Date: October 20, 2015

Author: Chris Tracey - HP Software (HPSW)

Like many software organizations, Hewlett-Packard Software Support knows they can improve customer outcomes, increase deployment sizes, and maximize renewal rates by engaging more closely with customers. However, common challenges include renewal teams not having time to sell outcome services, with license sales having a license quota with "support offering" being low on their priority list. At the same time, customers need flexibility in how they budget for services, and they want a high degree of flexibility in how they consume "premier" support services.

This session will cover how HP revamped their "premier" support offerings into a highly flexible set of support services for customers, while at the same time simplifying the sales and purchasing processes for the sales teams helping to accelerate customer adoption. Central to this approach was the introduction of a new set of value-added services, combined with a flexible credits- or points-based system for customer purchasing.

Applicable Disciplines:
Service Revenue Generation-Recurring;Support Services;Expand Selling

Growing Customers; Services Transformation; Customer Success; B4B; Business Outcomes

Functional Areas:
Operations;Service Delivery;Strategy