Hewlett Packard Nigeria

Share

Internal Salesforce & Partner Channel Development


In an industry where the pace of change means we are constantly on the move it presents opportunities for constant learning & development. Profiliant has been our long time partner in ensuring our channel network and our internal sales team are aligned, pushing towards common goals. We see value in working with a company that has depth and breadth of expertise as Profiliant does.

Imeh Umoh -Managing Director

  • The HP West Africa TSG Business group in charge of selling Business Critical Servers, Storage & Services to the Enterprise Customer segments in Nigeria was witnessing growth & wanted to sustain it.
  • The local HP management team needed help to inspire and motivate the HP Salesforce to achieve new market share objectives and stretch goals for new financial years.
  • HP also needed to grow Partner capability to sell enterprise class IT solutions and services as that segment of the market continued to expand.
  • Competitive pressure within the market was coming from other Original Equipment Manufacturers (OEMs) as well as Independent Software Vendors (ISVs).

Consulting

  • Concept development for Channel partner development events
  • Content development & delivery for internal HP Nigeria kick-off meetings

Technology

  • Events Management Technology Platform
  • Contact Management tools for outbound correspondence and data gathering

Other Services

  • Technology Sales Training for the Enterprise Channel Team
  • Sales Call Model training for the HP TSG sales team
  • Outsourced Single Sales Opportunity Contract

Speed

  • The solution for HP in each instance was designed and delivered within 10 business days
  • Prior knowledge of HP globally and locally helped expedite customisation & deployment.

Financial

  • HP achieved closer affinity with the enterprise class customers whose technology sales capabilities were developed
  • HP’s enterprise business share grew in FSI, Oil & Gas, and the Public sector.

Value

  • HP reduced deal close cycles by deploying the sales-call management model taught by Profiliant.
  • Improved staff morale and confidence in selling enterprise ICT solutions was a visible outcome.


Categories: