Extended Support

2.Install Base• World-wide

Analytics• Regional analytics

• Assignments

3.SharePoint• Upgrade Managers

• RSR/SSAM input

4.License Versions• SPARKS

• USB• SharePoint

• Poetic

5.Analytic Tools• Excel

• VB Script• Vertica

6.Business Insights• Status of migrations

• Financial impact• Risk mitigation


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2.2 Context – At Next RenewalPurpose

• Ensure compliance with the new HPSW Policy

Decisions Supported• Determines what action is needed at next

renewal• Sends email alerts to RSRs and SSAMs • Identifies Support Revenue under risk • Enable management to prioritize intervention

Next Steps• Secure buy-in from Sales Management• RSR/SSAM enablement – on-going• EMEA: Deployed in Q1’13• AMS: Deployed in Q2’13• APJ: Deployed in Q2’13

At Next Renewal

1.Renew as usual

2.Update SKUs

3.10% or upgrade

4.Can’t renew

unless…


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2.3 Intro Sheet – Selecting Your Data

Select only one category

File size and estimated time to refresh

Remember to click the ‘Refresh Data’ button


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2.4 Intro Sheet – Populated with your data


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2.5 Aggregated Reporting – AMS Region


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2.6 Aggregated Reporting – EMEA Region


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2.7 Aggregated Reporting – APJ Region


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2.8 Aggregated Reporting - TimelineToggle between Qty. and USD

Toggle between Renewal & EOS

Current Selection


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2.9 Account Overview – Summary by CompanyUpdate Assignments if

necessary, and click Save

If saved, you will get a confirmation message…

Choose account from Yellow drop down and click ‘Select Account’


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2.10 Account Overview – Updating the SAIDsOnce done, Click SaveUpdate Values and add

Comments


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2.11 Account Overview – Updating Version/StatusOnce Done, Click Save

Update Versions

and Upgrade Status

Obsolescence & Migrations

Portal


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2.12 Account Overview – Updating Action Plans

Select the Corresponding Product

Once done, Click Save

Enter Comments


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2.13 Review Updates – Updates SheetSAID and

Temp file nameNext Row Indicator

Email Updates to SharePoint

Reset Form (delete all)

Enter your Name here…

Updates Tab


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2.14 Review Updates – Send Email

Click Send

SharePoint Email Address

Copy of the Updates Sheet


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2.15 SAM KPIs – Status Identified/Plan in Place


3. Designed and Developed by Andre Jankowitz

if you can't measure it, you can't manage it!


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1. CredentialsBusiness Acumen

• Seasoned entrepreneur founded 3 businesses spanning 15yrs• Held numerous management and MD roles in private companies• Executive MBA • Innovator at HP Software: Started Business Initiatives project• “Demonstrated consistent leadership and creative skills” Don Tooth

Change Management• Turn-around specialist at Louis Group Int. (7yrs)• Industry Experience: Software, Banking, Financial Services, Insurance, Property, Hotels,

Retail Travel• Successfully transformed many failing business • “Willing to pioneer ideas and projects” Alan Louis

Performance Measurement & Management (PMM)• Developed numerous bonus/performance management systems• Designed and implemented a PMM system for PhD course and scored “A+”• Designed Sales Ops Performance system• Designed Premier, ELA & Upgrades performance systems• “Your dashboards are very impressive, some of the very best we have seen” Dale Virgil


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2. Key AccomplishmentsPremier

• Premier Attach to new license sales• Premier Delivery management and escalation – Automated email alerts• Consolidated reporting at world-wide level • Replaces the need for multiple spreadsheets (License Pipeline, Premier Install Base, Follow-up action

schedule etc.)• “Beautiful, amazing, fantastic. This is great. To say I’m happy with it, is a far understatement” Andreas Greiner

ELAs• Replaced traditional ELA reporting tool• Tracks Welcome Events, Usage and EoT with Performance and KPI metrics• Dramatically improves management of 700+ ELAs ($1Bn License Revenue / $200M Annualized Support)• Up from consolidated score of 22% to 67%!• “The ELA lifecycle dashboard looks very professional. My compliments. Congratulations with creating

actionable KPA’s. It is really amazing what you did with my remark!” Martin Verkaik

Upgrades• Gone from 0% Version visibility, to 81.3% now identified• Currently tracking 36,913 Agreements worth $540M annualizes support revenue• Over 12,000 user updates in just over 1 month• “The artificial intelligence clubbed with continuous progress tracking makes this a really valuable tool.”

Anup Payyakkil• “…beyond impressive” Aileen Allkins and Tina Plummer


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3. Design ApproachAgile Development at it’s best

• 4 Tools designed, developed and implemented in less than 8 Months!• Full stakeholder adoption/endorsement• Quick iterations - Responsive to user needs/changes• Easy to Refresh/Update• Very Visual – Simple charts and tables – support decisions• Simple/Clean lines – consistent look and feel• Cascaded reporting – Global – Regions – Sub-Region –

Accounts – Individuals (SAM/RSR/Managers/VP/SVP)• Trending by month – shows progress or lack thereof• Rankings – Individuals, Teams, Sub-Regions and

Regional performance• Performance monitoring and KPI tracking• Integrated QBR templates• Integrated email alerts

if you can't measure it, you can't manage it!


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4. Publishing SuccessLeveraging off our network

• Published in ‘Newsround’ Support Sales’ monthly Newsletter

• Numerous content on HP Connections, Blogs, Discussions, polls etc…

• Published 9 Blogs posts over the past 8 months with 882 views and 46 Comments!

Changing Behavior• Showcasing the best and highlighting the rest!• Peer rankings• High visibility, no hiding• Tracking performance or lack thereof• Everyone wants to be recognized, but there will always

be those who want to be the best!


Thank you…

Documents

Business Initiatives that make a difference -v3