Hewlett Packard Nigeria
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.
- 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).
- Concept development for Channel partner development events
- Content development & delivery for internal HP Nigeria kick-off meetings
- Events Management Technology Platform
- Contact Management tools for outbound correspondence and data gathering
- Technology Sales Training for the Enterprise Channel Team
- Sales Call Model training for the HP TSG sales team
- Outsourced Single Sales Opportunity Contract
- 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.
- 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.
- 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.