Sales and Partner Communication Approved Suppliers: Statement of Work (SOW)

1. HP Sales and Partner knowledge/messaging

Understanding of HP’s go-to-market strategies and the strategic role that HP sales teams and partners play in the process. Knowledge of HP’s sales organizations and types of partners (resellers, distributors, SIs, ISVs, etc.) as well as knowledge of key issues these teams face. Ability to craft messaging and communications that speaks to the needs of these audiences.

  • Messaging framework
  • PowerPoint development
  • Best practices writing/production
  • Newsletter content/writing
  • E-mail announcements

2. HP backend/system design expertise

Connection into HP sales/partner portals and/or HP processes. May require passing of parameters to downstream systems that enable suppliers to display appropriate information based on HP sales or partners’ data attributes/parameters. Also may include linkages into HP processes to provide reports, data transfers, metrics, etc. In some cases, HP may provide the front-end linkage to a tool managed by one of these suppliers.

  • Promotional/SPIF campaign development and tracking
  • Benefits statement tracking
  • Sales/partner portal tools/linkages

3. Co-marketing services/campaigns

Co-marketing / marketing campaigns. Offering of services at below market rates as determined by contract to help HP sales and partners with marketing and lead generation campaigns.

  • Unique lead generation services
  • Marketing campaign services such as telemarketing, signage, promotional items

4. Providing program support

Suppliers have specific sales/partner knowledge and unique value add to aide in the delivery of campaigns and programs.

  • Onsite program support
  • Registration support
  • Logistics management
  • Large amounts of HP product, tools and resource knowledge
  • Channel knowledge

GO TO Market Support (GTMS)

(GTMS) is any activity supporting the Sales Supply Chain of activities not associated with Managed commodities. This includes outsourced front-end or back-end sales support, sales tools & reporting with associated service provider (ASP), bid or proposal support; deal pursuit, Intel or other reimbursements, Project Management Office Support (PMO), referral fees.

1. Sales tools:

Sales tools that are created and or managed to manage the Sales Organization’s sales activities that do not connect to HP’s systems.

2. Reporting:

HP engages suppliers to provide reporting activities in the Sales supply chain. This is not MI, rather existing data that we engage suppliers to provide in a specific format.

3. Intel or any other reimbursements:

HP receives monies from companies who are involved in the Sales process. For Intel, HP has outsourced the reimbursement process as if this is not completed correctly, HP does not receive reimbursements. For Media purchases with claims money, are owned by the Advertising team.

4. Outsourced front end and back end Sales support:

This can be both from a Marketing or Technical perspective. ProCurve uses suppliers to provide both front end and back end supports on setting up system deals to specific customer needs. The Sales support for back end and front end will need to follow outsourced guidelines where a SOW is in place with deliverables and metrics to the service being provided. In addition, the supplier will need to be responsible for the means and methods of delivering the services and needs to be a core competency of such supplier’s business. This is NOT agency contractor work.

5. Bid Proposal Support:

HP engages suppliers to provide bid proposal support for both private and federal sector.

6. PMO / PM Support:

HP WW Presales uses suppliers (MarketStar) to provide Project Management and Program Management Office support when a qualified deal such as Ford and GE is won to implement HP products and services delivery and installation. This is specific to a sales deal, NOT staff augmentation or any other Marketing related activity.